The Power of Silence in Making Art Sales | Xanadu Gallery’s Art Marketing Minute

Silence can be one of the most valuable tools in selling art. It is also one of the most underused. Learn about the importance of silence and how to begin to employ it in your art selling process by watching the video above.

Do you use Silence in Your Sales Process?

Have you used silence successfully while working with clients? Do you find silence awkward and/or difficult? Share your thoughts and experience using silence in the comments below.

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About the Author: Jason Horejs

Jason Horejs is the Owner of Xanadu Gallery, author of Dad was an Artist | A Survivor's Story and best selling books "Starving" to Successful & How to Sell Art , publisher of reddotblog.com, and founder of ARTsala. 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. Connect with Jason on Facebook

15 Comments

  1. Outstanding advice.

    I love these Art Marketing “Minutes” because they are short and to the point. Keeping it simple creates one attainable goal at a time as opposed to pages and pages and pages of hoops of fire to jump through. An elephant can be eaten one bite at a time, but nobody wants to think about eating the whole elephant. You don’t know where to bite first. (Disclaimer: No elephants were harmed in the writing of this post).

  2. Great ideas, I have found that it is totally true…if a collector is thinking, pondering, rubbing their chin or consulting with their spouse… I keep quiet and let them think…IF they are talking with their spouse I find something to do,, fiddle with y cards, pretend to look for something…let them talk about it in private…they will look to you when they are ready to buy…

  3. Nice Marketing Minute! I like the power of silence. At shows I greet potential buyers and then let them look. If they linger and appear to be considering a work I’ll say something short about it and then move away. I play it by ear. At one show a patron was trying to decide between two paintings. I came up and said, “I don’t want to make your decision any harder but these two are part of a series of four watercolors. I showed her the other two and she ending up taking all four.

  4. Thank you for taking the time to teach us how to more effectively sell artwork. Your advice is practical and easy to follow because you break it down into its logical steps. Appreciate it greatly!

  5. Good information. Silence can be very awkward, but we need to give the customer the opportunity to reflect, ask a question or agree to the sale.

  6. Yes. I usually employ this technique. If the buyer is visiting my home studio, after showing them the pieces, I escape from there to get water or offering something to drink, giving them some silent moments with the artwork. It helps to close their thinking process. So when you return usually they have made up their mind. Sold two paintings today with the tea. đŸ™‚

  7. Perhaps that is where the term “silence is golden” came from! I always leave a couple of actual mini projects (changing a light bulb, bringing flowers in for fresh water, etc.) ready to go so I can be busy and yet alert if the moment is right.

  8. Another great marketing minute, Jason. While shopping at art fairs, I’ve passed up vendors who completely ignore me. I’ve also been in the situation where I was interested in an item, but lost my train of thought because the vendor interrupted my thinking process. Now that I’m selling my paintings, I see that it’s a fine line. I’ve found your books, podcasts, and videos invaluable!

  9. Many thanks Jason. It’s so nice to hear tips on how to sell, that include a sense of respect and honesty, towards oneself, and the possible client. I always look forward to your newsletter and learn something new every time.

    Trish. (Australia)

  10. The silence or leave the buyer of my works alone so you can walk through them quietly is a very important point. The buyer should feel comfortable choosing which work to acquire, after all it is a major breakthrough and overwhelming the buyer with unnecessary comments is not a good .
    You have an excellent blog, congratulations and thanks for the advice.

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