promotions

Sales for every author I know have been dumping since March, on a month over month basis. This could be due to seasonality, but I suspect that it has far more to do with changing consumer behavior. We, as authors, have trained readers that they don’t have to buy books. They can just wait for them to go free. What kind of chump pays for a book when they can get the same thing for free, fer chrissakes?

I’ve heard this again and again. So while free has been good for some authors (like me) in the short term, in the longer term, it has established a new kind of hoarding behavior where the value of the work is degraded. We have done this to ourselves. We have seen the enemy, and it is us.

I’m guilty of it. Most I know are, too.

And sales across the board are languishing. Since Amazon changed the algorithms, my sales are down 35% from April, which were down about that much from March (which were almost 5X what Feb and Jan were, so can’t complain too much). The difference is the free promotions, or rather, the success thereof. In March, I would do a free promo, see 15K downloads in two days, and the sales would boom to couple hundred a day of that title for four to five days, then slow gradually, maybe hundred and fifty day six, hundred day seven, sixty day eight, and then settle into a “long tail” where they would bottom at around fifteen to twenty a day by week three.

The point is that by running a free promo every week, I would see that spike on one title per week, which was an extra eight hundred to thousand books a week. Averaged across a month, that was four thousand books. That’s a lot of books.

Now, though, I have done three different promos in three weeks, and seen 10K per free promo, I’ve seen sales struggle to maybe 20% of what I saw in March and early April, with the fall happening much faster. I believe that’s because of how the books appear on Amazon’s lists – they aren’t getting favorable placement any more, due to the algorithm change. So now you are invisible to readers, just as you were before, except for maybe one or two days of placing far down a list that has also been changed, again, as noted in earlier blogs.

That would argue for pulling out of KDP Select. No more free lunch. No benefit. And an actual harmful net effect.

And yet, I am staying in, for now, even if I’m not going to do many more free days.

Why, you ask?

Loans. As of April, Amazon increased the loan fee for each borrow to just a hair shy of $2.50. So if you get 1000 borrows, there’s an extra $2500. It’s actually not extra, as it cannibalizes a sale, but at $2.50 net, what do I care? That’s great compensation on a net basis (even if you have your book at $3.99, you won’t see $2.50 average net, as all the affiliate and non-US territory sales cut into that at a 35% commission rate, as opposed to 70%, blending out at more like $2.25 on average across a month). To my thinking, I’m now being compensated as if all my titles that are borrowed were retailing at $4.50 or so. That’s a sweet deal. Sweet enough to have me keeping my titles in the program to reap that reward.

I see about 30% borrows to sales. Sell 1000, you see roughly 300-350 borrows. How does that suck? Well, you are foregoing nook and other platform sales (although not really, if someone is willing to convert the MOBI and you haven’t enabled digital rights management). But no way are my nook sales 30% of my total.

One tell is that my UK sales have now grown to be 30-40% of my mix. But they don’t have borrows there. That would explain why sales have been growing even as US sales are falling. Far fewer seem to take advantage of free promotions there, and they can’t benefit from loans, so they just buy the books. I also note that the refund rate is far lower. In the US, I see roughly 1.75-2.25% returns. Doesn’t matter what title. That’s the average. I used to think it was because some were offended by language or politics or religion, but no – my dog bio sees the same returns as my most controversial work. In the UK, the return rate is more like around .25 percent. Perhaps there’s just a philosophy in the US of refunding things for whatever reason. Perhaps UK Amazon’s return policy is harder. Dunno. I just know that UK readers seem to whine less, return less, and buy more.

Viva the UK!

So what does this all mean for authors? Free is over, as I said before, unless you consider a 10%-20% effect worth it. Instead of seeing 150 books day two, you’ll maybe see 20-30. And that’s if you placed in the top 40 free overall. There will be exceptions, but that’s become the new rule, so free as a mechanism to increase sales due to the heightened visibility of the free/paid cycle is done. I do think the negative is that it is going to be a long time before the fringe crowd that would pay to read a new indie title does so – why buy when you have 100 free titles already on your kindle? That fringe buyer is who many of us were courting, and they are largely out of the game. Hence, sales slump, in addition to seasonality. And what you are trading for that extra 20-30 books sold for 5 days, is the death of your longer term sales market. Seems like a dumb tradeoff, to me, anyway. Maybe it’s worth it to some. But only, by my math, if you plan to sell maybe 200 books total per title. Otherwise, free is a bad deal now.

My tactic moving forward will be to run out the clock on the promotions I have scheduled, keep my books in KDP Select, but not offer them free. I will do this for the $2.50, no other reason. And if that declines, I’ll be out completely, focusing on other promotional tools.

And writing.

I think the single biggest differentiator I have from most of my peers who started publishing when I did, is my large and growing backlist. I’m so convinced that makes a difference I have committed to writing five more novels this year, if it kills me. I think once you have critical mass of, say, 15 paid titles, there is a lot more chance for someone to stumble upon one of your works. And when they do, they might work their way through all your books, which translates into considerably higher revenue over the long term. Because you have gained a reader, not made a sale.

