There are thousands of arts and crafts shows in the United States each year. Usually, if you visit these you will find local artists exhibiting and selling their works. However, many artist are not educated in marketing their work, and they do not feel comfortable in the selling process. Rather than letting the artwork sell itself, the artists somehow feel they must participate in a “sales pitch”; or whats even worse, they say nothing, hoping the prospective buyer will just buy on their own. If they do nothing, they may miss out on a sale. Remember, sales is an entirely different expertise and profession than drawing or painting. This is why there are so many galleries.

Tip~When a person is looking at your artwork with interest, you have a prospective buyer.

Have you ever walked into a retail store and was aggressively approached by a sales person? We’ve all had this happen to us. What do we do? In many cases, we soon walk out of the store; especially, if the sales person is dogging us and not giving us our space.

Tip~ Relax when a prospective buyer is looking at your art. Give them their space, but don’t be afraid to approach them.

When you do approach your prospective customer, open with a conversation – talk naturally. Talk about the weather, if they are present, talk about their children, about anything. In many cases, your prospect will eventually ask about your work when you are having a non-threatening conversation. This will open the door for you to discuss your art. Practice this and you will realize a comfortable conversation will uncover your prospective buyer’s interests.

Tip~Never pressure anyone to buy something.

Sales pressure is a big turn off. No one appreciates it. It is better to keep them interested in the artwork you are trying to sell. Ask questions that will peak a prospect’s interest. Let them talk themselves into the purchase.