Let us suppose you are now aware of your Target Market for your book, the bait you are going to use is clearly defined [professional speaking, for example], and your Value Proposition has been critically drafted… Now, Let’s Talk Sales
The language of sales remains paramount to authors who perceive their book as a business. As such, Seven Key Factors of Sales that can assist any author to sell are briefly described below:
Prospecting refers to a process that you can use to hunt and find new customers to purchase your book. One of the ways you could use for prospecting is Cold Calling, where a potential reader is contacted with an aim to convince them into buying the book. One must remember that a qualified prospect is a signal that the prospect expresses the need and interest in the content of your book.
2. Building a Rapport
This is when you establish a mutual trust, friendship, and attraction with your prospect. Sales experts usually say that people are more likely to buy from you if they like you. This suggests that to position yourself more accurately with your prospects, formulate solid relationships with them. Find where you can mostly find them, and spend more time with them. The better you know them…the better.
3. Identifying Needs
Here, as an author, you can find the requirements of your qualifying prospects through asking them a series of questions. Where there is a need, there is an opportunity. One awesome fact by being the one who ask questions is that YOU ARE IN CONTROL of the sales process. You just have to be able to ask the questions strategically…We shall cover that as we Progress with Let’s Talk Sales Series.
4. Sales Presentation
Concisely, a sales presentation denotes how you sell your book to your prospect. You pitch to persuade someone into buying your book. According to Expressions, a Personal Development company define the elevator pitch as follows:
An elevator pitch is a short and persuasive introduction to you, your product, or your service, designed to intrigue and impress the listener.
5. Handling Objections
This is one of the critical and imperative part of your selling process, Objection-Handling. The prospect will not always have positive questions to you after you have presented. Techniques of handling such objectives ought to be known, showing that you are an expert in the content of your book.
6. Closing The Sale
This is a process of making a sale; it is the final step of transaction. This subject will be more elaborative through Let’s Talk Sales series.
7. Resale and Sales Referrals
Selling is about having new clients, returning clients, and of course, referred clients. Sales referrals are one of the valuable prospecting you can ever have as an author.
Having the above-mentioned keys may be highly productive as far as your book sales are concerned, they may also be uneasy to perfect, though. The only secret to the betterment of it is practice…