Tag Archives: advertising

Cheesy Graphics Turn Buyers Off

Mass-market paperback, Life, the Universe and ...

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Recently I wrote about how you can judge a book by its cover—and should be able to. At that time, I was talking about the appropriateness—or congruency—of the design to the topic.

(The Douglas Adams book on the left is an example of good design from a series that was well designed, well marketed, and highly successful, establishing a huge base of loyal fans and eager buyers.)

Today I want to talk about the recent trend to cheap, ugly art on book covers. It is really obvious in some of the genre book series I follow.

For example, a series of books starts out with classy covers that convey the true nature of the contents. The series becomes highly successful and profitable—perhaps not a best seller, but a solid income producer for the publisher, with a great future ahead as the series grows.

Then the publisher commissions poorly executed, even repellent art for the reprints. Does that make sense? Not to this former book publisher.

You see the real profit in publishing is in the reprints. The first edition of most books does not make much money. Between the advance to the author, the costs of printing and binding, and the huge discounts required by the major bookstore chains, publishers often do not break even on the first book in series.

But they know that as more books in the series are published, new readers will go back and read the earlier ones, and the market for the series begins to build. That is why you often see the first few books in a series in paperback only, then the series switches to hardcover with paperback reprints of the hardbacks about a year later.

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You CAN Judge a Book by its Cover!

There is an old saying, “You can’t just a book by its cover.” Whoever said that was not a book publisher. Book publishing is pure marketing.

You not only can judge a book by its cover, you have to be able to—for the book to sell well. Think not?

Imagine a hard-boiled detective thriller with a fluffy, flowery romantic cover. You think anyone who is interested in hard-boiled thrillers will even pick it up? Of course not.

Now think of a sweet, old-fashioned romance (barely hints at sex, innocent till marriage…Do they still sell those?) with a garish, words-only cover. Do you think a young girl looking for a blissful escape from reality is going to give that book a glance? Not even one.

Worse, if the romance reader buys the thriller by mistake, or the nonfiction reader accidentally buys the fluffy romance, they will be extremely unsatisfied customers. Angry customers. They will blame the publisher for misrepresentation—and rightly so!

The point of the story is this: Make sure your advertising and packaging appeal to the right market, and that the product matches the presentation.

I promise you it is well worth the effort. And misrepresenting your product is never a good thing in the long run.


About

Knowing something about marketing makes it even more annoying to see other marketers shooting themselves in the foot. With this blog maybe I can help some of them—and their customers.

My degree is in journalism. I spent four years studying research on marketing newspapers and magazines—what works, and what doesn’t.

There is actually quite a lot of scientific data on marketing, on how people read and what moves them. Newspapers were among the first to sponsor market research and psychological research on what causes people to buy—and why.

I started my professional career in book publishing, which is pure marketing. You select a property (a book manuscript) that you think will sell, and then you change it and package it as necessary to appeal to the right market.

I went on to be an account executive for Hill & Knowlton (an old and prestigious PR firm), an advertising manager, a copywriter, an advertising and PR consultant, an advertising account exec, and later the corporate communication manager for a software publisher. 

Over the years, I have consulted on new product launches, software commercialization, corporate identity, publicity, and marketing. I’ve written business plans for start-ups, catalogs, brochures, product support plans, customer training plans, and on and on…

As a copywriter I learned to retain the customer’s point of view even while selling my client’s message. I even spent some hands-on time in retailing.

So I know a bit about marketing. And as a customer I am often irritated (and sometimes appalled) by the way marketers (especially Internet marketers) present their message and treat their customers. They often seem not to get the customer’s viewpoint at all. Maybe it never occurs to them.

So if you are a marketer, whether on line or off, maybe some of my marketing snarks will help you get and keep more customers. I hope so. 

Meanwhile I get to snark about whatever irritates me about marketers, small to gigantic, and the customer experience they provide. 

I hope this turns into a conversation. If you have a good explanation for things that seem indefensible to me, I would love to hear it. Feel free to comment anytime.

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