Disclaimer: This blog talks a lot about Amazon, but we are not connected to them in any way other than that we use their platform sell our books. We are definitely not being paid to mention their name and nor are we recommending their services. We are just recounting our experiences in the hope of passing on some of the knowledge we have gained. Here at Selfishgenie Publishing we know that it pays for small publishers and Indie authors to advertise. Not only do we know this, but we have the data to support our arguments. What we have also found, however, is that we can’t rely on some of the data that is provided to tell us if our advertisements are paying for themselves. Over the past 6 months we have been experimenting with our advertising tactics to see which give us the best results. Recently we have been focused on Amazon as the advertising platform of choice. But the first thing we noticed was that the metrics (measurements) provided by Amazon on their platform weren’t matching up with our actual sales. According to the report for one campaign, we sold x number of books, but according to our actual sales data we had sold yx copies, which was a considerably larger number (sorry to be so vague with the numbers, but that data is privileged information). This is an important difference, because had we believed Amazon’s numbers, we would have concluded that our advertising budget had been wasted. That is because of the ACOS. For those of you unfamiliar with ACOS, it is a calculation that Amazon does to compare the cost of the advert with the income Amazon believes the advert generated It means “advertising cost of sales”. Based on their figures, our ACOS was 198% of what we would get back in royalties as a result of placing the advert. In other words, if we had spent £2 on advertising we would only be getting back about £1 in royalties. .And that does make it look like we had wasted our money. However, a quick click over to the various websites where we sell our books revealed that we had sold far more books than Amazon knew about – and that included sales through Amazon itself (BTW, when we say “sales” we also include Kindle Unlimited pages read. They account for about two thirds of our total revenue). When we divided the ACOS by the revenue that was actually generated, we got a far lower number, which demonstrated that our advertising campaign was justified in terms of its cost. In fact, for every £1 we spent we got over £5 back. Even after splitting that 50:50 with the author, everyone was making money. OK, Amazon doesn’t know how many books we have sold through other websites and we don’t know how many people have seen our books promoted on Amazon and then gone elsewhere to actually buy them. “Ah,” you might say, “so how do you know those sales were the result of your advertisement?” A fair question. So, why the discrepancy in data? The answer is that we know because the sales were for the same books as we had advertised, or they are part of the same series and there had been a sharp “up tick” in sales coincidental to the dates when the advertising campaign had been run. So, why the discrepancy in data? The first reason is that Amazon does its calculations based on “impressions” and “clicks”. First of all, Amazon Ads measures how many customers had the advertisement placed in front of them (the basis of their charging), either as a result of a search or as a “recommendation”. Then they measure how many of those customers clicked on the link in the advert to take a closer look at the book, and then they count the number of clicks that were made to actually buy (or download) the book. The first number was very high, the second number was lower and the final number was, unsurprisingly, lower still. But what Amazon doesn’t take into account is the psychological effect of the advertising process. Oh, here we go, he’s wandering off into some metaphysical introspection now. No – I’m not. Please bear with me. Firstly, there is an old adage in advertising that says people have to see an advertisement 7 times before they respond to it. As with all such rules, it is a generalisation. Some people will respond the first time they see an advert, because they have a need for the product and now they now know how they can satisfy that need. Some people, on the other hand, may never respond because they have no need for that product, or because they are very happy with a similar product supplied by a competitor. But this generalisation around ad campaigns is important, because the author has to to allow time for those 7 exposures to the ad to take place. In all our ads we have noticed that response was lowest at the beginning of the campaign and then increased as time went on, usually from around day 4, until it reached a plateau. We also noticed that sales were highest at the weekend (including Friday evenings), which suggests people buy more books then. So, it seems to be a good idea to time the ad so some of the exposures occur towards the end of the week, for maximum impact. A second reason is that the advert is for a product the reader may have already purchased, but the target is reminded that the same supplier has other products and they go and look at those instead. Eg they see an advert for Heinz tomato ketchup, they already have enough ketchup, but it reminds them they need Heinz baked beans and they go and buy those instead. We know absolutely this was what was happening with our books. We were making sales of titles other than those we were advertising. People had already bought Book 1 in our Carter’s Commando series, the book we were advertising, but they were reminded of the author’s name and went looking for other work by him and bought those books instead. The final part of the conundrum is that sales continued after the advertising campaign had ended. Why was that? Partly the same as the reason above, the readers went and looked for other titles by the same author after having bought the one we advertised. But part of it was that either the author’s name or the book’s title had been subconsciously planted in the reader’s memory, so that when they saw it pop up in search results later in the month (which we hadn’t paid for) they responded and bought the book. So, what did we learn by running these recent advertising campaigns:
Here endeth the lesson, Go in peace to enjoy the rest of your day. But if you are struggling to make sales, you may need to think about paying for some advertising. We know it costs money, but if your book sells, it will be a worthwhile investment. And if your book still doesn’t sell, you have to ask yourself why readers aren’t responding to it. But that is a whole different blog. If you have enjoyed this blog or found it informative (Hopefully both), be sure not to miss future editions by signing up for our newsletter. We'll even send you a FREE ebook for doing so. Just click the button below.
