Speak and Sell...Starting in Your Hometown
by Jodi Jill
Every day I speak to local groups. Sometimes
2 or 3 times a day. Even on weekends. At every talk I sell a product...my
book...to over HALF the audience. Plus I get referral sales on
my website. You can too.
Over two years ago I had 10,000 books to
peddle immediately. I would be at bookstore signings, smile and
beg people to buy the book. Well, suffice to say bookstores are
tough venues, but reality was I would sell one or two books and
come home crushed that I didn’t sell enough. So I did some
research and discovered I had it all wrong.
I found out that 42% of the population doesn’t
visit a bookstore. Upon more research I found that 60% of the
population prefers to purchase something that has a friend or
family recommendation. Frustrated and annoyed, I started speaking
for free at groups in my community. Originally it was just to
get some feedback. Stunned, I found that the majority of the local
groups didn’t have many good speakers. They were welcoming
with open arms and delighted I took the time. Even so I was completely
shocked as I started to sell books to the group members.
Two
years later, my book has been reprinted twice, my publisher loves
me because he made more money than selling the books through the
stores and the books became a popular series. Far from a beginning
of a no name author, I now have people calling me to talk at their
group instead of the other way around. And I have a pulse on the
market as I see my audience every day.
Want
to speak and sell? You can and here are some pointers to get started:
1. Offer yourself as just a member of the
community with some good information. Be humble and be informed.
Once they know you are local they will listen.
2. Don’t pitch your product. Come
to share information verbally about the subject. You would be
amazed how many people can’t remember things and that means
you have a pending sale.
3. Ask every group in town. Make your talk
basic with a twist on the audience you are addressing. How many
concerts have you gone to where the artist says the name of the
town and the fans go crazy? Well, do the same, but name the group.
4. Don’t talk too long. An average
talk is 20 to 30 minutes. Instead of taking the entire time, take
3/4. Leave the audience wanting more (so they will be interested
in your product.)
5. Introduce yourself to everyone before
the presentation begins. Say hi, smile and be delighted to be
there. The more people who know your name the better the chance
of a sale.
6. Bring your products, but do it quietly.
I have a small black doctors bag. Never show the products before
the talk and always end by commenting on how proud you are about
the product. Of course, pass around one and make sure everyone
touches it.
It doesn’t matter if you are selling
a book or a banana, local groups are a great way to sell your
product at most of the time it is at full retail price. Realistically,
I sell 200-400 books a week and you can too. Just warm up that
voice and go!
©
Jodi Jill
About Jodi: Jodi Jill is the author of the ebook, Speak and Sell
Locally, a step-by-step guide for those looking to achieve high
sales locally. You can find out more about her ebook at http://www.jodijill.com/ebook_001.htm.
Her book series ‘Tours For Free’ are popular guides
sharing where families can go on tours at no charge. More info
about her books visit http://www.toursforfree.com.