Emotion Sells Art and Connections Are Currency

“There is nothing more truly artistic than to love people.” — Vincent van Gogh

The art world is feeling the squeeze.

Despite the challenging market conditions, intrepid artists are not succumbing to the pressure. They are adapting, finding new ways to connect with their audience, and demonstrating their resilience in the face of these challenges. This resilience is not just a survival tactic, but an inspiration for all in the art world.

The artists who are thriving in this market aren’t the ones shouting louder—they’re the ones creating art that evokes profound emotions in their audience. It’s not just about making noise; it’s about making people feel deeply connected to your work.

That’s not just poetry. It’s chemistry.

The Hidden Ingredient Behind Why People Buy Art

When a collector spends $3,000 on a painting, the decision happens long before they pull out their wallet. Specific chemicals in the brain trigger it, influencing emotions and behavior.

You’ve probably felt this reaction yourself—that rush when someone comments, “This made me cry” or “I can’t stop looking at this” on your work. That’s dopamine, the brain’s “reward molecule.” Their reaction triggers excitement and pleasure in you, but it’s fleeting. In our oversaturated world, dopamine-driven decisions are often impulsive and quickly forgotten.

What drives real decisions—especially in uncertain times—is something quieter, deeper, and far more relevant to artists: oxytocin.

Oxytocin, often referred to as the “trust molecule” of the brain, is a powerful force in the art market. It’s released when people feel safe, seen, and emotionally connected. Understanding its role in fostering trust, bonding, and satisfaction can inspire artists to create work that resonates on a deeper level with their audience.

Here’s why such a feeling matters now: When uncertainty increases, so does the emotional threshold for making a purchase. Collectors—especially first-time buyers—aren’t looking to be convinced. They’re looking to feel something real.

What Triggers Oxytocin? (You Already Do Some of It)

Artists often worry that marketing feels inauthentic or overly commercial. But oxytocin thrives in the opposite environment. Here’s what releases it:

Emotional storytelling creates vulnerability, and audiences respond with trust. When you share what inspired your work, you’re not just describing a painting. You’re inviting someone into your world.

Personal gestures make people feel valued. A handwritten thank-you note, a behind-the-scenes studio glimpse, or even a heartfelt Instagram caption can trigger a more profound connection than any polished sales pitch.

Authentic presence matters more than polish. Whether it’s a local pop-up, a quiet Zoom studio visit, or simply showing up consistently, presence builds the trust that leads to purchases.

I experience a range of emotions and chemical reactions when I write something that inspires artists to share their struggles or breakthroughs in the comments. These genuine responses create a deeper connection than any polished marketing message ever could. The same occurs with your art when someone has a strong reaction—when they stop scrolling, lean in closer, or feel compelled to tell you what your work means to them. The individuals you notice are just a small representation of the hundreds or thousands who feel similarly connected to you.

Applying these insights isn’t manipulation. You’re not a high-pressure marketer using every persuasive technique in the book. You’re using your understanding of human nature to make meaningful connections. That’s what sells art. People purchase the entire experience—the artist, the artwork, the story, and the emotions they evoke.

These feelings create collectors, which you and every artist and gallery need, as no one can make time to find a new buyer for every piece sold. Feelings develop connections, and connections create collectors.

Why Prints Make Perfect Sense Right Now

Making connections is a process, not a one-time pitch for an immediate purchase. Fine art is virtually always bought with thoughtful intention. Spontaneous sales happen at shows and occasionally in galleries, but they’re insufficient to sustain most artists.

Connections create bonds that lead to sales, repeat purchases, referrals, and recommendations. This realization is precisely why I updated my “How to Profit from the Art Print Market” guide for its 20th Anniversary, 3rd Edition, and used it to develop Art Print Insider. Prints allow people to start a relationship with your work without the higher financial commitment of an original. They’re the perfect bridge between discovery and deeper investment in your art.

Four Ways to Invite Connection Into Your Art Business Immediately

Here’s how to put this into practice: with these low-tech, low-cost, and high-connection suggestions:

1. Rewrite one artwork description as the story of a specific moment. Take your best-selling piece and describe the exact moment you knew you had to create it. Instead of “This painting explores themes of isolation,” try “I kept walking past this empty swing set on my morning walks, and one day I realized I’d been avoiding painting it because it reminded me of when my kids outgrew the playground.”

2. Record a 30-second voice message to a recent buyer or engaged follower. Simply to express your gratitude. No pitch. Pure appreciation. “Hi [Name], I just wanted to personally thank you for supporting my work. It means more than you know.”

3. Ask your audience a vulnerable question. Establishing a connection is a reciprocal process. Try something like: “Have you ever had a moment when viewing a piece of art stunned you? It’s happened to me in museums and galleries. Upon seeing a picture of ‘Sleeping Muse’ by Constantin Brancusi, I was momentarily stunned and halted. I can only imagine what it would be like to see it in person, but I still remember how I felt. Music and art are meant to evoke that response in us. Have you had such an experience?”

4. Reach out with genuine gratitude when there’s a real connection point. Reference the specific moment you met—”You showed such interest in my landscape series at the gallery opening,” or “I loved our conversation about color at the art fair.” Thank them sincerely: “Your enthusiasm warmed my creative soul.” Then naturally mention what else might interest them: “I thought you’d like to know I have similar pieces available as prints in various sizes, or I also do commissioned work if you’re ever interested.”

Art Is Still Needed—Maybe More Than Ever

In this challenging moment for the art market, it’s essential to remember that your work remains valued. People still need beauty, emotion, and connection, and your art provides these in abundance. Your contribution to the world of art is significant and deeply appreciated.

You can’t manufacture trust—it’s not possible. You can manipulate people, but that leads to distrust. Honoring the deeply human aspects of your work earns you the trust of others, a valuable asset in the art world.

When you bank that trust, the people who are ready to feel something real will find you, and they’ll remember you long after the market noise dies down.

While occasional spontaneous sales are welcome, artists must understand that sustainability requires patience and persistence. Building the bonds and connections that create lasting, rewarding art careers takes time, but those relationships become the foundation of everything that follows. Ultimately, the value of a connection never diminishes.