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All Indie authors need an advertising budget. There, I’ve said it. You may not want to read that and you may now be sticking your fingers in your ears and going “la la la”, but I’m afraid it’s true. Let’s start from basics. Nobody is going to stumble on your book by accident. It may be the best book ever written, but if nobody knows it exists then they can’t read it. You will be aware that social media can be used to bring your book to the attention of a wider audience for free, but it has a limited utility. Once your post or Tweet about your book has been read by your “friends” or “followers” they will do one of two things. They will either buy the book (hooray) or they will ignore it (boo). After that, no matter how often you post or Tweet about your book, nothing will happen. The people who bought your book when they first saw the post aren’t going to buy it again and the people who ignored it first time around are going to continue to ignore it. This means you have to keep finding new “friends” and/or “followers” who haven’t previously seen your message and who will either buy your book or ignore it. And finding those people is a relentless slog which takes up more and more of your time. And your time is valuable. You should be spending your time writing new books, not trawling through social media trying to attract new people. Which is where advertising comes in. There is a thing in commerce called “spend to save”. The basic principle is that if you spend money now on certain things, you will save money in the longer term. For example, if you spend £1,000 on replacing your existing light bulbs with more energy efficient light bulbs, you will save more than £1,000 over the next five years, thus repaying the initial outlay and making a profit. This is also known as “return on investment” (ROI). The same principle applies in advertising, though here you might call it “spend to earn”. If you spend £x on advertising now, you will earn £y back in sales, so the advertising cost is paid back and you get your ROI. This is something that is well understood across business. If advertising didn’t pay for itself, then all those adverts that we see on-line, on TV, in the cinema and that we hear on the radio, just wouldn’t be there. Advertising has to pay for itself or or nobody would do it. But you are an Indie author. You don’t have much money. How can you possibly afford to advertise? Fortunately, the same social media we used to promote our book for free, also offers the facility to advertise that isn’t expensive. You may have 5,000 followers on Twitter, but a paid advertisement has the potential to reach millions of people. The same applies to Facebook and to all the other forms of social media. It even works by paying for advertising on Amazon. There are some good practices that should be born in mind if you are going to advertise and I’ll touch on these now. We have covered most of them in previous blogs, so we won’t go into detail here. Target your audience. Make sure the advert is aimed at the right people. There’s no point in paying for your book to be promoted to people who don’t read books or who don’t read books in your genre. Time your advertising. Not everyone is on social media 24/7, so find out when your audience is likely to be on-line and time your advertising accordingly. Change your message. People get annoyed by repetition, so each advert should be different from the one before. This will require you to be creative – but you’re an author, you are already creative. Make your adverts eye-catching. People are more attracted to pictures than to words and they are more attracted to moving pictures than to still ones. Think long-term. Every new reader that you attract with an advert is likely to stay loyal if they enjoy your book. So that’s a sale in the bag for your next book and all the others you are going to write – and you won’t have to pay for those sales. Save to spend. Set aside money from each sale to help pay for your next advert. I would recommend 10% minimum from the income from each sale. You shouldn’t waste money on those businesses (mainly on Twitter) who offer to promote your book to their gazillion followers. Their output isn’t targeted and there is very little evidence that it produces results. You might as well stand in the street with a megaphone shouting “buy my book”. In fact, you’d probably get more sales that way (along with a restraining order). How much should you spend? Well, a Facebook advert running for 4 days will cost about £25 ($30) and that should return you enough sales to justify the cost. Other social media channels and Amazon offer similar levels of pricing. How often should you advertise? As often as you can afford it. I would suggest at least one advert per month and if you can’t afford that, try for one very two months. Have I convinced you? If not, then there is only one thing that will. Give it a try, just once, and see what happens. Experience costs money, but for some people it is the only way they will be convinced. But, let’s face it, if your book isn’t selling, then doing nothing isn’t really an option if you want that to change. If you have enjoyed this blog or found it interesting, make sure you don't miss the next edition by signing up for our newsletter. If you do, you can get a full length novel for FREE. Just hit the button. We started a free book giveaway yesterday, which prompted one of our team on the Zoom call (we don’t have an office – it helps keep costs down) to ask if free giveaways actually work. Which is a very good question. By the way, if you didn’t know about the free book, it just shows the value of signing up for our newsletter – but that’s another issue. We know that people like to get something for nothing, but that isn’t why we give away free books. No, we give books away in the hope that the enjoyment the readers get from it will encourage them to buy more books by the same