- by Barney Davey
Learning the best techniques for how to sell more art is a challenge.
Most people, let alone artists, are not naturals who know the best way to sell anything, much less art. Fortunately, just as you can improve how you create your art, you can also improve your ability to sell art.
I have a couple of concepts you can use to improve your art sales. To set the proper frame of mind, let’s start with this powerful quote from Mahatma Gandhi:
Now, check out these valuable lessons on how to sell more art:
- OFFER BIG
- Never sell thinking about what is in your wallet
What does OFFER BIG mean? Simple. It means whenever you are in a selling opportunity you are in control and as such you can up the ante in a sale scenario.
Being in control means, you are the one who knows what is going on. Your prospect is looking for information and confirmation about purchasing your art from you.
You may not feel in control.
That is pretty natural, but it doesn’t change the facts. To use your control properly, you may need to shake off some of your head trash that is holding you back from
That just means learning tips to calm yourself and to realize the best and worst that can happen in any situation. If you have internalized those parameters, there can be no shocks to what goes on in a sales encounter. Then you can proceed to take control and add to the deal.
Deep breaths, positive thinking, and a determined attitude prevail
You stop your worry and calm yourself by realizing the best that can happen is you make the sale. The worst is you don’t make the sale. Here is where you come in with your calm control. Your prospective buyer can only think of buying what they see. The standard thing is they are thinking about buying one piece of art. That’s because it is how it usually goes.
You change that paradigm by making a BIG OFFER. Get an agreement for the first sale then suggest an add-on to it. Your customer is already in an open-to-buy frame of mind. Does, “Would you like fries with your order?” sound familiar? It should. It is a classic example of suggesting a realistic offer to a customer with an open wallet.
Consistently Asking for the Big Sale Works Is a Key Component of Your Learn How to Sell More Art Skills!
How does that translate to your business? Easy. You need to think about packages you could offer someone. If you are in a retail situation, such as at a show or in your studio, you already know you have an interested buyer. Instead of getting excited about selling one piece of art, why not suggest a suite of images? A commission or a portrait?
Artists Can Make the Art of the Big Offer Work for Them
Let me tell you about my most popular offer! Many of my other collectors love it! Add a second 30″ x 40″ and two 16″ x 20″ giclees and I’ll make you a sweet suite deal. Alternatively, would you prefer to have one large and three smaller images in a package? This multi-piece concept is a wonderful way to make any setting look fantastic!
Help Your Collector Visualize What They Are Getting. Big Offers Get Big Results
Paint a picture for them here. Mentally put the pieces in their home or office “Together, these images in a grouping will complement each other, and will look spectacular in your home or office. The work is something you are bound to enjoy for years” The point is to let them think about how hanging a suite of your images will enrich their home and bring them happiness.
Work on Your Big Offer Until It Comes Naturally to You!
First, figure out your offer. Then practice it until you can make the offer with conviction and confidence, I assure you that you will see a dramatic change in your results by making big offers consistently.
You may be struggling to make the rent, or just working hard to make your second career in the art business profitable. Either way, it’s no sin to be modest and cautious with your money. That said, you have to leave out your own sense of economic well-being and not project what is happening in your life onto your collectors. You can’t accurately presume to know the resources or interest of another.
Never Prejudge What You Think Someone Can Afford to Spend
It is not your job to determine how much they of your art they can afford. When selling your art, to be as efficient as possible, it is your duty as a smart business person to ask for the order and offer big. If you have a problem with offering big because you are shy, uncomfortable or what have you, here is a bit of tough love:
If you want to sell art to the best of your ability, get over what’s holding you back! Don’t be the cause of your problems. Be the solution.
Is your attitude costing you money?
You have to realize you are dealing with intelligent adults who are quite capable of telling you no thank you. However, if you never present the offer, you are guaranteed to not sell art in big orders every time. Most people are not that original in thinking big for themselves. They usually require you to tell them what they want and will respond to creative offers, even big ones.
HINT: After you make the offer, SHUT UP. I don’t care how much time passes. Just smile, be relaxed, casual and wait. If you start talking before they respond, you have effectively taken them off the offer. If they change the subject, you should answer the question, and ask if they liked the offer. Get back on track.
So as the immortal Shakespeare adroitly put it, “Screw your courage to the sticking-place, and we’ll not fail.” He’s telling us through Lady Macbeth to put aside our fears and gather our courage to do the deed. In these times especially, you have to leverage all you have to sell art in the quantities you desire. Employ these basic how to sell more art concepts in your daily business and watch your sales and confidence grow.
- The Art of the Big Offer
- Seven Super Tips for How to Sell More Art
- Selling Art |Seven Costly Mistakes
- Improve Your Art Sales with these Seven Selling Points from Barney’s Day Gig