Making art and making money can be an overwhelming endeavor, even for me.
The way I gain focus is to simply focus on one thing at a time.
When I make art I spend an uninterrupted length of time focusing on just that, making art. My phones and computers are turned off.
When I’m in business mode there are many tasks to focus on. Again, I focus on one thing at a time.
The challenge I hear from the artists I coach is, “When it comes to making money from my art how do I know what I should focus on?”
That of course depends.
A good way for me to sort out what my “making money” priorities are is to keep in mind three daily principles.
- Keep the numbers straight
- Focus on the fastest path to cash
- Do daily face time. Relationships = Revenue
1. Keep the numbers straight
If I want to make a profit I have to have accurate real time access to how much money is coming in and how much is going out. I don’t rely on a book keeper to tell me. Learn from my big mistake.
2. Focus on the fastest path to cash
It’s easy for me to get distracted by a new shinny ball of a marketing idea.
Why? Because innovative marketing strategies are very easy for me to invent.
But what matters most often is the effort leading to profit, sooner rather than later.
I could launch a new website or meet with that collector who expressed interest in a commission.
3. Do daily face time. Relationships = Revenue
People buy from people who they know and who they like.
Your interpersonal communication skills are vital to your success.
You can’t sell art in the solitude of your studio or facing your computer monitor.
Don’t trip on whether you are charming and engaging enough.
Just demonstrate a genuine interest in others and really listen to them.
It’s amazing at how many doors open.
Action step: Examine your to-do list. Determine your priorities. Where you need to place your focus right now? Do it today.
Did you enjoy this article?
Congratulations Dan!
That’s one seed. Plant a bunch more to make your garden grow
(Re: “Ain’t No Stoppin’ Us Now”)
Dear Ann:
Okay now this is weird: I heard that song for the first time in, say, thirty-five years, just the other day while working out (perfect for a treadmill, but I’m thinking, that’s the cheesiest song of a pretty cheesy decade!)…so it’s stuck in my head and I can’t wait to get over it…and here it is. THANK YOU. At least, now I can make some use out of it as it keeps cycling for another couple of days.
Really, though, thank you for the encouragement and advice you send out every week.
Regards,
Dan Grove
P.S. Per the direction you encourage your readers to head toward, I have just placed an ad/feature article in an e-magazine that targets one of my markets, pet lovers.This seems much more productive than Wishin’ and Hopin’ (another, much better song from the prior decade). Hopefully I will report back with some solid results. DG
This was SO helpful, Ann! Thank you. I really appreciate the specificity. …especially the “fastest path to cash.”
Thanks Ann! This newsletter was really good this week. Talk to you Monday!
An honest exchange is never a waste of time.
“Expectations not being met” represent the past. What’s done is done.
Don’t let disappointments define your future.
Take hold of the moment.
Move forward in a positive direction.
By taking one small action today, it could change your world.
Expectations not being met is where the shame comes from. Just the mere fact that I’m posting this on your blog instead of just hitting the Pay Now button is the real source of my shame. I’m feeling ashamed that I even “went there” when he asked due to the fact that i am not prepared to answer his questions. Not prepared to open my mouth not even on this blog. Sorry for wasting your time and thanks for the replies.
Marcos,
My guess is that you are feeling shame because some part of you knows that the questions this man is asking you are very valid but you don’t have the answers.
And you don’t have the answers because you don’t have a viable business plan. What you have is an art hobby.
There’s nothing wrong with art as a hobby. That’s where we have to start.
But a hobby does not make money like a business.
I worked well over 40 hours per week in a job a fricken’hated and I had a long horrible commute. Yet I made time to make and sell art before I went full time.
So I don’t really have a lot of tolerance for excuses or whining.
Why? Because it is excuses or whining that leads to shame.
Turn that shame into focused action. Define a SMARTER goal. Get help and get busy!
Making art/making money. It can be done.
Kindly,
Ann
Thank you for the advice Anne. I think letting people make offers and then deciding if it’s acceptable would be a way better solution for me.
Honestly I have not made many sales. My business plan involves starting with small works and gradually introducing larger sizes with higher prices as sales increase.
At first he questioned me about my life and how it was going. Where am I working and how much do I get paid is it at least 40 hours? is there benefits and retirement? The wag of his finger accelerated with each question I answered for him. (he knew all the answers as my dad tells him everything but he still asks). He comments with “well you gotta make that rent”- I’d literally be homeless If I didn’t live In my fathers house and he knows this. Then he asks if i still do that art thing I used to do when I was in college.
Dave Hickey once said “Shame is the worst feeling there is, I mean guilt and regret are a walk in the park when compared to shame.” So shame set in as he comments “well that’s all you have” after showing him 2 new pieces and like 8 older lithographs I made 2 yrs ago when i was in school. It sounded like “oh you get paid min wage at a crappy job, work 40 hrs cant find the time to make more drawings so that you could take pictures of them with your camera phone for instances like this where people want to see your artwork”.
I wouldn’t say he is part of my target audience. I want my target audience to be someone who has bought and hung a piece of art work in their home before (at the very least) Maybe this was all just practice or rehearsal for the coming holiday season. And maybe I just didn’t handle the questions, shame, and disrespect so well. Everyone I know seems interested when things go wrong but impartial if they cant see me scraping the bottom.
Thank you again Anne.
Don’t be discouraged. Be informed.
Selling your art is not about determining “one’s own value.” It’s about determining your unique value proposition and the target market it serves. Very very different.
Not sure why you would give anyone a price other than the price that you “would sell it to him specifically.”
You don’t need to lower your price. You need to determine your price as it relates to a very clear and specific business plan.
How much work have you actually sold? If it is little to none then let people make an offer and decide if it’s acceptable.
“helping me out in return for my forever lasting gratitude.”?
Why are you judging someone so harshly who has expressed interest in you and your work?
Be gracious with prospects.
And just be honest. “I haven’t sold much work so I have not yet established my pricing. Please make me a fair offer and I will consider it. Thank you for your interest.”
Ok so I took what you say about determining one’s own value. A friend of my father recently asked if I had any art for sale. I showed him the 2 pieces had ready and he initially seemed interested. He asked how much so I gave him the price I want for it. Not the price I would sell it to him specifically, but the general price I have determined to sell the piece for. Still he sounds interested, then he asks about the size and I let him know. He immediately withdraws his interest because he was mistaken and thought they looked about 3x larger than in the pic. My question is should i get discouraged by this? Should I have lowered my firm price because he is my dad’s friend? I feel like maybe this was one of those instances where he wanted to show “support for the arts” or because he was helping me out in return for my forever lasting gratitude.
Thanks for the information Ann