Art Print Issues by Barney Davey

Shhh! How to Sell Art with Silence

Artists can discover lots of advice about marketing on this and other art business blogs. When it comes to finding ideas for direct methods to help sell art, not so much. Read on to get an easy-to-learn potent art sales technique.

Attention-Interest-Desire & Action Lead to Sales.

Whereas marketing is the activity that leads to art sales, selling begins when you pose closing questions to a potential buyer. By design, marketing draws attention, grabs interest and creates desire in a potential buyer. Selling moves the process from interest and desire to the final act of buying. 

Surely artists with better sales skills enjoy greater success!

As an artist, you face selling situations all the time. You encounter sales opportunities with collectors, art gallery owners, publishers, dealers, wholesalers, licensors, reps and others whose decision to engage you can boost your career.

No matter what the circumstances, there is always a point when the buyer must make a decision. If you improve your sales skills even moderately, you will move more inventory and get better overall results. Here is a valuable tip you need to know and practice.

The art of knowing when to be silent is golden.

I think this adage, "Whoever speaks first after you ask for the order loses." is too harsh. This is because I do not like to think of my customers as losers. Yet, despite my personal feelings about the language, the point is accurate and well taken. It is an adage because the value of the concept is borne out time and again.

Here is a simple truth. Silence works.

If you only learn one thing about selling, learn to confidently calmly give the price, ask for the order and then to zip your lip. Doing this will close more sales for you in your career. After the price is given and a closing question is asked, ‘The total is $2,900, do you want to ship it or would you like to take it with you?’ SHUT UP. BE STILL. DON'T FIDGET. Above all, do not say another word no matter how long or uncomfortable the silence feels.

SHHH! Learn to quiet yourself and show no signs of anxiety.

Once the price/offer is made, there is nothing more you can say at this point that can help you. Anything you prematurely say to break the silence will turn the momentum. Your act of noise can be used by a waffling buyer as a pivot point to ask more questions or to slide off the sale. Let them make the next move. Although you are not in a contest, it can feel like one when lose sales because you spoke first. 

Learn to close with confidence and then be quiet. Your results will do the talking for you.

How Lucky Do You Feel? - Global Climate Change Options

Today is Blog Action Day. Along with 7,000 other bloggers, I have agreed to blog about Global Climate Change, the topic overwhelmingly chosen by participants. While I am inclined to believe it is more likely to be happening than not, I know some very smart people who believe it is a trumped up hoax. 

Like many Americans, if not most, you will find me concerned and in the middle on this and most thorny topics. In the case of global climate change, I am certain taking no action is wrong. I can't find fault with improving gas mileage, saving the rain forest, finding clean alternative fuels, being less wasteful and caring about our planet.

We cannot afford to hope to be lucky with the outcome of global climate change

The thing is with climate change, we do not know the outcome. We are part of an experiment right now, in the test tube, if you will. I don’t like that situation and bet you don’t either. If you have seen the direst predictions, then you know the situation could turn bleak quickly. Those who oppose the notion either don't believe the current climate change is not happening, or that current changes are a normal part of global function. Many of them think we are on a course of destruction by trying to save ourselves from something that will never happen.

Regardless of where you stand, for, against, or uncertain, this video will help you gain perspectice on what the real options are for the argument either way. I found it eye opening and thank Roy H. Williams, the Wizard of Ads, for exposing it to me along with many other great ideas.

Getting solar power ramped up to the right proportions would be a game changer

Energy consumption is a topic where all nearly agree we are too oil dependent and need to do something. Developing massive solar power energy would improve global climate change and benefit humankind now and for future generations.

Last week, I saw a tweet from Kathy Heasley, a powerhouse brand marketer with Heasley & Partners. The tweet led to The Information is Beautiful site and this article titled,Surface Area Required To Solar Power The World. It is a great example of the power of thinking large to solve big problems. If we could get our leaders to start backing ideas like this instead of the more trivial and parochial ones that hold their attention, we would all be better served by them.

Join Me at the 2010 SmARTist Telesummit

 SIGN UP NOW to get on the Early Notification List about the 4th Annual SmARTist Telesummit in January. That way you will be first in line when registration opens mid-November! This year is slated to be the best yet to help you advance your art career! I will present "How to Use the Print Market to Create a Second Income." It's guranteed to be practical and informative. You will discover how dramatic changes in the market place have affected the art print market and what you can do to prosper from them. Click here to listen to the description of my presentation. Come join me there! 