In the long run, and I’m talking years or decades, I believe making a living as an author will come down to supplying consistently high quality work in the genre your readers like and want. Promotions, pricing, giveaways, hype – all are good, but nothing will build a career like putting your head down and writing as well as you are able. Not as fast as you can, but as well as you can, at a sustainable rate. So if you can only get out one or two novels a year, my advice would be prepare to do that for the next five years, and dig in for the long haul. That’s what I’m doing. My magic number is to have 15 paid titles, then next year I will back it off to maybe 3 or 4 books a year from there on out. Because it’s not like I don’t have enough titles out. But all of last year, I felt hunted and driven, because a part of me said, “You need more.”

Turns out that was right.

I have been told that summer will be miserable from a sales standpoint, and also, in the same discussion, that sales will increase due to summer beach reads being bought. My gut says free saturated a lot of those discretionary indie beach read purchases, but I hope I’m wrong. However that may turn out, I’ll still write my five more books, and be gearing up for the Dec-March boom again.

Because Rome wasn’t built in a day. Nor will any career be. Unless you’re a Kardashian. Meh.

Speaking of shameless self-promotion, check out my new box set – that’s a lot of books for a lousy ten bucks. As always, the art was done by my usual guy, whose contact info can be yours for the asking.

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One of the things I get asked a lot, besides “When does the statute of limitations expire?” and “You seriously don’t understand why you can’t say that in a book?” is “What steps have you taken that have made a difference in your promotions?”

I would have to say that the KDP Select free days have had a massive positive impact (although how long that continues is anyone’s guess), as has my my participation with Melissa Foster’s World Literary Cafe.

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BREAKING NEWS: New interview with Kevin Rau and yours truly. Because it’s all about me.

NEWS: An excellent new blog featuring my thoughts on promotions by @inkwellHQ. A good read.

MORE NEWS: New book review for King of Swords sequel, Revenge of the Assassin, by bestselling author Steven Konkoly.

STILL MORE NEWS: Book review for pet biography An Angel With Fur from Pets Weekly.

UPDATE: Yours truly was in the Top 50 indie authors by sales for the second month in a row!

UPDATE TWO: A lengthy interview wherein I cover everything from the war on drugs, to central banking, to writing.

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WLC, as it is known in shortened form, is a gathering place, author resource network, promotional site, and much, much more. I originally was introduced to it by Andy Holloman, for the launch of his book, Shades of Gray, in which I featured The Geronimo Breach as one of 9 books that helped support his launch. My experience was positive, so I signed up for their tweet teams (reciprocal tweet groups) and then did a few launches – most noteworthy being The Voynich Cypher, my first launch with them March 20, which sold 4,000 copies within a week of the launch, to which I attribute much to WLC – it was a featured book, had an excerpt on the site, featured a blog by yours truly, etc. I have no doubt I wouldn’t have gotten the visibility I received absent those promotions, and I continue to use WLC for my launches – I’ve integrated them into my strategy. The cost is a no brainer, more than reasonable, and the results speak for themselves. I used them for the launch of Revenge of the Assassin and saw a big run of sales, and will continue using them for the foreseeable future. They’re a quality outfit, and the founder, Melissa Foster, is a caring and supportive bestselling author in her own right.

They can be found at WorldLiteraryCafe.com.

Another thing that’s made a difference is @TweetYourBooks doing promotional tweets for me. Hard to measure the success directly attributable to that, but my gut is that it is substantial. Their sister service can be found here.

I have also tried advertising with little success, blog tours with some success, interviews with some success, and all sorts of other promotions, with inconclusive results. The few things I can say that are part of my arsenal moving forward are the two I just mentioned, as well as trying to respond to every e-mail and comment from readers, and keeping my blog interesting as I can – although I’ll grant you that it is very author-centric at the moment. Perhaps next week I’ll focus more on fluffy kitties or cute puppies. Or clowns, and the ever-present menace to thinking upright bipeds that they represent.

While the aforementioned types of promotional vehicles (except for the clowns and puppies/kitties) definitely can add to your visibility, the truth is that success in publishing is as much luck of the draw as it is skillful planning. Being in the right place at the right time, luck, a fluke, a mention from out of the blue…any or all of these can have just as much to do with exposure and sales as any strategy I’ve seen. Having said that, I can’t help but think that the harder you work at promotions, the luckier you will be.

That’s it for this installment. My philosophy is to just keep writing, and hope that eventually quality will rise to the top. Or in my case, that I’ll get lucky.

And since no blog of mine would be complete without shameless self-promotion, here’s the cover for my new one, to be released by the end of the month. Sequel to King of Swords and Revenge of the Assassin – Return of the Assassin. If anyone wants the contact info for my cover artist, e-mail me through the site and I’ll be happy to provide his info.

Now go buy some of my books so I can afford my bar tab this month. Papa gets thirsty. Wink.

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