Sunday, September 03, 2006

Selling a Book - Pitching it Literally

My good friend and best man at my wedding, J.A. Konrath recently did the insane; he broke records that did not exist for selling a book by hand, face to face, going from bookstore to bookstore across our fair continent. This is chronicled on Joe's website in a daily rigorously kept diary right next to the bag of carbohydrates in the car he drove. This was an author tour he initiated and he drove, literally. He visited more bookstores this summer than there are bookstores. The numbers are staggering and now so is Joe. I bring this to your attention so you can find it -- the story of an author at work selling himself and his books and making sales happen. Joe's site is at www.JAKonrath.com

As an author who has done countless book signings and limited trips like the one Joe undertook (the man literally crisscrossed the nation three times), I have a huge gunnysack filled with sales pitches that work and sales pitches that send a would-be book buyer screaming and running out the store (I kid you not). Tossing a book in the air for an unsuspecting bookbuyer to catch is not a good idea; tossing same book to one you make eye-contact with and shout "Catch" can and often does result in a sale. The real trick is to engage the customer. Make eye contact, shake the hand, smile always, and have a ready fast and simple to understand single sentence that sums up the core nature of your book. Get the book into the hands, allow the person to digest the copy on the back, and take in the cover and blurbs if he or she wishes. Interject a joke here and there. One of my oft used lines is, "Yeah, it's a crime novel, a crime it was ever written, but one I can't go to jail for."

The opposite of my approach (which has been studied by many!) is the author who sits behind a table and doodles, twiddles the thumbs, or even reads the newspaper expecting readers to step up. No...it is the author's job to initiate contact and hey, let the customer know you are an author. I typically say, "They just dropped me out of a helicopter ten minutes ago so I could be here before you walked through the door."

Most of all, be prepared to "pitch" or pitch line the book as you would if the customer who stepped into your web were a Hollywood film producer. You have one minute of his time to impress him. Give him metaphors and if it helps visuals. What your book is about in a nutshell. Practice with the lines before you get into the store as you never want to sound like you are babbling....

Example: PSI Blue is about the FBI's secret weapon, a psychic detective who is half Japanese, half Celtic, entirely confused but all woman.

Example: CITY for RANSOM is a gaslight Sherlock Holmes era mystery featuring Inspector Alastair Ransom and his stormy relationship with Dr. J.Phineas Tewes.

Need more? Detective and doctor are on the trail of the Phantom of the Fair--the Chicago World's Fair, as it is backdrop to the drama. I often add, I feel City is the book I was born to write (after forty previous titles). The novel my career has led me toward over the years.

Candy on the table lying in a small wooden coffin...glowing skull and bones holding my business card for the taking, yellow police line tape...who knows what attracts people to your book and an ultimate sale at a signing? In fact, no one knows. The art of the sale is important, however. Sure, great art work on the cover may be one person's reason for buying, but I am convinced that if you demonstrate great enthusiasm for your own book and faith in it, that this alone sells more books than anything else (unless you have a pipeline to Oprah and other high-profile sales opportunities).

Let me know from your side....
Rob Walker

62 Comments:

Blogger Sean Chercover said...

Thanks for that post, Robert. As a first-timer (in January) I don't know how much I'll be doing (I don't think folks come out to see complete unknowns) but I'll certainly make the rounds to do 'stock signings' and get to know the booksellers.

So I guess I'll have to get my "one-minute pitch" ready. Thanks again for the advice.

Hope to see you at Bouchercon.

10:06 PM  
Blogger Robert W. Walker said...

Thanks for visiting, and definitely find me at B-Con as there will be a Wanted Poster out on me...

Rob

8:48 AM  
Anonymous Anonymous said...

I'm not really anonymous. I switched to the beta Blogger and it hates me now.

The whole marketing and sales end of this gig has got me fascinated. A writer truly must wear many hats if he or she really wants to succeed at this thing.

Jodi Picoult has a cute article about her book tour experiences in this month's WD. So much for the glamour life.

Ron Estrada

2:05 PM  
Anonymous Dory said...

Rob,
Tried to clk on PSI Blue, but got no where. ?????

BTW. Funny you should mention Erik Larson's "Devil in the White City; just read that one for a book discussion.

Think you can send me to where I can get a "review" of PSI Blue?
You know, something that tells me about without spoiling the story, but gives enough w/o prejudice or critique?

I'd like to make up my own editorial mind.

Dory

1:05 PM  
Blogger Robert W. Walker said...

Dory -- you can find info on PSI Blue at www.Echelonpress.com, and two reviews are up at Amazon.com
But the book that is like Devil in White City is the fictional City for Ransom, about Inspector Alastair Ransom. I write 'em so fast no one sees em all or hears 'bout em all....yikes!

Rob

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