Why You Can’t Sell Your Booklets To Corporations

Whether your booklet adventure has just begun or you’ve got more than one title on the market, you’ve probably thought about quantity sales more than once.  In doing so, you may have wondered just how to approach a large company or corporation with your booklet – and that’s where you went wrong. You shouldn’t be thinking about how to approach a business at all.

Why Size Has Nothing To Do With It

You’ve probably heard the phrase, “You are your business.”  This is somewhat true for any entrepreneur.  Most entrepreneurs start out as a solo operation, making all the decisions and wearing all the hats.  As time goes on and the business grows, this begins to change and delegation becomes necessary.

If you are currently working solo in your booklet business, you may feel very small compared to a corporation or large company.   You may feel like you have little to offer them that they don’t already have or can’t get at the snap of a finger.  Or, you may feel that they won’t be interested in your booklet because you are not a large company like they are.

But, you do have something to offer them that they don’t already have – your booklet.  The only way they can get that is to go through you.  And the size of your business has nothing to do with their interest in your booklet. They are simply looking for the same thing you are – a way to make more money. If they think your booklet will help them do that, they will be interested.

Businesses Don’t Conduct Business – People Do

So, just how does a little guy like you approach a big corporation?  Very simple.  You don’t. You see, in the business to business world of sales, business isn’t actually done between businesses, but rather between people. What is a business, really?  In legal terms, it is an entity legalized by a document or several documents that allows that entity to transact exchanges of products and/or services for money.  But, who does the exchanging?  People do.

The actual entity that is known as a business doesn’t do anything.  That entity is merely made up of legal documents, a certain number of assets, and the people who make things happen. Without those people, nothing happens.  Business cannot be transacted.

You’re At The Top Of The Heap – They’re Not

You may feel small because your business has only one person to manage things – YOU – but a corporation or large company is simply one person multiplied.  At one time that corporation or company was small like yours.  Every company starts with an idea and at least one person to carry it through.  And then, over time and as the need arises, more people are added to the company.  And each person has their own special task to do.  Each one makes up a different part of that company.

You don’t need to worry about doing business with a corporation.  You only need to concern yourself with transacting an exchange with one person inside that company.  Nobody does business with an entire corporation. Business is always transacted between people.

You should never try to sell to a business or corporation.  That is the wrong approach.  You won’t be dealing with an entity.  You’ll be dealing with a person – a human being like you.  But, unlike you that person probably won’t be at the top of the heap.  They work for someone else, and for that reason you may find they admire you because you’ve got a certain amount of freedom they don’t have, and you’ve got courage.

Don’t think of a corporation as a big business machine.  Think of it as a group of people.  And all you need to do is make a connection with one of them to create a winning outcome for the two of you.

To your riches,

Kim

PS: Would you like to produce a booklet that will interest them and sell like gangbusters right out of the gate?  Click here.

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Quick Tip: Why Prospects Say No And How to Get Them To Say Yes

Here is the typical scenario of a booklet author trying to sell their booklet to a quantity buyer.  They tell the prospect the title of their booklet and, IF they still have the prospect’s attention, a little about the content.  The prospect says no thank you, and that is the end of the conversation.

This scenario is the one authors fear most, yet it is the one that happens most often.  Why?  Because the author didn’t bother to find out what the prospect’s needs were before that conversation took place.

Usually when a prospect says no, it’s because they don’t have enough information to make a good decision. They are afraid of making a wrong decision, so they say no because it’s better to pass on your offer than it is to accept and later discover that your booklet or your offer doesn’t suit their needs.

When trying to sell their booklets, most authors think of themselves first.  Their mind is on selling alot of booklets and making alot of money.  But, in order for a sale to happen the buyer needs to feel like they are getting something of value that they need or want – something that will benefit them.  A sale must be a win for both sides or it won’t happen.  Therefore, it’s important for you to focus on the prospect’s needs first rather than your own.

To your riches!

Kim

PS: Before any conversation of a sale can take place, you must first have something to offer.  Are you ready to start your own booklet adventure?  Would you like to have a step by step guide to help you create a booklet that will practically sell itself?  Click here!

PPS: Don’t forget to click on one of the links at the top right of this page to subscribe so you never miss a single, important post!  Remember, it only takes ONE idea to start the riches flowing to you!  Also, if you like this post, please share it on your favorite social website.  Thanks!

