Be honest.
On a scale of 0 (not at all) to 10 (completely) how comfortable are you “selling” your book and yourself?
And…
On a scale of 0 (pathetic) to 10 (grand master) how EFFECTIVE are you at it?
Whatever your numbers are, this article is going to show you how to improve them.
A lot.
And you’ll be able to do it instantly.
If you allow it.
Seriously…
That’s because all you have to do is change the way you
THINK about sales, marketing, and promotion.
* * *
Just Snap Your Fingers
Okay, it’s not that easy.
But almost.
That’s because your “Inner Game” is half of
your success (and failure) as an author.
So, hear me out.
A while ago I was on the phone with one of my author coaching clients. We’d just finished revising his query so I was asking him questions, collecting testimonial material. I do it over the phone. After I was done asking him why he loved his new query… I asked him an unexpected question:
“What reservations or skepticism did you have right before you signed up to work with me? A lot of people overpromise and underdeliver (and my coaching programs aren’t cheap), so… what thoughts were going through your mind? You can tell me, I really want to know. It helps me get better at what I do, and it will help other authors who are on the fence about working with me.”
The author’s response was typical (at first).
He said what most authors say (yawn):
“Yes, I was skeptical. But you have so many great testimonials—they’re very convincing. And you give away so much great content on your site. I knew that your paid content would be even better.”
Now I should have been happy with that, but I get bored easily. So I asked a follow-up question, trying to get the author to say something I’d never heard before.
I said:
“But some people have told me they don’t like my website. They say it’s too masculine and marketing-driven. It’s clear that I offer PAID coaching services and some people don’t like that.”
That’s when he gave me the z-i-n-g-e-r.
The game changer.
Not just for me, but for YOU.
Here’s what he said:
“That didn’t bother me at all. I figured… if you can sell YOURSELF effectively… then you can help me sell MYSELF effectively. And that’s what most authors need.”
I got goosebumps.
And I made the author wait while
I wrote down what he said so
I could tell you about it.
Then…
Later, I had a SECOND revelation.
This one happened while I was collecting another testimonial from a different author. When I asked her why she signed up to work with me, she said:
“It’s virtually impossible for authors to sell themselves effectively—simply because they’re authors.”
I didn’t have a clue what she meant,
so I asked her to explain.
She said:
“Good authors are good at writing long-form. You know, like books. As a result, they’re generally not very good at communicating things in short-form… like query letters and book proposals. It’s a completely different way of thinking–a different skill set.”
Brilliant.
I made her wait, too,
while I wrote that down.
Now…
Here’s the moral of the story:
If you want to be a successful author, you simply cannot be conflicted about selling. ANY selling. That includes you selling your work, selling yourself, or being sold to.
It will CRIPPLE your writing career.
* * *
Here’s the Thing
Selling is ART.
Yes, it is.
The same way
that writing is art.
So don’t get mad or overly skeptical when people
are promoting things (including themselves).
STUDY them.
Try to figure out what
they’re doing and why.
Because you have to sell
YOU… too.
* * *
The Best “Sales Advice” I Can Give You
You don’t have to be completely comfortable with the idea of selling yourself and your book. But you’ll greatly increase your odds of being successful if you consciously try to get more comfortable (and effective) selling yourself and your book.
Don’t worry about the 99% of people who don’t want what you have. They don’t matter (at least in the sense that you shouldn’t let them get inside your head). I can tell you from many years of experience in marketing and sales that you need to stay focused on one thing only if you’re going to be successful.
And that is…
The 1% that DO care.
When you send out your queries or talk to someone about your book, you’re doing THEM a favor if you’re a decent writer. Not the other way around. Yes, the 1% (agents, publishers, and readers) are out there waiting for someone like you to come along and tell them about you and your book.
They’re going to see it as an opportunity.
They’re going to appreciate it.
So don’t be shy.
And don’t hate the selling process
because it comes with lots of rejection.
1% is good enough.
* * *
One Last Important Thought
Every time I send out an email to my mailing list, some people unsubscribe. I’m okay with telling you that because EVERYONE with a decent-sized mailing list knows what I’m talking about.
It’s part of success.
