Selling art is a numbers game.
Much like painting. You have to paint a number of paintings before you get a good one.
In the last post, we reviewed the first few steps in qualifying a buyer.
1. Build rapport
2. Get an up front agreement
3. Uncover their pain
Assuming that you have a motivated buyer, here are the next steps follow.
4. Determine their budget. No matter how motivated they are they must have the dough. So find out. Ask them, “What is your budget range?” If they already know the price then you can move on to the next step.
5. Confirm that you are dealing with the decision maker. Are they going to make the decision to buy or is there someone else who will be involved in the decision? A partner, a colleague? Ask.
6. Now you have qualified the prospect, ask for the sale. This is an often overlooked step because artists what to avoid rejection. Here are some questions you can ask to move your prospect towards a final decision.
· “Do you feel like you have enough information to make a decision?”
· “I’m ready to get to work if you feel that you are ready to commit. What do you think?”
· “I’ve enjoyed talking to you and I’m ready to draw up the agreement. How about you?”
Don’t skip these steps. If you follow this proven sequence your sales results will improve. Don’t get discouraged. Like all artistic endevors, sales requires practice to improve your skill.
Relax. Build rapport. Ask questions so that you talk less and listen more.