Author Skin Exposed? Get Some Snake Oil On There

Today I have a guest post on Authors Electric titled as above. It's a précis of the ebook publishing industry to date and tries to discover the secret of successful ebook marketing. Go take a look and see if you can identify the mystery snake oil vendors mentioned in the post.

Silver bullet or viral snake oil?

 

What's this blog post about? Vampires? A zombie virus? No, something far less interesting to readers, but more interesting to authors. The secrets of book marketing.

Every once in a while there's a huge kerfuffle in the indie author community. Sometimes it's plain old envy wrapped up in attempted literary criticism. Remember when J.K. Rowling was the bane of everybody's life because she was so successful but a lot of folks thought her prose to be less than Nobel Prize for Literature standard? How about the disdain poured by writers on Stephanie Myer's Twilight series? More recently the crown of scorn has passed on to E.L. James for Fifty Shades.

Nobel Prize Medal for Literature

The medal of the Swedish Academy represents a young man sitting under a laurel tree who, enchanted, listens to and writes down the song of the Muse.

What's the common thread here? Where's the silver bullet, the marketing secret (probably an underhand technique as we all write so much better than these household names, don't we)? Wizards, horny vampires and mommy porn? Well, people want it. In large portions, apparently. Did they know what they wanted before it was laid out before them in all its Quidditch playing, fang bearing, grey eyed bondage glory? A latent demand for being somehow spellbound. Clever marketing by people who know about clever marketing.

Wait a minute, traditional marketing doesn't work for ebooks! (according to various bods who are quite convincing). John Locke, he of recent purchased review infamy, spent a substantial sum of money on traditional marketing without success. 

Whether you think his 'How I Sold 1 Million eBooks in 5 Months' was a rip-off or not, he does make some interesting points. Locke's attempts to buy sales through traditional marketing methods were quite ineffective (although those bought reviews did include downloads that boosted his rankings). I don't think he really knows for sure what his watershed moment was, but Locke suggests the catalyst was when one of his blog posts went viral. The blog went crazy, sales took off, he built a mailing list of loyal followers and every subsequent new release had an eager audience.

Viral is the key. Word of mouth recommendation (word of Google?) is thought to drive e-book sales. Hey, word of mouth drives all book sales, doesn't it? When readers recommend your book and when they're looking out for your next release you have it cracked!

Like many other indie e-book authors I spend an unjustifiable amount of my time looking for the silver bullet. Countless people in groups on facebook, Goodreads and all kinds of other places are doing the same thing. Sometimes confident folk profess to know the answer.

Tag your book. Get everyone in all your groups to tag your book. Now you're in the top ten search for your tag on dot com. Does it help sales? Look at the rankings of the other top tag search books. No, it doesn't. But it can't do any harm, can it? Best take some of that snake oil.

Like your book. Get more than forty likes on your book and something wonderful will happen. You'll get a new puppy or a kitten, maybe. Loads of book sales? No. But it can't do any harm, can it?

Blog tours, author interviews, guest posts, twitter teams. They can be effective in driving up your blog traffic, that's for sure. Is there a direct correlation between blog hits and sales? No, not necessarily. I'm in a twitter team with a lady who had 5,000 blog page views last month and sold 5 books (hmm, same number 5, sounds appealing like a correlation but, if so, it's a titchy one). Another guy had a quarter of a million page views in the last few months and sales remain modest. (He's also tried every form of e-book advertising known to indie, mostly with uneconomical returns.)

Free can do it. KDP select or Smashwords. Give your baby away for nothing to those readers who scoop free books into their Kindles like panic buyers loading shopping trolleys on the eve of Armageddon. If you get coverage on the most popular free book sites you might get a glorious few seconds basking in dot com limelight (my first novel Peril was #12 in the Zon top 100 last winter for a day or two). There will be a few days when you think you've made it, until the air starts to leak out of the balloon. If you have a series of books it can help, but standalone titles get a post-free lift and then tend to fade, back down to #100,000+ rankings within a few weeks. Then a few stinging reviews from those panic buyers start to trickle in, readers who were never really your target market.

How about studying the big hitters and copying them? After all, imitation is the sincerest form of flattery. I've followed big-selling indie authors, peeking around corners on the virtual streets of our global author village, reaching out to try and fondle their coat tails and be touched by greatness. KDP Community and other forums can be interesting places to pick up the trail of the silver bullet. Successful indies sometimes share their sales figures, prompting awestruck gasps from some and monstrous envy from others. Fragments of truth slither around in snake oil as the indies scramble to pan-handle for those golden nuggets of success. The same old stuff gets thrown up - tagging, liking, review each other, buy each other, start a recommendation website. Fool's gold, mostly. (Hint: before you go charging off on a time consuming marketing escapade check the credentials of the person who suggested the endeavour.)

