I recently had a brief email exchange with Janet Lane on a blog entry she was writing on the topic of book marketing, a topic that I hate. On later reflection I decided to add my own thoughts to hers, which you've no doubt read, precisely because I hate the topic so much.
(Janet: Forgive me if I step on your topic here, I walk only in your shadow.)
Much has been written about how writers are introverts and not easily given to socializing, networking, and schmoozing, all of it true. Marketing is my least favorite part of writing, and I strongly suspect I'm not alone. Marketing is hard for me, and while it comes easily to some, there are even those out there who claim they enjoy it but who are, empirically by observation, not very good at it. Marketing is an art, a skill, one not easily acquired and impossible to fake your way through.
First, when you advertise, remember that you are not marketing this one book. You are not even marketing your entire collection of publications. You are marketing yourself. You want to build an audience not just for your most recent release, but for future releases as well. Marketing yourself is entirely different than trying to sell a product. You have to give others a reason to read what you write, make them intrigued enough to do so, which means bragging on yourself. And yet, to stay likable, you can't come off as bragging about yourself. Doing something while not seeming to do it at all is like trying to pick up a pencil without actually picking it up.
We also live in a climate of very savvy consumers these days - people are very acutely aware of when you are trying to sell them something. Everyone has had the experience of being set upon by a salesman the moment we enter a store or used car lot - we cringe and recoil and are uncomfortable, even resentful, of this kind of hard-sell tactic. It leaves a bad taste in our mouth, and these days we are more likely to walk away having bought nothing than giving in to the pressure.
The term channel-hopping refers to the act of changing the channel on a television every time a commercial comes on. On-demand television must disable the fast-forward feature of their programs because they know, if given the freedom, viewers would much rather skip a commercial than watch it. Commercial-free streaming services have become ever more popular. Web browser ad-blockers sell quite well. I myself am a charter member of the national do-not-call list, and I faithfully report every unsolicited sales call I get. Hell, I never even answer the door unless I'm expecting someone. In short, consumers want to buy, but by and large hate to be sold something.
So now we have to market ourselves while NOT bragging on ourselves, and sell books without seeming to sell books. A more impossible task was never set before mankind.
What's left to us? Mostly indirect sales techniques. In personal appearances you'll notice people will avoid your table. I like to engage them on something entirely unrelated to the books so obviously stacked around me. I comment on the weather, or something they are wearing, or on anything else. I do not address the books I am selling until they ask. I answer their questions succinctly, never going on-and-on or offering any information they did not ask about. And the minute they pick up a book and start to leaf through it I shut up and walk away. From that point on they will buy or not, you have no further control over it.
If you don't keep a blog, start one. But don't write about your books and how good they are and how everyone should buy one. Instead, interview other writers or industry professionals, or write about topics peripherally related to the themes covered in your books. If your books are mysteries, write about other unsolved crimes in current media. If you write romances, then blog about prominent figures who have recently gotten married or divorced. You get the idea.
Keep your books, with buy links, prominently visible on your blog pages, just don't try to sell them directly. The hope is that people who happen upon your blog and like what you have to say on other topics will be spurred enough to check out your books and maybe - hopefully - buy them.
(NOTE: For god's sake, don't get political in your blog. In our current hotly charged, cavernously divided political climate it takes very little to alienate half of your consumer base with an off-hand reference to topics about which very few agree. Steer clear.)
Participate in events, such as book fairs, book giveaways, library drives, etc. Volunteer for things such as public speaking engagements, guest blogs, organizations that dovetail with the topics you write about. Send letters to editors, comment on others' blogs, leave thoughtful reviews for books by other writers on places like Amazon and GoodReads.
The point is, marketing is never going to be easy, and it gets harder as our industry changes. Your best bet at selling more books is to keep your name as prominent and visible as possible while never hard-selling your books or alienating possible buyers. Finding that marketing sweet-spot is as elusive as that cat hair tickling your nose that you can't quite seem to find. And frankly just as annoying. But keep at it - you're only certain to fail at the things you don't try.