Since my last post I’ve received questions about the benefits of having a website versus an eCommerce site.

“Why should I have an eCommerce site? Can’t I just have a website to showcase my art?”

So, at the risk of boring some folks, let me just break it down.  Because I too had to learn this lesson.

If you are only interested in showing your work online, then by all means, just have a website.

But if you are interested in selling your work online, in this decade, you need an eCommerce solution.

Let me offer this analogy: what if you walked into a lovely store and you found something that you really wanted to buy.  It spoke to you. It inspired you. You just had to have it.  That’s how art collectors feel when they collect.

But you couldn’t buy it because they just don’t have a cash register in the store.

So a sign might say, call this number.  “Huh?  I don’t want to call that number.  I want to buy this now!  While I’m feeling it.”  Or… “it’s late, I can’t call that number now.”

That’s the kind of obstacle you are throwing your potential online collectors when you show your work on your website.  An art collector’s expectations are the same whether they are online or offline.

Art is most often an impulse buy.  You only have a narrow window to capture these sales.  So don’t make it hard on prospects.

Another online fumble is when an artist proudly displays their work, and yet they mark it as “sold.”

“What?  Why are you showing me this?  Do you want to prove to me that you have sold your art?”

Better to have an archive section for items that are no longer available for sale, because “I’m a collector.  I’m here because I want to know what I can collect from you, not what I can’t.”

eCommerce solutions range drastically in price, quality, and dependability.  But if you get the right solution, and your work is marketable,  it will pay for itself many times over by  generating additional income.

To learn more about the ArtistsWhoTHRIVE eCommerce solution, click here.

Andy Warhol

In 2009, sales on annrea.com grew to 27% of overall sales.  And this percentage is steadily growing.

If I did not have an ecommerce site who knows how many sales I would have missed?!  27%?  Maybe.  Probably more.

What is the difference between an ecommerce site and a website?

An ecommerce contains the functionality that captures payments online, a website does not.  This functionality is called a “shopping cart.”  If you know this, great.  Many don’t.
Why shouldn’t artists just have a website?

A website cannot capture sales.  So if a website is all you have then you could be missing very significant opportunities to increase your revenue.  The question is “Do you want to show your work, or do you want to sell your work?”

Why does an artist need an ecommerce solution?

Working as an artist is an ambitious endeavor. Selling art online simply makes it easier.

Online sales are the easiest sales because you:

1. keep all the money
2. don’t even have to be present or awake to receive orders
3. orders  can come from all over the world day and night
4. And you can process and ship these orders from the convenience of your home or studio when you choose.

More and more sales are shifting online.  The Internet gives artists, in particular, a distinct advantage to reach an exponentially larger audience than they ever could have before by just exhibiting in galleries or at shows.

You can be at an art fair or an exhibition and sell the art that you don’t even have on display by using your smart phone or iPad.  I’ve sold two original oil paintings on my new iPad in less than 60 days.  Needless to say it’s paid for itself already, many times over.

What is so important about the design format of an artist’s ecommerce site?

Selling art is purely visual commerce. Extreme care and consideration must go into the design.

Too many artist’s sites are poorly designed and these poor aesthetics detract from the artwork. It’s like going to a fine restaurant only to be presented with a beautiful meal but on a dirty plate.

Will I be inundated with online orders?

Not likely. Having an ecommerce site alone will not ensure sales.  It must be designed professionally and you have to have a basic online marketing plan. Online sales require some investment in time and resources as do offline sales. But you will find that traditional marketing efforts will drive online sales and some online prospects will want to see your work in person and meet you. Once you have an eCommerce site, your list of contacts will immediately have the convenience of buying from you directly online.  Over time you will attract new customers from all over the country and/or from all over the world, day or night.
With easier and increased sales there is more time to create.

Click here to learn more about the turn key ecommerce site available through ArtistsWhoTHRIVE.

