Stay Safe, New Orleans - Our Thoughts Are With You!

The other day, a writer in New Orleans contacted me regarding some publicity work. We talked about the coming storm, and I urged him to take the appropriate safety measures and stay away from home until the hurricane had passed. Having lived through the wildfires here in San Diego, I know how frightening and disrupting these natural disasters can be.

Our thoughts go out to our good friends in New Orleans and the rest of the Gulf states. May the storm pass quickly and may you all return safely home and be writing soon.

It's All in the Pitch

Having just returned from a week at nationals with my daughter’s softball team, the subject of pitching is on my mind. Many would argue (especially parents of daughters who pitch), that there is no more important position on a team than that of pitcher. Without a true ace throwing curves, rises, fastballs, and change-ups, most teams don’t stand a chance of defeating their rivals.

The same can be said for those of us who pitch to the media and booksellers. Without someone on our team who can bring the right stuff, we don’t stand much chance of success in the hunt for publicity.

So, what’s the secret to good pitching? According to my husband, who coaches softball, ace pitchers are good at three things: velocity (being able to throw really hard), location (where the pitcher puts the ball in relation to the batter), and changing speeds (knowing how to spin the ball so that the batter swings at it). Ironically, the same three qualities are important to publicists:

Velocity - a solid pitch is one that has been researched and practiced, and sounds so good the person on the other end chases after it. Want the media to say yes to your call? Be prepared and throw hard; have your press release, bio and Q & A completed and know the material in each of them cold. Don’t waste time on pleasantries (“How are you doing today?” “Do you have a minute?”); instead, bring it – tell them who you are, why you’re calling, and what you’d like from them. Get your storyline down to one or two minutes and be able to elaborate if the person on the other end wants more information. Tout your awards and achievements, and don’t forget to sell yourself as well as your work.

Location – know the range of the publications/media/bookstores you’re pitching and make sure that their audiences will be interested in what you have to say. Choose venues where you know people (so you draw big crowds) and/or that will give you the most PR mileage. Locate the name of the right producer/manager/community relations rep before you call and be ready to show her how you and your book fits her bookstore/column/show.

Change-Ups – be sure to put the right spin on the subject matter you’re pitching and be flexible about availability, dates, and subject matter. Speak quickly and clearly when leaving voice mail messages, but slow down when leaving your telephone number or email address. If the person you’ve contacted can’t accommodate your request (no room for signings/schedule booked for the fall), switch speeds and ask for other options – would the store be willing to stock your book? Is there an opportunity for a spot in the spring? Ask if you can check back, and follow through if the answer is yes.

As my husband says, you've got to put the ball right where you want it to go, or you get lit up. Translated, that means that it's tough to win unless you've got some real pitching power on your team. But, find someone who's got the right combination of speed, location, and spin, and you can serve up some powerful publicity for your writing.

Play ball.

How to Get the Most From Your Book Signings

Summer is here and it's a great time for authors to do book signings. For those of you getting ready to appear at bookstores for the first time, here are some helpful hints for making the most out of your signing experience:

1) If the bookstore is near you, stop by a week ahead of time and see what kind of promotion the staff is doing for your book. If they don't have anything up, offer to give them posters, bookmarks, magnets, etc., to use in the store.

2) Talk to your friends and family and try to get as many people as you can to attend your signing. Even if they've purchased the book before or attended other signings, ask them to come and help draw people in the store over to the area where you're reading. Send email announcements to everyone in your address book prior to signings and ask your workmates, students, clients, etc., to attend. Mention that you're doing a signing everywhere you go -- at work, in the grocery store, at the bank, etc. Make up simple announcement flyers and leave them everywhere you can (at the library, on bulletin boards, at coffee shops, etc.).

3) Presign a number of the books you're bringing to help long lines move faster. After your signing, see if you can get the store to keep the presigned copies. You can make or order stickers that say "Signed Copy" for the spine of the book -- these will help the books move quickly on the shelves.

4) A few days prior to the signing, advertise your event on local websites that have calendar listings. Many local newspapers and weekly tabloids have event notice forms you can fill out online for free. Some have longer lead times, so start checking the websites early. You can also put a notice in the events section on Craigslist and on other free networking sites.

5) The morning of your signing, call and ask for the manager (if you're one of my clients, the names are on your reading schedule). Make sure the manager knows what time your signing will be held and has everything ready for you, including table, chairs, microphone, electrical outlet (if necessary), etc. Also, find out if your books are there; if they're not, bring at least 20 copies with you.

