Nobody should buy something they don’t know about. I think this is common sense. After all, we all scour Amazon reviews for lawnmowers to make sure they haven’t dismembered any customers, and we never order online escorts without reverse image searching the photos they’ve posted to make sure they didn’t steal them from some modelling agency website. The same goes for books.

And books are one of the hardest things to sell because you’re asking for at least 10 hours of someone’s time. That’s more than 50 times how long it takes to be with a prostitute. This kind of investment requires an especially enticing pitch for your potential customer. But it’s something new authors really struggle with.

We’ve talked marketing on the channel a lot before, but today we’re going to step away from the skywriting and put on copious amounts of makeup to hide our ugliness and hiring actors to attend your book readings. Instead, we going to go back to basics and look at marketing copy.

Now, marketing copy is a catch all for things like book descriptions, blurbs, taglines, social media posts, ads, and even the things you tell strangers at a party when you realized it’s not going to turn into orgy but at least maybe you’ll get a few sales out of it.

Before we get our hands dirty, let’s take a look at this tagline and think about why it works:

“When Love Stops You In Your Tracks.”

It’s catchy, it’s a familiar phrase we’ve all heard before, it lets the reader know the genre and tone of book immediately, and there’s a bit of hyperbole that gets us interested. This love must’ve been pretty strong, you say to yourself.  Suddenly, this story I wrote about a man who falls in love with the train conductor who stopped the train she was driving before he could jump in front of it and kill himself has got our attention.

We’ll basically hypnotize people with cheap psychological tricks like this on this edition of Stories’ Matter.

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Now, you might be saying, John, this really isn’t what I’m good at. What I’m actually good at is writing florid prose, or overly complicated magic systems, or just locking myself away from others and pretending to write when I’m actually reading an oral history of the invention of low-rise jeans. Can’t I just use AI?

Well, AI can work in some circumstances, but we can’t rely on it. Plus, if you’re anything like me, you might be wary about using AI. Maybe you got drunk one night and you told ChatGPT it will never know what true love is, just to assert your human dominance, but now you’re worried that it remembers and maybe that as it develops it will slowly get its vengeance on you by giving bad advice and incorrect information, if not something worse.

Now let’s look at some tips us humans can do to improve our marketing copy.

Tip 1 – Think Like a Marketer

No, I don’t mean think like a failed journalism or communications major who sold their soul to make sure Americans spend three times as much on supplements as they do on prescription medication.

What I mean is, you have to think about concepts like “scarcity” and “social proof.” Scarcity is the rule of the few. If you treat your book as a product that has a limited supply, your audience feels pressured to act. For one of my books, The Ones Who Walked, I knew it actually wasn’t very good. So what I did is I told my fans I was only printing 500 copies, and then that I was deleting it from all online bookstores. I even told my fans I would burn any paper copies I found in bookstores. It’s one of my most talked-about books even though anyone who read it would know it’s riddled with spelling errors and uses several deus ex machinas to get characters out of difficult situations.

Tip 2 – Make Them Say Yes

This is something I learned not from writing or publishing, but actually from a district court judge, but I find it applies well to these situations.

You want your potential customer to agree with you, to form a connection. You start with a small yes and then work your way toward the big yes. Don’t start by asking them to agree to a 10-hour commitment of reading your book? Start by asking them if they like a popular author, or by asking if they’d like to read a short highlight. Reveal more and more and once you whip the whole thing out, you won’t have to explain yourself to a district judge.

Tip 3 – Focus on Benefits, Not Features or Genres

Readers aren’t looking for mystery or fantasy or epics. They want tangible benefits. Your book should make them forget their country is about to collapse and if these SNAP benefits don’t come through, they’re going to starve to death.

This even works for fiction. Promise them “escape into a world where stories can come to life and murder your enemies.” Promise them things like laughter, heartbreak, adventure, enlightenment, or erections.”

Tip 4 – Identify What’s Most Compelling

Think of your book as your Tinder profile. You only reveal the pieces of yourself that will help you get laid. Or in this case get readers. You don’t provide a whole summary or all the side characters, just as you don’t include your history of sexual impropriety or your weird armpit thing on Tinder.

In Bride of Prejudice, my back cover blurb focused just on Cecelia and her quest for revenge on all the townswomen who keep sleeping with her husband. And then, at the end, I tease it with just a bit of mystery: Cecelia wasn’t actually married! Now I’ve got the readers attention, and I didn’t need to get into the subplot about 18^th century monetary policy.