How We Sell Boxloads of Books at Our Talks

A Tip For Maximising Profit For Professional Speakers

1. If you have a speaking engagement coming up (and a product to sell) then try this little trick out which we use to sell literally box loads of The Gorillas Want Bananas and our other books to audience members.

   The following approach is the result of modeling what professional speakers like Geoff Burch and Richard Wilkins do to create a rush for their products at the end of their talk. Now both of these guys are great speakers – but this approach works even if you’re an “Average Joe.”

   For example, Joe Gregory (who I wouldn’t describe as average!), only does one or two talks a year and he sold 60 books to a group of 85 business owners just the other day and left with his pockets bulging with ten and twenty pound notes.

2. Have a table, with a chair behind it, set up with a small pile of products (20 max) and a sign clearly showing the price and a special “tonight only” discount.
3. At the end of your talk make sure to get the announcer to mention that your books are discounted and that you’ll sign them. If the announcer won’t do it (and they’re not paying you) then say it yourself (and have a book on stage to wave about). If you sell products that you can’t sign (like CDs) then just do the discount.
4. When you’re done – visibly head over to your table and sit behind it – if people try to grab you on the way – keep walking while you’re talking.
5. You now look like a shop (sat behind counter) and a queue forms. When people see queues (especially in the UK) they tend to join them just for the hell of it!
6. If they want to talk to you they now have to lean over your books (products) – they’re also aware that there are others behind them!
7. When they look at your book – you ask, “Would you like me to sign it?” – now how can they say no! If you don’t have a book then look at your products and ask something else such as, “how many would you like?”
8. Only keep a small number of books (products) on view at any one time and keep your spare boxes under the table. This makes the resources look scarce (which creates a rush!)

So try this out at the end of the next talk you do and you can leave with a pocketful of cash too. Be sure to have a good pile of products ready though because you wouldn’t want to run out!

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