About three years ago, the director of the UC Berkeley career center read a profile of me written by the business editor of the San Francisco Chronicle and invited me to be part of a panel discussion for recent art degree graduates and alumni. Once again I encountered such strangely conflicting opinions about the commerce of fine art, just really weird biases and stupid and tedious stereotypes.

The panel was composed of a successful print maker, a painter, a tenured UC Berkeley art professor of painting, me, and someone else.  When the moderator came to the professor to ask his esteemed opinion on the matter of making a living as a fine artist, his general very long-winded response was to “just make art and do not worry about money.”

To my delight, my print making co-panelist dropped an f-bomb and said “F*! that, people are buying art”.  “You said it sister!” I replied.  And easy for you to say Mr. Tenured professor, who’ll never be fired, even though his instruction is completely irresponsible garbage.  “Don’t worry about it?!” So should they not worry about food or shelter either? Good grief!  The ones who seem to be less concerned with money are usually the ones who have plenty of it or who know that ultimately they have a financial back up. Go figure.

I heard this strange disdain for the commerce of art just last week.  I was interviewing marketing consultants to help me craft a new marketing piece and I was met with “you seem to be much more interested in the marketing of art than the making of art.”  “Ah, nooo. I’m very interested in the making of art, but if I want to keep doing that I have to market it.  And ah, aren’t you a marketing consultant?”  I didn’t hire him.

What the heck is this twisted and hypocritical conflict about money and art?  Musicians seem to suffer less from this. Why is that?

Please! Making art and well-being requires money. So let’s make more money!

Many people have suggested that I represent other artists.  People do always seem to have suggestions for artists, invited or not.  But I’m quite occupied representing my own work, first of all.  Secondly, my rallying call to artists is “Don’t look for representation, look for collectors!”

And this is because my mission is to empower artists so that they have full creative control and so that they keep more or all of the money they earn.

Now I’m not against working with reputable art galleries and or art consultants.  But I am asserting that artists are in a better position to work with them when they have built their own platforms and have cultivated a following.

Artists make more money and have more satisfaction when they work with collectors directly.  If you manage it right.  People want to know the artist and learn the story behind the creation.  It offers collectors a much more meaningful experience, and that is valuable.

So I’d rather share my hard earned art business lessons and resources and help artists avoid the pot holes that I’ve stepped in and teach artists to fish for themselves.

If artists just don’t want to do this, then I obviously can’t help.  But I’m finding that more and more artists and craftspeople, even those who have earned their livings through the traditional routes of art galleries and shows, are really ready for a change.  The galleries are not doing as well and artists are tired of being on the road.

There’s no magic pill to success in any business but people are buying art.  So if you’re creating art of quality and interest, take heart and take charge.  Represent yourself and find your collectors.

This landscape painting is by John Signer Sargent, an American painter who celebrated the British aristocracy.  He knew his tribe and he was rewarded by earning over a million dollars in the 18th century.

Of course you know that the tile of this domain is ArtistsWhoTHRIVE and the subtitle, “a community of entrepreneurial creatives.”  Yes.  We are talking about capitalism for creatives.

So if you are an artist who thinks that there’s any virtue in poverty, then you’re in the wrong place.  This all too common and twisted belief is simply just a cop out that too many artists can lean on.  And it feeds a negative and disrespectful cultural sterotype of the “starving artist”.

I say take responsibility for building your success and then you’ll thrive and be in a better position to be your brother’s keeper.

A lot of people, I’m not just picking on a few artists, have highly charged negative and fearful emotions around money and commerce.  They equate money with dishonesty, control, and power.  Money is neutral, it’s just a tool.  Like a hammer you can build something with it or knock someone in the head.

I don’t have the patience, or a license, to council ever-suffering or bitter artists.  And that’s not why I founded ArtistsWhoTHRIVE.  Note the word THRIVE in all caps.  And this is why I maintain a no whining policy.  If you think you must suffer, have at it.  Just please don’t bore me or this community with it because I won’t feed the negative energy or post your comments.

If you have something constructive to say or a real question, then please, do tell.

