Ignoring the Small Sales? Here’s How They Can Lead to Big Sales

Are you ignoring the small sales, thinking they aren't worth pursuing?

On my recent webinar "From Blog to Kindle eBook: How to Create New Revenue Streams with Amazon's Kindle eBook Program"** I shared a screenshot from my July sales to date for my Kindle eBooks. The total was about $20. Doesn't sound like much, does it? Why would I spend my time creating ebooks if I'm only making a few bucks a month? 

Talking with a colleague who attended the webinar, he gave me some feedback about showing such a small revenue number for my sales. He had a good point, that it may have discouraged some people to think they may make only a few dollars from their Kindle ebooks. I could have found a screenshot with higher numbers.

But, here's the point I was making on the webinar…this is an additional revenue stream, not my sole income. If I wanted to make thousands of dollars a month on Kindle, which some authors do, I'd have to be doing more than compiling blog posts as ebooks. I'd also have to be marketing full time to drive traffic to my books.

This goes directly to the purpose of your ebooks. For me, they are lead generators. And, as I pointed out to my friend, I'm actually getting paid for my leads, when someone buys an ebook and then signs up for a free gift that's offered in the ebook, they have paid me to get on my list. Not bad.

Now, here's the true story that may change the way you think about the small sales…

During an intake session with a new client, she told me exactly how she found me.

She was doing a Google search for how to add images to a blog post. One of the search results was a Kindle ebook I offered on Amazon. She bought the ebook for 99 cents. Next she checked out some of the resources I recommended and opted in to a free webinar which added her on my email list. Then, about 30 days later, when I offered a group coaching program, she knew it was the right program at the right time and I was the right person for her to study with.

So, that $.99 ebook became a $500 sale.

That's why I do it. Not to get rich on Kindle ebooks, but to attract the right people to my site and my community and then make an offer that can solve a problem for them.

Does it make sense now, why I'm not worried about whether I make $10 or $100 dollars on Kindle? It's passive revenue and frankly, a dollar is a dollar and all those little sales do add up! It's all good and also helps me build my visibility, credibility and business.

That's what I want for you, too, and I know you can do it too. I appreciate that my friend brought up the issue so I could share the story with you. While I can't promise you the same results, I can promise that if you don't leverage the tools at your finger tips – like easy publishing on the biggest ecommerce site on the web – you may struggle a little more to build your business.

Do you have story about how a small sale led to a big sale? I'd love to hear about your success, and your challenges in the comments below.

** The replay for the Blog to Kindle eBook webinar + resources is currently available for a limited time at the original registration price. It will be going up soon.
"Get Blog Updates"
Receive an update straight to your inbox every time I publish a new article. Your email address will never be shared.
Enter your Email:

Google+ Comments

Powered by Google+ Comments


  1. says

    I’m glad you are highlighting this point, Denise.

    Besides the example you gave, these published ebooks are so helpful for building your platform, establishing yourself as an expert, and making a statement about yourself as a professional.I would also concur with a point you made on the fantastic webinar: that even these small numbers add up. $20 a month is $240 a year. For most of us, that\’s a nice overnight splurge somewhere or a meaningful contribution to your favorite charity. And as your visibility and the number of ebooks you have for sale increases, so will your check from Amazon increase.

    Those who always talk in terms of big numbers are doing us a disservice and are often misleading. Thank you for being the voice of common sense in the sea of hype.

    • says

      Thanks for your comments and words of wisdom, Elizabeth. Indeed, every new ebook you publish, creates another  stream of income. Each one adds up. Thanks for stopping by…blog on!

  2. says

    Thanks for sharing that story and your experience, Denise.

    I would like to add that, aside from lead generation and just adding to your overall income, maintaining small sales such as cheap eBooks can help with SEO (more content and traffic) and gives diversity which is animportant backup – if you had to stop coaching for some time (hope you don’t but you know what I mean!) at least these small sales would keep some money coming in.

  3. says

    For a particular blog of mine, I have a page in the SERPS (mums the word on which page) that brings in 45% of my online revenue.

    My point is that I have gotten leads from this one page like crazy and once I realized it was a money maker, I decided to brainstorm what other ways I could use it to convert even more for me. Since the initial posting of this page which is now more than a year old – I have increased my prices by 40%. So what started out VERY SMALL has ended up becoming a BIG godsend for me. Who knew.

    So yes use a simple and low cost entry point to attract your ideal client, then lure them in via an “offer they can’t refuse”. Once they’re in and like you and your service or product, you have this client for life. FTW.


    p.s. It is NOT the blog linked to above.

  4. says

    I could not agree more Denise! You actually made me realize something else I did not know…we can sell ebooks on Amazon?? lol! Well looks like my ebook is going to end up on there now!

    But I have learned this as well. If you do only have ONE revenue stream, well then ya $20 is not much…but when you have many…it all adds up for sure. I have always focused much more on many little sales than on few sales on BIG ticket items…

    • says

      Thanks for stopping by and adding your voice, David. I have watched your business grow by leaps and bounds, starting with easy entry points. A great example of creating many paths for fans to work with you. Blog on!

  5. says


    You hit the nail on the head with this one.

    An example for me was that a bunch of free information I gave away recently lead to one reader paying me $6k to build them a new WordPress blog. Well worth the effort.

    Great post.


    • says

      I love your success story, Ramsay. Clearly you demonstrated your expertise, professionalism and credibility which sealed the deal for your reader. Congratulations…blog on!

  6. says

    Great advice! Too many times entrepreneurs don’t see this. The small sales lead to market leadership which in turn leads to big $$$. I think that what you are doing on the Kindle platform is brilliant. I think that this is a massively underestimated marketplace where there are still a ton of opportunities.

  7. says

    Excellent advice, Denise!

    I was just tweeting today, that you shouldn’t discard anyone as a contact, even if they’re not within your niche. Because that person could have a friend who’s in need of your services, or even a friend of a friend – you just never know.

    Sometimes it’s better to do something on the cheap or do something out of the kindness of your heart, for the much bigger reward later.

    Thanks for this!

    • says

      Thanks for stopping by, Morgan. You’re right. You never know who knows someone who may need your services. As long as you are very clear about the purpose of your offers and who you want to attract, every person counts…blog on!

    • says

      I agree with Morgan. You never know when the person you think is browsing or “tire kicking” may turn into one heck of a whale.

      So don’t assume or presume – inquire, ask questions, engage and qualify.

  8. says

    I love the point you make here! People write for different reasons, but one that can’t be ignored is that of lead generation or future opportunity. While I’ve had good success with my books (I’ve been a published author since 2002), what I’ve been able to leverage those books into has been much more than books sales. In fact, I’ve built a successful ghostwriting, editing, and design business around my own book success. I’ve landed speaking engagements that have brought me more income than selling a whole case of books —more than selling three cases of books, even. I’ve gained access to other people as a result of my books.

    Authors who think the only way to have book success is to sell a lot of books are missing so many other benefits and blessings. Selling books is great (whether it’s a royalty check sent from my agent or money in my PayPal account for the ebooks I sell from my website, I still get excited about book sales), but the benefits you get as a result of your book go far beyond the list price.

  9. says

    Great post Denise! This concept is so overlooked in the consulting industry. No one’s going to go for the whole enchilada right up front without somewhat of a relationship or awareness. So I suppose you could do it 2 ways: spend months and months educating the prospect manually OR you can offer a low barrier intro product which leads them down the path to escalated purchasing.

    • says

      Thanks, Nick. It’s important to have multiple paths to your door. You never know how someone will find you and what offer you’re making that will resonate. Thanks for stopping by…blog on!