And…
It’s okay…
Because I’m not writing for everyone.
Just my 1%.
You know… those who are truly passionate about writing and becoming bestselling authors. If that’s you, you’re in the right place. I’m honored to be part of your journey. And I’m going to help you find YOUR 1%.
All my best,
– Mark
* * *
* * *
MARK MALATESTA is a former literary agent turned author coach. Mark now helps authors of all genres (fiction, nonfiction, and children's books) get top literary agents, publishers, and book deals through his company 
MARK MALATESTA is a former literary agent turned author coach. Mark now helps authors of all genres (fiction, nonfiction, and children's books) get top literary agents, publishers, and book deals through his company 
Mark, I Love your enthusiasm, your advice, the free advise, your instant replies to all questions, and your honesty. I totally look forward to our “coaching call!” I know you and I are a perfect fit!
Thank you Lori!
You just made my morning and I’m looking forward to the call as well. 🙂
See you soon,
– Mark
Mark Malatesta
The Bestselling Author
http://thebestsellingauthor.com
Literary Agent Undercover
https://literary-agents.com
My problem isn’t willingness market; I know I am determined enough to learn how to do so. My problem is going to be getting up in front of big groups of people, like at high schools or whatnot, and being able to just stand there and talk forever and remember what I’m talking about, because I am glossophobic and all knowledge of my message and the English language will completely escape me. Secondly, I have trouble telling people about my book. My novels are all complex, and the struggle is real.
Hi Nikki, you don’t have to do talks etc… but… if you want to… you can do more of a Q&A format… which will probably make it easier for you… and just talk for a few minutes prior to that… good little trick. And the only thing I can say that will help you with the other part… is that a little practice will help… but no other trick to make that easier. 🙂
Have a great week!
– Mark
Mark Malatesta
The Bestselling Author
http://thebestsellingauthor.com
Literary Agent Undercover
https://literary-agents.com
Been away from my manuscript for about 2 months and reading this email made me glad that I will not give up on my dream or my book. I hope to accomplish a lot this week…happy to be part of your 1%!!
Hi Carolyn, I love it… and thank you. 😉
– Mark
Mark Malatesta
The Bestselling Author
http://thebestsellingauthor.com
Literary Agent Undercover
https://literary-agents.com
I don’t have the ‘sales gene’ and acquiring this ability is a loooong slooow process. But My book is the first and only thing in my entire life that I’m 100% sure is worth the effort. I just have to keep learning and keep querying and I’ll find the right 1%.
Stick with it Bob and you’re in the game.
Have a great day, and week!
– Mark
Mark Malatesta
The Bestselling Author
http://thebestsellingauthor.com
Literary Agent Undercover
https://literary-agents.com
Good stuff, Mark. I’ve been selling myself all my life. Not because I’m so vain, but because I my work is so carefully executed, and I’ve never found anyone who can sell it as well as I. Or with as much conviction. Also, I like the selling interface: When I listen, people tell me how to do business with them — or why I might not want to. You are good for me because you’re decisive, and your principles are intelligent and clearly stated. I bore easily too. And I hate limp. Onward.
Thank you Larry, and have a great week!
– Mark
Mark Malatesta
The Bestselling Author
http://thebestsellingauthor.com
Literary Agent Undercover
https://literary-agents.com
And thank you for your other comment that you made in reply to that other author… well said… and much appreciated.
– Mark
Mark Malatesta
The Bestselling Author
http://thebestsellingauthor.com
Literary Agent Undercover
https://literary-agents.com
I think the advise you give is easily countered by agents who are actively in the business. I’m sure you viewed the You Tube interview the Hollywood Reporter did with six current agents. All of them talked about authors in context of their writing and stories, not who they were. The writing is everything. If it’s not there no fancy query letter is going to get you published.
With respect, Rick, you miss the point. The agent is a gatekeeper. The Q-letter is an introduction to the gatekeeper. If the manuscript, whatever its quality, doesn’t make it to the publisher, you are still nobody. And your work, good or bad, is invisible. By the way, nothing is “everything,” all the parts work together. If you make it through the filter (the “gate”),that’s the moment of truth, when the work stands on its own for the business decision.
