Create New Opportunities to Sell More Art

Opportunities to sell more artAre you open to opportunities to sell more art?

If you want to create the success you desire and your art deserves, you have to be on the lookout for new opportunities to sell more art. It comes with the territory.

Are You Struggling with Finding Customers?

The lifeblood of any business is customers. They are what make the difference between a hobby and a business. Whether you are a dentist, a plumber, a hairdresser, or an artist, you share a common problem. How do I find enough customers to grow my business? If you want to keep the doors open, you must have customers.

You Are Not Alone.

Both big and small businesses have to work at finding and keeping customers. Often, how well you market your business is the difference between success, failure, and mediocrity. It’s not just marketing, in your case, you need to make art that people want to buy.

Art Career Success Goes in This Order:

  • Learn how to become proficient at making art.
  • Learn how to make art that people want to buy.
  • Learn how to ramp up your art creation production capabilities.
  • Learn how to market your art to create a steady stream of potential buyers for it.

The Visual Artist’s Advantage.

It’s agreed. Every business needs customers. What is cool about the art business is you need fewer buyers to make a successful career than other professions and other arts related businesses. For most artists, a few hundred collectors can make their art career insanely successful. Most other businesses need thousands, even tens of thousands, to get the success they want.

Depending on the type of art you make, your age, how long it takes to complete a finished piece, you might make between 500 and 3,000 originals in a lifetime. It’s estimated the average visual artist makes 1,000 artworks in a career. That’s 33 pieces annually for 30 years.

The Path Is through the Math.

When you consider the average above, you will probably agree my range of 500 – 3,000 works is on target. If you then apply the logic that a few hundred collectors can make an art career, from a numbers perspective, it makes sense. A collector being a person who appreciates art and artists will likely buy three or more pieces from an artist.

The 100 Collector Theory.

Homegrown

We are talking generalities here because your mileage may vary. Do the math on your career production numbers and come to your own optimal Collector Theory figure. Going on average, I believe an artist who makes 1,000 pieces in a career and who also develops 100 direct buying collectors can lock in his or her success.

It’s not difficult to believe that those 100 collectors will purchase three or more pieces from you over time. Some will be for personal use, perhaps some for gifts. I further contend that some will be influential in your career in ways you could not have planned for or imagined. Here is a quote that eloquently states what I mean about unexpected outcomes from collectors:

“Until one is committed, there is a hesitancy, the chance to draw back; always ineffectiveness. Concerning all acts of initiative (and creation) there is one elementary truth, the ignorance of which kills countless ideas and splendid plans: that the moment one definitely commits oneself, then providence moves too. All sorts of things occur to help one that would not otherwise have occurred. A whole stream of events issues from the decision, raising in one’s favor all manner of unforeseen incidents and meetings and material assistance, which no man would have dreamed would come his way.

I have learned a deep respect for one of Goethe’s couplets:

‘Whatever you can do, or dream you can, begin it! Boldness has genius, magic, and power in it.’” – W.H. Murray

Taking Action Makes Good Things Happen.

What Murray is saying is that committing yourself to action makes things happen that you could not have predicted. Most the artists I know that are not getting the respect, recognition and reward they want are not taking enough action, or they are not acting enough on the right things. As I said above, “The Path Is through the Math.” In a business that hugely depends on emotional sales made with discretionary income, you have to have enough eyeballs on the art to make sales steadily.

The 100 Collector Theory Applied.

Last year, Christine Montague contacted me. She is a successful Canadian artist who is familiar with my work and my 100 Collector Theory. Christine kindly took the time to write me with an email about the theory. The subject line was “Some Canadian Art Statistics That May Relate to Your 100 Collectors Theory.” You can imagine, I was eager to read what she had to say. Here is a verbatim copy of her message:

I am a Canadian artist who, thanks to the internet, has often been able to hear you speak or read your art biz articles. I am an artist who sells my work. I have owned an artist studio in an arts destination and belong to leading art boards. I am a person who sincerely believes in the value visual art contributes to joy and community, I often read items relating to such art issues. Just for your files, I thought you might be interested in the info below. 

