Why You Can Succeed
in Selling Christian Software
By Robb Murray
Christian Bookseller Magazine, May, 1984
How
involved with microcomputers are you prepared to get?
Not only
can microcomputers bring you greater efficiencies around your store, but also
Christian software has many points of appeal as specialty items for your
customers. And, if you keep your eyes
open, you’ll see more and more being done with microcomputing at Christian
conferences and trade shows.
If you
are wondering whether or not you can succeed with Christian software, here are
some points to consider.
1) The Market Appears Vast. The momentum
for commercial Christian software has been building a long time. Many Christian
publishers concur that the potential for Christian software sales is boundless,
and that a substantial market for these kinds of items already exists. In fact, the Christian
market for consumer software seems to show more promise than any other
special-interest software type. Christian computing is destined to take its
place alongside Christian music, video, broadcasting, and publishing.
2) The Local Christian Bookstore is the
Natural Point of Exchange for this New Market. As more of the public hears
about Christian software, they will be coming to you for information. Christian
bookselling has cultivated a large and loyal audience for whom software is
becoming a plausible add-on specialty item.
3) Supply Channels are in Place. Over the
past several years, production, distribution, marketing and sales channels for
Christian software have solidified. Product reps and distributors are actively
seeking and getting orders. Software companies are busy establishing market
presence and gaining name recognition. Christian booksellers control the only
link that is still lacking: displays of Christian computing materials in the
Christian bookstore.
4) You Already Know How To Sell Software.
Treat it like all other media. Use common sense, keep the customer’s needs and
satisfactions primary, and experiment with different merchandising tacks. For
example, software makes a great gift item, especially on birthdays and at
Christmas. Computer games can be sold like any other game, and programs for
young people are marketed with special appeals aimed to the younger consumer.
The key
is to build on already existing interests. Don’t begin by trying to bring
“computer literacy’ to the general public. Appeal to people who already own or
are aware of computers. Others will be purchasing hardware in due time; all
the forecasters agree to that.
5) Sales Support Will Help You. As software products begin to become a
regular part of the showrooms of local bookstores, manufacturers will launch support-advertising
campaigns. Soon these sales supports will be found in not only computer
magazines, but in all media, including religious broadcasting (both TV and
radio), and magazines (both consumer and trade).