Brian Jud

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

3 Steps to Selling Large Book Deals to Corporate Buyers

Selling books to corporate buyers offers independent publishers an enormous – and somewhat untapped -- opportunity for increased book sales. But many book publishers fail to approach this segment because they are unfamiliar with the steps involved in the sales process. Once you understand how the system works, making a successful transition to large, non-returnable…

How to Pitch a Book From the Corporate Buyer’s Perspective

Making a large-quantity book sale (5,000 copies or more) to corporate buyers typically entails a formal presentation describing how your content can help the company in some way. You can improve your chances of making the sale with an analogy to the game of baseball. In any one game there may be several different pitchers…

12 Ways to Find Potential Buyers for Non-Bookstore Sales

Publishers limit their book sales when they see bookstores — bricks and/or clicks — as the only place through which to sell their books. If you want to sell 10,000 books through any retailer, you must get 10,000 people to go there and buy one. But if you want to sell 10,000 books in non-retail…

How to Market Books From the Customer's Perspective

What is the process you follow when you go to a store to buy something? You probably go to the most convenient place (bricks or clicks) and peruse the assortment available. You may search for a particular brand if you are aware of it. If not, you look at the prices to compare the value…

How to Negotiate Book Sales with Deceitful Buyers

“Buyers are liars,” is a term some salespeople use to describe their customers. They believe prospective buyers distort the truth to put themselves in a better bargaining position. Regrettably, in some cases they are correct, so be on guard when negotiating the sale of your books to some corporate purchasers. According to studies among business…

How to Sell Books in the Multi-Billion Dollar Gift Shop Market

The National Park Service turned 100 on August 25, 2016. Given this historic milestone, it seems appropriate to talk about how publishers can sell books through gift shops at parks and historic sites. Gift shops offer a significant opportunity to publishers, particularly those that create educational content about local history. Millions of consumers visit national…

The Most Overlooked Step in Large-Quantity Bookselling Occurs After the Sale

Negotiating a large-quantity book sale to a corporation or government organization can be a rewarding process. If you successfully describe how your content can help prospects solve their business problems, they sign on the dotted line and become customers. However, the euphoria of knowing you will soon receive tens of thousands of dollars could blind…

How Left-Brainstorming Can Improve Book Marketing

A core axiom of non-bookstore marketing, where you sell books directly to corporations or associations, is that you are not selling your book, but the use of your content to solve a prospective customer’s problem. Showing your potential buyers how to do that may take a little creativity. Brainstorming is key to finding new ways…

How to Earn Repeat, Large-Volume Book Orders by Optimizing the Post-Sale Process

Negotiating a large, non-returnable sale of your books to a corporate buyer can be a euphoric event. As you leave the premises you may celebrate with large smiles and high-fives. But unforeseen by many publishers are the various post-sale emotions experienced by the buyers, especially if this is their first time dealing with you. Their…

The 10 Advantages of Advertising Books in Print Media

Successful book publishers market their books using an assorted mix of promotional media. A powerful communication mix includes publicity, advertising, sales promotion, content marketing, and personal selling. Many publishers focus on publicity and avoid advertising -- print advertising in particular. In part that is a cost decision, since it has become easier and more affordable…

How to Conquer Your Emotions During Book Sale Negotiations

Negotiating a large-quantity book sale is a little like playing poker, requiring both hard and soft skills. To be good at it you need practice and experience. You also need a little chutzpah, the creativity to recognize alternatives, the ability to assess odds, the willingness to take calculated risks, and the confidence to bluff when…

Win More Book Orders Before You Begin Selling to Businesses & Associations

The circumstances surrounding every selling situation are different, but there are two parts essential to them all: substance and process. Substance is made up of objective elements such as price, terms and shipping costs. Process is the path you take from your initial meeting to the close. One of the costliest mistakes in negotiating a…

How to Price Books for Retail and Non-Retail Sales

Pricing your book properly may be the most important marketing decision you will make as a publisher. The price you choose will determine your sales, revenue, profits and opportunities for long-term growth. However, there is a big difference between pricing for sales through retail stores (including bookstores) and to non-retail buyers. You can improve your…