20 Tweets for Visual Artists, Digital Painters and Photographers

In case you missed them, here are the best and most popular tweets I posted in the last month. It would be sweet if you would retweet the ones you like:

1. Artists, sign up to learn useful practical career advice from expert presentations, including mine, at the 2010 SmARTist Telesummit http://bit.ly/smartist  
2. Things a Gallery May Never Tell You http://ow.ly/ryKf
3. Ten Movies About Artists That Every Artist Should See http://ow.ly/s3NK
4. Art Blogging Etiquette 101: General Rules for Linking and Using Images @EmptyEasel http://ow.ly/qceR
5. Resources: 25 Best Art Gallery Sites :: Digital Image Magazine http://ow.ly/si2K
6. Creative Art Marketing Idea - Bookmarks ~ this is a nifty idea! http://ow.ly/l0bB  
7. Ten Steps to Extraordinary Success in Your Art and Business http://ow.ly/pZO0  
8. Is online PR the ultimate link-building technique? http://ow.ly/rLuX  
9. 5 Advanced Social Media Marketing Strategies for Small Businesses http://ow.ly/shZh
10. The 32nd International ArtExpo returns to New York with a new look and new location http://ow.ly/tvPl
11. Hospitable Hospitality Show http://ow.ly/ryNz John Chester of Wild Apple always has a take
12. How To Price Your Artwork http://ow.ly/thFX
13. Creative Art Marketing Idea - Bookmarks ~ this is a nifty idea! http://ow.ly/l0bB
14. An Interactive Web Presence ~self-tagging idea for photos at gallery opening.BRILLIANT IDEA http://ow.ly/tN83
15. 100 Excellent Twitter Feeds for Art Scholars http://ow.ly/tT0H  @asuartmuseum #16 WTG!
16. Art Career by the Numbers http://bit.ly/17uHa6
17. Is David Hockney's iPhone art the equivalent of Miles Davis making ring tones? Just saying. http://ow.ly/tN3c
18. Presentations That Help Sell Artwork @AmericanArtist http://ow.ly/qZoM
19. Space gives art, business students START http://ow.ly/tvNd  ~ love these kind of stories
20. RT @tweetmeme Responding to Someone Who Doesn't Want to Pay for Your Art — Art Biz Blog http://ow.ly/thXg

Resource for Visual Artists & Photographers Who Do Their Own Printing

A question visual artists and photographers often ponder is should they print their own work. The answer varies depending on the person. The most pertinent questions revolve around equipment (new/refurbished), software, expenses, savings, convenience, training, knowledge, affinity, time consumption and obsolescence. The last consideration is the ROI (Return on Investment.)

Since I know quite a few of those who operate professional printing services for artists and how intense the work is at their level, my inclination is to let them do the printing so artists can concentrate more on making art and marketing. My opinion on this subject, which I believe is informed, also undoubtedly is biased and certainly not applicable in all cases.

There is no unconvincing the committed

I have had many discussions with artists contemplating whether to print their own work. The result is I have not convinced even one to forego their plans to jump into the process. It has been cause to avoid such conversations because I already know the outcome. Apparently, when the printing bug bites an artist or photographer, there is no cure or turning back.

If you are on the side of printing for yourself, use the best resources to make the best prints

Great resources are available by merely Googling questions about making giclees and digital fine art printing. You will find lively active forums and discussion groups organized around digital printing. There is the bible of business, Mastering Digital Printing, Second Edition (Digital Process and Print), by Harald Johnson. He is a true pioneer in digital printing and his book is a must for those serious about the craft of digital printing.

Whether you call your work a giclee or digital fine art print, fine art photographic print, convergent media or something else, it does not matter. What does matter is if you use a digital printer for the end result of making prints no matter the name, and you are in charge of the outcome, you simply cannot have too much information about getting the work right.

Sometimes it takes little experience to recognize a real gem

This post is to alert those of you committed to doing your own printing about 301 Inkjet Tips and Techniques: An Essential Printing Resource for Photographers (Digital Process and Print). The book is another “must have” resource. If you are a visual artist or photographer who already has the equipment or is getting ready to jump into the process, do yourself a favor and get this book. 

Andrew Darlow is the author. The many images from his own work that help illustrate the book are proof he is a consummate professional photographer. You will find the information he provides is invaluable. A mere scan is enough to let you know his attention to detail and thoughtfulness in approaching his work as an author is equal to his incomparable photography skills. The extensive use of color images throughout the book make it a visual treat for anyone who enjoys creative imagery.

Feast on the visual imagery while you learn from some of the best in the business

Visual artists will find the useful insightful information in this book just as valuable as any photographer will. The book covers the gamut from making decisions on which printer is best for your needs to Photoshop techniques and printing techniques, color management, image capture and media selection.

You only need apply just one or two advanced techniques to make the purchase worthwhile. If you save time and cost from reprinting just one fewer proof, or sell just one more print because the lighting was brilliant, then the book pays for itself. It is inconceivable you would only find a couple of useful tips when page after page is loaded with advice and suggestions you can use right now to become a better printer. Order a copy today, I am sure you will be glad you did.