Now I'm amazed how quickly I'll make a 99-cent purchase. Part of the reason is the seamless way iTunes is integrated into the overall iPhone/iPad ecosystem. Apple has created a model where payment is too temptingly simple. Amazon may have patented one-click payment but Apple is perfecting it. A quick check of my recent AMEX statement shows I paid Apple more last month (for mostly sub-$5, including a large number of 99-cent, transactions!) than I paid Amazon. That wasn't the case 6 months ago.
There's still a huge difference between grabbing a free app and paying for one, even if it's only 99 cents. I'm still pretty stingy here and I want to feel confident I wasn't snookered into paying for something that's not even worth a dollar.
The problem in the book publishing world is that we haven't found a good content model for the sub-$5 purchase. Customers don't want to buy chapters, so don't kid yourself about that model. And sure, you can do the quick-and-dirty print-to-e conversion and sell it for a fraction of the print price, but that's not much of a future.
We need to create more product entry points that appeal to the masses with low initial prices that offer a great value proposition as well as upsell opportunities for additional irresistible content and/or services.
What can we learn from other experiments in the app world?:
- First, don't assume the quick-and-dirty p-to-e conversion model is more viable just because the iPad offers a large, full-color screen. I still refuse to pay $4.99 for a single iPad issue of Time, for example. (You'd think the magazine folks would realize that's no way to attract new customers. What about the free trial subscription to let me see what's special and get me hooked?)
- Second, and perhaps most importantly, think about rich content, not just quick-and-dirty conversions (see my earlier highly relevant posts here and here). A chemistry textbook publisher creates this while a visionary creates this. The former is a yawner while the latter, even as a fairly high-priced iPad app lures me in because it's so tempting to explore and discover with it. Question: How many customers would describe your e-products with words like "tempting", "explore" or "discover"?
- Third, think about subscriptions, not just one-time payments.
- Fourth, think about selling the network, not just an individual product.
- And finally, don't ignore the advertising and sponsorship worlds. Yes, I know many people say they won't stand for in-book advertising. That's fine. Offer two different versions, including the higher-priced one for those folks who won't tolerate the ads.