Optimal Selling: Find Your Customers Compelling Reason (Make-The-Sales Series Book 1)

Customer lifetime value
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If the product is good enough, it will spread through word of mouth and you can alter the list price accordingly. The book description is important for telling the readers what to expect in the book. This is where you put your blurb and review snippets from bloggers. Look at books in the Amazon Top to see how they capture reader attention and write their blurbs. Gathering positive reviews will go a long way in pushing your eBook towards the bestseller charts.

Your best bet is to leverage your existing relationships with your Twitter followers, blog readers, friends, and relatives to get positive reviews. It also helps to create narrative arcs that span several books something that can be done with non-fiction as well to keep readers coming back for more. Once you are an established presence in the market, your name alone will attract the curious and the faithful. Caveat lector: be aware that success through self-publishing is rare and hard fought. Eisler compares publishing to the lottery, where few can get in and even fewer can succeed.

Did you like this post? Would you like more of this type of post? If so, please let me know in the comments. Many of the world's most famous entrepreneurs, athletes, investors, poker players, and artists are part of the book. The tips and strategies in Tribe of Mentors have already changed my life, and I hope the same for you. Who was interviewed? Check it all out by clicking here. You are commenting using your WordPress. You are commenting using your Google account. You are commenting using your Twitter account. You are commenting using your Facebook account. Notify me of new comments via email.

Notify me of new posts via email. Comment Rules: Remember what Fonzie was like? Have fun and thanks for adding to the conversation! Thanks to Brian Oberkirch for the inspiration. Like Like. Like Liked by 2 people. Thanks for the comments, guys! Yes, my old blog is unbelievable. How did I think those colors would work out? Like Liked by 1 person. I look forward to sharing this blog—and your first—with my students. Thanks again for being a great guinea pig and guide! Tim, as always thanks for an insightful analysis — with plenty of real world examples and resource links. Your presentation is straight-forward and makes it much more clear.

I especially like the Marketing and Promoting section. I definitely would be interested in more posts like this. Ah, this is awesome. Thanks Tim. So many book ideas, so little time. Wake up every morning and put in 4 hours. Another awesome article, I will definably have to read all those marketing books you recommended. Great post, Ryan and Tim. Just wanted to chime in with a few other tips based on my experience as a self-publisher:. Some niches sell more in paper. I publish in LSAT prep. No one mentions e-books on forums, either.

Paper royalties can actually be quite high, too. Look for niches that have moats. I only entered the LSAT explanation business for two reasons:. I already had some explanations that I sold through an affiliate blog. I just had to format them to make a book. I had gotten fast at writing explanations, so I can write new books fairly quickly. This took months of effort. It also means competitors are not likely to enter my niche, as it is not very lucrative. This leads to point 4. There are countless niches capable of supporting this level of book sales.

Tim, is there any way to allow us to follow replies to only our own comments via email? Like Liked by 3 people. Thanks for the great comment, Graeme!

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I clicked it once… also known as how I learned how to create gmail inbox filters. Thanks Tim! That would be great. Great comment Graeme — I agree with a lot of what you wrote and was about to write a similar comment, especially about the smaller niches. In the first month I did five figures, although that may have a lot to do with the next few months being the most popular time men propose.

Writing an ebook is really the easiest part. Promoting and marketing your ebook is what will make the difference between a success or not. You get instant credibility this way and reach far more people than trying to build up a fan base through your blog. However, in order to do this you have to learn how to think like a journalist, pitch stories that are newsworthy and tied into current events.

Again, great post and resources and best of luck to all of you! You can only 3 reviews for the book and claim to make 5 figures in the first month. Thanks for your insightful reply. Any ideas for where to start looking for niches too small for traditional publishers? Thank you for this in-depth analysis. I have been thinking about releasing non-fiction e-books for kindle, but there has always been consideration in the back of my mind if I should go through traditional route first. I have not made up my mind yet either way, but information like this certainly helps.

