Ask a Gallery Owner | Reviving an Old Contact

Bellow is an email I recently received from an artist. Below her email is my response, but I would love to hear your ideas, especially from past experience. Share your thoughts in the comments area below.

I firmly believe in sales on the spot (Sales Mktg. experienced).  I am wondering how and what would be the best approach reviving some old contacts who have come to my studio openings and bringing up the subject.  I am embarrassed to appeared like I neglected them for 8 months and finally I got around to them.

I am sure this is typical of us artists who spend so much effort putting together a show or a festival and then we are deflated by the results sometimes.

I see follow-ups as great opportunities.

Thank you.

NG

My Response:

Great question NG.

Try something like this:

“I was going over my notes recently and came across your contact information from when we met at the XYZ show back in November. I realized I hadn’t followed up as well as I should have and wanted to rectify by sending you an image of the piece you were interested in (which happens still to be available). I would love to tell you more about the piece . . .”

Don’t hide from the neglect – admit it and use the apology as an excuse to fire up the communication. Send a photo of the piece(s) along with other useful info[…]

Good luck, and let me know the results!

Jason

About the Author: Jason Horejs

Jason Horejs is the Owner of Xanadu Gallery, author of best selling books "Starving" to Successful & How to Sell Art , publisher of reddotblog.com, and founder of the Art Business Academy. Jason has helped thousands of artists prepare themselves to more effectively market their work, build relationships with galleries and collectors, and turn their artistic passion into a viable business.

5 Comments

  1. I recently emailed a contact to let them know that the painting in which they had expressed interest was showing again at another venue near them and that I would be glad to meet them there.

  2. I hadn’t sold anything in a couple of months and had just consigned 4 pieces to a gallery in Santa Fe, and 3 of the 4 paintings sold within a week. It kind of sprang me into action, and I started harvesting my old messages and emails from inquiries within the last year. Following up on old contacts is hard for me to do but I have found it beats having to generate completely new ones. I told them in my follow up that I just never know when people’s situation might have changed and in addition to following up and sending an image to remind them of the painting, I offered an option of a 6 month payment plan if that would be attractive. I found the installment offer to be pretty effective for people who I could tell wanted the painting but the sticker shock was a barrier. Most didn’t buy…but a few did!! A 6 month payout works well for me too because it spans over the dry spells with some monthly income when I haven’t made a sale in a while. Another thing I did was to make a “Last Call” post on social media, offering a last minute opportunity on a painting that I had previously posted that had created a lot of interest but no sale. It was an opportunity to legitimately post the piece again. I told about my recent sales in the gallery in Santa Fe and explained that I was returning to SF with another load of paintings, but was offering a “Last Call” on this one for sale before it went to SF because there had been so much previous interest in it. An interior designer who has been very supportive of my work but hadn’t bought anything previously contacted me that evening and bought the painting the next morning. I ended up selling 4 more paintings within that 3 day period of harvesting old contacts. Following up doesn’t always work but sometimes it does!

  3. This is a wonderful short reminder of the need to follow-up on previous contacts, and a well worded way to do it. Thank you for sharing this post, Jason.

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