News Flash! You Are NOT Your Customer!

Does it seem impossible to you that anyone would want to buy thousands of copies of your booklet and pay you a large sum of money for them?  For many booklet authors this is the case, until they discover that they are not their customer.

Your Perspective Is Small

As individuals, we tend to have a narrow view of things.  We see things from our own, small perspective.  And, we tend to think everyone else is just like we are, whether they are another individual or a large corporation.

We think this way without giving it any effort at all.  It’s just the way we’re wired.  We’ve had a certain set of life experiences which has led us to conclude certain things about others.  It’s natural for us to think this way.

The problem is that others are not like us. Even twins have their differences.  You must train yourself to focus outside the narrow box you live in or you’ll never see the truth and you’ll never believe that your booklet or your business will do very well.

How Big Do You Want Your Paycheck To Be?

Your customer is a living, breathing human being who is NOT like you.  If your customer is a quantity buyer, he has far more money to make a purchase than you can imagine.  He may get a large personal paycheck, or a small one, but when he’s using the company’s money it doesn’t matter how big or small his own paycheck is. All that matters is how big your paycheck will be from the deal you create with him.

Your customer’s preferences will be different from yours, but that’s ok.  You can accommodate him and give him what he wants.  If he wants the cover to be orange instead of blue, no problem.  If he wants photos inside, great!  It may not be what you would have chosen, but remember – you are not your customer.

Be Flexible In Your Thinking

You need to be flexible in your thinking when it comes to making assumptions about your customer, or your market.  Markets change constantly – affected by the economy, trends, and other influences that are outside of your control.

Your own economy might be tight, and the overall economy might affect your customer, but if he’s paying with someone else’s money he’ll still have the funds to give you a big, fat payday.  He’s got more money to play with than you do.

You can’t judge your customers by your own lifestyle, income or preferences. Widen your perspective.  Look outside the box you’ve been living in and you’ll find that there is a whole other world out there that you never knew existed. And you’ll find that yes, there really are quantity buyers out there who will purchase thousands of copies of your booklet and pay you a large sum of money for them!

To your riches!

Kim

PS: Don’t forget to click on one of the links at the top right of this page to subscribe so you never miss a single, important post!  Remember, it only takes ONE idea to start the riches flowing to you!  Also, if you like this post please share it on del.ic.ious, StumbleUpon, or the social website of your choice.  Thanks!

Why Booklets Are The Best Choice For Businesses Looking To Market Their Products And Services

It is said that the average consumer sees between 4,000 and 5,000 different marketing messages every day.  These come in many different forms, from advertising on billboards and buses to television and movies to printed materials.  Marketing and advertising are everywhere.  You can’t escape it.

With all this “noise” going on around us, you would think most consumers would simply tune it out.  And for the most part they do.  But, they will read or listen to some of it when it interests them.  And that’s where your booklet comes in!

Catalogs Are Out – Magalogs Are In

The days of sending catalogs to consumers is quickly becoming a thing of the past.  Consumers today are more interested in information, which is why more companies are sending magalogs (magazine + catalog = magalog).  These publications don’t just showcase the company’s products – they also give the consumer valued information.

Your booklet may not be a magalog, but it serves a similar purpose for your large quantity buyer.  It gives information to the consumer – information that is in some way related to your quantity buyer’s product or company.

Newsflash!  Consumers Don’t Like Reading Ads

Recently, a Custom Publishing Council poll proved that 74% of consumers would rather get information from an interesting article than from an advertisement (did they really need to do a poll to figure that one out?  Who likes to read ads?).

As obvious as this result is, that statistic can be helpful to you when you’re talking with quantity buyers. Your booklet is an information product – one that their customer base will be interested in.

Your quantity buyer can offer that booklet to their customers in a variety of ways, and their customers will gladly accept the booklet and even share it with their family and friends.   The booklet may be customized inside and out for your buyer, further enticing them to make the purchase.

Printed Publications Trump Electronic Versions

Another statistic that may not be so obvious, is that 59% of consumers prefer to read printed publications, as opposed to only 36% who will read electronic publications.

These statistics clearly communicate that consumers are more likely to read information that is interesting to them, and that is printed.