author. But you knew that already. What you really want to know is if it works or not. Which is a very … sorry, we’ve said that once. The answer is that there is no short answer. We can’t point our finger at the work of one of our authors and say “Because we gave away one of his books for free, we then sold more by him” (or her as the case may be). There are some people who do free book giveaways in order to generate lists of email addresses they can use for marketing - you have to email a certain address to get your free copy. We don't do that. We think it's a little bit underhand. When we do a free book giveaway it is always done through one of the etailing sites so that we don't know the email address of the beneficiary. Or we allow a direct download from this website, for which you don't have to provide an email address. (see our "Freestuff" tab to find out what's on offer) But to get back to the point, let’s take this from first principles. If you are trying to get people to buy more books by the same author, then it follows that they must have more than one book available. So, for first time authors, this isn’t going to do them much good. You may think that is stating the obvious, but it is amazing how many first-time authors do free giveaways in the hope of stimulating sales. Just goes to show how hope can delude people sometimes. “But it will get my name noticed.” Some authors will reply. No, it won’t. Your name will only be noticed by people who take a free copy of your book. OK, they may come back for your next book, but you haven’t even published that yet, so by the time you do, your name will probably have been forgotten again. For authors who have multiple, but disparate, titles it is hard to see a connection between the sales of titles that have no connection to the one given away for free, ie books that are about different groups of characters, even if they are in the same genre. If you track your sales and there is a sudden surge of interest in some titles, then it does suggest that the free giveaway had some influence. But if the change in sales is less dramatic it could just mean that some new readers have discovered your books and it has nothing to do with the free giveaway. Indeed, the new readers may not even have read the free book and might buy it later if they like the ones they have bought. It is in sales of books that are written as a series that we see the greatest effect of free giveaways. If it is Book 1 of the series that is given away (which is the sensible way of doing things) then we know that Books 2, 3 etc are probably going to increase their sales if the readers of Book 1 enjoyed it. So, if you are an author that writes a series, then this is something worthy of your consideration. What about books written as ‘tasters’ – stories that are less than full length books which are given away as an introduction to the series. These are usually a prequel, but they don’t have to be. I have to say we have seen very little evidence that those justify the amount of work that is invested in them. If you know differently, then do get in touch and tell us. There are a couple of issues with tasters. The first is the amount of time they take to write. Every author has some idea of how long it takes them to write a full-length novel, but does writing a half-length ‘taster’ story take half the time? Does it take less, or does it take more? And we all know that Benjamin Franklyn said that “Time is money.” Are you going to generate enough sales of your taster to make it worth the investment of time that you have made in the writing of it? You hope you will, of course, but I’ve already mentioned how hope can delude us. The other issue is quality. I have read some taster novels which are nowhere near as good as the books they seek to promote. Perhaps it’s a psychological thing and the author subconsciously doesn’t try so hard to write a good story for a work they know is going to be given away for free. And if the taster isn’t good enough, it isn’t going to encourage sales of the full price book. That doesn’t apply to all tasters, of course. I have also read some that are brilliant and a good advertisement for their product. It just isn’t a universal truth. But is it enough just to give the book away for free? Should you do more? Yes, you should. As with all books, readers aren’t going to stumble across your free book by accident. OK, most book etailing sites maintain lists of their free books, so your offering will appear there. But it isn’t the marketing channel you need to appear in. The sorts of readers who haunt the listings of free books are the sort who want to read, but don’t want to buy books. Yes, they’ll download your book because it is free, but there is a good chance they won’t come back and buy the ones they would have to pay for. They’ll be back browsing the lists of free books, looking for their next read No, you need to entice the book buying public, not the freebie lovers. And that means promoting the fact that you have a freebie on offer which they might consider looking at. Those are the readers who will buy Book2, 3 etc of the series. You may also get some reviews, which always help sales. So wherever and however you promote your books, that is where you also have to promote your free offer. You may even have to invest in advertising. I know it sounds insane to spend money in order to give something away for free, but it does work. Thousands of businesses pay to advertise free and ‘buy-one-get-one-free’ offers and they wouldn’t spend the money if it didn’t work. You need to think of this as a long-term strategy. Yes, it may cost you £50 to run a Facebook advert for your free book, but if you get enough sales of the rest of the books in the series, the cost of that advert could be repaid many times over. So, for those of you who are considering doing a free giveaway, the key points to take away from this blog:
