How Can Kindle Unlimited Improve Your Sales?

More Sales

Kindle Unlimited

For $9.99 per month, customers can check out up to 10 Kindle e-books from an extensive library of 600,000 titles at Amazon. All books enrolled in KDP Select are participating (plus 100,000 others from mostly small presses). Authors will receive royalties in the form of KDP Select borrows. The July, 2014 KDP Global Fund has been increased to $2,000,000. You can read more about Kindle Unlimited by clicking here.

Authors need to decide whether to opt in or opt out of KDP Select. The big question to ask is whether or not participation in Kindle Unlimited will improve the book’s sales.

Obviously, some books will thrive in this program, others will not. The difficult question is predicting how your book will do. I will discuss the pros and cons of Kindle Unlimited by focusing on how it could improve sales, and then I will discuss the opposite.

How Can Kindle Unlimited Improve Your Sales?

  • Kindle Unlimited customers can download KDP Select books for free. They can store up to 10 borrowed books on their devices, then download more once they return any of those 10. Every time a customer downloads a book and reads past the 10% point, you receive a royalty. For Kindle Unlimited customers, your book is permanently free (well, they do pay $9.99 per month for the privilege) AND you earn a royalty when it’s read. Customers are looking for books to download.
  • Kindle Unlimited offers customers the opportunity to try newbie authors or indie authors without risk. Bad book? Doesn’t cost a penny. Just get a new one. There are hundreds of thousands of indie authors, though, so just because many customers will be trying out indie authors doesn’t mean you’ll be one of those authors. As always, you need good content, good packaging, and effective marketing to make the most of the opportunity.
  • KDP Select books that succeed in getting numerous downloads will have an advantage over books that aren’t in Kindle Unlimited. It allows indie books to compete with traditionally published book more than ever. Every download improves your sales rank. That improved sales rank helps you generate even more sales. Books that thrive in the program can reap many benefits. Not all books will thrive; the better your book, packaging, and marketing, the better your chances (but that’s true even if you opt out of KDP Select).
  • Another benefit of frequent downloads is more exposure through customers-also-bought lists. Kindle Unlimited naturally helps books that help themselves through good content and marketing.
  • More downloads also leads to more reviews. Some books won’t get additional downloads, so none of this will help those books (but for those books, opting out might not be any better). Kindle Unlimited puts a premium on writing the best book you can.
  • The best benefit of more downloads is for books with excellent word-of-mouth potential. Here is where Kindle Unlimited can really favor fantastic books. Succeed in getting frequent downloads in Kindle Unlimited, and if you also have great content, you may see a very significant long-term growth through word-of-mouth sales. Many books don’t succeed in generating word-of-mouth recommendations, but those that do can really take off.
  • If your book is perceived as a great value, Kindle Unlimited subscribers might be attracted to your book. Since they can get any book free, they aren’t shopping for the cheapest book—they’re shopping for the best value. Suddenly, a higher price seems like a better value (since it’s free, why not read higher-priced books?). In addition to price, they will look at the length of the book and the quality (it could be that longer books are a better value; time will tell). But with a higher list price comes higher expectations, and your book better deliver on those heightened expectations to thrive in the long run.
  • If you have a great book that customers want to keep, the customer might want to keep it permanently. The customer can only store up to 10 borrowed books on the device. When a customer cancels Kindle Unlimited, all the books disappear. So the customer might want to buy your book—as a sale through Kindle, or as a paperback. This way, in time, outstanding books may actually sell two copies to some customers (once as a KDP Select borrow, once as a sale).
  • Thousands of customers are using the free 30-day trial. When the trial ends, some will cancel their subscriptions. Now suppose they downloaded your book during the free trial period and wished they could continue reading it. Well, they can. Now they just have to buy it. Many books will actually earn two royalties in the first couple of months of the program because of this.
  • Like any tool, the tool itself might not have much value to you, but if you do effective marketing with the tool, it can pay significant dividends. Kindle Unlimited seems like it may be just like such tools. The more sales you drive through effective marketing, the more sales rank, reviews, and word-of-mouth sales can help your book. The quality of the book and packaging are important, too. For example, try using the #Free with #KindleUnlimited hashtags, or look for Facebook groups specifically for Kindle Unlimited, or show parents what a value Kindle Unlimited can be for their kids. Where there is a will…

Remember, just because it can improve sales doesn’t mean it will. Some books will thrive in the program, but others won’t.

Even if the KDP Select per-borrow royalty goes way down (it’s usually around $2), if you have more customers than usual, it may be a fair trade-off. Additional readers gives you:

  • Long-term potential for valuable word-of-mouth sales.
  • Improved sales rank.
  • More reviews, on average.
  • Greater exposure.

