Irritation Doesn’t Sell Anything
December 3, 2019 § 7 Comments
Back when I was a professional circus performer, most of my shows were at “busker festivals”—large community events where a street or streets are closed to traffic, and shows happen throughout downtown.
(Not seeing it? Here’s an uplifting two-minute montage of the busker festival in Ontario I now direct, check out the flip at :52!)
A tradition at busker festivals is the Group Show, a closing performance with all the acts presenting 3-5 minutes each. Group Shows are fun for the performers as well as the audience—buskers bring out new material, tricks too difficult or dangerous for their regular shows, or they combine acts with other artists.
Sometimes there’s an inside joke. At a festival in Canada, performers swapped costumes and did bits of each others’ acts. Funniest of all was emcee Sharon, a not-contortionist dressed as a contortionist, running around shouting “I’m Suzie Splits! Buy my merchandise!” As she introduced each act, she added the slogan: “Next up, the amazing Aerial Angels! Did I mention you could buy my merchandise?” or “Wasn’t that juggling terrific! Buy my merchandise!”
We all loved Suzie Splits (not her real name). But what we remembered from her show was not her amazing bendy skills, but her constant merchandise pitching.
You may not be hawking souvenir t-shirts, bumper stickers or can cozies, but you might be selling something else. Workshops. Editorial services. Coaching. Writing retreats. Chances are, you’re also part of some pretty great writing communities. Which means you’ve seen the equivalent of Suzie Splits, tweeting about her book (now available on Amazon!), Instagramming about her retreat (look how pretty!), or posting about her great new service in a Facebook group (discounts for members!).
When you need that service, or have been meaning to buy that book, those announcements can be great. But most of the time, let’s face it, they’re kind of irritating. And irritation doesn’t sell books—or anything else.
How can you connect your services with your audience, without alienating the very clients you’re seeking? Some best practices:
1) Revise your bio. Every time someone sees you or your writing online, your bio should contain a clickable link to the most important thing you’re selling right now. If your website isn’t selling anything NOW, send people to the social media you enjoy the most, or a recent publication. Update Twitter/Instagram bios regularly to highlight your current work, whether that’s a new essay published or a service you’re offering.
2) Use your email signature. An automatic email signature saves time and reaches people outside your writing community. Responding to your lawn service? Maybe their daughter’s getting her MFA, or the main mower has a deep love of reading you don’t know about.
3) Promote one thing at a time. When I add my bio to a Brevity blog, I rotate what I’m pitching. Some weeks it’s “follow me on Instagram” or “join my newsletter.” Sometimes I’ll mention a conference I’m speaking at, or a workshop I’m teaching. But if I listed my whole calendar, readers would get lost in a mass of information.
4) Promote your friends…one at a time. Twitter feeds full of retweets of books for sale are worse than no promotion at all, because people mute or ignore spammy accounts. If I’m promoting a friend’s event or service, I skip promoting myself for a couple of days before and after, because I want the information to stick.
5) Ask your friends to promote you. When a friend mentions you in their newsletter, or on social media, that’s an endorsement, far more valuable than self-promotion. People want advice from their trusted friends more than an ad from you.
6) Guest blog. Writing a post for a blog with a substantial following raises your profile. Look for leaders in the writing community, like Jane Friedman, and browse their blogs. What can you write for that audience? Can you angle that topic to establish your own expertise or mention your service in the context of valuable information?
7) Most important of all: timing. At least 10 “gives” for every “ask.” This establishes you as a valuable, contributing member of the community, rather than a drive-by using the group as a captive audience. Gives can be sharing links or information, answering questions you have expertise or even just an opinion on, posting thoughtful questions for discussion, sharing funny/meaningful/frustrating/triumphant moments from your own writing process, making jokes or participating in Twitter threads.
The very best self-promotion is offering something people already want and are delighted to discover that you sell, because they already like you. They trust you. Because you’ve shown you want their community, not just their cash.
I once explained how street performers make money to a reality-show investor: “We do the very best show we can, for free. At the end of the show, people like us so much, they joyfully give us money, even though they could easily just walk away. Our job is to make them thrilled they have the opportunity to pay us.”
As creatives, that’s our job. Hang our paintings on the gallery wall for everyone to see until a buyer walks in. Donate our time and information to groups who need it, as we can afford to give it. Establish our skills and knowledge and ethos so clearly that when we do (finally!) announce a product, our audience is excited we’re letting them buy.
Allison K Williams is Brevity‘s Social Media Editor. Rebirth Your Book retreat in Costa Rica with Allison and Dinty W. Moore coming May 2020 (please buy our merchandise).