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How to Sell Your Art: 4 Things Art Buyers Really Want...

6/13/2017

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How to sell your art, how to sell art, where to sell my art
I've had the privilege since 2009 of making my living primarily from making and selling art to what many would call the luxury market. My clients are typically people who have multiple homes around the country (and internationally) and enjoy purchasing and commissioning unique pieces of art for their homes ranging from several hundred to tens of thousands of dollars. Although many of them could probably afford anything they wanted, price is almost never a part of the initial conversation as they determine whether or not they want my work. For many artists, this begs the question... if price is not really a main issue, then what DO they care about? What are they really looking for?  How do I know where to sell my art? Here's my top 4 things I know every art buyer is looking for:

  • Uniqueness
    One of the first things I hear from people considering purchasing or commissioning my work is something like "Wow, I've never seen anything like this... ever. I love it." Yes, it's beautiful but there are a lot of beautiful things out there... I'm also the only person that does what I do. Everything I create is a one of a kind and so there will never be another one exactly like it. I've said for years, differentiation is THE key to marketing.  To think about it another way, just imagine what makes you and your work different in a field of 5, 10, 20 or 100 other artists who do essentially the same thing you do.  The more you develop a unique approach to your art making, the more buyers will be attracted to your work.  Bottom line, they want something no one else has... because they can and because it's special.


  • Craftsmanship
    No matter how unique a piece of art is, people who can afford to invest $1000, $2000, $5000 or more on a piece of art want to be sure that the piece is constructed with quality and craftsmanship. Are you using the best materials? Do you practice close attention to detail? Do you sweat the little things?  At this level of selling believe me, it matters.  Your work should stand the test of time. Create pieces with longevity and legacy, not just a quick sale.

  • Unparalleled Service
    The Biltmore Estate is here in Asheville, NC where I live and their staff is trained to practice something they've coined Gracious Hospitality. According to their website, through "being genuinely warm and authentically nice - we are able to deliver a customer experience that far outweighs the quality of any product we can sell."  I've found that to be true in my own business as well.  I always offer to deliver and install my work for free.  I always carry new purchases to the car. I write thank you notes. I drop by to visit clients and partners.  Long story short, I just go the extra mile. People love it and it's one of the hallmarks of buying a piece of art from me.  I make it easy to do business with me because it's a genuinely enjoyable experience. When you sell your artwork, do you make it easy and enjoyable?

  • Connection
    One term many artists use is "collectors"... as if these special art gods swoop down from the heavens, grace the door of certain artists and then swoop back into the ether.  From what I've found over the years, people who buy lots of expensive, high-quality are are just people; people looking for connection.  That connection might be with the artist, the subject matter, artistic process or even a special experience. Regardless, everyone loves to feel special and genuinely connect in a way that's meaningful. This is especially true when it comes to people who purchase high-end art. Most people I encounter really enjoy the personal connection that commissioning a piece brings including getting to know the artist, a personal studio visit, a home visit to see their space and understand their preferences in interior design and art.  This doesn't just happen in person either but online, too! Your website and social media should convey an authentic idea of who you are through video, images and story that will help deepen this connection over time with potential clients.  Since connection points differ for each artist, you'll need to listen intently over time to understand why people connect with you, your work and then work diligently to deepen that connection over time.

Understanding and practicing these four principles are core to the success of my business and any art business who wants to thrive over the long term.  Comment below and share your thoughts. I'd love to hear them as you share your insights on how to sell your art!

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Hobbyist or Pro Artist... What's the Difference?

2/28/2017

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Picture
I make my living as a full-time vocational artist, speaker, author and leader of an artist mentoring group.  Because of that dynamic, I get asked one question a lot in almost every situation I find myself.  It goes something like this:  "I'm a (fill in the blank) artist and I want to start selling my work (or start making money, start thriving, etc) but I just can't seem to choose a direction. I like everything.  What should I do?"

This question and ones like it encapsulate the dilemma in which many emerging artists find themselves; that is how to go from the proverbial here to there. How do I move from being a hobbyist to a more serious part-time or full-time artist.  It's a big frustration for many that keeps them up at night, causes confusion and even anxiety about their purpose in life. However, it doesn't have to be that way. 

I want to compare and contract the way hobbyists approach their art practice vs the way professional artists approach theirs. This is not to say that all hobbyists are immature or that all professionals have 'made it'... However, in my experience in working with artists and from my own journey, these attributes are true for many.  Hopefully this comparison will give you some insight into where you are now and how to start moving in the direction you want... to be a thriving artist!

Hobbyists...

Time Management: Typically wait for complete clarity before taking a step. They pursue their art when they have free time as a pass-time and opportunity for personal enjoyment.

Artistic Style: Lots of experimentation with mediums, styles & expressions. No cohesive artistic voice, just a desire to express, have fun and create. Can feel like a "jack of all trades, master of none".

Inspiration: Feels inspired to create sporadically but doesn't necessarily act on the inspiration. Needs to feel inspired to start the creative process.

Growth: Slower progress because they can be impulsive, impatient and lack focus. Likes to take short cuts, be "good enough" and can tend to give up easily.

Spiritual: Can enjoy connecting with God during the creative process but tends to continually ask for the 'new thing' or the 'download' needed to fast track the process.  Can need external affirmation, constant encouragement and specific leadership before feeling comfortable in moving forward.  Doesn't enjoy the business and sales side of being an artist.

Sales: Infrequent or non-existent sales of their work. Gives alot of work away to friends and family, enjoys art as a place for spiritual processing with the Lord but struggles to place monetary value on their work. No established presentation or pricing strategy.

Business: Sees the business side of thing as a barrier or difficulty that is unnecessary and to be avoided or at best, a necessary evil.

Success: Equals a wonderful creative experience but with no clear picture of where their art might lead them. Led by wishful thinking, fervent hope and leaps of faith.


Professionals...

Time Management: Take actionable steps, not waiting for total clarity in every situation. They prioritize regular studio time as an important part of their routine and protect that time as valuable.

Artistic Style: Developed a cohesive, artistic voice within a certain medium or collection of media that is easily recognizable as "them". Developed mastery of skills needed within their creative medium. Experiments within their style, voice and mediums.

Inspiration: Cultivates and stewards inspiration as a regular part of life through journaling, sketching, documenting and experiences.  Likes to feel inspired when creating but also trusts inspiration to develop during the creative process.

Growth: Faster growth because they are focused, patient, growth oriented and always learning. Tends to be persistent and desiring excellence in all they do.

Spiritual: Enjoys connecting with God during every part of being an artist including creating, selling, connecting and artistic development.  Encourages themselves in the Lord and asks for guidance and confirmation regarding goal-centered strategies. Is firm in their identity as a son.

Sales: Regular sales to a known clientele within a standardized pricing and presentation model.  Confident in the quality and value of their work and willing to charge a premium. 

Business: Understands that their business and the systems and tools within it create the vehicle by which their art comes into the marketplace. They understand that to thrive as an artist, one must work IN the business (their art) and ON the business (the back end things like marketing, bookkeeping, sales, logistics, etc).

Success: Defined by a clear vision for their life, their art and their business. Thoughtfully builds a bridge to the future based on where they are currently and where they want to go. 
Find out more about my Created To Thrive Artist Mentoring Program where I'm helping artists of almost every creative medium learn to thrive creatively, spiritually and financially.
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    Matt Tommey is an artist, author and mentor who is passionate about empowering artists to thrive spiritually, artistically and in business.

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  • Home
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