You did it. You got the words down. What now? Now you have to close the deal.
The film clip in this blog is from Glengarry Glen Ross, featuring Alec Baldwin (in an academy-awarded nominated role) giving his infamous ‘Coffee is for Closers’ speech in a David Mamet movie. If you haven’t seen it, it’s enlightening (be warned: plenty of profanity).
How did you react? Most people react negatively to Baldwin. But he makes quite a few good points: If they don’t want to hear what he has to say to him, they shouldn’t be in that room. If they want to make money, they have to close. If you want to succeed, follow: Attention Interest Decision Action
In Write It Forward I teach the three steps of change: Moment of Enlightenment (Attention and Interest), make a Decision, and then have Sustained Action.
What do you want to do with your book? If you’re happy you wrote 80,000 words or so and you’re done with it, then you’ve closed. Congratulations. Go get a cup of tea. But if you want to publish successfully, then put down that cup of coffee. Coffee is for Closers. Most aspiring writers aren’t closers. And most lament it’s because getting an agent is so hard, the odds are terrible, publishing is contracting, no one really reads, etc. etc. etc. Except here’s the deal: Agents, publishers, readers, all exist to consume books. They’re the given. They’re the lead. YOU have to be the closer. You have to be the Closer with great material. By constantly improving your craft of writing. You have to Close by studying and following the business, by being a professional who wants to be employed in the world of writing. By following up every possible opportunity you get with determination and professionalism. By shutting up about the unfairness of it all and doing everything in your power to Close the deal. I was amazing, stunned, when I heard that less than 10% of writers who were told to follow up a one-on-one at a conference by an agent actually sent in the follow up material. Essentially, those writers called a client who had expressed interest, talked about the interest, then hung up without closing. They got the Attention, had the Interest, then made the Decision to quit. To not take Action. If you’re going to self-publish, you’ve just become an entrepreneur. You’re running a business in a very competitive environment. Yes, we all talk sweet, but they’ll cut ya! Publishing is a very hard business. It’s tough to get published in any mode. Then it’s tough to succeed once you’ve been published. But people do it. They’re called Closers.