Ask a Gallery Owner | How Do I Thank a Customer when a Gallery Made the Sale?
I encourage artists to create positive relationships with buyers by sending thank you notes and keeping in touch. But how can you do that if you’re selling through galleries that…
Ask a Gallery Owner | The Pros and Cons of Artist Owned and Operated Galleries
In the past, I’ve discussed different models for galleries: traditional commercial galleries (consignment), co-op galleries, and “vanity” galleries. A recent email reminded me that there’s another variant of the traditional…
Ask a Gallery Owner: What Advice Would You Give to Someone About to Open a Gallery?
I regularly receive emails from readers who are considering opening art galleries. These prospective gallery owners are looking for any insights or advice I might offer. I’m happy to help…
What Would You Do? | Turning a Casual Encounter into an Art Buying Opportunity
Recently I received a great question from an artist regarding the challenge of giving a new acquaintance an opportunity to buy her art without coming off as pushy or creating…
Choice Overload | Cramming in too Much Art Hurts your Sales
I have long maintained that it’s a bad idea to try and show too much art at once. Whether the art is being shown in a gallery, or at a weekend art festival, I believe it’s better to show a limited number of pieces instead of trying to cram everything you can into your space.
I believe that having too much art in one space hurts you in several ways. First, it makes your display look crowded and unprofessional. Most art needs some space to breathe. Your display will look better if each piece has its own visual space.
Becoming a Better Art Salesperson | Restating Questions and Objections
The typical reaction to a question or objection raised by a potential customer is to try and provide an immediate answer. After gaining some sales experience, you will have heard all the questions and objections, and will have a ready answer for each. I would encourage you to resist the temptation to blurt out an immediate answer, and instead restate your client’s question or objection in your own words. This is a simple thing to do once you get the hang of it, but you will be amazed at how much it impacts your ability to help your customer solve her own questions or perceived problems. That’s a real key – helping your client solve her own problems, instead of trying to solve them for her.
Ask A Gallery Owner | Should I Include a Couple of Sentences about Art on My Site?
The Question: I know you are very busy and unable to answer all questions. If possible however I would like to know your feelings re: Putting a 2 or 3…
Create a Mobile Art Hanging/Installation Kit
I’ve written before about how much I enjoy having the opportunity to install art in clients’ homes. Installations are a great opportunity to provide customer service and build relationships with…
Ask a Gallery Owner | Does an Artist’s Death Result in an Increase in the Value of that Artist’s Work?
There’s an old, morbid joke that in order for an artist to see a significant increase in the value of her work, all she has to do is die. Underlying…
Special Report: Xanadu Gallery Sales Trends for the 2023-’24 Season
This past season at Xanadu Gallery has defied the notion that the art market is in terrible shape. Despite widespread concerns about economic challenges and a sluggish market, our experiences…