The information contained in your booklet will be interesting to your target market – the same target market your quantity buyer wants to reach.  And if your booklet is sent to that target market in printed form, they will most likely read it.  All that’s left to be done is whatever customization your buyer needs from you, and they might even take care of that on their own if they are with a large company and have in house printing available to them.

Your booklet is exactly what businesses are looking for – they just don’t know it yet.  It’s got interesting information, it’s printable and can be customized to suit any company’s needs, and best of all it’s far less expensive to produce than a large publication such as a magalog.  Why not do those businesses a favor and offer them your booklet?

To your riches!

Kim

PS: Don’t forget to click on of the links at the top right of this page to subscribe so you never miss a single, important post.  Remember, it only takes one idea to start the riches flowing to you!  Also, if you like this post please share it on del.ic.ious, StumbleUpon or the social website of your choice.  Thanks!

Bulk Buyers = Large Quantity Riches For You

When many booklet authors first embark on their booklet adventure, they have one simple vision in mind – write a booklet, and sell it to consumers.  This is one way to sell a booklet, and it’s tried and true.  But, there’s another way you can sell your booklet and make much more money per sale – and that’s by selling to large quantity buyers.

A Brief Anatomy Of A Large Quantity Buyer

Large quantity buyers come in all shapes and sizes.  Some are corporations.  Some are non-profit organizations.  Some are smaller businesses.  And some are religious organizations.

Large quantity buyers are usually already looking for the next great promotion for their product or service.  They’re familiar with promotional products such as pens and flashlights.  But, chances are they’ve never thought of a booklet as a promotional tool.  Your booklet may be welcomed as something new and fresh for them to offer their customers in their next promotional campaign!

When Large quantity buyers purchase promotional products, they buy them in the hundreds of thousands or in the millions.  This results in a very large check for you, but for the quantity buyer they actually save money by purchasing such a large quantity.

As an illustration of this, when a company wanted to purchase 600,000 copies of one of my booklets, every penny in the price of those booklets was worth $6,000.00. to me.  But, for the company, they wouldn’t be paying anywhere near full price for those booklets, resulting in a huge per booklet savings for them.

Large quantity buyers are used to spending hundreds of thousands, millions, or in some cases billions of dollars per year for promotional items, and they’re always on the lookout for something new they think their customers will like.

How Large Companies Use The Promotional Products They Buy

So, just what do these large quantity purchasers do with the promotional products they buy?  They use them in a variety of ways.

One way these buyers use promotional items is in their mailings.  Your booklet is a perfect match for this kind of promotion because it is small enough to fit into an envelope, and it’s not too heavy which makes it inexpensive to mail.

Large companies are always cuttings costs wherever they can, and postage is one area they constantly watch.  This gives your booklet a favorable advantage over other promotional items that are heavier or contain more bulk, such as flashlights.

Another way a company might use your booklet is as a trade show hand out.  Every company that exhibits at a trade show gives something away.  All of them give out business cards, and some have brochures.  Many of them will also purchase some kind of promotional item and have their name printed on it – such as pens, insulated cups, baseball caps, t-shirts, etc.

Your booklet is the perfect trade show handout because it will be retained by the recipient indefinitely, it has a high perceived value because of the information it contains, and it will most likely be shared with others which gives the company more impressions per piece (that means more people will see each booklet than might see a pen or flashlight).

Other ways a company might use your booklet in their promotions include in store give aways, on pack, in pack or near pack promotion (open the box and find the prize inside), as part of a welcome packet, or in a gift basket.  There is no limit to the ways your booklet could be used by a company in their promotional efforts.

Finding The Large Quantity Buyer

Now that you know how a large quantity buyer might use your booklet, how do you find that large quantity buyer?  That’s easy!  Just look for companies that are marketing to your booklet’s audience.

If your booklet is for dog lovers, ask yourself who sells products for dog lovers.  If your booklet is for baby boomers who like to travel, look for companies that market to them.  Whoever your niche market is, someone else is already marketing to them. Match those companies to your booklet and you’ve got the formula for large quantity riches!

To your riches!

Kim

PS: Don’t forget to click on one of the links at the top right of this page to subscribe so you never miss a single, important post.  Remeber, it only takes one idea to start the riches flowing to you!  Also, if you like this post please share it on del.ic.ious or StumbleUpon or the social website of your choice.  Thanks!