 In Ontario, Canada, there is a company called the www.HillStrategies.com , a research firm that is often commissioned to fact find on the state of culture here for Canada Arts Council, etc. In a recent notification, if one goes to page 33 of http://www.arts.on.ca/assetfactory.aspx?did=7228 it looks at who actually buys art in Canada. One will see 36% buy art once a year (approx.) and 59% never do. That doesn’t leave a lot of buyers in our small population. Then add in those who participate in the arts, it seems it always about the top 10 % who do about 80% of the activity. I find this fits well with the theory of find and cultivate that base of 100 customers, and there will be an art income. 

Hill Strategies has also found in Canada, those who label themselves “visual artists” has more than doubled since the early 2000’s. So even more important to carve out a unique identity and establish oneself online. 

 Anyhow, thank you for all the terrific info I have gleaned from your experience. 

 Regards,

Christine Montague
christinemontague.com

(Many thanks to Christine for sharing this valuable, insightful information.)

 The Next Steps.

It’s always easier to comprehend doing something than doing it. I can visualize taking on Black Diamond ski runs, but I’m not in shape to take them on safely now. The good thing is I have committed to hitting the slopes in Tahoe in 2016 with enough vim, vigor and technique to ski some Blacks. It is a powerful motivation for me to join a fitness club and stay with a diet and exercise regimen that will allow me to fulfill that vision.

You may have some ideas what you need to do with your career to get it revved up where sales pop out of the pipeline on a regular basis. Or, you may be floundering with indecision or inaction. If you are, you don’t need to feel bad, you just need a plan and commitment to do something about it.

Are You Stuck?

If what you have been doing is not working, or you just aren’t doing enough, you need to make changes. You have to commit to putting together a system that consistently gets your message in front of your best prospects. It’s as simple as that and as hard as that. We all know if it were easy you and everybody else would already be doing it.

Odds are you are doing some things right, and some not so well. There are bigger odds that there are things you could and should be doing, but you’re not. Here again, you are not alone. What I just described is a common malady among artists and small businesses of all kinds.

I’m going out on a limb with a wild guess to say the prime reason most businesses fail is because they don’t have enough customers. Maybe being underfunded kept them from doing the proper marketing to get the customers, but not having them is what drove the business under.

There Is Good News for Artists.

Just as artists have an advantage in that they require a relatively small number of collectors to build a successful career, they have other benefits as well. Artists have access to the same tools as all other businesses, and if they use them efficiently, they can have a greater advantage at lower costs than other companies.

The bottom line is it takes less effort and fewer dollars to round up a few hundred customers as opposed to 10,000 customers. Further, you can utilize most of the marketing tools you need to succeed at a very low cost.

Your Cost to Compete for Customers is Low!

Very efficient techniques such as doing research to identify your best prospects only require your time. Networking to reach out to those prospects whether personally in your local, warm market, or through strategic associations in online communities are also primarily at the cost of your time.

Digital marketing tools such as websites, blogs, email marketing and social media have costs, but they are inexpensive and scalable so you don’t pay for more than you need. Other traditional tools including publicity and press releases are low cost or free. Direct mail and advertising can be pricey by comparison, but neither are necessary to get the ball rolling towards a successful career. When cash flow allows it, you may want to layer in the appropriate use of them.

It’s All about the Touch.

In marketing terms, when you send a message to a potential buyer, it is a touch. An email, a social media post, a press release, a postcard, an introduction, a referral, a phone call are types of “touches” you can make on your prospect list. When you have a product customers will buy when you show it to enough of them, it comes down to “touching” them with enough frequency and variety to move them through the AIDA continuum.

Attention – Interest – Desire – Action

Every buyer, whether on an impulse, spontaneous buy, or a carefully considered purchase months or years later, passes through these steps. Since you can’t be there at every step, you have to have a marketing system that does the job for you. Your marketing is much more powerful when it is delivered as a branded message. Branding is consistency in message, logo, color schemes and business profile.