There are so many different opinions, so much to know and learn about the industry — but each case is different, and I guess we will all have our individual failures and successes. This article is PERF. It dovetails nicely with the recent Hugh Howey article on Salon. One for inspiration, the other for execution. Please do post more like this! Tim, this is perfect. Goal is to have first book, Tales of Iceland, on Amazon in 2 weeks. Also, most of the world is still way behind the US in ebook adoption.

Even in Iceland where they read more books per capita than any other citizenry in the world , ebooks are still rare…but growing. So the good news is that as other countries catch up, the potential market will continue to grow. Thanks again. More like this, please! I think the most impressive stats is that digital sales just surpassed printed — This is extremely valuable info. Absolutely would consider doing digital-only. Thanks so much for this! You have been my mentor and friend in my head! I just finished my kindle ebook and I am working on creating an app talk about synchronicity!

This is very helpful! I love U! This is where I plan to go financially. Thanks for an amazing post. I was getting doubtful for a little bit, if I had taken a mistake for taking the summer term off. But as a student, I have very little to lose.

Thank you. But, alas, how in the heck am I supposed to take notes on such a great post, when the whole damn thing is worth noting?! Love it! I wrote a book some years ago about my time in the music business, and how to get a gig in that world — I hired a design student to lay it out for me using Adobe PageMaker, and he also did the cover. I also sell it on Kindle, which is insanely simple. Great article but I am certain that the Stephen King, JK Rowling, and Stephenie Meyer did not make it big because they were mercenary about following pop culture trends and finding market niches.

You will find it easier to write. It will sustain you through the writing process…and the blogging…and promotions. I agree. I do not try and hijack trends. Lifetime fan value done properly could be x that. Its like mixtapes in the music game. Give it away for free and make 10x on your live shows instead. Can even be done with physical books, just book a distribution deal. Tucker realized the power of mass market self-publishing and evidently this is actually news to the publishing world, but rappers have been doing this both mixtapes and sub-labels to be distributed for decades.

Time to catch up guys. Good points. You earn a repeat paying customer 2. They tell others that it was good so the exponential impact is amplified. I love this post! This article have me lots to think about. Got me thinking for sure. Thank you for delivering great stuff again and again.

Imformative blog, dropped by to check you out. It will enlighten everyone as to what goes on behind closed doors. All real names will be used in this novel to expose the truth. A book that is so compelling and graphic that has already caused an attempt on my life. The original copy of that book was destroyed during that attempt.

After many years, I have decided to re-write the book. Thanks for giving confirmation to my thoughts with your very informative blog. For those of you who are trying to format your book for the Kindle yourself, I recommend that you use Microsoft Word to do so. Great piece Ryan and Tim. You literally could have written a short ebook on how to write ebooks just using this article. Been a fan of this blog for several years but this just might be the best post. Thanks Ryan and Tim — really inspiring. And the million dollar question s : What about piracy?

Ever checked the torrent sites? Software with DRM-cracking facilities? A substantial part of the music-industry went broke by the peer-to-peer networks. You can use torrents to your advantage. Thanks a lot, very helpful info. I just watched the interview with BitTorrent, quite interesting too. Imho, the most valid argument you gave to go for ebooks is that they are here to stay. Even so, as you worked with BitTorrent, do you have any idea how many copies of the 4HC were illegally downloaded? Is this roughly measurable? I wrote years on it and am now gradually focusing on ways to put it into the market and promote it.

Great post! What are your thoughts on publishing outside the Kindle store as well? I run Digital Delivery App, which is basically a modern e-junkie, and we have a load of e-book publishers who sell via their own websites. Love this. I plan to start writing soon. Also, I would be very interested in learning how you built your supplement business back in the day.

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I have a few ideas about supplements but not sure how to start- legalities, manufacturing, etc. Amazon just recently started a more sophisticated cover creator. You can easily create a really nice cover in minutes. That sounds about right to me. But getting those checks from Amazon every month makes it all worth it. Great article! I work with many authors and they would love this post. Jamie McGuire, Jessica Park and Lauren Clark are all excellent examples of authors that have been incredibly successful going the self-publishing route.

