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Software of the Month Club 1996 April
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SALES.DET
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1996-01-27
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7KB
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161 lines
24, 67, 1, 7, 207, 1, 0
[BL,LR]â██████████████████████████████████████████á[LR,LR]
[WH,BK]▓▓▓▓▓ HOW TO SELL IT ▓▓▓▓▓[LR,LR]
[BL,LR]████████████████████████████████████████████[LR,LR]
[YW]â▀▀▀ [WH,LR]elling is the fuel that drives any busi-
[YW]ü▀▀á [WH,LR]ness endeavor. It's true that "without
[YW]▄▄▄à [WH,LR]sales nothing else matters." The selling
you do is more likely to be a general effort
in publicity, promotion and general marketing
than hard, slogging, cold-calling, one-on-one,
face-to-face salesmanship.
But, regardless of what you call it, you must
make some effort to insure that a significant
number of people [WH,BK] pay for the privilege [WH,LR]
of reading your e-book.
If you've had the benefit of experience in
sales, marketing, advertising or promotion,
much of the selling procedure is obvious to
you. Without that background of knowledge,
you'll want to think about this brief outline
of procedural possibilities.
[BL,LR]â███████████████████████████████████████████á[LR,LR]
[WH,BK]▓▓▓▓▓ HOW TO COLLECT CASH FOR SALES ▓▓▓▓▓[LR,LR]
[BL,LR]█████████████████████████████████████████████[LR,LR]
1. Upload a "demo" (to online services)
consisting of the first 25 to 40 percent of
the book. Include order form plus full info
for ordering a disk containing the entire
book.
You may handle duplicating, packing and
shipping, or you may deal with a fulfillment
agency who'll do it for you. Either way, be
sure the cash, checks, and credit card orders
go directly to you. You pay the agency, not
vice versa.
2. SoftLock it. SoftLock Services, Inc., makes
it possible to encrypt individual chapters --
all or any combination you prefer. The
encrypted sections can be "unlocked" ONLY by
a password sold for you by SoftLock.
Your customer calls SoftLock's toll free
number and punches in necessary information,
including credit card number. The customer
receives an eight-letter password that will
work only on that one computer.
That password will not unlock your book on
any other computer.
At the end of the month SoftLock sends you a
printout showing every customer, address and
phone number, along with a check for all
sales, less deduction for their services.
E-Z-Book by Rexxcom Systems is in use by you
right now as you read this electronic book.
The E-Z-Book authorware works hand-in-glove
with SoftLock's encryption software. It works
as seamlessly as the features in your word
processor.
[BL,LR]â████████████████████████á[LR,LR]
[WH,BK]▓▓▓▓▓ CHECKLIST ▓▓▓▓▓[LR,LR]
[BL,LR]██████████████████████████[LR,LR]
1. Upload to online services.
2. Post messages in appropriate forums
announcing that it's there.
3. Mention it or quote from it in appro-
priate e-mail. Look for opportunities
to originate e-mail for the purpose of
mentioning or explaining it.
4. Announce it with e-mail or smail and a
disk to appropriate newspaper department
editors. Some papers have Science &
Technology editors, sometimes with
slightly different designations.
Substantial public libraries have the
annual Editors and Publishers yearbook
listing all daily papers in the U.S. and
Canada, with names of the various editors.
5. You might offer to appear on a local TV
or Radio talk show to discuss the book
and the mushrooming e-publishing
business. If your city has five, try all
of 'em.
6. If it's a how-to-do-it book related to
business, and the price is $15 or more
it might make sense to mail SoftLocked
disks to a list of prospective buyers.
At a price of $5.95 chances are you'd
lose money.
Direct mail selling is a career field.
You can find basic knowledge in the
business section of a city library.
It's sometimes classified as Direct
Response marketing.
[BL,LR] [LR,LR]
[WH,BL] MONEY-SAVING TIP [LR,LR]
[BL,LR] [LR,LR]
Buy unbranded disks in minimum units of
25. They cost less than fifty cents
each. An order of 150 costs about 37 cents
each, including transportation. In a major
city you may find them at Office Max or
other office supply super store. Your author
has used them for ten years and never got a
bad one.
7. If you're capable of making a ten or
fifteen-minute talk to civic club, a
trade association meeting, or other
suitable group, do it. And be prepared
to sell -- for cash -- disks to the
individual members at the end. You may
need SoftLock vouchers for direct sales.
The Chamber of Commerce maintains a list
of civic organizations and current officers.
8. Make a presentation to your local
writers' group meeting. Be prepared to
sell disks directly. Perhaps you can
show off your product and knowhow to
other writers' groups within driving
distance.
9. Mail a disk to every shareware dealer
you can find. If you SoftLock it, you
may need a SoftLock voucher for each
dealer.
Good luck and good selling.
Go, go, go!
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