Most artists experience selling their art in person to be extremely uncomfortable. They don’t know what to say to help the customer make a decision. Unfortunately this leads to many lost art sales. I’ve been there and I know the feeling when you’re lost for words. This article is about how to close the sale with a potential art buyer.
10 Questions that Will Lead to… “I’ll Buy It!”
I learned that asking certain questions at the right moment will lead the person to say, “Yes, I’ll buy it!” 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.