And if you are reading this before midnight on 31st October, you can still get “Operation Absolom” by Robert Cubitt for free. Just click the cover image to find out more. If you have enjoyed this blog or found it informative, why not sign up for our newsletter. At least, that way, you won't miss out on our next free offer. Just click on the button below. Many an “Indie” author will tell you that the hard part of being an author isn’t the writing of the book, no matter how hard that seemed at the time. No, the hard part is actually selling the book to readers. Let’s face it, it doesn’t matter how good the book is, if no one knows it exists then they can’t buy it. Readers rarely, if ever, just stumble across a new author’s work. It may occasionally appear on Amazon under the heading of ‘People who bought …. Also bought …..” but that is the equivalent of hoping to hit a fish by throwing a stone into the sea. OK, theoretically you could, but it’s unlikely you will. Do not confuse marketing with advertising, because advertising is just a small part of the marketing mix which we will discuss later in this blog. It is covered under the P for promotion part of the mix, but even then it is quite a minor part. Back at the beginning of this year we published a series of blogs that discussed marketing in depth. If you want to read the whole series then look under February in the archive and scroll down to the bottom of the page to start at the beginning. Don’t be confused by the fact that the first blog is Week 5 – the first 4 weeks were looking at the dark arts of publishing. The series continues into March and April But before you go and look at the archive, we’re going to reprise some of the highlights of those blogs to give you a few things to think about. Call them the ‘key messages’. We’ll start with the marketing mix – the 6 Ps. Some marketing blogs talk about the 4Ps, but we’re a bit like Spinal Tap, our Ps go all the way up to 6 (Younger readers may not get that reference). These are:
You might think that ’promotion’ is the most important part of the marketing mix, but it isn’t. It’s people. You can 'promote' your ‘product’ as much as you like, but if you aren’t reaching the right people, then you are wasting your time and, probably, your money. Your ‘people’ are the people who read books similar to the ones you write. They are the ones you need to identify and engage with on social media. I say ‘engage’, because if you just ‘promote’ you will lose their interest very quickly. Yes, you can promote, but only as a small part of engagement. You need people to want to follow you, which means having something interesting to say. And if you doubt that, consider this – you’re reading this blog, aren’t you? That is part of our ‘engagement’ with you. Maybe, as a consequence of our engagement, you might take a look at the ‘Books’ page of our website to see what we have to offer – or maybe you won’t. The choice is yours, but the important thing is that you are here, which makes the choice easier. Paying companies to blast out Tweets about your book won’t get you sales -despite their promises of having a gazillion followers. Because only the Tweets (or other social media posts) that reach the sort of people that read your sort of books are of any use and only you can identify and engage with those people. Just as an aside – doing a #writerslift on Twitter isn’t engagement, it is just becoming increasingly annoying because so many people are doing those. And everyone in the list replying to it and filling up notification boxes is even more annoying. We’ve started blocking all the people who do it. We’ll assume from the start that your book is well written, has a good plot, interesting characters, has been properly edited, proofread and corrected. It is therefore fit for purpose. Only you and your Beta Readers can judge that. So that part of the next P, ‘product’, is OK. After that the most important part of the product is the cover. Despite the warning in the old proverb, people do judge books by their covers. So, yours must be right for your genre. The cover image is what is going to attract people’s attention, so it has to be eye catching and genre appropriate. A picture of a woman in a big bonnet walking through a field of daisies isn’t going to sell many sci-fi books. The second thing about the cover is that it should tell the reader a little bit about what is happening in between the covers. Call it a visual representation of the plot. A picture is worth a thousand words, or so they say, so make sure that the picture on your cover is using those thousand words to best effect. Here’s one of ours which, we think, tells you a lot about the plot. What about price? How much should you charge for your book? If you are a big-name author, you (or, more likely, your publisher) can get away with charging £12.99 ($14.99) for your book. If you are an unknown or Indie author, don’t even think about it. There is some interesting psychology related to pricing. On the one hand, people expect to pay more for a quality product. On the other hand, everyone loves a bargain, even readers. Where you pitch the price of your book is therefore important. Price it an 99p (99c) and readers may think ‘It can’t be very good if they’re practically giving it away’. On the other hand, price it at £12.99 and readers may say ‘I’m not going to pay that much to read a book by an author I’ve never heard of’. We price our ebooks at £4.99 ($5.99) and that seems to be about right for us. But the key messages are (a) don’t undersell yourself and (b) don’t price yourself out of the market. When we talk about ‘place’ we mean the places where you promote your books rather than the places you sell them. We’re going to assume that your book is listed on all the relevant ebook etailing sites and, for those of you that don’t want to give money to Geoff Bezos, all we can say is that if you aren’t on Amazon, you aren’t anywhere. Internet searches always place Amazon at the top of the results, so if someone is actually trying to find