Long pots but loved reading it till the end. I would like more of this type of post with steps we can straight use as a practical guidance. Reading on the Go!! I would like to see more posts with this format commenting on different industries. Unrelated: Tim, you need a word by which your followers can self-reference.

You have reached and I am in awe of this a cult-like fervor. I am left to wander the wilderness, with no quick-way to identify myself as an evangelist for the tribe. Great post. Tons of really useful information with links to much more. Thanks for all the info.

Fabulous article! All of them made it so complicated that my book is still unpublished. Thank you!!! Until now one of the all-time favourite articles on your site was the one by Noah mentioned in this article. The detail is incredible and amazingly helpful in so many ways.

My personal interest is in the development of online training courses, but is is so easy to see how everything here translates across. I fully plan to exploit the cr p out of every suggestion and resource in here. I just wanted to add that Scrivener is awesome for outputting a Kindle mobi or an ePub formatted book which you can load straight to Amazon KDP. You can test it on a device which makes it much easier to know what your customers are getting before you publish.

This seems to remain unknown in germany. Wow, great post. Thanks for this. The only bad point is, now I have 10 more tabs open I have to read. Interesting to note also: 50 Shades of Grey was initially self-published. By the time it sold k copies she got her publishing deal so she was already doing very well. I think the key in everything you wrote above is…quantity. All the people Konrath, Hocking, EL James, Hugh Howey who dominated the best seller lists in their categories did so by publshing multiple books one after the other.

At one point, Howey was on the sci-fi list. I was at one Amazon event for self-published authors and there was one woman who was making a living from writing there who had published over novels. Take all the covers and then just line them up next to each other. And hang it on my wall so I can see so much love every morning when I wake up. Fabulous starter guide! I would add that kindle books can be powerful marketing for your other products on Amazon. We have 8 video guides and 9 kindle books, all offering practical sex advice and proven pleasure techniques — and the kindle books are one of our best forms of publicity for the videos.

Also would recommend adding a catalog of your products to the end of every book, with easily clickable links directing folks right back to the kindle store. That way, when they finish a book they have loved, you can make it easy for them to get more right away. I was curious if anyone has any experience with E-Junkie to publish their ebooks? Tim this is legit.

WordPress is pretty damn easy to use but it can become more complicated, I guess I just need to spend more time on it. I emailed Matt Mullenweg last year and he actually got back to me. Following you has help me learn about some pretty awesome people. AJ Jacobs is pretty legit also. Any ideas on how to split the two and sell thru amazon? Tim- Awesome post. One strategy I borrowed from you was launching the landing page before the book was complete.

Steve, congratulations. One question for you: how did you market it? Have you already build your audience before launching it? Amazon is great because it really help you market your books. Doing it in-house can remarkably increase profits but the toughest part is generating targeted traffic cheaply! Oh heck yes. This post is freaking fantastic start to finish. I always hear people saying that self-publishing will guarantee you make lots of mula.

I need one but it totally scares me letting someone have my book. How do I find one? In fact I read about books at the same time a week. I read one for an hour,Put it to the side and grab the next been doing It since 3rd grade. So others make sense of it cause I can go off on a tangent. Tim, a great blog post with lots of helpful advice for my own e-book challenge.

Maybe see you in Amsterdam in a few weeks. You have a best-selling cookbook and no one is going to call you chef. You have best selling fitness book and no one is going to call you a personal trainer. You have a best selling book in lifestyle and no one is going to call you life coach. Total synchronicity. I wrote an e-book and have not had the ovaries necessary to market it effectively. I was looking for direction and so checked to see if you had a new post. Of course. Thank you for inspiring me once again. Somehow you have an intuitive mind that knows what your readers truly need to hear.

