More Stuff We Make Up About Our Prospects by Wendy Weiss -- Go through the "no's" to get to "yes." -- It takes X number of "no's" to get 1 "yes." -- Every "no" brings you closer to "yes." I've heard these statements in so many sales training courses and read them in so many sales books. No wonder so many people hate cold calling! Who … [Read more...]

COMING TO A BUSINESS LIKE YOURS: WEBWARE! Alan Canton Whether you sell a product, a service, or a combination of both, those who are successful have one thing in common... an efficient back-office. But the "cost" of an efficient office has meant using complex accounting and order-entry programs that are hard to learn and can require a computer … [Read more...]

Return of the Lost Client                   There is an 80/20 rule in business that says that 20% of your customers provide 80 percent of your business.   What happens if one of your big clients defects to the other side?   First step is to find out why they … [Read more...]

March On Over To The Military And Sell More Books Create Your Battle Plan to Attack This Untapped Market The armed services represent an often-overlooked segment in which you can sell fiction and non-fiction titles in almost any genre and topic. It is a large niche of potential buyers made up of active duty personnel and their families, … [Read more...]

The Skinny on ISBNs All books sold in bookstores must have ISBNs. But if you don't play your cards right, you might make a big mistake with this most basic of publishing labelers. Here's what you need to know about ISBNs: An ISBN - otherwise known as an International Standard Book Number--is a unique identifying number for your book. Every … [Read more...]

Summary of Compensation in the Publishing Field - 5th Edition, 2003 The composite highest-income practitioner in this field (salary plus cash bonus and/or cash profit sharing) is the salaried President of a publishing company. The company has 1,000 employees or more; grosses at least $100 million in annual sales; has under 10 titles; and is … [Read more...]

A reader from last month's "Ask Ron" column states, "I don't believe that it was fair of you, in last month's article, to talk about the average number of books per author sold by 1st Books (77 per title). The average Amway dealer only makes $69 per month and there are some Amway dealers who are millionaires. " I know that this isn't exactly a … [Read more...]