your book, that is where it will appear first – and perhaps the only place on the first page of results. Amazon's Kindle Direct Publishing offshoot also allows you to publish in paperback without paying expensive set-up charges or buying a minimum number of copies. But in our terms, place means your choice of social media site(s) on which to engage with readers and promote your work and your choice is important. If you want to reach young people, then Facebook isn’t the place and Twitter is iffy at best, because young people are always on the newest, trendiest platforms. Only 51% of social media users between ages 12 and 18 use Facebook – the second smallest group. So you need to do some basic research to make sure the platform(s) you are using are the right ones to reach your target audience. But don’t rely on social media alone. Local newspapers and radio stations are always looking for content, so a short item (written by you) will fill some column inches for them or an interview will fill five minutes of radio time. But, again, don’t expect them to find you. You have to reach out to them. Also, check your local community resources (libraries, schools, colleges churches, clubs, societies, etc) for events where you can go along and talk about your work (and maybe sell a few copies). Promotion can be anything from a Tweet or Facebook post to a video, podcast, a free extract or paid for advertising. I don’t aim to cover all of those. Instead I’ll focus on the one that you have to pay for – advertising. Social media has given us all the ability to run relatively cheap advertising campaigns – but which ones work and which don’t? Ask us a question that we can answer. Because, again, it depends on the advertising channel you use. There is no point in paying for and advert on Facebook if hardly any of your target audience ever uses Facebook. We can tell you where we get the best return on our advertising budget – but that would be more confusing because we use different platforms for different books, because different audiences use different social media platforms. What we can tell you is that spending money on Amazon doesn’t seem to work for us. We don’t know why that is, but we have had very little success there. Other publishers and authors tell us that they have had significant success using Amazon, so we can’t explain it. But one important detail about advertising. Makes sure your advert includes the following:
You’re now wondering what I’m going to say about ‘process’. Actually, not a lot. I’ve tried to get the messages in this blog in the order you need to address them. That’s about all the ‘process’ you need to worry about. But if you want to be successful your ‘process’ must also include research:
Without that research, you may as well be standing on a street corner shouting ‘buy my book’. And you will be no more successful. And, if doing research sounds like too much hassle, then good luck getting people to stumble across your book by chance. If you have found this blog informative or entertaining (or both) then make sure not to miss future editions by signing up for our newsletter. Just click on the button below. Here at Selfishgenie Publishing we use social media as a marketing tool. If you read our series of blogs on the subject (still available in the archive) you will see that it is cheap and quite effective if used well. However, there is a darker side to social media marketing and people are falling for it every day. Actually, there are two dark sides. The first is dark, the second is very dark. The plain dark is the way social media is used to capture your personal data, which is then sold to third parties so they can bombard you with advertising. We’re not talking about the usual clicking of the “agree” button for terms and conditions. That is just the way that social media sites make money by letting you use their platforms for free. If you don’t agree, you can’t use the platform. Seemples. No, we mean the way memes are used to capture data. You may think it’s just a fun question for you to answer, but it isn’t. It is aimed at grabbing a little snippet of personal data from you that will be of use to someone in targeting their adverts. Not only that, but you even give them the address to which they can send the advert. I’ll give you an example. One meme that appears quite regularly is “Name something from your childhood that young people today wouldn’t understand.” Sounds harmless, doesn’t it? Just a bit of fun. But your answer puts you firmly into a specific age bracket. That tiny scrap of data can then be used to target you for adverts aimed at your age group. If you happen to be our age, it might be stairlifts, funeral plans or walk-in bathtubs. And how do they get your address? It’s your social media username, which shows up every time you reply to one of these posts. That gives them access to your profile as well, which probably provides them with even more personal data. It also tells the person that posted the meme something else about you. It tells them you were gullible enough to respond to the meme. And if you were gullible enough to do that, you may be gullible enough to fall for an advert for a substandard, or even non-existent, product. Other age-related questions are based around subjects such as music (a song or band name can give away the decade when you were a teenager), films, books, TV shows, the car in which you learnt to drive etc. So, what is the “very dark” side of these memes. It relates to cybercrime. It’s the questions that are aimed at trying to get hold of your passwords so that your accounts can be hacked. You may think I mean your bank accounts, Paypal etc, but I don’t. I mean your social media accounts, because many of these are used as the basis for scams of one sort or another. "You may think that none of your friends would be stupid enough to fall for a scam" If I can make myself appear to be you, by posting on one of your social media accounts, then your