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When I was offered an ARC of Everybody Works in Sales by Niraj Kapur I immediately said, “Yes, please!”
The reason? As writers, I feel we are each increasingly having to be our own salesman. We might be marketing our self-published books, pitching an article to an editor, writing an agent covering letter or polishing up our website. So, I hoped Everybody Works in Sales might reveal to me the secret formula of selling books, short stories and articles.
Of course it didn’t because deep down we all know there is no secret formula to sales. But the book did teach me what the mindset of a salesman should be – and it isn’t SELL! SELL! SELL!
The three main points I took away from Everybody Works in Sales were:
- Don’t try to constantly sell ‘at’ people willy-nilly (e.g. frequent ‘buy my books’ tweeting). Instead take the time to build relationships – with magazine editors, book shops, social media followers etc.
- Nothing succeeds like hard work.
- Treat your customers/readers/editors/followers as you would like to be treated.
Two quotations from the book which are worth pondering:
- Care for people and ask for nothing immediately in return.
- You can always go further in a group than by yourself – maybe that’s why we writers like to collect together and share experiences?
But this book has more to offer than these simple lessons. There are many inspirational quotations and advice on making progress in a corporate career. The book follows the career of its author, Niraj Kapur, the bad bits as well as the good bits. He’s had some tough times in his working life and his experiences might help you if you’re trying to climb the greasy pole in sales or management.
In places the book’s language is unpolished and reflects the way I imagine Niraj would speak. It is conversational rather than textbook and allows the author’s background and personality to come through. It’s as though Niraj is in the room with you.
Everybody Works in Sales is an easy read that shares inspirational thoughts for leading a better life in the workplace, building relationships with potential customers and networking.
About Everybody Works in Sales
We all work in sales. If you work for somebody, you earn a living by selling their product or service. If you are self-employed, you earn a living by selling your product or service.
When you buy from Amazon, they always recommended other products similar to the ones you are purchasing or have already purchased – that’s selling. When you download a song, movie or TV show from iTunes, they always recommend more similar products. That’s selling.
When you register for most websites, they sell their products or services to you through a regular email.
When you attend an exhibition at the NEC, London ExCel, Olympia, Manchester or even a local market, everyone is trying to sell you their product.
We all work in sales, yet few people know how to sell. Until now.
Containing 27 valuable lessons, plus 17 interviews with experts, Everybody Works in Sales combines unique storytelling and personal development to ensure you have the tools you need to do better in your career.
Available on Kindle and in paperback from Amazon.
About Niraj Kapur
Award-winning executive, Niraj Kapur, has worked in corporate London for 23 years. From small businesses to a national newspaper to FTSE 100 and FTSE 250 companies, he’s experienced it all and shares his insight, knowledge, big wins and horrible failures.
Niraj has also had several screenplays optioned, sitcoms commissioned, kids’ shows on Channel 5’s Milkshake and CBBC. His movie, Naachle London, was released in select cinemas across the UK.
He’s working on his next book while advising companies and coaching individuals on how to improve their sales.
Follow Niraj on Twitter: @Nirajwriter or find him on LinkedIn: https://uk.linkedin.com/in/nkapur.
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The concept of writers and other home-workers pulling out laptops and working in coffee shops is familiar. It lets us escape those same boring four walls of home and all the domestic distractions. And it makes us feel part of society, even if the only person we speak to is the barista.
UK Jelly takes this a step further. Their aim is to ‘to bring home workers, freelancers, small business owners and entrepreneurs together in a relaxed, informal, working environment to maximise creativity and minimise the isolation that being your own boss can bring.’ It is not networking to sell yourself or your business. It’s about having some company whilst you work and maybe exchanging help and advice. At Jelly events the venue, wi-fi and parking are free, the only charge is for refreshments.
I went along to my first Jelly event last week. There were only a few of us and we had introductions and a bit of a chat before getting our laptops out to work. I deliberately didn’t connect to the free wi-fi because I wanted to do some distraction free editing. By the end of the session I’d done two hours solid work and met some new people. It beat coffee shop working because I didn’t feel guilty about taking up space for a long time with only one drink and I liked that I was part of a group. My local Jelly only meets monthly but I’ll definitely be going back in February.
Why not find out if there’s a Jelly near you?
Having a theme for a novel or story is something I’ve always struggled with. I can cope with the internal and external conflicts that a character must have and the plotting of the ‘journey’ each character must go on, in order to emerge, changed in some way, at the end of the tale. The theme is something much bigger but also much simpler than all of this other detail. The theme will not be mentioned explicitly in the story but will occur and reoccur subtly throughout the narrative in the actions of your characters. The theme will generally be something to do with being human, for example growing old, maternal love or keeping secrets.
I don’t believe it’s necessary to have the theme before starting a fiction project because often it will evolve organically. For example you may notice that your characters are all motivated by greed, be it in slightly different ways, maybe one is greedy for money but another is greedy for fame and attention.
So what made me start thinking about theme?
A friend of mine, children’s author Lorraine Hellier sent me a useful link to an article on theme on the Reedsy blog. The article compares the structure of a novel to an iceberg split into three sections:
- Plot i.e. the events of the narrative. This is the smallest part of the structure.
- Story i.e. internal and external character conflicts.
- Theme. This is the huge chunk of iceberg beneath the water and drives both the plot and the story.
I’ve found this a useful concept to muse on as I ponder over what should happen next or how a character should act/react in my current WIP.
Knowing your theme makes it much easier to tell others what your book is about. Instead of delving into the detail of the plot, start with a sentence on the theme, for example, “It’s about how power corrupts.” (Animal Farm by George Orwell)
Why not take a look at the Reedsy article and let me know what you think?
When I’m working on the first draft of something, I go for speed. There’s no time to ponder the best word – I just want to get to the end of the story before I forget what’s supposed to happen next!
However, as I work my way back through the manuscript, editing and re-writing, I realise that I’ve used the same words over and over again. This is not good and I have to start thinking of alternatives. That’s when an infograhic like the one below comes in useful and gets the grey cells checking out other suitable words.
The below infographic kindly supplied by Donna Norton of Custom Writing.
If you write for children it’s important to know that the language and sentence structures within your work are suitable for the age range of your target reader. For the rest of us, it can be useful to get an idea of how accessible our writing is, i.e. is it understandable to most people or are our sentences and words too long?
The children’s author Lorraine Hellier recently introduced me to a function within Microsoft Word that measures the readability of manuscripts. It’s very easy to set up. Within Word take the following steps:
- In the ‘File’ tab, click ‘Options’.
- Select ‘Proofing’.
- Ensure the ‘Check grammar with spelling’ box is selected.
- Select the ‘Show readability statistics’ box.
Next time the spell check facility is used within a document, at the end you will be shown a ‘Readability Statistics’ pane. Among other things this shows the Flesch Reading Ease Index, the Flesch-Kincaid Grade Level and the percentage of passive sentences.
The Flesch Reading Ease index works on a 100 point scale, the higher the index, the easier a document is to understand. A score between 60 and 70 is acceptable for most documents.
The Flesch-Kincaid Grade Level gives a manuscript a US school grade level. This link gives a conversion from US school grade to age and to UK school year. Roughly, the US grade + 1 = UK school year. For example 5th grade = year 6 = age 10/11.
Writers for adults will find the passive sentence percentage most useful. Eliminating passive sentences makes any writing more immediate and effective. We often write passive sentences without noticing, so this is a great tool for highlighting the need to go back through a story and rewrite these phrases.
How easy to read (and active!) is your work?