If you’re like most artists the experience of trying to sell your art in person can be extremely uncomfortable. What you may not realize is the potential buyer may also be uncomfortable. So, consider approaching the situation with the intention of trying to be as helpful as possible. You will want to lead the customer to make a decision that is best for them. This article is about how to close the sale with a potential art buyer.
10 Magical Questions to Ask Them
I learned that asking certain questions at the right moment may make all the difference. The purpose is to keep the individual engaged in a conversation about your art and resolve any issues they may be having about buying it. Here are 10 questions to ask. I suggest you keep them on hand and adjust them to fit your needs. Also, add your own.
1. Do you have any questions about this work of art or my art in general?
2. Are you visualizing this piece going in a specific location?
3. What aspects about this work of art appeals to you most?
4. Are you considering buying this for yourself or would it be a gift?
5. Would it help you if I delivered the art to your home and help you hang/place it?
6. Do you want to take a picture of it and send it to your (partner/spouse)?
7. Would you like to see pictures of similar works of mine in homes of some buyers?
8. Would you like to see this painting in a different style frame?
9. Did I mention that I offer installment payment plans?
10. What option is most convenient for you to pay — by cash, check or debit/credit card?
To get more comfortable about selling practice your sales conversations with a friend or relative. It will get easier when you anticipate their concerns and be prepared to answer any questions they may have. I wish you many enjoyable art sales in the future.
You may also want to read how to turn fans into collectors. Read How to Create an Art Patron Plan.
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This was a fabulous help for me, and helped me close a big ticket sale. Thanks for your clarity and insights!
Thanks for telling me to practice sales conversations with a friend so I’ll be more successful in approaching an interested buyer. I’m into contemporary art and I’m thinking of selling my artworks in the future. These tips you provided will certainly be useful once I’m faced with the decision of selling my creation to interested buyers or not.
Fabiola Estupinan says
July 8, 2018 at 9:36
My brother is in a Artist who was born in Colombia, his website is http://www.carlosestupinan.com
We are looking for a Art Agent, is there a way that you may help us.
Than you
Hi Fabiola, Your brother’s art is beautiful. He should add an About the Artist page to his website to include his biography and/or resume/CV and artist’s statement. To answer your question take a look at this article: “The Truth About Fine Art Agents”. For more advice, I’m currently offering consultations to artists living in the U.S. and Canada.
Fabiola
July 10,2018 at 6:55 pm
Hi Mis Phillips,thanks for taking the time to answer my mail, I would like to know how I. can make an appointment with you and how much is the cost .
I really Appreciate your opinion about my brother’s art work.
Hi Fabiola, Simply go to this page and you’ll find out how to schedule a consultation and what the costs are.
Really enjoyed these tips Renee. I’ve used a couple, but now I have more to add to my tool box.
Appreciate your words of wisdom as always.
Thank you Mary. I’m glad you learned a few more tips. If you ever care to share any of your own that aren’t in the article, I’d love to know about them! Wishing you successful selling!
What a lovely thing to say Renee!
Jane, I agree with Renee you certainly don’t need a shill. Please don’t confuse boasting with being confident. I believe buyers prefer to purchase art from confident artists. Money well spent allows the buyer to feel Iike they made an excellent decision. A win win for both artist and collector!
Well said Lisa!
I find that the more I talk about the art itself I am told I light up in a way that makes people even more interested. I love to paint and I hope people smile and feel my love of creating art. If they get an emotional feeling at all with regard to my paintings that is usually when they buy. It touches them somehow.
Well said Darlene! Enthusiasm and passion are contagious. Your art radiates pure light and joy. It makes sense that buyers of your art are excited to bring those qualities into their lives.
Great suggestions Renee! I also ask the client if they would like me to hold the piece for a week and then I follow up with an email . If I know the client, I suggest they take the piece home for a few days. Sometimes a painting may work in several rooms and the opportunity for a sale is then greater 😉
Hi Lisa, What a fantastic idea! I’m sure once they live with your artwork they learn very quickly can’t live without it!
One tactic I used at a couple of shows was to solicit the help of a chatty friend to function as a shill.
She’d stand next to someone who’d be looking at a painting and say something like “I just love this painting, don’t you?” ” I heard the prices are going up soon.” “I’m thinking about buying this one. Are you?” and so forth.
Perhaps a wee bit sleezy but I’m very shy about boosting my own work. Also, with the friend working the room,
I could talk to other people who might be buyers.
Jane, I don’t think you need a shill but having supportive friends and fans there when you’re selling is a great idea. And, at your open studio or exhibition reception having volunteer or paid sales people is something I strongly recommend. In fact, it’s one of my many strategies I offer in “How to Create Successful Art Events”. 🙂