Successful Selling - It's all in the Timing!

An artist just posed the following question... "How do I tell potential clients about my reproductions when I'm part of a group exhibition showing only original works?"

Imagine sitting in the doctor's surgery and the guy next to you offers to ease your pain with some 'special' medicinal herbs he grew in his back shed and it won't cost anywhere near as much as the Doctor's fee. Apart from being illegal it's pretty poor timing right? He should have waited until you were outside... no, sorry that's wrong forget I said that... No Officer, I've never seen this man before in my life!

Selling anything is all about timing. How often have you said to yourself "I'd really like that 'thing' but it's not the right time, I'll get it later. Good salesmanship is all about matching the right product to the right client at the right time for the right price. Things rarely sell themselves - at some point someone with product knowledge has to share that information with a prospective client and help them find reasons to buy.

If you are part of an exhibition to sell original works, and that's what every other participant is doing then don't rock the boat because you won't get invited back. Be committed to selling their work as much as you are to selling your work, that's why you are there.

That doesn't mean you can't take every opportunity to listen to the people who attend, ask questions, get their card (and give them yours), make notes and follow up with them after the show. Make absolutely certain that someone is getting the names and contact information of every person that walks through the door (even if you have to do it) and that that information is available to all participants as soon as possible after the show. This database is potentially more important as hanging the work on the wall in the first place because of it's ability to generate future business!

THIS NEXT STEP IS CRITICAL!

You must follow up within 7 days by getting in touch with everyone on the list to SELL/INFORM/ADVISE/TELL/ASK all them the following...

• you want to thank them for attending (when was the last time you got a thankyou card from someone for visiting an exhibition?).
• let them know if any of the originals are still available and where they can see them.
• let them know that reproductions are available of all your works, both sold and unsold originals.
• ask them if you can keep in touch via email to let them know about future works and editions.

Like it or not, if you want to make a living from your artwork, someone has to sell it. There is nobody on the planet who is more passionate about what you do, so share that with others, get them excited and when the time is right, they will offer you something a little more exciting than "special herbs" - it's called CASH!