That totally strokes their ego pardon the pun. Yes, if you have a blog that already has a solid following, this is a great place to cross sell a kindle book related to your blog topic. But putting in the time to start a blog and gain followers just to hopefully get people interested in you enough to buy the book is a huge opportunity cost I think. Lets say after 2 years of a lot of hard work, you have a blog that attracts a solid 25, visitors a month in whatever niche you are in.

So even after all the hard work of creating a blog with a solid following, you would only be cross selling 50 books a month. Unless you are already well established in a certain niche, your time is better spent focusing on perfect your amazon sales page, cover design, etc. Same thing goes for other social media like twitter and facebook. It might make you feel good or productive that you are creating a facebook page, setting up a twitter, blogging, but the reality is it is not doing anything to convert any real sales volume. I would say only once you are well established, then start utilizing blogs, facebook and twitter to sell more books.

Tim the other Tim, lol I completely disagree. Look at Amanda Hocking…before anyone knew who she was and before she sold any books, she communicated with her potential readers via social media and her blog. But, there are many ways to approach the kindle store. Meaning taking an internet marketing approach to the kindle store. Hiring ghostwriters to write high quality content for certain niches and marketing well.

There are many ways to approach the kindle store. There are many test cases of people having 50 mini books in the kindle store in different niches with ghostwritten author names racking in 5, dollars a month. Or having 15 high quality full books taking in the same amount. The Amazon domain gets high traffic, but a new title in a competitive niche can get buried.

A blog provides more opportunites for search optimizations and direct response marketing. A book an Amazon supplemented by a blog and an email list has three traffic vectors, not just one. You just need a platform for an opt-in box to start building a list to drive prospects to Amazon whenever you have a new title. Andre, I totally disagree. Paul, I disagree with you. Especially if you are relatively unknown. There are lots of blogs out there. Andre is stating that a blog is one of 3 avenues to pursue.

And I believe he is saying that all 3 are critical. The other advantage of a blog is that you get to see how your audience reacts to your writing — both the topic, and the style.

Analysis paralysis and consumer behavior

As you and your audience evolve, you can incorporate that into your writing. You can start to experiment with marketing and PR with a lower stakes effort so that bombed on that post, no big deal, compared to the fear of taking a step on a 2 year investment of time. Blogging is playing low stakes poker before you go to the world championships.

Thank you so much for the helpful tips. I recently wrote and published a German book in 24 hours: Alles. Everything, Simple. Your 24 Hours Success Book. I wanted to show people that they can make money and be successful if they only have a vision, an ideal, and the guts to pull it through to finality. The only thing I regret is not having waited a little longer with the print run, as I still found a few typos. Really appreciate the insights! Your recommendations have never let me down. Highly entertaining.

Teaching people how to fish as opposed to just feeding them one. It would be great if every year there was a forum of business leaders entrepreneurs, innovators, thought leaders and political leaders coming together to think of new fresh ideas as to how to really positively impact areas of concern like poverty, education, etc. The best and brightest minds are not being heard in the ways our great country needs them to be heard.

Tim — You seem to always be admirably pushing the edge. I have a suggestion for you, maybe for next year — American Ninja Warrior. I think it would be amazing to hear how you prepare your mind and body for a competition like that. Fabulous post! This information is spot-on. One question. Some people still prefer by far to read print. What about actually printing books, using the print-on-demand services?

Your paper is brilliant! The sections on writing, formatting, etc, are no problem to me. I have just published a book on Kindle, via Amazon, about Shakespeare yawn ; showing that he actually wrote most of the stuff accredited to him shock! My troubles start with marketing. The story is rubbish; the writing variable; the editing apparently non-existent. How do the publishers earn their money? Leslie Rocker. I have two friends who write — ive shared this post with both of them.