So what's the answer to enduring sales success? Seriously, now. Except for one hit wonders (and there have been a few that went viral), the answer is grindingly predictable: the author needs a virtual bookshelf of published titles, ideally in one or more series; professional looking covers, brand identity and recognisable as a series; great book blurbs that hook the reader; a clear and popular target genre; clean, well formatted e-book copy. Oh, and don't forget the book itself - writing that makes people want to read more by the same author. It doesn't have to be Nobel Prize winning, it has to be what your target audience wants.

Let's just check the credentials of the author of this blog post. Is Ruby Barnes a big seller? No, (although I've been know to give away a few!) Does Ruby have multiple titles published? Well, four isn't bad. I'm working on it. Are they in a series? Give me a break! Like I said, I'm working on it. Nice covers? I think so. Great blurbs? Working on it. Clear and popular genre? Yes, quirky psycho political Irish noir crime DIY pickled egg (that well known genre). Clean copy? You bet. Is the writing okay? Nine out of ten cats prefer it.

Maybe I should brew up a fresh batch of viral snake oil.

Ruby Barnes is the author of The New Author, The Crucible, The Baptist and Peril

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One thousand self-publishers share their thoughts

In February 2012 I came to hear (via The Vandal - Derek Haines) of a self-publisher survey being carried out by Taleist, an interesting writers' resource website. As one of the 1,007 respondents I was fortunate to recently receive a complimentary copy of Not a Gold Rush, the report from the Taleist Self-Publishing Survey.

What would you like to know about the report? Well, if you want to read it then you'll have to buy it, but the title story of Not a Gold Rush is about the 2011 earnings of the respondents. Their average earnings for the year was just over US$10,000. So, where's your 10k? Where's mine, for that matter. I shifted a lot of books but many were free copies of Peril with Amazon's price comparison (Peril reached #12 Amazon.com free on kindle in November 2011 in the days before KDP Select). Well, the earnings are distorted by a minority of 10% who earned buckets of money. The median (middle) income was $500. So if you earned less than that then you're in the company of half of the self-published author community (assuming the 1,007 respondent sample was representative of all of us).

The report is entertainingly written and well-balanced, clearly pointing out assumptions and sample limitations whenever any conclusions are drawn. There are one or two lighter moments, such as one bright spark of a correspondent who claimed to have published 16,000 books in 2011, probably meaning that they sold / shipped 16,000. That figure would have greatly distorted the average number of books published but the report authors took care to discount any such outlying data. What kind of twit would have made such a mistake in the survey? (I can say with some certainty that it must have been me!)

There are some indications and suggestions in the report regarding the effectiveness of different marketing methods but there's just no magic recipe to the marketing. I was gratified to find email considered as the least effective marketing tool, as I'm particularly bad at building a mail list myself.

All self-published authors are looking for the Holy Grail of epublishing success. This report doesn't reveal the location of the Grail. It does reinforce some things that we share in common knowledge - a correlation between high quality product + writing output volume and sales revenue. Financially successful authors are, in the main, writing more, publishing more and have been doing it longer than lower earners. So, back to work!


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Ruby’s top ten tips for ebook publishing

1. You’re going to need a good book, one you believe in, one that has your author’s voice. That unique voice communicates your individual talent as a writer.
2. Test your book on honest people before you consider releasing it. Make it the absolute best you can. Don’t regret, be proud.
3. Ready to publish? Forget about it until you’ve considered the next two marketing steps of platform and brand. You can ignore them and still be successful. That will make you into a folklore hero whose name is on everybody’s lips, but they’re few and far between (and I’m not one of them).
4. You need a social networking platform. Ebook readers are internet users. That’s where you need to focus (and make sure you start that ball rolling before launching your ebook).
5. Brand is to an author what location is to real estate. Make your name your brand. Everything you do needs to enhance that brand. Exert caution at this point because, if you do it wrong, retracing your steps is difficult.
6. Now let’s publish. A cover, title and description that tells a potential reader what’s inside is worth reading. A digital manuscript that won’t cause that reader to trip over systemic errors in prose, grammar or format. If you baulk at any of this then pay someone who can do the uncomfortable parts for you (it can be less expensive than you might think). And keep backups and version control for everything that you write.
7. Aim to build a readership that will provide reviews, recommendations and support. Don’t be precious about initial pricing.
8. Leverage your social networking platform to gradually increase exposure of your book. Use subliminal marketing and influence strategies when you enter into the mêlée of the marketplace.
9. Build your brand team. Remember at every step that each virtual friend, follower and reader is your team. Never alienate, even when in receipt of negativity. Radiate positivity and calm confidence. People don’t just read your ebook, they also digest your blog posts, forum comments, tweets, facebook updates, everything that you write on the internet. Those readers read, enjoy and recommend. Word of mouth sells ebooks. This is the key.
10. Are you writing the next book? Never stop writing creatively. Always have a project in the first draft or edit stages. Blogging, tweeting, chatting and whatever is new, all good but you are an author and you must write. Allocate time for making friends and marketing. Ring-fence time for creative writing. Do both, in parallel, with an element of self-discipline. A satisfied reader asks for more. The reader market is effectively infinite and so is their appetite for good books.

