No Sales = No Royalties

Spending too much or even too little on your book production can harm you as a self-publisher in ways your may not ever know. You may have the greatest story or the best information on the planet, but if the book buyer isn’t attracted enough to your book to at least pick it up and review the cover and some of the pages, you won’t get a sale.

And why should you as the author be as crass as to dirty your hands with such a mundane thing as book sales? There is a sales to royalty equation that goes like this no sales = no royalties. It would be nice if we could earn money on our writing without having to convince a reader to give it to us, but we can’t. Book sales and book marketing isn’t just a silly inconvenience, it is the truly the engine of publishing.

Critical Questions for the Self-Publishing Author

• What form should your book take to maximize marketability and sales?
  • Do my prospective readers want a hardcover book?
  • Will a soft-cover book appeal more to the readers?
  • Are the readers looking for a bargain or a keepsake?

Presentation Makes All of the Difference

Example of Celestial Seasoning's art

I learned this lesson myself some twenty years ago. At the time, I was working for a natural health magazine in the advertising sales department. One of my favorite advertisers was Celestial Seasonings herbal teas. Their marketing was second to none. Every time they introduced a new product, they hired top-notch illustrators to create the image used on the boxes and ads. They were beautiful. It wasn’t uncommon to have two to three Celestial Seasonings full-page ads in every issue and I can tell you they really dressed up the magazine.

Then as a foil to Celestial Seasonings, was a 1/6 page, black and white, ad for a book which I won’t name for obvious reasons. Their advertisement was ugly to the point of hideousness. It was poorly designed and the photo looked like someone kicked around before inserting it. We tried to bury the ad in places where it wouldn’t wreck our precious image.

We had in place a system to help track advertising results. Celestial Seasonings, of course, always pulled a good response, but at the end of the day, the ugly little black and white book ad would pull equally well, and often more, than Celestial Seasonings. Why? We came up with a lot of theories, but the one that sticks with me after all these years is that book advertisers were consistent with their target buyers. Celestial Seasonings appealed more to the artistic, upscale, yuppie audience. The ugly book ad looked cheap, and offered their product at a discount. It was consistent. The look of the ad matched the purpose. How many books would be sold if they went in with beautiful, full-page ads? I think that their cost would be much greater and their sales would have been less because the message wouldn’t match the purpose.

Make Sure the Message is Consistent with the Marketing

Authors, think about the main purpose of your book, and how you intend to market it. If you can get a clear picture in your mind, many of the questions will answer themselves.

You would have thought my walk down the empty halls, with my mind agitating like a crowd whose team was 2 points from the championship with 3 seconds on the clock, and my hands sweating like the locker room after 2nd period gym class, was a slow walk to the gallows.

I was shown into the inner sanctum. The Principal smiled, rose, reached over the walnut desk and shook my hand. “This must be how they do it,” I thought, “just before strapping the condemned into the electric chair.”

“Have a seat,” he said, still smiling. “Congratulations.”

Huh?

“Congratulations for getting an honorable mention for your poem in the Utah State Poetry Society’s Youth Contest.”

He seemed sincere, but I didn’t have a clue about what he was saying. He might as well have been speaking Swahili.

He presented me with a newspaper clipping and there was my name and the name of the poem I had written circled in red ink.

Later, came an embarrassment of attention. The school newspaper printed my poem, a photo of me, and an interview. The question was asked, “When do you write poetry?”

I responded, “Just when I’m in the mood,” followed by a nervous laugh.

The headline read — His Moodiness Amuses Him. See what I meant by embarrassment? What high school boy wants to be thought of as moody? I wasn’t the athletic type, but I didn’t run or throw a baseball like a girl either. Moodiness was a term reserved for girly-boys. That wasn’t me, even if I wasn’t the fastest runner on the track. I have a long torso and short legs. I wasn’t built for speed.

From that day on, I thought of myself not as a poet, but an occasional writer of poetry. Defining me as a poet took many, many, more years and honestly, I’m still not sure I deserve that particular tag.

How about this for fun?

What about you? You who found the patience to wade through this post, how did you awaken to the writer in you? What is your story?  We could use The Red Hen Association’s website to publish your stories about your paths. Send a jpeg photo too and we will publish your story and your picture.