Now I don’t want to give the impression that I have no compassion because I have suffered in my lifetime. And I’ve helped others who are genuinely suffering when I worked at a shelter for abused women and children and for disaster relief.

The point is, there’s good news!  We are in the midst of a cultural and economic revolution.  The scarcity model of artist representation is dissolving before our eyes with the power of the Internet fueling it.  We see this clearly in the music industry.  American Idol celebrates the old scarcity model that represents only a tiny fraction of formulaic talent.  But the Internet has given us the freedom to fully express ourselves and to reach those who are like us and who want to buy from us.

Do you want to get paid well for doing what you love?  Then you’re going to have to learn, just like I’ve had to. And those who whine less get more done. And in my case, drink more good wine.

ArtistsWhoTHRIVE Seminar

The ArtistsWhoTHRIVE seminar that I delivered last Tuesday earned record attendance and reviews, according to the directors of the Small Business Development Center of Alameda County.

The room was absolutely packed with an eager audience of over 130 creative people, all looking for ways to offer their creative talents in ways that will support them economically and creatively.

As promised, we completed three mini marketing makeovers that included:

1. a painter whose passion is painting drag queens

2. an illustrator of who loves botanicals

3. and a spiritual painter who meditates and then paints the color energy of her subjects

Does it sound impossible to identify a viable market for these three artists?  It’s not! During our live “blue sky” session, these artists, and the entire audience, clearly described their market, who I refer to as a “tribe”, ways to celebrate the tribal culture and serve their tribe, and where their tribe might be found.

The economic health of a city is closely tied to its cultural capital.  As local artists thrive so does the community.  Think of most famous destinations and you think of the art.

There are many economic studies that prove this assertion. Read this New York Times article about a business development program in New York City for artists:

“The city’s cultural sector “attracts very, very creative people who have incredible ideas, but they don’t always know how to turn their ideas into financial sustainable entities,” said Seth W. Pinsky, president of the New York City Economic Development Corporation.

His agency is spending $50,000 on this program and a similar one being run by the Lower Manhattan Cultural Council, with Creative Capital.   Read more….

Here are a few of the messages I’ve received and that I’d like to share, with permission.

And they are still coming!

“Thank YOU so much.  It was the best workshop I’ve been to.   Honestly, yesterday changed my life.”

-Mary Lonergan

“Your seminar was just AWESOME!  I learned so much, and got so much inspiration.” -  Lisa Baker

“Thank you for the great information you gave at your seminar! It really got me motivated.” - Nat Jackson

“I enjoyed the seminar. I made an Action Plan of notes I took during class. I was tickled at how many people in the room are having some of the same struggles. Why are some of us conditioned to believe a struggling artist is the thing to be?” -D. Jean Collins

“Thank you for your wonderful presentation yesterday. I learned new things and enjoyed your lively interaction with us. I am inspired to take action.” – Pauline C. Nishi

“I can’t begin to express how much it all meant to me. Within the hour after I left, I was telling my friends about you. I will be waiting patiently anticipating the weekly newsletter.” – James Walker

“It was a relief to have someone talk about making a living as an artist instead of wringing their hands about how to pay the rent.” - Susan Troy

My thanks to the seminar sponsors:

• The United States Small Business Administration

• The Small Business Development Center of Alameda County

• The Peralta Community College District

• The Berkeley Public Library

Sponsor an ArtistsWhoTHRIVE seminar for your Artist Group or Organization

Seminars are generally three hours with a break but they can be shaped to fit your audience.

By using an existing a cross promotional program, an ArtistsWhoTHRIVE seminar can also generate additional revenue for your group or organization.

"Bambi's First Year" Thomas Kinkade

Thomas Kinkade, I loath, and I used to actually admire him.  Artistically, an average professional painter.  Entrepreneurially, ground breaking.  But in my never to be humble opinion, he had it comin‘!.

