Once I had an opportunity to run my own gallery (prime location in Santa Barbara, CA.) A man came into the gallery and said he wanted to buy one of my larger paintings. Needless to say, I was very pleased to chat with him.

He said, “I’ve never bought art before, but I’ve negotiated and purchased a number of collectable automobiles.” Then he asked if the prices were negotiable. I said yes. He offered about 70% of the asking price. I was so anxious to make the sale, I said “Sure.” He made some excuse about needing to “think about it.” I never saw him again.

It was a valuable (and painful) lesson that I learned. by undercutting myself, I didn’t give him respect as a collector or negotiator and I didn’t give my artwork or myself respect. I won’t do that again.

But art consultants who work with a number of different artists have told me that the artists who do not discount tend to sell much more.

I will do introductory pricings, limited time deals, and also offer premium services. Mostly though, I feel out a developing connection, going with my gut on whether the buyer will balk at my “regular price” and deciding how to make them feel good about buying my art.

Remember, people remember how you made them feel. Art is not a commodity.

Peace,
@vinylart