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[Promote Plus Gazette] 12-7-1999   Message List  
Reply Message #46 of 174 |
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FEATURED ARTICLE
How to Harness the Power of E-Books

The underlying drive behind the Internet is certainly the speed
at which information can be retrieved -- especially at little or
no cost. People can literally find out pretty much anything about
anything at the simple click of a mouse. Consequently, they are
today more educated and sophisticated than ever before.

Time, however, is becoming a scarcer commodity. People don't
have the time to search the Internet in order to find the kinds
of information that they really want let alone to read it once
they have found them. Time is money. And this is especially true
for those who pay for their Internet connection by the minute.

And in their attempts to retrieve that information, most people
will have to swim through an ocean of commercial messages that
are now drowning the web. As a result, finding useful information
that is not overtly promotional has become a challenging process.

A mentor once told me, "Implication is more powerful than
specification." It is more effective to imply one's superiority
than it is to outright state it. Thus information contained in
fancy, self-serving brochures, glitzy web sites, blaring banners,
and blatantly promotional e-mails certainly counter that notion.

However, there is a solution. A recent trend that is masterfully
amalgamating all of the above important points -- speed, economy,
and implication -- is in electronic self-publishing. Why are
electronic books (or "e-books") taking the Internet by storm? And
why are they also becoming an essential marketing ingredient?


The Benefits of Publishing Your Own E-book

The cost of publishing and delivering an e-book is assumed by no
one -- neither the publisher nor the reader. There's no postage,
no waiting, no handling, no printing, and no hassles involved.
Best of all, people can download it or ask for it through an
autoresponder, and receive it within a matter of seconds.

While producing one may incur some costs (such as the cost of a
software program that compiles your e-book), it is very little
compared to its physical version. There's no need to mass-produce
your book and pay for the printing let alone the physical storage
space it requires -- you may have to pay once but only once.

Since the Internet is a major player in today's "information
revolution," e-books play active roles in helping publishers to
profit from it. Even non-publishers jump on the bandwagon and
create their own e-book in order to use it as a promotional tool,
a traffic generator, a lead generator, or a backend product.

There's no need to visit a bookstore or wait for it in the mail.
Access is almost instantaneous. And there's no need to read it
online as well as bookmark the site on which it appears, with the
possibility that it will be forgotten somehow. It remains on the
recipient's computer and can be read at his or her own pace.

Self-publishing also helps a would-be writer or marketer to avoid
the inconvenient hoops through which one must go in order to get
published. There's no need to send a manuscript (along with a
sales pitch) to some publishing house in the hope that it will at
least be considered, or to have a literary agent promote your
book idea for a commission. The self-publisher has total control.


E-Books Are Powerful Promotional Tools

It is also safe to say that people will need to visit your web
site in order to retrieve the free, valuable information that you
offer. And by the same token they are given the opportunity to
surf your site. In that case, give a URL that they must visit in
order to download the book instead of the book by itself.

If you have a brochure or media kit, it can also be converted
into an e-book and thus carry more weight. Since "implication is
more powerful than specification," e-books that act as brochures
or catalogues will be read more like educational tools instead of
self-serving, blatantly promotional ads. And consequently, they
will imply your superiority without outright stating it.

If you use a multi-step marketing process, e-books can become
powerful lead generators for your business. People who ask for it
are in fact qualifying themselves beforehand. They are indeed
leads of higher quality -- leads that are far more interested
than those who you would have otherwise only assumed that are.

If you do use your e-book as a lead generator, don't offer it
directly to your visitors. Use a form on your site in order for
these leads to identify themselves to you. Simultaneously, you
can ask them if they wish to be added to your mailing list (such
as your e-zine) or do so in the subsequent "thank you" page.

More important, an e-book is an effective viral marketing tool,
either by itself or in concert with others. For example, by
giving away the book for free you can also give the recipients
the permission to distribute your book freely among their own set
of subscribers, web site visitors, affiliates, and clients.

Another example is the fact that e-books also make great gifts.
If you use referral systems such as IMC's http://LetEmKnow.com,
your book could be used as an added incentive for others to use
these referral processes on your site. In other words, it gives
your visitors a reason to use them. Also, books can be used with
contests, surveys, subscriptions, special offers, and bonuses.

For example, you can easily conduct a survey with your site
visitors or e-zine subscribers -- especially for marketing
research purposes -- and offer the book as a gift for their
participation. In fact, it could become a bonus item in order to
entice visitors to subscribe to your e-zine or affiliate program.