friends may trust what has been posted. It also allows me to access the list of all your social media friends, which I can sell. You may think that none of your friends would be stupid enough to fall for a scam, but hundreds of thousands of people across the world, good, honest and above all intelligent people, have fallen for these scams. It only needs one of your hundreds of social media friends to fall victim for the scammer to win. So those sorts of posts will ask you about your first car, your first pet, your first school and a whole lot of similar things because those are the sorts of things that are used as passwords or as the answers to security questions. These also include you “pornstar” or “stripper” names, or even your secret agent name. eg “The last thing you ate and the name of your first pet is your secret agent name.” You wouldn’t tell someone your account number and password for your bank account, but you are happy to tell them the name of your first pet – which is almost as revealing. There are other ways of getting the account number and password, you’re just making things a bit easier for them when they try to hack your account, by providing the answers to the security questions or memorable information So, other than the age-related memes, what others should you be on the lookout for? The most obvious ones are worded like this. “You are about to be attacked by a zombie. The last thing you bought is the weapon you must use to fight it. What will you use?” That’s quite an easy one to identify, because it relates directly to products. If you bought the thing you are going to use against this hypothetical zombie, then you’re likely to buy more of the same. How about this one. “It’s your best friend’s birthday today. The nearest thing to your right hand is what you will be giving them as a birthday present. What will they get?” Again, this is product related, because whatever you answer can then be used to target you for similar products. If you say “a plate of biscuits”, then you’ll be targeted for biscuit advertising (or, more likely, sweet things in general). You may also become a target for advertising for plus sized clothing or dieting aids. An answer related to smoking products may result in you being targeted for nicotine replacement therapies, books on how to stop smoking or drugs to help you stop smoking (which may or may not work and may even be harmful to your health). OK, how about something a little bit different. “The last place you visited is where you will spend your honeymoon. Where will you go?” Whatever your answer, you will be targeted for advertising for similar destinations, cheap airline seats, hotels, etc. Now, if you don’t mind being targeted for advertising, then there’s nothing wrong with any of this. But if you’d rather spend your social media time actually socialising, rather than scrolling through adverts, you might do well to avoid responding to those memes. You may think that your “advertising preferences”, which you have carefully selected on your favourite social media sites, will protect you against these adverts. You would be wrong. These simply tell the site’s owners (Facebook, Twitter, Insta et al) who they can direct adverts for certain products towards in order to maximise the number of clicks for the advertisers. They won’t prevent you from seeing advertising from other sources that are paying those same sites to “boost” a post or whatever term the site uses. Believe it or not, there is no way that you can actually prevent advertising from appearing on your social media pages. All you can do is tell the sites which products you’re not too unhappy seeing. You’ll see all the others anyway because they’re paying the social media site to blast the adverts out to anyone who has an account. But giving away your little bits of data allows those “blast it out” type of advertisers to refine their audience by targeting you personally, by age, gender, interests, purchasing habits, cultural tastes etc And, when you ask yourself “How did they know that about me?”, the answer will be “Because you told them.” Many of the products will be genuine but remember what we said about targeting the gullible. That’s how scams work, because they’ll try to get your money by selling products they have no intention of ever delivering. How do you know they actually own that holiday cottage or Spanish villa they are offering to rent you? They will also try to sell you products which may not conform to safety standards. You have no idea where the sellers of the products may be based, so you have no way of finding out if they are reputable. There are ways of countering this form of data snatching and that is to tell lies. If the data that is captured is inaccurate it becomes useless, because the advertiser is directing their adverts towards people who won’t buy their product or service (whether it’s real or a fake). That means they are wasting their money and will have to find some other way of identifying their target audience. They will find that way, of course, but there’s no need for you to collaborate with them in their search. “Does this tell somebody something about me that they didn’t, or couldn’t, otherwise know?” There is one thing we can all do when we read these memes. It is to ask ourselves one simple question: “Does this tell somebody something about me that they didn’t, or couldn’t, otherwise know?” If the answer is yes, you are making an informed choice about whether or not to post your answer. You don’t have to. It isn’t compulsory. And if you choose not to answer, you will reduce the amount of advertising (real or scam) that appears on your social media feeds. For the darker forms of data capture, the ones that are aimed at finding out the answers to security questions, then the questions is much simpler. “If I answer this question, could it compromise the security of any of my accounts?” Again, telling lies in answer to the questions makes the information useless