An Artist’s Behavior Can Either Sell or Repel
This article is based on an experience I had when I attended an artist’s open studio event. Her artwork is beautiful and she displayed it with care, attention to detail, and good lighting. She had several copies of her price list available. Most of the guests appeared to be very interested in her work. At first glance one would assume that before the event was over she would have made many sales. But, as I overheard her speaking to prospective buyers she reminded me that an artist’s behavior can either sell or repel.
As talented as she is she was turning away buyers. Her words reflected her lack of confidence and obvious discomfort at being in this social situation. She wasn’t making eye contact. She wasn’t fully engaged in her conversations. Her posture was sluggish.
I felt I had to do something to help her. When the opportune moment arrived I asked her if she would like to receive some private art coaching advice in an adjacent room.
In our conversation she confessed that she was so nervous and shy that she wasn’t aware of how she was behaving. So, in a brief pep talk, I encouraged her to view her talent and accomplishments objectively. I suggested how she could alter her conversation and which thoughts and words to avoid. I also encouraged her to stand erect and smile. I reminded her this was a special occasion, people were admiring her work, and she should enjoy every minute.
After our private conversation she returned to her guests feeling more relaxed and confident. The next day she called me to inform me that after our “pep talk” she sold several paintings and had been offered two large commissions.
The Power of Words
Words have power. You have a huge inventory to choose from that will have a profound impact on how others perceive you and respond to you. When your words and body language are in proper alignment the quality of your professional relationships increases.
How to Prepare Yourself for the Event
* Before your event, practice speaking either to a friend or loved one enthusiastically about your art.
* Speak to your reflection in the mirror and notice your words and body language.
* Practice answering different questions you can think of about your art.
* Rehearse how you will react if someone makes a negative comment.
* Decide to be pleasant. Resist the urge to be defensive or negative in response to unpleasant comments.
* Make a written list that describes the best features about your art and memorize it.
* Before you enter the room of your exhibition, adjust your mental attitude to one of confidence and friendliness.
* Wear comfortable and attractive clothing so you can breathe easily and feel relaxed.
* Be mindful of your behavior throughout the entire event.
Words to Avoid When Speaking to Prospective Art Buyers
* This is not my best piece…
* I haven’t sold anything in a while…
* The last commission fell through…
* I quickly created this artwork before the show…
* I have health problems…
* My work was rejected by…
* There are other artists better than me…
* Offer me whatever you can afford to pay…
Empowering Words to Say
* This piece was an important piece in this series because…
* I love creating art because…
* This work of art won an award…
* I’ve been invited to have more exhibitions…
* The XYZ Corp purchased a piece from the collection you’re looking at…
* I’d love to do a commissioned piece for you…
* I’ve been seriously and professionally creating art for several years…
* I’m proud of my art education and graduated with honors…
*This work received a positive review in a magazine…
A Few Final Tips
* Focus on the positive aspects of your life, art and career.
* Speak with confidence.
* Avoid bragging.
* Don’t monopolize the conversation.
* Ask questions to keep the conversation interactive and lively.
You may also want to read
Your Words Have the Power to Sell More Art
How to Close the Sale with a Potential Art Buyer
Are You An Artist Who Suffers from Occasional or Chronic Low Self-Esteem?
How to Craft Your Elevator Speech as an Artist
10 Ideas to Help You Create Successful Art Events
Questions Art Buyers Might Ask Themselves Before They Decide to Buy Your Art
Check Out My Writing Services For Artists
Thank you Renee! Very helpful. I will be re-reading this prior to my exhibition in February!
Have a wonderful evening!
Andrea, Thank you for reading the article and your comment. I’m sure you’ll have a spectacular exhibition. Wishing you bliss and the best of health!
Thanks Renee, so very helpful. A great reminder so as not to become complacent. An off day needs a mental reminder of success and what you love about your calling. Vicki P. Maguire
Thank you Renee – this is such a useful article. It’s not always easy to stay confident (even when we may start out so).
I was a showing artist and an assistant in a gallery for 10 years until “Sandy” got us, but i did learn very early on that one should know when to Stop Talking! I almost reversed a sale at the last minute but I stopped myself quickly when I saw the customer’s face change a little, I told them their choice of painting was wonderful and it was going to a good home! whew…
And a little clever inspiration when a couple couldn’t decide between 2 paintings, he wanted the boat and she wanted the landscape with the man and boy, she said it made her think of him and their son out hunting with the dog. There wasn’t a dog in the painting. There was another couple with them, the gentleman jokingly remarked “too bad there isn’t a dog in the painting” to which I responded “the dog is in the bushes”. Everyone laughed and she got her painting! (I never steered the customer to my work) It can be a tricky business to maneuver.
Donna, thank you very much for sharing your positive experience and clever and delightful reaction to a tricky sales challenge.
Thank you Renee for yet another inspiring and constructive post.
While I was reading it I was reminded that I can be my best ally or my worst enemy, because by being at ease with the way I am and feel I can convey my real essence as an artist and as a person.
I am very grateful for all that you do for us creatives, keep up the excellent work and all the best for the week ahead!
Paola aka Meanmagenta Photography.
Paola, Thank you for your positive feedback and link to your website. My first reaction to your home page is I felt immediately transported to a sate of bliss. Your wonderful writing about your photography reinforces the depth and beauty to the potential buyer. Well done! However, your “New Page” goes to a blank page. I suggest that you add an “About the Artist” page so we can read about you. I’m sure you will, if you haven’t already, sold many photographs to individuals and in the healthcare art market.
Thanks Renee-
Sometimes a little humor might help also. But its important to be proud of your work and to express it.
Elliot, Yes indeed! A good sense of humor and confidence go a long way and from what I’ve observed you have them both in huge quantities 🙂
Thanks, Renee. This is extremely helpful, as I have recently become so much more sensitive to the nuances of what to say or not say, and am in a position to be able to make or break sales. Jill Baratta, MFA, NAWA