書店営業

コロノ禍で在宅でも出版社の営業が売上を伸ばせるAmazon対策

全国で1000店以上の書店が、休業しています。

出版社、書店ともにくるしい状況です。

店が開いてなくては、売上はたちません。

いま出版社の営業がやっておくべきことを書きます。

自分の会社を守るために、必要なことです。

Amazonの売上を最大化することです。

Amazonでの売れ方が変わってきています。

いままでネット書店では売れていない本が、

売れるようになってきたのです。

児童書、参考書、実用書の、

Amazonでのシェアは3%前後でした。

いまは10%を越えているでしょう。

Amazonのランキングをみてください。

総合のトップ100に、いままではランクインしていなかった、

料理本と児童書、参考書がおおく入っています。

在庫を切らさないようにするのは当たり前ですが、

その他にもやることがあります。

購入率をあげるのです。

どうやって上げるのか?

たとえば料理本を買おうとAmazonを訪れた人は、

何冊かの本を比較します。

なにが購入の決め手になるか?

本の中身がわかって、

「買って後悔しない」と思えば買うのです。

そのためには、まず、本の中身を登録しましょう。

東洋経済新報社の「業界地図2020年版」です。

表紙の他に、目次を2ページ、登録しています。

目次が読めれば、目的の内容かどうかがわかり、

購入率を上げられるのです。

文響社の「血糖値がみるみる下がる!7秒スクワット」です。

基本的なことをしっかりとやって、

顧客を逃さないようにしています。

これらは、表紙を登録する要領でいいから、簡単です。

誰でも、簡単にできます。

登録枚数に制限があります。

料理レシピ本であれば、

必要なのは、目次です。

それに、どのようにレシピが書かれているのか、

中の数ページを載せましょう。

よく質問があるのが、POPをスキャンして載せるのはありか?

です。

載せるのもありですが、制限のあるところに、

POPを載せるのはもったいないです。

あくまでもPOPは、本を手に取らせるまでのものです。

Amazonでそのページを見ている時点で、

本に興味をもっているのです。

そうであれば、中身を一頁でも多く載せて、

購入の判断材料を増やしましょう!

次に、内容紹介の欄を充実させましょう。


ここは盲目的に作業をするだけです。

本の目次を手打ちしましょう。

新潮社の「33歳で手取り22万円の僕が1億円を貯められた理由」です。


画像は登録していませんが、

単純に目次をすべて書いています。

Amazonへの登録の進め方

こういった行動は、営業部が主体でやってください。

編集部に言うと、著書の許可がないと…

といいがちです。

神経質な著者と接している編集者の思考として、

しょうがないことです。

ですが、時間は待ってくれません。

売れている本の上位から、

登録をどんどん進めて行きましょう。

私が出版社に勤めていたときも、

営業部が主体でこの活動をやりました。

編集者には断りなくです。

ですが、著者からなにかを言われたことは

ありませんでした。

購入率が0.5%でも上がれば、

売り上げへのインパクトは大きいです。

それでも何だかんだとやらない人がいると思います。

考えてみてください。

この行動は、売り上げに直結して、

誰でもできることなのです。

本を取り寄せれば自宅でもできます。

在宅勤務にぴったりです。

出版業界のパイを広げる行動ではありません。

ですが、自社の売り上げを落とさないための営業活動になります。

例としてあげた本は、

AmazonでTop50位に入っています。

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