Tell Your Story, Sell More Art
The Price is Right
Confessions of a Professional Art Gallery Closer
How to Create Raving Fans by Telling the Story of Your Art
Burnout & Its (Sometimes Surprising) Consequences
How to Get Into A Gallery, and Succeed With A Gallery
The Power of Persistence
Build a Budget for Success: How I Tripled My Income in 2 Weeks
Learning to Sell Art: Investing in Yourself
Top Traits of Successful Artists
What Makes Art Remarkable?
Working for Free
The Evolution (and Re-Evolution) of An Art Business
Ann Rea: Artist, Entrepreneur, Instant Success
How Do You Know When It’s Time To Become An Artist?
8 Ways to Improve Your Online Portfolio
Artists, Do You Need an Agent?
The Power of Consultative Selling
How to Make Your Customers Fall in Love with You
Artist Housing Projects
The Pinterest Guide to Selling Art Online
Artists Who Sell: How to Write a Killer Sales Page (and why)
The 5 Biggest Mistakes that Artists Make on Their Blogs and How You Can Avoid Them
Business Plans for Artists: Here, I Did It for You!
How to Write An Artist's Statement That Doesn't Suck
How to Make Your Art Stand Out Online?
10 Strategies to Improve Your Art Sales
Social Sharing on Artist Websites & Online Galleries
Why Artists Should Avoid Gallery Representation
5 Art Pricing Lessons I Learned the Hard Way
How to Research Your Online Art Market
The Crowdfunding Guide for Artists: Part 1
12 Things all Starving Artists Believe
Personal Branding for Artists
How Paula Manning Lewis Has Sold More Than 30,000 Pieces of Art
How to Build An Art Business While Working a Day Job
The Benefits of Buying Art Online
Beginning Your Journey as an Artist
Art for Art's Sake
Avoid confusion. Have you ever walked into a pharmacy to buy a painkiller, and stared at the selection? There are about 400 choices filling the shelves. Just figuring out which one you need can turn the headache you came in with into a migraine.
Fewer is better. Any mother with preschoolers can tell you than you never ask them "What do you want to wear today?" You say, "You can wear the red socks or the blue socks. Pick one." It works, and everyone is happy. They have a choice, and you have your sanity.
Avoid "buyer paralysis" with your customers by offering just a couple, or no options – and also by acting in a consultative way by suggesting or promoting easy ways to buy from you.
The easiest way to close deals is to remove barriers to the sales process, and make it easy to say "Yes." Many times this involves making decisions for your customers, or offering fewer choices.
If you are working on a commission which requires approval at every step along the way, by all means fulfill your obligations. Commissions, though, often require even more consultative input from you as the artist. You are the expert, and the client trusts you. Often, you must explain about your methods and materials, so that your work can be used, worn, or displayed correctly, and produce the desired result.
Consultative selling techniques put you more in control of each sale, and that's a good thing. It saves you time and money, and can do the same for your wholesale or retail customer. Quite often, they appreciate that you told them what to buy, and everybody is happy.
This article is courtesy of Carolyn EdlundCarolyn Edlund, founder of Artsy Shark, is a business writer, speaker and consultant for artists. She is the Executive Director of the Arts Business Institute, presenting at art business workshops throughout the United States. Carolyn works with artists every day in strategy sessions designed to help them structure their businesses, set and reach their goals. Find out more about scheduling your own business consultation with Carolyn here: http://www.artsyshark.com/build-your-art-business/