and it will frustrate the scammers, which is actually a result for us good guys. One thing of which we can be sure is that the people who post these memes aren’t acting in your best interests. If they were, they wouldn’t be hiding behind fake user IDs and asking seemingly innocent questions in order to grab your personal data. It’s up to you whether you co-operate with them, but we recommend you don’t. If you have enjoyed reading this blog, or found it informative, why not make sure you don't miss future editions by signing up for our newsletter. We promise not to spam you, or to sell your data to scammers. Just click on the button below. Week 12 - “Stopping advertising to save money is like stopping your watch to save time.” * There will come a time when you, as an Indie author, are tempted to spend some of your hard-earned money on advertising your book, but is this a wise thing to do? That is the subject of this week’s blog. The marketing pioneer John Wannamaker (1838-1922) is famous for saying “Half the money I spend on advertising is wasted; the trouble is I don't know which half.” That quote resonates especially with small businesses and people like Indie authors, because they can’t afford to waste any money, let alone half of what they spend on anything. But we have to remember that times were different back in Wannamaker’s day. True, it is sometimes difficult to establish cause and effect. If you launch an advertising campaign and you then sell a book, is it because of a response to the advert, or because the purchaser had the book recommended to them by a friend? But that is just a single purchase. If sales increase over the entire period of an advertising campaign, it is far easier to establish cause and effect. "it is sometimes difficult to establish cause and effect" We also have to consider the metrics (measurements) available in Wannamaker’s day. They were fairly primitive; basically just money spent, newspaper and magazine circulation figures, and sales achieved. Today, however, on-line advertisers can provide users with a wide range of information regarding the performance of their adverts. For example, Facebook Ads offer these measurements: - Reach – how many people saw the advert while they were using Facebook. - Total post engagement – The number of actions taken when the ad was viewed (likes, shares, link clicks). - Clicks – How many people clicked on a link in the ad. - Likes – how many likes the post earned. Technically speaking, Facebook doesn’t call this an “advertisement”, it is just “boosting your post”, but it is the same thing. Click on Facebook’s “Ad Centre” and you get exactly the same range of posting options, but they charge you a lot more – a £100 minimum budget compared to a £10 minimum for boosting your post. "If your ad is being seen by a lot of people, but you aren’t getting many engagements, something is wrong" If you can see how much “reach” you get, you can compare that to the number of engagements you got (clicks, likes and shares). If your ad is being seen by a lot of people, but you aren’t getting many engagements, something is wrong with the ad or its targeting. If you know how many clicks you got, you can then compare that with sales made and make a calculation of conversions from clicks to sales – and therefore work out how much each click cost you and earned you, eg, if your ad cost £10 and you got 1,000 clicks, each click cost you a penny. If you then made 10 sales, each sale cost you £1, with a conversion rate of 1 sale per 100 clicks. If you made £3 from each sale, it means you made £20 profit on the campaign. The problem comes when you mount multiple campaigns running concurrently, using different advertising platforms. Although you can see which advertiser is getting you the most clicks for your money, there is no way to work out which clicks are generating the sales. You may be getting 1,000 clicks a day from an ad on Facebook, but you may be getting 10,000 clicks from an ad on Google. But if you got a total 10 sales from the two campaigns, you won’t know which ad on which platform generated the most sales. You are forced into assuming that Google is delivering the better results because they generated more clicks - but assumptions can be wrong. For this reason, we at Selfishgenie Publishing only advertise each of our books on one platform at a time, so we can be sure which adverts are generating our sales. That is also our recommendation for you. We then compare advertising platforms to decide where to spend our money next time. We don’t necessarily ignore a platform, but we may reduce our spending on one and increase it on another. We are also able to compare budget size to results. For example, doubling the budget for an ad campaign might double sales, but it might also treble them or quadruple them – or have no effect at all. "Advertising a bad book will never lead to a profit" Throwing money into advertising can work. On all the social media platforms we discuss, the more you spend, the more people who will see your advert which means more potential buyers. But be very sure about the quality of your product. Advertising a bad book will never lead to a profit. Money saving tip - if you have published a series, advertising the series is cheaper than advertising each individual title. But you have to make sure that the series is properly set up on Amazon so that you can link to it. Consult the KDP website on how to do that. When it comes to social media advertising, we have used four platforms: Facebook, Amazon, Google and Twitter (we treat Google and Amazon as social media for these purposes, even though they aren’t). Some of them are better than others for producing results and why that should be comes from the discussion we had in earlier blogs about audience targeting. Google has by far the largest “reach” of all the platforms. An incredible 10 billion Google searches are made each month. It is used by more people per hour and in more countries than