‘I think molecular specialisation is the only way that book publishers are going to survive in something that resembles their traditional format,’ says Anne Treasure, a digital marketing enthusiast. This molecular specialisation is spawning vertical marketing – or customer / reader focused marketing. In the context of publishing vertical marketing recognises, as Mike Shatzkin writes on idealog.com that publishers are no longer dependent on books being displayed in stores and that, ‘the marketing that used to take place around store inventory is becoming digital’. Vertical marketing is particularly useful to small and independent publishers (as well as to writers). ‘It used to be that publishers would market a lot through their retailers,’ says Treasure, ‘But retailer relationships aren’t so important any more, and in publishing it’s more about the direct-to-consumer relationship,’ she says. Not surprisingly social media is one of the key vertical marketing tools available to the literary community. On social media writers and publishers can converse directly with their readers and build communities of interest. It’s quite a contrast from old school broadcasting and one that many publishers are already harnessing. Treasure cites Meanjin, Overland, Kill Your Darlings and Seizure as journals that are doing a good job. ‘They bring [their publication’s] personality into the social media space so that readers can get to know them as well as the writers therein.’
But it’s not just journals that are capitalising on vertical marketing. Treasure adds that, ‘all kinds of publishers are becoming involved in the conversations around reading, books, literature and writing (rather than just being the gatekeepers and broadcasters).’ Genre publishers – particularly romance and science fiction – are leading the charge. ‘[Some publishers are] getting to the point where whatever they publish, readers in the community will trust that it’s going to be good and something that they’re interested in,’ Treasure says. This is the vision for vertical marketing – writers and publishers producing such high quality and relevant publications, communities and conversations that readers, ‘will trust them and be willing to buy whatever they publish.’
There is a lot of noise in social media and this is one of the challenges says Treasure. But it can be overcome. ‘It’s about being authentic, about showing personality, seeing through all of the boring chatter and engaging your readers in a space where they already are,’ she says. Publishers should also take care to include and train their writers . ‘No matter how much the market fragments it’s going to be hard for a publisher to have as loyal a following as an author or a writer,’ says Treasure.
While social media is one of the major tools for vertical marketing it isn’t the only one. Treasure notes a good example of offline vertical marketing in 2013 newcomer Tincture Journal. It placed promotional stickers on street crossings in Darlinghurst (Sydney). ‘They’re right where you’re going to press the button – so you can’t fail to see them,’ Treasure says. In this respect vertical marketing is nothing new. ‘It’s marketing that has been going on for 20 or 30 years… marketing that you would see for rock or pop gigs (except that now we’re bringing it to books and literature),’ she says.
Vertical marketing has created unprecedented opportunity for the independent publishing sector in particular. As Treasure says, ‘It’s definitely leveling the playing field and it means that independent publishers have more opportunities to engage with communities of readers.’
Anne Treasure will chair the panel Vertical Marketing (with panelists Kate Cuthbert [Escape Publishing] and Mark Robinson [Exisle Publishing] at this week’s Independent Publishing Conference. Treasure's session will be held 10.15am on Friday 15 November.