Let’s start with what I admired.  He clearly defined his market, conservative Christians, and he “delivered” (no pun intended) a unique value proposition, and in a way that they would appreciate.  How?  This particular physiographic is quite literal.  So Thomas Kinkade scattered lots of graphic symbols throughout his paintings to celebrate this group’s values. Little hearts signify the sanctity of marriage and the “Painter of Light”, a not so subtle reference to the light of Christ, used an over abundance of artistic devices to convey light.  The result.  Saccharine sweet paintings that make my teeth hurt.

Where it all went wrong was that he also leveraged the general ignorance of this market.  A market that is not typically a group educated in arts and culture.  By saturating the market with “limited edition” prints of 250,000, or more, he was out of integrity.  In the state of California, Mr. Kinkade’s domicile, only 250 prints are considered “limited”, legally.

His genius? He used the franchise model to build his empire, a la eMyth’s approach to building a business.  That’s right, all those Thomas Kinkade galleries that you see closing are franchises, like McDonalds.  But many of these franchise owners sued him, forcing the company to delist from the New York Stock exchange.

Imagine.  An artist with a company listed on the New York Stock exchange.  I had to know more.  So I actually interviewed one of his CPAs and he shared the basic mechanics and history of Thomas Kinkade’s empire. Horrified and fascinated, I thought, “What if I learned from his success but I applied these lessons in a way that I’m proud of and with integrity?”  Isn’t that what Jesus would do?

Recently an arbitrator awarded franchise owners a $2.1 million judgment.  And on Friday, the “Painter of Light” was arrested and jailed in Monterey  for driving while under the influence.  We’re reminded again that integrity is the cornerstone to any lasting and prosperous enterprise, whether its oil and gas, banking, or art.

San Francisco based Artist and CEO Ann Rea

Listen to Artist Ann Rea’s Interview

Click here to listen >>

About Artist and CEO Ann Rea

by Melissa Dinwiddie

Ann went to art school, but abandoned her art career and didn’t paint or draw for over seven years while working a variety of jobs in tech, investing and disaster relief. An encounter with two stage IV breast cancer survivors finally made her realize that life is too short to avoid pursuing her dream.

In late 2004 Ann moved to San Francisco to paint full time, and within one year she’d created a profitable business from her art. (So much for the “starving artist” myth.) A profile in Fortune Magazine refers to Ann as “the practical painter,” and Jonathan Fields writes about her blue ocean business strategy in his book, Career Renegade.

As her art career flourished, other artists started asking Ann for coaching. She now has an artist business coaching and consulting practice and works one-on-one with a a select number of artists in all media across the globe. She started an online community, ArtistsWhoTHRIVE, in order to reach a broader audience and attract other thriving artists to possibly profile in a future book.

Ann’s intention with ArtistsWhoTHRIVE is to cultivate a positive and productive online global community of thriving artists and to provide guidance through a series of Q&A posts. (Yes, your questions are welcome, but be advised, ArtistsWhoTHRIVE is a whining-free zone!)

Here is Ann’s first draft of The Artists Who Thrive manifesto:

• We believe that we have shaped our artistic voice and that we have something to say.
• We believe we offer creative expression that adds value to the world and therefore the marketplace.
• We believe that we are creating and growing a business.
• We articulate our unique selling proposition to our defined market.
• We believe that we will not be discovered but our value can if we promote it.
• We believe that the traditional model of artist representation is too often broken so we represent ourselves using effective strategic marketing.
• We believe in getting a nice piece of the pie in the art market.
• We are confident and optimistic that we are in control of our destiny.
• We know that in the new economy “the right brainers will rule the world.”*

* “A Whole New Mind” by Daniel Pink

San Francisco based Artist Ann Rea, CEO of Ann Rea, Inc.

I still get this question.  The paintings that I paint are the paintings that I want to paint.  I can’t even imagine having it any other way and calling myself an artist.  Otherwise I would call myself an illustrator.  Who I have a great deal of respect for, by the way.

Now I am very mindful that if I want to exchange my creations for payment then I have to add value beyond selfish self-expression.  I’m not criticizing self-expression as selfish. I’m just saying that as an artist, interested in building a strong business and brand, clearly I have to think beyond me.

