What would you say were the 5 biggest changes you made to your thinking that increased your sales?
signed; A friend from Maine
Thanks for the great questions. Well lets see............................
First off I don't do most of my own sales anymore, I work through dealers. But I still do some. when I had my own gallery I did a lot of sales. I don't claim to be terribly good at it, I have known some people who are and I can see the difference. But I have sold a lot of art. Here are (with bullets no less) five ideas that increased my sales.
- It is a mistake to judge other peoples ability to afford things based on your own. OK, you can't afford a 15,000 dollar painting, but it would be a big mistake to assume that the person with whom you are dealing can't. When you set prices, don't take into consideration your own ability to pay for things. Price is relative and there are people who have the money and the willingness to buy fine, carefully crafted art and spend enough on it to provide a good living for its creator.
- Don't give em a reason not to buy it. Don't tell people everything about a piece. You may eventually tell them something that will kill the sale. "Oh! we thought it was a catboat, we don't collect paintings of Rhodes 19's!"...........
- Greet everyone who comes in your shop warmly, everyone. I used to say " Hi I'm Stapleton, I made all of these paintings. If you have any questions will you let me know?" For a while I shook everybodies hand and thanked them for coming in. It was great and I know it helped sales but I painted in the back of the studio and I couldn't keep stopping and starting my painting. But if you want to have people loving the experience, try that for a while. Probably works in Sweden too.
- Interview people " Do you collect?' "have you got a place in your home for a painting of that size?" Why do you like that painting? rather than the other one you looked at first?" If it cost 7000.00 would that be a problem? What is your home like? is it formal? Do you have antiques? I also never do alternative events closes, like "Well Mr. Gerbilknickers would you like me to wrap that up for you? or would you like me to ship it to your home?" Those are cheesy. They also make people feel forced or cornered.
- The most common feeling people have in an art gallery is frightened. Light up the corners and keep it neat and clean. Don't be intimidating and don't pressure people. If you are tall like a giraffe, sit down after greeting them. Don't flash the names of artists at them they have never learned and
I checked it out by the way, and you can get the "Lead the Field" on your Ipod for 9.99. Thats an unbelievable deal. I am going to load one up and I already own the tapes. Thanks, Todd for that!