Hi Rick… absolutely… the most important piece of getting a decent agent, publisher, and book deal is a good book… I often think of that as a given but it should always be mentioned… the same way that authors need to realize that no matter how good the book is… the query has to be just as good to get agents to read it… so it’s all important.
– Mark
Mark Malatesta
The Bestselling Author
http://thebestsellingauthor.com
Literary Agent Undercover
https://literary-agents.com
Your commentary, Mark, led me to realize and believe that I am somebody big. My professional
colleagues in speech and hearing have told me that I am an icon in our profession. I believe it and am ready to roll on finding a publisher for my first trade book, DAMN SHOES AND OTHER TALKING TALES, in contrast with the relative ease in publishing 18 professional books.
Thank you Daniel, glad to hear it!
– Mark
Mark Malatesta
The Bestselling Author
http://thebestsellingauthor.com
Literary Agent Undercover
https://literary-agents.com
Hi Mark,
I too have learned plenty from your posts. As for selling myself; very difficult!
I’ve worked on my book for a number of years and thought of self publishing, but two thoughts emerged; the first being; I’ve dedicated so much time and effort, why should I also have to pay cash I can’t afford to publish? The following thought being; get paid for it!
I want people to read it because I believe it could be life changing, but I had no idea how to sell it until I began reading your posts.
Thank you John!
Have a great day, and week!!!
– Mark
Mark Malatesta
The Bestselling Author
http://thebestsellingauthor.com
Literary Agent Undercover
https://literary-agents.com
Mark,
I think the information you give on your site is very valuable.
The people who unsubscribe, in my opinion don’t think they can make it in this profession. It came close for me after so many rejections. Your article about hanging in there and sending out more queries gave me more of an incentive to work harder. Thanks for all you do. Bob
Thank you Bob, that’s what it’s all about.
Stick with it, and have a great week!
– Mark
Mark Malatesta
The Bestselling Author
http://thebestsellingauthor.com
Literary Agent Undercover
https://literary-agents.com
Mark, could not agree with you more on selling being an “Art”. There is no “one size fits all” combination for getting seen and believed. It starts with your own mind set and grows from there. Today is my birthday so I will make an effort to be more visible. You never know who is watching!
What an “ah hah!” moment….
🙂
Thank you Flash…
And have a great week!
– Mark
Mark Malatesta
The Bestselling Author
http://thebestsellingauthor.com
Literary Agent Undercover
https://literary-agents.com
Hi Jim, thank you, so true, and happy birthday!!!
– Mark
Mark Malatesta
The Bestselling Author
http://thebestsellingauthor.com
Literary Agent Undercover
https://literary-agents.com
This goes well with what I’m saying when we’re looking for a parking lot. We just need one, and it usually pops up sooner or later.
Just wanted to say thank you, reading through your blog and learning allot. I’ve came from 0 to 5 in wanting to sell myself and working on. So, thank you for your work, it helps with mine.
Thank you Riva, I’m honored to be part of your journey. 🙂
Have a great day, and week!
– Mark
Mark Malatesta
The Bestselling Author
http://thebestsellingauthor.com
Literary Agent Undercover
https://literary-agents.com
Thanks Mark. Your articles are spot on. I did feel like the agents I was sending queries to should be happy to see my work before it was published. I started out that way but decided to send my book out for review and sent the review out with my queries. I only sent them to responses I got from real people not automations. My book is published now.
I consistently reference you if I have a question and you always answer in one article or another. Thank for Your loyalty to Authorship.
Selling is an art…and selling yourself is an evolving talent. First in believing your book is worthwhile and then that you have something to offer your readers. Mark, once again you are spot on.
Thank you and have a great week!
🙂
– Mark
Mark Malatesta
The Bestselling Author
http://thebestsellingauthor.com
Literary Agent Undercover
https://literary-agents.com
Thank you Gaylan… all around… and I’m especially happy to know you’re getting your work out there. That’s what it’s all about.
Have a great day, and week!
– Mark
Mark Malatesta
The Bestselling Author
http://thebestsellingauthor.com
Literary Agent Undercover
https://literary-agents.com