any other platform on the internet. But that doesn’t mean that it’s the best place for us to advertise. Facebook allows far better targeting of audiences, which means that, although fewer people will see our advertisement, more of them will be the people that our books are aimed at. But we have to also consider age profiles in terms of their use of social media. Older people prefer Facebook to Twitter, whereas it’s the reverse for younger readers. So, although Twitter may not be as good an advertising platform as Facebook in general terms, it may be better for us than Facebook if a book is aimed at younger audiences. As you can see, choosing the place to spend your money is neither an easy nor a quick decision. In terms of rankings for advertising, this blog rated the following platforms in terms of their number of users, genders and age demographics: 1. Facebook, both genders, 18-65 2. Twitter, both genders, 18 -49 3. Instagram, both genders, 18-64 4. Pinterest, women, 18-64 5. Linkedin, both genders 25-64 The principal criteria used for ranking, however, is number of users. Numbers of users doesn’t tell the whole story, however. The ability to refine target groups is one of the most important considerations in advertising. It’s called market “segmentation”, being able to break a potential audience down the way an orange can be divided into segments, so that you only direct your advertising to the segment(s) that are most likely to be receptive. The ability to reach over 2 billion users with Facebook isn’t much good if most of them don’t read books. Because it is the book readers that you want to reach. So, I have done a bit more work to show you what each platform is able to provide. Targeting Facebook Google Amazon Twitter Region/country Yes Yes Yes - Note 1 Yes Gender Yes No No Yes Interests (eg science) Yes No No Yes Use of Keywords Yes Yes Yes - Note 2 Yes Write your own ad or post Yes Yes No - Note 3 Yes Other Note 4 Notes:
Twitter posts get their highest visibility for only 24 minutes after posting, whereas Facebook posts remain most visible for 3 hours after posting and this visibility remains true for advertising, 75% of all the people who will see a Twitter ad will see it in the first 3 hours, whereas 75% of all those who will see a Facebook ad will see it during the first 5 hours. This greater longevity for Facebook means that you cover longer time periods each day. If you post at midday and one of your targeted readers doesn’t log into Facebook until 4 pm, it is quite likely that they will still see your ad. But on Twitter it is less likely. You may think I’m pointing you towards Facebook, but I’m not. There are reasons for choosing Facebook over Twitter and reasons for choosing Twitter over Facebook. If your target audience is older, Facebook is the place to spend your money. If they are younger, then its Twitter. You will notice that I haven’t mentioned Instagram, Pinterest or Linkedin much. That’s because they aren’t platforms with which we have much experience. Certainly, in terms of audience rankings, they fall behind Facebook and Twitter, but we also know that, in Instagram’s case at least, they are more used by younger audiences. So, where does that leave us? Basically, with a lot of decision making. First of all, it is no use advertising unless you analyse the data that is collected during your campaign. If you aren’t getting much engagement from your ad, these may be the reasons:
If you are getting engagement but few sales, then these may be the reasons:
The only one of those things that you can’t fix is the last one. Actually, there is something you can do about that last one. You can “unpublish” the book. It isn’t selling and it isn’t helping you, but it may be affecting the sales of other titles, or it may affect the sales of future books. There is nothing you can do about the reviews themselves. If you have 100 good reviews (4 and 5 star) and only a couple of bad ones, then the bad ones don’t really matter. But if you have 100 bad reviews but only a couple of good ones, then you have a problem. If you unpublish the book, it is as though it never existed (except for those few people who did read it). You can start afresh with the next book. But don’t try to republish under a different title or pen name to fool the readers. If a previous reader buys it and spots what you’ve done, they will complain to the retailer and that could get you barred from their site. Advertising does work; if it didn’t businesses wouldn’t spend so much money on it. But we also know, from the adverts we see on TV, that there are good adverts and bad adverts and a bad advert is a waste of money. Sometimes, however, it isn’t always easy to see the direct success of an advertising campaign. I’ll give you an example. We recently ran an advert for Operation Absolom, the first book in Robert Cubitt’s “Carter’s Commandos” series. The campaign did alright but didn’t set the world on fire in terms of results; it covered its costs and returned a small profit. However, a couple of days later we noticed that sales started to increase for book 2 in the series, then book 3 and finally book 4. By advertising the first book, we had created some new fans who read the rest of the series and, hopefully, will now also buy book 5, which has now been released. The end result, measured over a longer time period, was a much higher profit on the campaign. This delayed reaction is something to consider if you are the author of a series of books. We’ve discussed “content” before, but it is an important subject, especially if you have to create your own content to support your social media marketing, so next week we’re returning to that topic. * Henry Ford If you have enjoyed this blog and found it informative, then be sure not to miss any future editions. Sign up to receive our newsletter by clicking the button below. |
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May 2024
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