On the first official day of the Frankfurt Book Fair, Jane Tappuni of IPR License and Kris Kliemann of Kliemann and Co. gave a presentation on the Publishing Perspectives stage in which they outlined the top 10 hacks publishers should implement when considering how to sell their rights.
One of the biggest takeaways from the presentation was the importance of using a good rights system, which, Tappuni said, “should pay for itself.” And as Kliemann added, you need to be able to “organize your metadata very carefully so you know what you can sell.”
The two also stressed that it’s important when making a rights guide to customize your pitches and even create something interactive that lets potential licensees find what they’re looking for.
“You need to pitch toward why would a company benefit from publishing this book,” Kliemann said.
Another key piece of advice was the importance of face-to-face interaction, as much can get lost in translation over email. Tappuni said that email can “kill business” and Kliemann added that “email is not a full conversation. You need to know the other person understood.”
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