You are a brand. Agreed, you are not an iconic brand like Nike, Apple or Lexus, but you nevertheless are a brand. By realizing this and acting on it, you can strengthen your marketing and give it impact and apply the repeated, focused touches that helps you keep your buyer’s interest keen. That is all you are trying to do with your marketing – make a dent in your prospect’s consciousness and move them from attention to interest to desire and finally, action.

The Tools, Tips, and Techniques Are Out There.

Everything is a remix. It’s all been said and done. When you realize we all come from only 180 chromosomes or that all the music we love to listen to comes from a twelve-tone musical scale, it’s true everything you need to use is at your disposal. Someone has already figured out how to do it. Your job is to take what’s there to create new opportunities to sell more art.

The amount of very useful and free information on the subject or art marketing is staggering. For instance, Art Print Issues has more than 600 posts with a rough estimate of 750,000 words packed into it, which is the equivalent of more than eight 300-page books. Additionally, there are dozens of art marketing coaches, gurus, and experts who are also offering lots of free advice.

What You Need to Create Opportunities to Sell More Art Is Already There for You.

Some of you may want to start using the abbreviated outline presented for art career success in this post. You’ll just need to plug in the right tools and techniques, make suitable plans and meaningful projects subdivided into easy to accomplish tasks, and you can create your successful career. If this is you, I have three words for you. “Go for it!”

What Are Your Alternatives?

If you want help to get unstuck, and how to take control of your career to create lasting success, you have two options from me.

Get the Book and Do-It-Yourself.

The first option is purchase my Guerrilla Marketing for Artists: How 100 Collectors Can Bulletproof Your Art Career. It’s available on Kindle for $9.99. The book provides fine details designed to help you set your goals, identify your best prospects, set up a marketing plan that makes sense for your skills and budget. It goes on to show you how to put it all the marketing ideas, tools and techniques in a cohesive, rolling 12-month marketing plan. The book is written to help you decide what actions you need to take, and how to map out an effective plan to get them done.

Join the 8- Steps to Art Marketing Mastery Workshop Group with Lifetime Access

Your other option from me is to get into my online, self-paced marketing workshop. Last December, I launched the Art Marketing Mastery Workshop with a series of five 90+-minute webinars chock full of intensive art marketing information. Since then, dozens of artists from around the globe have joined.

You get all the same benefits as the original participants:

  • Lifetime access to all the webinar recordings.
  • Instant right to use to all the reports, summaries, links, worksheets and other resources in the Resources Library.
  • Membership in the private Art Marketing Mastery Workshop Facebook group.
  • A 30-minute one-on-one consultation with me.
  • A copy of my Guerrilla Marketing for Artists: How 100 Collectors Can Bulletproof Your Career.
  • Free bonus copies of my Zen of Selling Art and How to Price Digital Fine Art Prints e-books.
  • All new and improved bonus material will be added to your membership package as it comes along.

You Get Lifetime Access to the Current Material and New Course Material Coming in March.

I recently announced to the existing workshop members my plans to redo this course. While the initial five 90+minute webinars are informative and full of useful information, action-oriented ideas and practical solutions to helping artists achieve success, in retrospect, I believe there is a better way to present the information.

Since for many artists, attending the live webinars was not always possible, it makes offering them as live events less important. Being able to ask questions in the Facebook group solves the problem of missing the live presentations. Fortunately, all members enjoy lifetime access to the recorded webinars.

The total amount of listening time to the five webinars is 8.5 hours. It amounts to a tremendous quantity of information packed into each of the webinars. I have concluded offering the information in more bite-size sessions is a better way to present the material.

I am currently in the process of breaking down those five webinars into 30 or more mini-sessions. Each will only run about 15 -20 minutes. They will focus intently on a single topic such as email marketing, networking, Facebook advertising, customer hunting and so forth.