How To Sell Your Booklets By The Truckload Without Printing A Single Hard Copy

Have you been wondering how to sell your booklet to quantity buyers once it’s finished?  Are you concerned about the cost of printing hard copies?  Then, this post is for you!

Why Printed Hard Copies Aren’t Necessary

You don’t ever have to print a single hard copy of your booklet unless you want to or you make a deal to do so.  In fact, you don’t even have to produce your booklet beyond your manuscript to make a sale.

It is entirely possible to sell your finished (and by finished I mean completely polished) manuscript to a quantity buyer and let them go through the production and printing process as part of the deal.

This means all you have to do is write your manuscript and make sure it is grammatically correct and polished, ready for printing.   This gives you the advantage of not having to pay for production, and it gives the buyer the advantage of being able to produce the booklet in a way that is acceptable to them, and for probably far less than they could purchase printed hard copies from you.  It’s win win.

Who Will Buy Your Booklet By The Truckload?

Now that you know you don’t have to produce hard copies, you are probably wondering who to sell your manuscript to.  Who would buy your manuscript and print thousands of copies?  The answer lies with the subject of your booklet.

Your booklet’s subject should be targeted to a particular market.  For example, your booklet might be written to dog lovers, or women over 40 going through menopause, or parents of an only child.  Whoever your booklet is written to, that is your market.  All you need to do is find charities or businesses or corporations who are trying to reach the same market you are, and you’ve got a match for your booklet.

Putting It All Together

Your booklet doesn’t need to be completely produced and printed in order to be a product.  Your manuscript can stand alone as a product.  All you need to do is match that manuscript to the right organization and you could receive a big, fat check in the mail!

Nothing could be simpler!  There’s nothing to produce or print for you, and the organization who makes the purchase gets to create a product from your manuscript to their specifications.  And, since large companies often have in-house printing, they save a bundle of money on their printing costs.  Everyone wins!

Now the only question is how many organizations can you find to match your booklet to?

To your riches,

Kim

PS: Don’t forget to click on one of the links at the top right of this page to subscribe so you never miss a single, important post!  Remember, it only takes one idea to start the riches flowing to you!  Also, if you like this post please share it on del.ic.ious, StumbleUpon, or the social website of your choice!  Thanks!

The Free Tool For Creating Wealth That Nobody Ever Talks About

Creative people aren’t usually the most organized.  It’s not uncommon for them to have disorganized piles of notes and papers scattered throughout their work area.  But, this won’t work for you when you’re the boss of your own booklet business.  You need to be able to stay on top of your writing projects and your customers.  If you don’t, your profits will suffer.

The Cost Of Lost Notes

Having to search for notes or information you need costs you time – time that you could be spending doing something else that will move your business forward.  And, if that information isn’t able to be found, it can cost you money.

Imagine Mr. Bigwig from XYZ corporation is calling to speak with you about your booklet.  You know you’ve spoken to Mr. Bigwig once before, but it was a while ago and your memory is a little fuzzy about what was discussed.  You made some notes during the conversation, and you really need them now that Mr. Bigwig is on the phone.  But, you don’t remember where you put them.

Not having those notes means you’re starting over from scratch.  Mr. Bigwig knows why he’s calling, but without your notes you’ve lost all the history you had with this potential large quantity buyer.  And if it becomes obvious to Mr. Bigwig that you don’t remember your last conversation with him, he may feel that you don’t deem his business important.  At the very least you could end up looking foolish or incompetent because you don’t remember details that have already been discussed.

This scenario should tell you two things:

1. It’s important to make notes during your conversations with potential buyers.
2. It’s important to have a place, such as a file, for those notes to go so you can always find them on a moment’s notice.

An Easy Way To Stay On Top Of Your Projects

Even if your booklet business is only a small, part time venture, you need a way to stay on top of what’s happening on a daily basis.  One way to do this that works very well is to use a bulletin board and some 3×5 cards.

Divide your bulletin board into sections and place a 3×5 card at the top of each one.  Each section will have some relevance to your specific business.  You might have a section for booklets you’re creating, and another for clients your working with, and another for promotions you’re working on.  Or you might simply have a section for work needing to done, work that you’re in the process of doing, work you’ve delegated to someone else, and work that is finished.

Once you’ve got your columns headed the way you want them, you can use 3×5 cards to write your projects on and post them in the proper section.  This way, you can quickly see at a glance what you need to do and where each project is in the creation process.