E-Books as a Source of Income

If you plan on selling your e-book, delivery can be automated and
book sales can be placed literally on auto-pilot. Once your
customers buy, they can be redirected to a special URL (or a
password-protected web page) where they can download your book.

For an idea of how you can accomplish this, think of the times
that you have come across certain online businesses selling
e-books as part of their portfolio. You may have even stumbled
onto some web sites that are exclusively dedicated to the sale of
self-published materials -- including e-book affiliate programs.

Great examples include Rick Beneteau's "E-zine Marketing Machine"
at http://interniche.net/emm.htm, Jim Daniel's "Internet E-mail
Marketing" at http://bizweb2000.com/prod02.htm, and Monique
Harris' "Sell Your Brain Food" at http://sellyourbrainfood.com.

As a lead generator, the sale of e-books can become an even
greater qualifier. Why? If a person is willing to pay for the
lead generator, chances are higher that he or she will pay for
subsequent products or services. Furthermore, e-books don't have
to be sold directly. You can also sell them at wholesale -- in
other words you sell licenses, not books (i.e., reprint rights).

You can generate revenue by selling advertising space in your
e-book or even use that space for cross-promotional purposes. You
can also generate additional revenues through joint ventures by
combining your book with the products or services of strategic
marketing alliances -- see http://SuccessDoctor.com/article8.htm.

But more important, you can develop your own affiliate program in
order to multiply your book sales. You can use programs such as
http://www.commission-junction.com, http://www.associatezone.com,
http://www.affiliatezone.com, or http://affiliatetracking.com.


Information Sources for E-books

E-book compiling software is one with which you are able to
transform your documents (created with either a word processor or
HTML program) into a single, self-executable (*.exe) file. People
can simply click on the one file to read your e-book. Sites that
offer such compiling programs (at varying prices) include:

- NeoBook -- http://www.neosoftware.com/
- InfoCourier -- http://www.smartcode.com/
- WebCompiler -- http://www.webcompiler.com/
- Hyper Maker HTML -- http://www.bersoft.com/
- Acrobat -- http://www.adobe.com/prodindex/acrobat/main.html
- E-Dictorial -- http://www.e-ditorial.com/
- Web-Source -- http://www.web-source.net/
- BookLocker -- http://www.booklocker.com/

Publicity guru Phil Wiley offers a great synopsis and review of
these various programs on his site. For more information, visit
http://www.ozemedia.com/ebooks.htm. But if you want to produce
your own e-book at no cost at all, you have two options:

1) Create your e-book in HTML (as you would an ordinary web site)
and place it all in one downloadable zipped (*.zip) file; or,

2) Use KeeBoo (it's freeware) at http://www.keeboo.com (they
offer a user-friendly HTML compiler with a drag-and-drop
feature, integrated library, highlighter, and notepad).

Once your e-book is ready for distribution or if you plan on
conducting a contest where your book is the prize, you can write
a news release that announces either your new publication or your
contest. You then submit your news release to the media, e-zine
publishers, book reviewers, list moderators, and webmasters.

Moreover, you should submit your e-book (or news release) to the
following web sites -- sites that exist for the express purpose
of offering free stuff or making free contest announcements:

- http://www.download.com
- http://www.thefreesite.com
- http://www.free-stuff.com
- http://www.free2try.com
- http://www.freehound.com
- http://www.free-sweepstakes.com
- http://www.huronline.com
- And http://www.freecontests.com

You can also take one or two of your e-book's chapters and use
them as teasers, or even convert parts of your book into articles
that you can submit to other e-zines read by your target market.
Conversely, you can take a bunch of your articles and compile
them into an e-book (or articles of others, with permission).

As for writing a book from scratch, don't rack your brains over
it. Just write. Let it flow. Do some research and gather useful
information that you can use or on which you can write -- but
don't ignore copyright issues, though. Reference your material.
Use footnotes, or add a bibliography or a links page at the end.

Once done, you can then edit it. However, if you still don't feel
comfortable with your command of the written word, you can simply
find an editor who would be willing to edit your book in exchange
for some free exposure (such as with a link in the e-book). If
they understand viral marketing, they probably won't mind =)

Enjoy!


Michel Fortin, Ph.D.
Editor of the Internet Marketing Chronicles
mailto:editor@...

Originally published in IMC's Internet Marketing Chronicles.
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Tue Dec 7, 1999 10:42 pm

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