6) Get to your signing early and make sure tables and chairs are set up and your books are out. I've been to a number of signings where my clients have gotten there and nothing is ready, so be prepared for that. Be sure to place one of your promotional posters on the table with your books, so patrons passing by will see the cover art and, hopefully, stop to hear you speak.

7) Always have extra copies with you, in case you have a big crowd. Bring plenty of pens and don't forget to bring your business cards, so those who buy your books can get in touch with you later or find info on your website.

8) Be personable and friendly to everyone who walks by. Wait until there is a good crowd gathered before starting and, if there's no microphone, make sure you project your voice so those in the back can hear you (practice this at home in front of the mirror). Talk about what inspired you to write the book, what the story is about, what motivates the characters, and what you love about the book. Read a few pages, preferably something that has some action or conflict. Don't read too long -- less is more with public speaking. Those in the audience will often have questions, so be sure to allow for some after you finish. And don't forget to chat with readers while you're signing -- the more impressed the reader is with you and the book, the better chance s/he will tell others about it and help create the buzz you're looking for.

9) After the signing, thank the store manager and other staff who helped you set up. See if they'll stock any leftover copies and don't be shy about asking them to order more copies from your publisher.

10) Bring your digital camera and have someone take pictures of you while you're signing. After the signing, post the photos on your website and blogsite and write about the experience, the readers you met there, the helpful staff, etc. Be positive about the experience (even if it didn't meet your expectations) and encourage everyone to come out for your next signing.

Getting Those Ducks in a Row

One of the most important elements for successful book publicity is having printed copies ready for distribution. While this may sound like a no-brainer to some, many authors approach me to publicize their books before they're available for stores to order. This situation creates a dilemma for everyone involved: the bookseller, who wants to give the writer a signing date, but doesn't see the book available through the distribution channels he likes to work with; the publicist, who has to scramble to contact the publisher about the distribution issue; the publisher, who then has to contact distributors and buyers regarding the listing; and the author who misses out on a good signing event.

Many chain bookstores, like Borders and Barnes & Noble, prefer to order through their own distribution systems. This is an important concept for self-published authors to understand, because it often takes a certain amount of time (sometimes up to three months) to get the books into the system. Publishers will handle applying for ISBNs and setting up distributors, but writers should be aware that doing so takes time. And not all publishers do their homework; I've worked with a few authors who've had their promotions stalled while waiting for their book to become available to a certain distributor that a bookseller wants to use.

Most independent booksellers order through wholesale suppliers like Ingram Book Group or Baker & Taylor. Some bookstore managers are willing to order directly from the publisher, especially if the publisher allows returns and will give discounts and/or pay for shipping. Due to high shipping costs and lack of shelf space, many booksellers are now asking authors to bring books to signings. This is known as a consignment arrangement, where the bookstore will take a certain percentage (usually 40%) of any books sold. So, in addition to the expense of purchasing the books himself, the author also has to get them to the store, which can be a headache when the signing isn't local.

When I contact booksellers for book signing dates, the first question they typically ask is not about the book's content or the author. They usually want to know the ISBN number. Most of them will look up the book as we speak on the phone and their second question is invariably whether the book is available for order. If they see a print-on-demand (POD) listing for the book, they often express concern about availability, so I urge my self-published clients to see if the publisher will consider printing an offset run. Most publishers, if there is enough demand for the book, are willing to do so.

It can be tough out there for self-published authors who are marketing books for the first time. Not being ready to take book orders is a mistake that no author wants to make, especially when s/he often has one shot at a prestigious bookstore, speaking venue, or media appearance. Authors can assure themselves a much better chance at success if they take the time to get those proverbial distribution ducks all lined up before they kick off their promotional plans.

Working the Book Video

In the May 29 Random House/Zogby poll, 46% of respondents indicated that they spent the same amount of time reading as they had in the past year. 23% are spending more time reading (a good thing), while 30% said they are reading less than usual.

It's this last group that we all need to think about. The trend these days, especially for the younger set, is that people are reading less than in previous years.

So, what are these 30% who read less doing instead? Nearly two-thirds of them (65%) told Zogby that they're spending more time online, while 37% spend more time watching television or movies and 18% claim to be devoting more time to computer and video games.

These data show why so many writers are now making book trailers (a term coined by Circle of Seven Productions CEO Sheila Clover) to promote their work. For those who haven't seen one yet, a book trailer is basically a one-to-three minute promotional video about the book. The majority of them are mini-documentaries that include voice-over, visual images, and some type of musical score. A few show actors acting out scenes from the book and some include author sound-bites or even (least recommended) authors reading their work. Most authors run these on their websites and social networking sites like YouTube, MySpace, and Facebook. And publishers run them, as well. In fact, according to a June 7 Wall Street Journal article, many publishers are now creating divisions dedicated to making book trailers for their authors.