Get Organized And Be Empowered

There are many ways you can organize your booklet business so that it’s efficient for you, and contrary to popular thinking – getting organized can actually be fun.  It’s a way of making progress in your business, and it lifts your mood and elevates your mindset.  It’s both refreshing and empowering.  Organization is a tool that is free to everyone for creating wealth, but nobody ever talks about it.

Do you have some organizing ideas you would like to add?  Please add them to the comments section below!

To your riches!

Kim

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What You Need To Know About Dealing With Quantity Prospects

Are you currently trying to negotiate a deal with a potential quantity buyer for your booklet?  Or, maybe you’re not quite there yet but you’re wondering how it will all work out in the end.  Whether you’ve reached this stage in your booklet adventure or you’re still dreaming about it, there are a few basics you need to know to help you navigate these unpredictable waters.

No Two Deals Are Ever The Same

The first thing you must understand is that no two quantity deals are ever the same.  If you know someone who sold half a million copies of their booklet to xyz company, and you’re dealing with the same company, your deal will be different for many reasons – such as the company may have a completely different use for your booklet in mind they they did the other authors, or they may have few funds left to spend on another purchase.  Every company you deal with will have their own agenda for using your booklet, and their own budget.

Speak Up

All businesses and corporations have their own best interests at heart.  If they are interested in your booklet, you can bet it isn’t because they recognize that you’re a good writer and they want to reward you handsomely for your efforts.  The truth is, no matter which company you’re dealing with, chances are they won’t even factor you into the equation.  It’s all about them.

For this reason, you must stay on top of the negotiations.  If something seems unfair, speak up.  Ask for what you need and what you want.  Explain your reasons.  Chances are good your demands will be met at least partially.

It’s A Process

When you’re negotiating a deal with a quantity buyer, it’s a process.  The process begins when they take an interest in your booklet, and it ends when you have a check in your hand.  Anything can happen in between these two events, and be ready because it probably will.  Sometimes the company will have ideas for using your booklet on a grand scale, but then they’ll begin to pare it down to essentials, until the deal no longer resembles what was originally discussed.

Other times, however, the opposite will happen.  A company may start out very conservative and then decide to add to it.  Once again, the final deal will not resemble anything close to the original.  However, since in this case you’ll have a much larger check, that’s perfectly alright!

To your riches!

Kim

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What To Consider When Making Large Quantity Booklet Deals

After your booklet is completed and you put it on the market, you’ll find yourself talking with a number of people and considering a variety of “deals.”  This may sound very exciting to you, and it is, but you need to look at every deal with a bit of skepticism and not get caught up in the excitement too much.  If you do, it could cost you big.

Look Out For #1

The first thing you need to realize is that a deal is only good when it is beneficial to you as well as to the company you are dealing with.   Most companies are quite good at making sure that a deal is good for them.  But, it’s not their job to make sure the deal is good for you.  That is your job.  You have to be the one to look out for your interests in every deal you enter into, because if you don’t, nobody else will do it for you.

What To Consider When Making A Deal

When you’re in the process of making a deal your first thought should be about the company you’re dealing with.  Why?  Because it’s easier to persuade them to sign on the dotted line when you are able to remind them of what they stand to gain.  If they aren’t going to be helped in some way by making a deal with you, why would they want to?  So, make sure you’re clear on the benefits the company will receive from the deal.

Next, consider the benefits you will receive.  Naturally, the main benefit will be money in your bank account, but there are other benefits to consider as well.  For example, will you receive any kind of publicity from the deal – such as being mentioned in the company’s newsletter?  Does the company have more than one location that would be interested in making a deal with you?  Will your booklets be going to employees or customers?  If they’re going to customers your booklets will be reaching a much larger market than if they’re going to employees.  These things are all considerations for you to take into account.

You need to be sure to make a profit, but sometimes a company will need you to come down on your price.  If you have the room to do it, and you stand to gain other benefits such as publicity or a wider market which receives your booklet and therefore discovers you, it just might be worth it.

If The Deal Isn’t Good For You Change It Or Walk Away

When you are in the midst of making a deal, nothing is set in stone until the paperwork is signed.  Many negotiations will be made back and forth until both sides are in agreement.  If the deal is not a good one for you, suggest something better.  Most of the time, the company will agree to your suggestion.  If they don’t, they’ll come back with a suggestion of their own, and then you have the opportunity to agree or make another suggestion.