The benefit to you as a member is you can watch the items of interest you want to revisit without having to search through a 90+ minute webinar. It will make creating support worksheets, PDFs, and other documents easier to manage for artists and me as the developer. I envision a much more robust and rich experience for you as a result.

Join Now and Save!

If you decide to join the Art Marketing Mastery Workshop now, you will get immediate access to all the material in the course. You will join the private Facebook where members find lots of ideas, information and help on a daily basis. Plus, you will get access to all the new, shorter topic specific mini-course videos. In essence, you get the best of both versions, old and new.

The price is increasing for new members who join the revised Art Marketing Mastery mini-courses afer this special offer expires. The membership price will rise to $297. As an early adapter, you will enjoy more benefits and SAVE $100.

Register Now and Get All the Benefits Included.

When the new program rolls out in March, some of the items included now, such as the free 30-minute consultation, and copies of my books and e-books will only be available as add-ons to the membership. That gives you even more value and savings as an incentive to join now. Act now to take advantage of this limited time offer. It expires on March 10.

Commit to your career! Join my 8-Steps to Art Marketing Mastery program today.

Saving Money Is Great. Taking Positive Steps to Boost Your Career Is Priceless!

CLICK HERE to register and save today.

Cant’ Decide — Need More Information?

Free Art Marketing Mastery WebinarGO HERE to watch a free 90-minute webinar on how you can use the 8-Steps to Art Marketing Mastery to build your art career.

The webinar will to take you through each of the eight steps to put you on the path to making your art career insanely successful. You CAN gain control of your career and your marketing.

You make unique art and have have unique goals that matter to you in your art career. Learn to use the art marketing tools and techniques best suited to your capabilities and resources


 

 

Some links in the post may be “affiliate links.” This means if you click on the link and purchase the item, we will receive an affiliate commission. Regardless, we only recommend products or services we believe will add value to our readers.

Discover How Framed Art Will Make You More Money

Framed art enhances most art.

framed art sells more art

You will sell more art to direct buying collectors with framed art.

If you are selling direct to collectors, you should offer framed art for many reasons.  (See my book Guerrilla Marketing for Artists: How 100 Collectors Can Bulletproof Your Career to learn how and why selling direct to competitors is important.) You kill sales if you don’t show and ship your art as a finished ready-to-hang piece.

Leaving it up to the art buyer to have to go the effort and expense of finding a framer, selecting suitable framing is usually a bad idea. Your odds of making a sale get dramatically reduced when your buyer has to factor in the expense and often frustrating and exhaustive chore of selecting the right frame.

If you work with galleries you know most require framed, ready-to-hang art.

Although generally true, depending on your work, this may not be accurate. Some galleries want to do the framing, but not many. Some will have your work framed locally at your expense.

One of the galleries where I worked did lots of custom framing for the interior design and ordinary buyers. With hundreds of choices to start, just getting down to a few corner samples that seemed most appropriate was a time-consuming task. With indecisive customers, it was worse. There were times when they would leave a piece with us to come back another day to work on the frame…YIKES!

Jason Horejs, my good friend and co-broadcasting partner on our monthly Art2Market Sessions, wrote this incisive blog post about framing, The Challenges of Framing Art. He gives readers useful insights from the mind of a successful gallery owner. Like me, he believes you will sell more art with framing.

Spend all you can afford on clothes, but make sure they’re quality, not flashy since clothes make the man. – Shakespeare

I liken framing to clothes and would paraphrase the great Shakespeare to say “Framing completes the art.” Not to be outdone by the like of Shakespeare, Mark Twain said, “Clothes make the man. Naked people have little or no influence on society.” You get the point. Framing adds a finished quality to art. It is also functional in providing protection to the art and adds ease in hanging options.

Here are just a few of the reasons to frame your art:

  • Frames add value to the piece
  • Framed art looks more expensive
  • Frames make your art easier to sell
  • Frames protect your art
  • Frames facilitate hanging your art

It is my belief that the success of art sales and fulfillment sites such as FineArtAmerica.com is due in part to offering a framed art finished product for buyers. They give options for framing and substrates, but they do not overwhelm the customer as a giant wall of corner samples does in many frame shops.

