value editedЙод

What is the solution to ebook pricing, given the downward pricing spiral writers have pushed themselves into?

This is not a new discussion. In fact, it’s so old it almost bores me, but finally, after shouting from rooftops and mostly hearing only my own echoes, it seems like the whole industry is talking about the pricing problem.

Then we saw the beginning of the permafree book, and all the while I and a few other writers with some foresight were shouting on mostly deaf ears that we were devaluing our own industry.

Some ears are still deaf. I have seen it compared to public libraries (only if you have your book in 30,000 public libraries simultaneously) and the music industry (just so you know, free music albums fuels live concert sales—oh wait, writers don’t have concerts—whoops) and then there are the people who just don’t understand the words coming out of our mouths.

But there is also now a conversation starting about readers returning books they read and enjoyed for a refund, readers who won’t buy a book and wait for it to be free, and readers who think $2.99 is too expensive for a book. As I said recently in a debate about piracy, who needs pirates to devalue our work when we’ve already done it to ourselves?

Now I’m lucky, I’ve never heard any of those things pass the lips of any of my readers that I’m aware of, and I am grateful to them for it—but part of the reason may be attributable to my own good work. I have never positioned myself as a cheap and easy read, instead pitching a quality product at an adult (and perhaps slightly intellectual) speculative fiction market. Albeit, that’s a smaller market that some, but I’ve never felt much pressure on my prices.

This is market positioning. This is about identifying what quality of product you are offering, and then pricing it accordingly. If you are offering a poorer quality product to cash-strapped consumers, then you might legitimately price at $0.99.

The problem is, most writers have not been doing any market positioning. They are only competing on price. And when you consistently offer steeper and steeper discounts, all you do is train the consumer’s psyche to expect more and bigger discounts.

Oh wait—did I say some readers think $2.99 is expensive for a book and they wait for it to be free?

Looks like we have already arrived at that point….

books

How do we fix it? There is no quick and easy fix. Sorry, there’s not. I’ve seen memes going around now about how much work goes into a book, comparing ebook prices to coffee, and starting petitions for Amazon to change its refund policy. These are all very, very true—but it’s the wrong way to approach the problem.

Consumers, as a whole, any consumers, don’t care much about what goes into a product (unless you have effective market positioning, which most writers don’t). They care about the end result. What does this product mean for me. I’m a consumer, and by and large I don’t want to hear how a product was made. Tell me what it does for me.

This is value. Not price. Value. Say it with me. VALUE.

Stop talking to readers about what it costs you, how you need to feed your kid etc., and start talking to them about what your product gives them.

How many hours does it take to read your book? What does that work out to as cost per hour? What else can a consumer get for that price?

If your book takes readers to exotic destinations, what would it cost them to go there themselves?

What does your book give a consumer that money can’t buy? Star Wars takes us to a galaxy far, far away….

Think creatively about what your book gives the reader and start talking about that.

The second thing you can do is think about market positioning. Who charges a premium on ebooks and can get away with it? Top tier writers, most of whom are published with big publishers. Why? Because they have built a reputable brand for quality (however that is perceived by their readers) and they have positioned themselves to charge top dollar for it. Maybe you can’t do that, and maybe you’ll never be able to do that, but you can start thinking about whether you’re really selling 99c quality books or not.

So there’s your homework: