What's the Back Story on Your Art?
10 Free Ways Artists Can Get Publicity
Selling Art with Confidence
The Power of Repeat Sales
6 Ways to Sabotage Your Art Business
5 Steps to Gaining Referral Business
It's Not All About the Money
Consistency is Key to Making Art Sales
Should You Quit Your Day Job?
6 Display Tips to Increase Your Art Sales
Making a Profit with Your Art
What Blue-Chip Galleries Can Teach Us About Social Media Networking
Artists Need A Business Plan
Your Greatest Asset in Finding Gallery Representation
The Personal Touch
Sell Your Art into the Corporate Market
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
The other day I spoke with a new consulting client and asked her why she decided to schedule an appointment. She said, "Well, about a year ago a friend who had worked with you recommended that I call you, and then I started reading your articles. Recently I've been thinking more about going full-time in my business, and then I just decided to book an appointment."
It's easy to see that it took about a year for that customer to make a decision to work with me. This is not an unusual thing. Whether buying services - or buying a piece of art - the key is that the purchaser makes their decision when they reach the time of need or when they "feel" ready.
Many artists want to set up shop and start selling immediately to new prospective buyers on the first contact. And why not? Everybody would like to earn money fast. But that is unrealistic, because it's not the way that sales happen most of the time. Unless you are selling inexpensive impulse items, your artwork must become familiar to your customers before they are ready to commit.
If you want to cultivate new collectors of your work, you need to be seen, and seen again. You need to be consistent; you need to show up. Over and over.
How often do you speak with someone viewing your art who tells you that they have seen your work before? They remember you, despite all the noise and distractions of daily life. Your artwork reached out to them and intrigued them. They want to see more. They want to continue the conversation.
Here is where pre-planning on your part paves the way for you to communicate with them in a manner that they understand and relate to. This is the point where you ascertain whether they are ready to buy, and work with them in choosing the right piece of art to purchase.
If they are not ready to purchase, stay in touch with them and invite them back for more, through an email marketing program, social media, invitations to your events, etc. This shares with your audience that your business, your artwork, and your presence in the market are consistent and professional. This creates a comfort level for art buyers. They know you are in it for real.
That comfort level reflects trust, which is the basis of all relationships. No one does business without it. Part of your job as an artist and an entrepreneur is to build trust with your network, your associates and your collectors.
After your collectors make that first purchase, stay in touch and remain consistent in your communications. Be ready to sell more artwork, because it's always easier to make repeat sales to customers who already know you and love your work. Then, when the next time of need arises, when they are ready to buy, they will think of you and your work, and come back for more.
Art credit: Sharon Tesser
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: https://www.artsyshark.com/build-your-art-business/