With so many readers spending time on the Internet, it makes sense for authors to use the web as a promotional space for their work. Yet, many authors make the mistake of creating videos and plunking them down in their websites, assuming that just having them there will entice readers to buy their books. It's true, having a book trailer out there is important. But even more important is working it. Like your business card and press release, a video does no good unless someone sees it. That means you need to tell everyone you know, including the media, about it and invent creative ways to distribute it.

And that's where a good publicist comes in. Your publicist can announce your book trailer release to the media, send out copies to reviewers and book sellers (in the old days, we sent video news releases (VNR's) on VHS tapes; now we send links to your trailer), and use your video to market to distributors, bookstores, universities, and libraries. It's all in the pitch, of course, but having a good video (more on that in a future post) and a sharp publicity person working for you will help get your book the attention it deserves.

Straight Talk on Book Publicity Costs

The question I hear most often from writers these days is a simple one: What should an author expect to pay for a typical book promotion campaign?

The answer is equally simple: It depends. Different public relations agencies will charge different fees, so costs will vary depending on the type of publicist you decide to hire.

As an independent public relations specialist, I work one-on-one with clients directly and usually only handle one or two clients at a time. I like to meet with clients to go over their requirements, and the extent of my services is determined by what they want in the way of publicity. Some just want a press release and/or limited media coverage for a one-day event; others want speaking engagements, a book tour, a blog tour, radio and TV coverage, etc. I charge $50 per hour, and usually work about ten-fifteen hours per week for each of my clients. I've had clients who contract for as little as five hours of work, and others who I work with for several months. I keep detailed time sheets that I send out every two weeks, and I always do only what clients have contracted with me to do. Most of my authors are self-published, although I have a couple who have published with larger houses and want to do a little more than what's covered in their publisher's publicity contract.

Many writers also ask about success rates for promoting self-published books. I've been pretty successful with self-published authors. For example, one of my clients, Paul Woodring, an African American writer, made the bestseller list at HueMan Bookstore in New York for three months after reading there. It was very difficult to get him in to the store, but I persisted and finally got the managers to say yes. He's also done a featured signing at Marcus Books in San Francisco (another prestigious black bookstore that was difficult to get in to) and did a national book tour that was very successful. He's exhibiting at BEA this coming week and has had a book trailer created by an established filmmaker, so he's really put a lot of effort into his marketing.

But, even those who can't afford to exhibit at book expos and create film trailers can still do a lot with a little publicity. I recommend that most authors at least have a professional press release done, and do some book signings, even if they're local. In addition to creating buzz and making personal contacts with readers, the writer can get some additional mileage out of those events by getting his/her books stocked in the store and placing photos from the signing on his/her website. I also think a blog tour is a relatively easy way to get noticed, although it can be time-consuming to set up (I research appropriate bloggers and their sites, and then contact them directly regarding participation in the tour).

The main thing I bring to the table is the phone work – I really push media and bookstore representatives to look at my clients. And I think that objectivity is what convinces them to say yes. It's hard for an author to call a radio producer or bookstore owner to pitch his own book, but when I call and say a client's work is great, the producers and store managers listen. And I'm persistent, which is key. It's often easy for people to say no, so I keep going back with new angles and approaches until I get them to say yes (this can be the time-consuming part, but it works!).

When you're ready to hire a publicist, be sure to check out a lot of agencies and individual consultants and find one with the right attitude and fit for you and your work. And don't be afraid to ask for references – a good public relations professional should always be willing to put you in touch with his/her clients so you can hear firsthand what they have to say about the publicist's professionalism, follow-through, and success rates.

The Journey of a Thousand Miles Begins with a Single Class

It's that poignant time of year when the spring semester ends and my community college students get ready to move on to summer school, four-year universities, or graduation. This year more than any other, I feel blessed to have worked with an incredible group of students. These are not the full-time, just-out-of-high-school students that I encountered as a new college teacher twenty seven years ago; these are students who hold real jobs (some of them more than one), who are raising families and caring for aging parents, who have come back to school to complete degrees or switch careers, and who burn with a desire to make the world a better place.

The old saying that we learn as much from those we teach as they do from us has never been truer. This latest group has taught me many things: to question openly, to share without judgment, to practice with intention, and to laugh out loud. They are smart, energetic and curious, and their futures are filled with promise.

So, it's with a sad yet joyful heart that I salute my Business Communication 128 class at Grossmont College. Thank you all for a wonderful semester; it's been an honor and a privilege to work with you this year. My best wishes to you on the next step in your journey, and I hope you'll keep in touch along the way.