Selling Booklets in Bulk - Who's in Charge?

A new booklet author frantically emailed me about how a prospective large-quantity buyer "hammered" the booklet author for pricing during an initial phone conversation. I felt the author's pain. At the earliest stages of large quantity booklet sales prospecting, it can be a daunting experience for many people. And it's made worse when there's an underlying cash flow issue as a back drop.

The author was concerned about "blowing" the situation after giving a low 5-digit price for a license for the prospect to print an unlimited number of copies within one year. My answer to the author was "If the buyer will pay you that amount, and you need that amount, no, you didn't blow it. You may have left some money on the table, and you can consider that your learning curve. If this deal goes through, you may be able to make it up on future dealings with this buyer."

I would have done it a little differently insofar as granting rights to print a specific amount rather than an unlimited amount. However, the five digit price was still respectable. The thing that seemed to jump out at me was the author's lack of finding out how many the prospect was interested in having. The author was understandably so nervous about the transaction that this point was overlooked. The author lost control of the interaction at that point.

When in doubt, ask questions. That information will give you more grounding and control in moving forward with bulk sales.

Until next time,
Paulette - who remembers doing similar things early on
www.tipsbooklets.com