In the previous post I told the story of Ron Tanner, who did
a forty-state, sixty-city book tour to promote his book, ““From Animal House to
Our House: A Love Story,” about the refurbishment of an old fraternity house.
Did he make any
profit?
How many books did he sell? In the article he says he’s
still trying to figure that out. I’m not sure why he doesn’t have at least an
educated guess, so I’m going to risk making one.
He made 60 appearances. Let’s say the average attendance was
15. That’s 900 people, let’s round that up to 1000. How many of those bought?
My guess would be ten percent, or 100.
The book costs $25, so if he bought them at the author’s
rate he probably made $5 on each one. That would make his take a total of $500,
which would have been less than he spent on gas and other expenses.
So, net profit: zero or possibly minus a few hundred
dollars. He did get exposure via his media appearances, and now via the article
I’m quoting. It’s possible that the effort will stimulate some follow-on sales. That might just
put him into the black if you don’t count the cost of his time for four months.
Other benefits
However, money is not the only way to measure something like
this. In an article In Poets and Writers Magazine, Tanner writes, “If you think
that a book tour should make money and/or you should easily recoup your
expenses, then stay home and query book bloggers. If, on the other hand, you
believe that by putting yourself in motion, by meeting as many people as you
can, you will be better off as a writer, then the DIY book tour is for you.” He
mentions that it can be done on weekends if you don’t want to commit four
months the way he did.
The book tour that
made Wayne Dyer rich
In 1976 Wayne Dyer wrote a self-help book called Your Erroneous Zones (a play on the
title of a sex book popular at the time, Your Erogenous Zones). The book was going nowhere and the publisher
was not promoting it so Dyer took matters into his own hands.
Dyer quit his teaching job and for six months drove his
station wagon across the United States. He went onto local radio and TV
stations and did interviews with local and regional newspapers. He took a load
of books with him and convinced book store owners to put it in their windows
ahead of his media appearances. When he ran out of books his wife shipped more
ahead to the next town.
It worked. The publisher realized that they were getting a
lot of orders for this book and decided to back it with publicity and promotion
as well.
The book has sold an estimated 35 million copies and is
still in print. It was on the New York Times best-seller list for 64 weeks and
paved the way for Dyer to write many more self-help books and become one of the
top personal development speakers in the world.
What’s the
difference?
Why was Dyer’s tour such a spectacular success compared to
Tanner’s?
Book publishing and sales have changed. There are fewer book
stores and, as Tanner points out, many independents are struggling and don’t
have the time or money to promote speakers. Also when books don’t sell right
away they tend to return them to the publishers to get their money back, so the
books doesn’t stay on display or on the shelves for as long as they used to.
Dyer’s book had a wider appeal, Tanner’s is more of a niche
interest. Most people are interested in improving themselves and their
relationships. Compared to that, relatively few want to pay $25 to read about
house being refurbished. Niche books do break out from time to time, but it’s a
long shot.
There are fewer newspapers and people’s attention is more
fragmented. Back in 1976 if you were interviewed in a local newspaper or
appeared on a local television show probably you reached a majority of the
adults in that community. Now a lot of those newspapers are gone and TV
viewership is down. A panellist at
the recent Digital Book World conference in New York said these days only 10%
of book awareness comes from traditional media.
What’s the lesson for
authors?
A cross-country tour sounds like quite an adventure and may
not be without potential payoffs for certain kinds of books. However, as Tanner
says, if your goal is to sell the most copies, it’s not the way to go. These
days the internet is where to find readers, even though four months in a room
working on Facebook and Twitter doesn’t sound nearly as appealing as a road
trip with a basset hound.
(These days it
requires guerrilla marketing to make an impact. You’ll find a chapter on that,
as well as a chapter on traditional marketing, in my book, “Your Writing
Coach.” It’s published by Nicholas Brealey and available from Amazon or your
other favorite book seller.)