Commit to your career! Join my 8-Steps to Art Marketing Mastery program today.

Custom picture frame shops add value and fill a need.

I am not saying the experience in a custom picture framing shop should be avoided. It often is the best solution for higher priced art, things that are difficult to frame, and for those who want the most advanced art conservation techniques used in the framing process. You will only find those services in a professional picture frame shop.

Keith Bond, a regular columnist for the Fine Art Views blog published by FASO.com, penned an incisive post titled, Don’t Skimp on the Frame. He suggests spending about 10% of the retail price of your art on your framing, although he spends 15% on his because he feels it is that important. His range is in-line with Jason Horjes’ research in the above mentioned post. He found a range of 7% – 15% was the average spread on picture framing.

Make your framing work for you in multiple ways.

I have known Kim Klatt for decades. He and I were once friendly competitors and ultimately worked together selling magazine advertising and tradeshow space in properties such as Decor and Art Business News magazines, and the Decor Expo and ArtExpo tradeshows.

Kim and his wife, Tracey, are the proud owners of Picture Perfect Framing. They are salt of the earth kind of folks who go out of their way to help friends and customers. The type of people, you are happy to call a friend, and can say it with conviction.

Float frames are a terrific option for many artists.

Picture Perfect Frames - black gallery float frameThey have a versatile product for artists that will help them sell more work and save them money in several ways. Check out their site. They offer a very affordable selection of float frames. Artists can purchase completed float frames in a wide variety of sizes, styles and colors.

Additionally, they can accommodate custom sizes and still keep their prices affordable. They are able to do this because their frames are assembled in a just-in-time method. That means they are not carrying a large inventory and overhead of pre-built frames. Their buyers gain from this economical way of managing their orders. It allows them to pass savings along to their customers.

Reusable double-boxed shipping packaging rules!

Besides Perfect Picture Frame’s wide selection and low prices, their frames are double-boxed. The advantage to the artist is once your art is framed, you can reuse it to ship or store your art. You save on shipping costs because you are not paying for shipping materials. If you pack a lot of framed art for shows, this is an excellent way to get the work safely to the show – and  back if it doesn’t sell. Or, out the door with a happy customer who is not faced with getting a fragile exposed frame home securely.

Here is what customers have said about the shipping boxes:

Framed Images for PPF

“Hi Tracey,
Just wanted to send you a quick picture of some of my work in the float frames I get from you. These are wonderful in the gallery and the buyers love them. I must say that these frames are much nicer than any other float frames I’ve examined and seem much more substantial and of a higher quality. Considering these frames are also the best price on the market I consider it a doubly good thing! Also, the way you package them is genius and I appreciate the fact they each ship in their own box with a fabulous extra piece that holds them and can be adjusted to various sizes. The gallery actually uses that piece to ship other art since it holds it so nicely. Overall you do a wonderful job and I really appreciate all your extra attention to detail. Thanks very much!” – Gail

“The way you package them is genius and I appreciate the fact  they each ship in their own box with a fabulous extra piece that holds them and can be adjusted to various sizes.  The gallery actually uses that piece to ship other art since it holds it so nicely.” – Fred

If float frames are a solution that will work for you, then you owe it to yourself to give them a call, or order online.. I have no financial interest in giving you this recommendation. I am doing this because I believe the whole concept of float frames and double-boxing with multiple use shipping makes sense. I can also attest to the quality of the customer service I know you will receive from working with my friends.

You research the 600+ blog posts on this site, and you will find a handful at best over the past ten years where I give this kind of recommendation. Try working with Kim and Tracey. They want you to be happy with your results and promise to work with you to achieve them.

Art2Market Sessions Barney Davey
Click the banner above to watch the latest free Art 2 Market broadcast with Jason Horejs and me.

Some links in the post may be “affiliate links.” This means if you click on the link and purchase the item, we will receive an affiliate commission. Regardless, we only recommend products or services we believe will add value to our readers.

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