IPNE collaborated with CAPA (CT Authors and Publishers Association) to sponsor a three-part series of webinars to show you where to find more buyers for your books and then present and negotiate for large-quantity, non-returnable sales.
Book-marketing consultant Brian Jud was the speaker for these webinars on three consecutive Mondays during November 2010. You can still view the presentations as shown below.
How to Find More Buyers for Your Books in Non-Bookstore Markets
Brian will begin with a general introduction to special-sales marketing. Every year, more books are sold to buyers in market segments outside of bookstores than are sold in bookstores. And they can be sold more profitably on a non-returnable basis. Are you getting your share of these sales? In this webinar you will discover how to find new markets for your existing titles and increase your sales and profits.
Brian will also show you how to prospect (search) for corporate buyers. Selling books is a matter of numbers. The more people you contact, the more books you can sell. Unfortunately, many authors miss out on potential sales because they do not know where to find the names of potential buyers. In this webinar you will also learn where to find the names of buyers willing and able to buy your books.
Listen to the recorded webinar from 11/01/10 here :
www.premiumbookcompany.com/private/FindprospectsCAPAIPNE.wmv
Read the handout of the special-sales process: BRIAN JUD_10-step sales process.pdf
Preparing For And Making Presentations For Large-Quantity Sales
At some point you have to meet face-to-face with the buyers and tell them why they need to buy your books. You will be more successful selling books in large quantities if you organize and give your presentations effectively. In this webinar Brian will show you how to write a proposal and prepare a professional, successful sales presentation. Then he will cover simple ways to give your presentation and convince more prospects to buy. This process is effective for both fiction and non-fiction titles.
Listen to the recorded webinar from 11/08/10 here:
www.premiumbookcompany.com/private/MakingPresentationsCAPAIPNE.wmv
How to Negotiate Large-Quantity Sales
This is the last of the three webinars. Brian will talk about how you can negotiate profitable orders. Rarely will buyers accept your initial proposal, so you must negotiate the final terms. If you want to make large-quantity sales to corporate buyers, you must be ready to deal. There are a variety of ways to do that effectively and in a non-threatening manner. It is not difficult, but you have to know where to give and take – and when not to buckle. And once you get the order for your books, there is still more to do in your post-sale follow up. This free webinar will provide you with all the basics you need to know about creating a long-term relationship with recurring revenue to you.
Listen to the recorded webinar from 11/15/10 here:
www.premiumbookcompany.com/private/NegotiateLargeQuantitySales.wmv
