My artists ask me about how to sell art. How to sell art is a big and complex question that is very difficult to answer in the space of one post.
I can tell you where to start.
And I can give you the short answer to “How do I sell art?” It’s simply this, don’t. What? Yes. Don’t sell.
Start by building rapport and bonding. This is where it can be very helpful to like people and to be naturally curious about them.
Engage your potential collector by asking them questions, then listen. Let them talk. They should do most of the talking. 80%.
You can usually determine quickly if they are actually a prospective collector of if they are just an admirer. Don’t assume. Find out.
Always start the conversation by simply developing rapport. Maybe ask:
How did you hear about this event?
What brought you here?
Are you visiting from out of town?
You know. Make the questions your own and just let the conversation flow naturally.
If you have developed rapport then you can engage your prospect further and determine if they are a prospect.
Why start with bonding and building rapport?
- Because people like to buy from people that they like.
- Rapport eases communication.
- It actually makes the exchange much more pleasurable and rewarding for you and your collector.
If you find a business endeavor daunting the very best solution is to develop or to adopt an effective system, whether it’s marketing systems, financial systems, or sales systems.
I use the Sandler Sales system which breaks the sales cycle into seven sequential steps.
- Bonding & Building Rapport
- Up-Front Contracts
- Uncovering Pain
- Uncovering the Prospect’s Budget
- Identifying the Prospect’s Decision Process
- Post Sell
Look for future posts on the second step, establishing “up front contracts.”