Thank you for the detailed insights. Extremely useful not only for book publishers but eters and entrepreneurs. This could not have come at a better time!! I just decided this last week after a friend fervently recommended 4HWW to me to write my own book. In fact, I just wrote chapter 1 last night. This gave me some much needed insight into how to get started, and I greatly appreciate that. Have the message that you want to share to the world, get someone to research, test the niche, listen to the market etc. Then use creative methods to produce your content. This is actually a mind-blowing post!

Focus groups, on the other hand, attempt to get an understanding of a specific market segment by questioning eight to 12 members of that group to discover what psychographic and behavioristic factors might motivate the entire group. You should consider hiring a marketing research firm, since executing both questionnaires and focus groups can be complex undertakings.

Embrace the power of internal labels

As you and your audience evolve, you can incorporate that into your writing. Fix this mistake by looking at the root cause of all the customer service calls and solve the problem. This is very helpful! One question. Parcheta forthcoming. I think this is summed up perfectly by Hugh Macleod, the renowned cartoonist and author :. Low-value customers can be turned into high-value customers by effective marketing.

If hiring a marketing research firm is out of the question for your business at this time, here are some suggestions for conducting your own survey research:. Your current customers can provide you with insight on potential customers and how to appeal to them. You may also discover an opportunity to produce additional products to serve this market or improve on an existing product. Ask yourself: What do I need to learn about my customers? Then construct questions that will provide the answers. It can be as simple as asking a current customer:. Why did you purchase this product? Make sure you give them enough space to answer.

If you have a retail outlet, you have the means of distributing a customer comment card or questionnaire. A suggestion box is also a vehicle for obtaining information about your customers and their wants and needs. When mailing monthly invoices or statements, include a questionnaire and return envelope. If you provide an incentive to those who return it, such as a free gift or premium, you increase the chances of getting it back.

Get statistics on the subscriber population for the trade journal that serves the market you want to segment. Most major publications have demographic and behavioristic profiles of their readership. Simply call the advertising department and ask for a media kit. Work with a local college. If you need help in designing and executing a market survey, contact a marketing professor at a nearby college and offer it as a class project. For Example: Career Options might go to the state unemployment office and conduct a survey, or visit a local college and conduct a survey among college seniors.

Trade associations can provide valuable information for industries not only on demography and market size, but on competition and trends for growth areas as well.

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Trade associations usually sponsor trade shows. A printer serving the magazine market would attend a trade show for that industry. But if this printing company was considering targeting new markets such as book publishers or greeting card publishers, then attending trade shows for those industries would be a prime way to identify and question potential customers. Having completed the customer profile, Career Options will have a good idea of how to attract and serve customers in this target market. Their advertising will emphasize that Career Options specializes in helping professionals find good paying jobs quickly.

They will also discover that most of their potential customers in this segment are seeking employment in technical industries. Advertising in various local industry publications would therefore be a good way to reach this market segment. They can also develop an expertise for counseling and placing hi-tech career professionals. Constructing a similar profile will assist you in developing the proper marketing strategies to be successful in your target market. Remember, no two customer profiles will be the same.

Whatever information will help you better promote and sell your product should be included in your customer profile. To make this decision, you must answer the following questions:. What segments are my competitors covering? Are they ignoring smaller segments that I can possibly exploit?

The printing company previously mentioned may decide to pursue small magazine publishers because there are many competitors currently serving the needs of larger publishers. Or, Career Options may discover that since in their geographic location there are several firms that specialize in helping professionals in transition, they should specialize in the recent college graduate market.

Is the market new to your firm? If so, it may be better for you to concentrate on one segment for now, and expand to others when your initial segment has been successfully penetrated. Developing new markets takes a greater commitment of time, money and energy. Important Considerations:. When your firm becomes well established in a particular market segment, it may be difficult for you to move to another segment.

This may occur due to your market reputation or popularity. For example, if Career Options becomes known for helping college graduates find jobs, unemployed professionals may perceive them as only having the expertise to serve that market. After you have mastered one particular segment, you can then begin to develop another.

