Fair’s Fair “For Book Lovers”

I think the most valuable tip I picked up about how to operate a used book business was while I was visiting another bookseller. “Marilyn” had been in business for a year or so and I was just about to open my own shop so was visiting bookstores to chat and get some sort of a feel for what I might expect once I was open.

I told her who I was and that I was in the process of cleaning up a terrible location so I could open my own used bookstore. She, like other store operator I met, was very open to discussing her understanding of the business and her experiences – both good and bad. 

Several times we stopped chatting when a customer entered the store and she said “Hello” to acknowledge them and then we would continue chatting for a minute before she would go over to where they were looking at books and ask them if she could help them. Sometimes they wanted help and sometimes they just preferred to browse on their own.

Seems simple doesn’t it?

#1. Acknowledge the customer’s presence with a short, friendly greeting.

#2. Allow the customer a short time to “settle in” and orient themselves with their surroundings.

#3. Make the extra effort required to get out of your chair and approach a prospective customer to see if they would like some help.

Well, the reason I noticed it was the precision and timing of the three steps which she obviously had practiced – without making any of her actions seem obtrusive to the customer.

She had obviously not taken Bookselling 101!

The lesson plan clearly states the procedure:

Everyone knows that a person who enters a bookstore has all the time in the world and wants to be left alone to decipher your one-of-a-kind system for organizing books.

#1. If a customer enters your shop you should be sitting and reading a book – smoke-em if you got-em - that adds atmosphere to the room. Be sure to have a pet on the premises – it gives customers something to talk to or about – if they must.

#2. If the customer somehow manages to distract you from your book and there happens to be some eye contact – make it brief and get back to your book.

#3. Practice the above two steps constantly – soon the customers will realize whatever you are doing, or not doing, is far more important than they are.

Most of the other booksellers I met were well versed in Bookselling 101 and had made ignoring customers an artform.

Okay … so the section on Bookselling 101 is somewhat exagerated – somewhat!

It is painfully obvious most booksellers are in the business because they love books. The problem is … books don’t propogate and without customers, lots of customers, even bookshelves become bored with the same books weighing them down … and the bookseller is going to go out of business.

There are some great mantras around.

“OMMM”

“Do it Now”

“People are more important than books”

 Booksellers should practice the last two.