December 2, 2009
ACE Newsletter
Keeping Clients Happy
It's the artist's best scenario: You've created, completed and been
paid for the art commission by your client. She is delighted, appreciative and cannot
wait to display the artwork in her home. Then comes the artist's worst scenario: the phone call or email
asking for changes in the commissioned piece.
What happened? Why would a client call the artist a month, 6 months, even
years later and ask for changes? Recently, on our marketing forum, an artist put that query
forth when the client asked her to make changes 4 YEARS after commissioning the original piece. I
knew that if the artist did not take control of the situation she would not only be struggling with an almost
impossible task but destroying any chance of repeat commissions from the same client or the client's
friends. In the world of art, it is assumed that an artist can go back to a piece of art and
change it. But why would that even be necesssarry when the client was so pleased initially?
This artist is experiencing a common phenomena called the "THIRD
PARTY SYNDROME" and it happens everywhere in the world of marketing. It's not "buyer's
remorse". The client did not regret purchasing your piece of art. It is what happens when a
previously happy client is influenced by a self proclaimed "third party" expert who picks your art commission
apart and offers "suggestions" and puts doubt into your client's mind. This is the same personality type who
will always know where you could have purchased something cheaper and better. It could be a friend, a
relative or a neighbor of the client And this exasperating phenomena will continue to happen in your
art career unless you take steps to stop it BEFORE it happens.How do you stop it? Learn to HANDLE AN OBJECTION BEFORE IT ARISES! That
sentence is the single most valuable sales tip I have learned in my long art career as a working
artist! It has changed the way that I do business with commissioned clients and continues to smooth the
path to long term relationships with the same clients! Handling an objection BEFORE it arises is
a well known sales technique. I am sharing it with you because you will not learn this technique
anywhere else in the art world! Oh, artists complain about the third party suyndrome all the time but
have not been able to solve it. Until now!
So what do I do and say that puts ME in control of my artwork AND my
clients and stops them from returning the art piece for changes that are not theirs? When I finalyze a
transaction and am handing over the artwork to my client, I say, with a professional attitude, smile and a
laugh, something similar to:
"I am delighted that you love this piece! Now I don't mind
making any adjustments to it that you [and whomever else is paying] may like me to make within the
next two weeks. After all, I'm working for YOU. But I'll only make YOUR changes. (keep smiling) That's
because there is someone, somewhere, within your family, in your neighborhood or a social group, who is not
only a self proclaimed expert but whose goal in life is to apparently make you unhappy with any
decision or purchase that you have made..(there is always a BIG smile or laugh at this by the client
because someone has already come to mind!).. DON'T give them that power!"
Do you see what I have done? I have HANDLED the OBJECTION before it
has arisen. When the negative person in my client's life becomes critical of my client's new art
piece, in the back of her mind are MY words, warning her NOT to let that critical person have the power to
make her unhappy. I have saved myself untold hours of labor and exasperation. But you know what
else I have done? I have given my client a much welcome psychological tool to challenge the negative
individual in more areas than just my piece of commissioned artwork! I have given my client the power to fend
off ALL the negative comments that she will be subjected to by the "expert." And in doing so, both the
client and I are the winners!
Warm regards,
Theresa
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