This Friday I was at a reception at an incredible contemporary estate in Napa Valley.  And ironically it was two “artists” who asked this question. “What other work do you do?  You know, for yourself?”
One a photographer and her husband, a sculptor, a retired physician.  So I’m assuming that their monetary concerns have been different from my own and that has shaped their perspective.

A former art director,  along with another guest, then asked if this was what I did “full time?” Another asked “Ann, are you here to show your work?”  “Actually, I’m here to develop a strategic partnership with the host.” I responded.

I can’t pretend that I’m not irked by these questions.  I’m a serious full time artist and entrepreneur.  Imagine that!  Is that not obvious?  Or are the stereotypes about artists just too strong for this to be as plain as the nose on your face?

But I accept the perspective of these relatively affluent people who, like many, see art making as an indulgence, maybe a career, and a business, “oh really?”

In my experience I’ve observed two distinct camps.  Those interested in art and music making in exchange for money and those that don’t believe this should happen or have enough confidence and skill to make that exchange.  Guess which camp I belong to?

I know that my brother, the former Dean of a business school, did not take my venture very seriously until my business was profiled by Fortune magazine.  Then suddenly I was a teaching moment, an example of how to live your passion and earn a living.

It’s not only possible, but given the opportunity, I believe that it’s our obligation to live our lives to the fullest, to be fully self expressed, and to provide value so that we can earn as much money as possible doing it.  Then we are in a better position to live a prosperous, healthy, and responsible life. And then to give back.

I’m writing this post in response to an artist’s post in Florida.

Artists need legal contracts more than most business owners.  Why?  Because artists get taken advantage of more than most business owners. And because many artists don’t consider themselves business owners so they allow themselves to be taken advantage of.  Notice I said “many”, not all artists.

One obstacle for many artists is that legal advice is expensive and they don’t know where to start to draft the legal agreements that they need. Nolo Press publishes a book called “Your Crafts Business” and it include basic advice and sample agreements. This is a good place to start but it is by no means the be all and end all.

You must know your terms before you ever engage another in business.  In fairness to them and to you.  For example, do you accept commissions?  Does your patron have to pay up front?  What happens if they write you a bad check?  What happens if they think they own the copyright and they start printing your image on cheap tee shirts without your permission, or worse yet, without paying you?

Think of all the possible scenarios.  Start with a sample agreement in “Your Crafts Business” and then list all the things that could go wrong.  Plan like your getting married but also plan what you will do if you need to get a divorce.

Why?  Because written agreements preserve relationships.  They confirm each party’s understanding.  Agreements around art are highly charged if they are not defined in writing because the product is so personal for both parties.

Once you have an agreement drafted you must have it reviewed by a business attorney, not a real estate attorney or a family law attorney, or a friend who happens to be an attorney. You don’t want to wear out your friendships or be consulting with an attorney outside their area of expertise. The law is too vast and you need the benefit of specific expertise in each area of law.

I use affordable Pre-Paid Legal services to review all of my business contracts.  One of their copyright attorneys even coached me through a small claims court case that I filed because of my previous client’s copyright infringement.  I won.  And guess what?  The client kept infringing!  So I sued again and I won again.  The second time, I think she got the message.  I also received a nice settlement, twice.  So the low monthly fee I’ve paid to Pre-Paid Legal has already been returned to me many times over.

In the interest of full transparency, PrePaid Legal is a multi-level marketing product.  So when I was first presented with the service I cringed.  However, it has been of such great value to me that I’m now an agent.   I’m not planning on getting rich off of my ity bity Pre-Paid Legal sales commissions. But as an agent I’m in a better position to advise artists on the plans that fit them best.  And I know I’m going to save several artists some serious grief and arm them with a vital tool they’ll need to success.

Click here to learn more and email my assistant Amy at amy@annrea.com, if you would like me to recommend a plan to you and or enroll you.