If your book enjoys any of these benefits, in the long run, it may even be worth staying in KDP Select even if your net income diminishes slightly.

And if you opt out, there’s no guarantee that will turn out to be any better. But it could be, so let’s look at the other side of the coin.

Could Kindle Unlimited Hurt Your Sales?

  • Well, if you choose to opt out KDP Select, any customers in Kindle Unlimited may be reluctant to buy your book when there are 600,000 others that they can get for free. But for the remaining bullet points, let me focus on how staying in KDP Select may actually hurt your sales, or where opting out may be the better option.
  • The biggest drawback of KDP Select still is, and always has been, exclusivity. You’re not allowed to publish the e-book edition of your book (or one similar to it) on Nook, Kobo, Smashwords, or anywhere else. Some books sell primarily on Amazon; those books will probably be better off in KDP Select than not. Other books sell 25% or more through other sales channels; for these books, it’s possible that exclusivity isn’t worth the sacrifice. Though Kindle Unlimited may squeeze Kindle’s competition, reducing the potential to draw sales from other channels.
  • If your book doesn’t thrive in Kindle Unlimited, your sales rank will slip and that will in turn deter sales somewhat. You can actually get a few downloads every day and slip in sales rank because so many other KDP Select books are getting more downloads than you are. This will in turn diminish your prospects for reviews and word-of-mouth sales.
  • If Kindle Unlimited readers perceive that your book doesn’t have enough value, that may deter sales. They may deem that the price is too low (it would take 10 99-cent books just to make the $9.99 per month fee pay off), maybe the book is too short, or maybe they will scrutinize the Look Inside and pass on anything that doesn’t seem to be high in quality.
  • One of the bad things about freebies may be true of Kindle Unlimited: When customers can get something for free, they don’t always read the description or check the Look Inside carefully (or even at all!). Then they leave bad reviews because the book didn’t turn out as they had imagined. Sometimes bad reviews actually improve sales (especially, when it’s clear the customer made a mistake), but sometimes they do hurt sales, too. You won’t have to worry about customers hoarding books and not reading them, though, because they can only store 10 on the device.
  • If you’re used to stimulating sales through promotional strategiesfreebies, 99-cent prices, BookBub, etc.—these marketing tools may become less effective. What will a Kindle Unlimited customer care about freebies or low prices? They can get $9.99 books for free!
  • Series authors are impacted by Kindle Unlimited. It may be wise to remove the omnibus from KDP Select (but you’re probably still bound by the exclusivity terms if your individual volumes are in KDP Select). The omnibus will lose its effectiveness with Kindle Unlimited readers (though this may help the sales ranks of your individual volumes). If you ordinarily make the first volume free or 99 cents, or price all of your books at 99 cents, this strategy may not be appealing to Kindle Unlimited readers looking for a good value. Maybe a higher price would appeal to these readers more. (Or if all your volumes are cheap, maybe it does make sense to leave the omnibus in KDP Select—that volume may offer enough value to receive a download, if the individual volumes don’t.)
  • Mismatched value could lead to frustrated buyers and negative reviews. For example, if you take a book that’s really not perceived to be worth more than $2.99 and raise its price to $6.99, customers hoping to get a $6.99 value may be disgruntled. Higher-priced books are only favored if they deliver on the higher expectations.
  • If you have a long book and customers aren’t enjoying the beginning enough to reach 10%, you could potentially receive a bunch of downloads, but never see the royalties. More than ever, it’s important to engage the reader immediately and hold the reader’s attention.

Additional Notes

  • If your book wasn’t selling to begin with, Kindle Unlimited probably isn’t the answer to your sales woes. It could be the cover, the blurb, the Look Inside, reviews (maybe even the good ones), the idea, the lack of marketing… Don’t expect Kindle Unlimited to be that magic wand you were hoping for.
  • It doesn’t make any sense to compare July, 2014 to June, 2014, i.e. to compare your income with Kindle Unlimited to your income the way things used to be. The way things used to be just isn’t an option. What you really want to know is, will you be better off in KDP Select, or out of it?

Chris McMullen

Copyright © 2014 Chris McMullen, Author of A Detailed Guide to Self-Publishing with Amazon and Other Online Booksellers

  • Volume 1 on formatting and publishing
  • Volume 2 on marketability and marketing

Follow me at WordPress, find my author page on Facebook, or connect with me through Twitter.


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9 comments on “How Can Kindle Unlimited Improve Your Sales?

  1. It’s difficult for an indie author to “stand out.” I don’t care about your cover or the quality of your writing. Being unknown means just that, and it’s a long and arduous climb to turn things around.
    I’ve been climbing for a little more than a year now, and this program sounds like I’m going to be forced back into square one.

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