An example of a product that was traditionally targeted at women and is now being targeted with variations in strategy at men is hair coloring. The marketing mixes for multi-segment strategy may vary by product feature, price, promotional material and distribution methods. If product variations requires additional work, you may incur higher production costs.

How to Sell on the Phone in Today's Market

Additionally, different promotional plans and distribution efforts will result in higher marketing costs. Now think about all the characteristics you have identified and start formulating the promotional campaign that will best address this specific target market. Start to formulate a picture or description of your ideal customer. Make sure everything you do, from design, price to marketing, addresses your market. Running R Media, Prentice Hall College Div. BtoB September 15, BtoB May 5, CIO August 15, , 4. May All rights reserved.

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The text of this publication, or any part thereof, may not be reproduced in any manner whatsoever without written permission from the publisher. This guide takes you through a step-by-step process that helps you identify specific target markets within your industry and provides you with the know-how to create customer profiles to better channel your marketing effortsL WHAT TO EXPECT This Business Builder will take you through a step-by-step process that will help you identify specific target markets within your industry and provide you with the know-how to create a customer profile.

Types of Markets A market is simply any group of actual or potential buyers of a product. The consumer market. Individuals and households who buy goods for their own use or benefit are part of the consumer market. Drug and grocery items are the most common types of consumer products. The industrial market. Individuals, groups or organizations that purchase your product or service for direct use in producing other products or for use in their day-to-day operations.

The reseller market. Middlemen or intermediaries, such as wholesalers and retailers, who buy finished goods and resell them for a profit. Features: Benefits: 1. Step Two: Segment Your Overall Market It is a natural instinct to want to target as many people and groups as possible. Larger markets are most typically divided into smaller target market segments on the basis of geographic, demographic, psychographic and behavioristic characteristics: Geographic.

Potential customers are in a local, state, regional or national marketplace segment. If you are selling a product such as farm equipment, geographic location will remain a major factor in segmenting your target markets since your customers are located in particular rural areas. Or, if you own a retail store, geographic location of the store is one of the most important considerations.

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Potential customers are identified by criteria such as age, race, religion, gender, income level, family size, occupation, education level and marital status. Choose those characteristics of your demographic target market that relates to the interest, need and ability of the customer to purchase your product or service. Identify the following demographic characteristics of your market. Many businesses offer products based on the attitudes, beliefs and emotions of their target market. The desire for status, enhanced appearance and more money are examples of psychographic variables.

The following are psychographic variables. Identify the characteristics of your target market. Products and services are purchased for a variety of reasons. Answer the following questions regarding your market. Timetable of purchase, every week, month, quarter, etc.? How long to make a decision to purchase? United States Census Every 10 years, the United States Census Bureau, in its attempts to count the number of people in the United States, gathers a vast array of data about its citizens. Data for American States The simplest way to collect state and local data is to check regional Web sites and make a telephone call to the appropriate source.

Commercial Sources of Demographic Statistics: Online databases and CD-ROM products have made it much easier than it used to be to sift through the mountains of information created by the Census Bureau and other gatherers of statistics. Population Demographics from Claritas. Demographic Publications: American Demographics — monthly magazine containing articles on demographic trends. ESRI publishes these volumes that identify dozens of local potential-customer characteristics annually. Trade Dimensions International publishes these volumes that are similar in concept but have little overlap with the Sourcebooks from ESRI.

Demographic, Psychographic and Behavioristic: The primary vehicles to obtain this information are surveys and focus groups. If hiring a marketing research firm is out of the question for your business at this time, here are some suggestions for conducting your own survey research: Your current customers can provide you with insight on potential customers and how to appeal to them. It can be as simple as asking a current customer: Why did you purchase this product? Identify your potential customers and question them.

Assistance in finding work quickly. Want a better job. Want equal salary or increase. Psychographic Summary: This segment closely associates work with self-esteem. They feel pressure because most have families and comfortable lifestyles to maintain. They are not interested in forging new careers but want stability. To make this decision, you must answer the following questions: What is the financial condition of my firm?