16 Tips for Selling Your Books to Businesses
12. Be patient. The sales process for a significant order to a corporation may take a year or more. Before placing a large, non-returnable order, your prospects will probably want to test the ability of your book to meet their needs.
13. Help them perform due diligence. If the test goes well, your prospect will investigate your proposal's impact on employees, sales, brand image, competitive position, customers, suppliers, salespeople, purchasing policies, warehousing procedures, previous promotions, marketing plans and budgets, as well as short-term and long-term business plans. This due diligence will delay the decision, but you can help speed the process by aiding them where possible.
- People:
- Brian Jud
Brian Jud is an author, book-marketing consultant, seminar leader, television host and president of Premium Book Company, which sells books to non-bookstore buyers on a non-returnable, commission-only basis and conducts on-site training for publishers' sales forces.
Brian is the author of "How to Make Real Money Selling Books (Without Worrying About Returns)," a do-it-yourself guide to selling books to non-bookstore buyers in large quantities, with no returns. He has written many articles about book publishing and marketing, is the author of the eight e-booklets with "Proven Tips for Publishing Success," and creator of the series of "Book Marketing Wizards." He is also the editor of the bi-weekly newsletter, "Book Marketing Matters."
Brian is the host of the television series "The Book Authority" and has aired over 650 shows. In addition, he is the author, narrator and producer of the media-training video program "You're On The Air."
Reach Brian at BrianJud@BookMarketing.com or visit his website at www.PremiumBookCompany.com