You’ll find useful and proven content in the 44,000 words of The New Author by Ruby Barnes to help you with all of these ten tips.

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Locked In

Ruby’s review of ‘How I sold 1 Million eBooks in 5 Months!’ by John Locke

In the last two months I’ve been devouring non-fiction as research to support my new project – a how-to book on novel writing, social media and independent epublishing. It’s been an interesting journey and my final port of call was the much talked about million selling method book by Mr Locke.

The first thing I do when considering a popular book is to browse the negative reviews. Locke’s knockers were scathing, claiming he didn’t really reveal his secrets, that his method wouldn’t work for most people and he was on an ego-trip. Then I took a look at the three star reviews (the ones that Locke himself discounts when he calculates the positive / negative review score of books). I sensed from those middling reviews that he was connecting with his readers. Not everyone felt they could emulate his approach but they began to give it credence. A sample of the higher scoring reviews showed genuine praise. So I One-clicked and slipped my few bucks into Mr Locke’s bulging pocketbook.

First impression? An avalanche of advertising, branding and hammering out credentials. Close to sales pitch overload. I’m a bit of a straight-laced Brit and pushy product placement presses the wrong buttons for me. However, in between the lines of Locke’s opening gambit, I sensed warmth and something akin to humility. So I read on.

It didn’t take long before I realised that I was in the hands of a master of rhetoric. That’s a positive super-power, when used for good. Locke’s entrepreneurial understanding of sales and marketing, coupled with that gift for rhetoric, are a powerful combination. He’s a rich man who has unsuccessfully tried to herd his ebook camels into sales heaven through the eye of a needle (or some more suitable metaphor). That was the first major learning. Money thrown at traditional product promotion won’t propel an indie author onto the best seller list.

Locke went on to describe how his writing polarises readers and that demarcation defines his market niche. I read that on the day that Peril received its first ever one-star review. The reader had found my anti-hero thriller unpalatable, where others had lauded it. There, I had polarisation.

Donovan Creed, Locke’s MC in his main series, isn’t a regular guy and the quirky story lines aren’t mainstream. Bells began to ring in my head as I compared the appeal of Creed with my Peril MC Ger Mayes. Locke has a series of Creed novels and that was where my hopeful comparison faltered (note to self – produce more!)

Then Locke went on to describe his GBL (Guaranteed Buyer List) and how these people have become personal friends who not only buy his new releases but are evangelical in spreading the word. I call them the Locked In. He explained his approach to social media and how he engages in a supportive social network where spam is anathema and everyone benefits, how he communicates personally and builds relationships. I thought of people I have met on Twitter, facebook, this blog and in chat forums. How they might have bought my book but I don’t know. How I don’t know if the 17,000 people holding ecopies of Peril even know that I’ve written and released The Baptist! I’m adept at the how-to aspects of social networking and epublishing, and I think I write a decent novel but, compared to Locke’s sleek, tight and smooth machine, my marketing is a pair of old lady’s wrinkled stockings.

All the way through the book Locke promotes his sound marketing plan but the major catalyst for his success, the trigger that set Locke’s snowball rolling down the hill, is his incredible rhetoric. He attributes the initial rush of sales to a series of blog posts that hit the sweet spot with potential readers and went viral. The resulting sales success fed into his business plan with all its carefully designed components and he leveraged the momentum to great effect as the Creed series rolled out.

If you are an indie author who understands product marketing, customer relationship management and the principles of persuasion, then you have to read Locke’s book. If you don’t understand some or any of those things then you have to read Locke’s book.

At the end I wanted to hug John Locke. And I’m not the kind of guy who does man hugs. I don’t think that many people will be able to fully replicate his method. Few have the skill set, determination and work rate that he displays, but there are nuggets in there for everyone and I’m thankful to the man for sharing. And I just bought my first Donovan Creed ebook.


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