If a company refuses to listen to your suggestions and won’t negotiate, thank them for their time and walk away – unless the deal is good for you as is.  If you don’t do this you’ll kick yourself later because it can cost you big in the way of money, and even the rights to your own work.

Look out for yourself and your interests, make sure your deals are fair to both sides, and you’ll make some very good money.

To your riches,

Kim

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New Opportunities To Explore For Increasing Your Riches With Booklets

When most booklet authors begin writing their manuscript, they have a specific audience in mind they are writing to.  They imagine selling thousands of copies to thousands of individuals, one at a time.  This can certainly be done, but there are so many other opportunities for making sales.  If you don’t know about these opportunities, you’re at a great disadvantage because you’re missing out on a great deal of money.

Selling Booklets To Businesses Large And Small

If your booklet is one that would appeal to a particular type of company, either for it’s customers or for it’s employees, you have the possibility of a large quantity sale with each company that falls within that category.  Large companies will buy hundreds of thousands of copies from you at once, while smaller companies may only purchase a few hundred, but both are equally wonderful in that you can make a larger sale and reap a bigger payday at once, rather than only selling to individuals.

How will these businesses use your booklets?  They can use them in a variety of ways, from package inserts to employee incentives to customer appreciation gifts.   If your booklet is of an informative nature and falls within something the company teaches it’s employees or it’s customers, your booklet might even be used as a teaching tool.

Selling Booklets Through Retail Establishments

It is possible to sell booklets on your own through retail establishments.  The key is finding establishments that match your booklet’s content.  As long as the establishment sees a benefit to their customers as well as to themselves, they’ll probably be willing to give it a try.

When thinking of a retail establishment, you might think of a book store.  Some book stores may be willing to offer your booklet for sale to their customers, but it’s important to think beyond the book store.  Retail applies to many other kinds of businesses, from business supply stores to discount stores, to coffee bars to tire stores.  Whatever you have written about in your booklet, there is probably a retail establishment somewhere to match.

Using Catalogs To Sell Booklets

Catalogs provide a great opportunity for sales both to individuals and in quantity when your booklet’s content is a good match for a particular catalog.  Your booklet may be featured inside the catalog, or it may be offered by the catalog company to new customers as an incentive to buy something or as a thank you for a purchase.   The best way to sell to catalog companies is to do so in quantity with a single sale, rather than being featured in the catalog itself.  But, being featured affords an opportunity for sales when you are unable to go the other route.  If the catalog has a large circulation, having your booklet inside can be very profitable for you as long as your content is a good match for the catalog’s readers.

Direct Mail Provides More Opportunities For Sales

Direct Mail is the junk mail you receive in your mail box, and there are too many businesses to name who use this method of advertising.  Often, companies using direct mail to reach customers will offer something inside the envelope to entice people to open it.  If your booklet is a good match for one of these companies, or if it fits in with a particular campaign they are creating, these companies will welcome your booklet as an addition to their mailing.  This can result in sales for you of hundreds of thousands of copies, or even in the millions depending on how large the mailings are that the company does.

Sometimes, these companies will want to test your booklet to see if it enhances their mailing or sales in some way before they purchase a large number of copies from you.  These tests can still result in a significant number of copies being sold – anywhere from about 500 to 5,000 or more.

Using The Internet To Make Sales

The internet offers vast opportunities for selling booklets.  You can sell them as a download from your own website, or you can offer them through other people’s websites.  You can license your material for sales online by others, or for others to give away.  There are endless avenues to pursue on the internet.

Generally, online sales tend to happen between the author and individuals, but there are times when quantity sales are made, such as when licensing your material to someone for use on their website.

Selling to individuals is one way to sell booklets and it should always be pursued.  But, knowing other ways to sell your booklets is important too, as it can significantly drive up your profits.  You should sell your booklets as many ways as you possibly can to as many people and places as you possibly can.  When you do, the riches will follow.

To your riches,

Kim

PS:  Like this post?  Share it with a friend!  And don’t forget to subscribe by clicking on one of the links at the top right of this page so you never miss a single important post!  Remember it only takes one idea to start the riches flowing to you!