How can you increase the chances of making a sale?Offering a free bookmark or sample chapter is one way to improve your chances of getting someone to buy your book. This works for a simple reason, the law of reciprocity, which is well-known to marketers – the gift of the bookmark (if they take one) nominally puts the person into your debt and this produces a discomfort in the person which they can resolve by buying your book.

Evidence for the strategy comes from several studies. Here are two:

1. Disabled American Veterans organisation reports that its simple mail appeal for donations produces a response rate of approximately 18%. But when the mailing also includes an unsolicited gift e.g. Personalised labels, the success rate nearly doubles to 35%. (Smolowe, 1990).

2. Researchers Berry and Kanouse (1987) found that they could increase the likelihood that doctors would complete and return a long questionnaire they received by mail by paying them first. When a cheque for $20 was included 78% of doctors returned the survey, in comparison to 66% doctors when they were paid after completion. Unfortunately, there was no comparison to a group which was not paid at all. Interestingly, 95% of doctors who complied cashed their cheque, whereas only 26% who did not comply cashed the cheque (ie took the free money), which further demonstrates the reciprocity norm.

So giving something away does not guarantee you a sale, but significantly increases your chances of making one. For some different places to sell books, see my post Odd places to sell books.

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