I was impressed by this breakdown in How I Sell More Books at Live Events about how Ben approaches the author-potential customer interaction at live events:
What’s the best way for authors to maximize sales without coming across as a jerk?
When you’re selling books, you have to simultaneously hold two principles in your head:
1. I’m here to sell books.
2. I’m here to connect with readers.
They may seem contradictory at first, but if you do them both correctly, they harmonize nicely with each other.
My approach is a straightforward, repeatable process that I endeavor to control from the beginning to the end. When I see someone has taken notice of my books or my display, I greet them and ask, “What kind of books do you like to read?” This question serves as an invitation to 1. connect with me and 2. take a closer look at the books I’m selling.
Once they reply, I hand them a book (connecting) that is closest to their stated interests or genre preferences, and I begin to tell them (selling) about the books.
Ben goes into more detail in the article over at BookBub Partners -- it's well-worth reading.
Illustrate, Translate, Write, Connect and Sell on!
Lee
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