Art Career Experts » art biz

Should I announce that I am raising my art prices?

ace — Tue, 31 Jan 2012 14:07:38 +0000

A question on our forum:

“I want to raise my prices on my art. Should I announce this in my newsletter? “

This is one of those good questions that we have seen before and where there are as many opinionated answers as there are repliers! Since we pay every bill with the sales of our art, Steve and I think carefully about such changes and the possible repercussions in any decision concerning prices.

We DO have something to lose by following the wrong advice, well meant as it may be….but conjecture without facts can be foolish.

So, in our opinion and in practice with our art business, when we raise prices, we do so quietly, without advance notice.

Our increases are always small but certainly manageable so we see no reason, especially in challenging times, to possibly give our prospects one more reason to put off a decision

After all, art is a want, not a need. Remember that!

There are good, sound marketing reasons why manufacturers and distributors have not said a word about the shrinking of their product packaging while the prices increase (ie:consumables such as coffee, tea bags, 1 lb bags, etc.)

This is not new. As a kid I remember 36 birthday candles in a consumer box. Then watched it drop to 24, then 18 and now I think it’s 12? LOL-tampons used to be 12 in a small box now it’s down to 8, and the number of sticks in a package of gum has certainly dropped…etc. Unless you use a product regularly (coffee comes to mind) you do not notice some of the small changes.

And NO one announces these changes by the way…they usually come through some expose’ in an afternoon TV show

Having commented on the shrinking product, Steve did the identical thing when he kept his well known $100 price tag for one group of his popular oils by decreasing the size of what that amount purchased. Same quality, same price, smaller package.

There will always be that school of thought that says announcing an increase in prices will result in a flurry of sales “before the increase”. Our experience has proven that it is not quite that cut and dry.

If you study marketing and do your own due diligence, you will see that with “end of year” sales, inventory sales, etc, etc, there is a pattern that all the businesses use and imitate. You would do well to follow the patterns of successful businesses and see what the trends are (they all have invested big bucks into market analysis) before randomly deciding to increase or decrease something as complex as pricing.

If you go back through the newsletters you will see an article I wrote for our Art Career Experts and shared with other online magazines/blogs about pricing art. (Help me Sell my Art)

I repeat a key point here-it is NOT some magic number that will help you sell your art-it is your whole package. Having the “perfect price” will not sell your art. Perfecting your image and your art package will

JC Penney ending sales? What does that mean?

ace — Thu, 26 Jan 2012 01:28:09 +0000

As the economy rolls on, all businesses are faced with decisions that were not in a long range business plan! Even the big boys are struggling to make sense of changing customer needs and have had to come up with creative and innovative marketing ideas to stay afloat.

So this article in the Associated Press caught my eye. Are we really so different from other retailers?

J.C. Penney Says ‘No Sale’: Cuts All Prices, All the Time to Simplify Bargain Hunting

J.C. Penney (JCP) is permanently marking down all of its merchandise by at least 40% so shoppers will no longer have to wait for a sale to get the lowest prices in its stores.

Penney said Wednesday that it is getting rid of the hundreds of sales it offers each year in favor of a simpler approach to pricing. On Feb. 1, the retailer is rolling out a three-tiered strategy that offers “Every Day” low pricing daily, “Monthly Value” discounts on select merchandise each month and clearance deals called “Best Price” during the first and the third Friday of each month when many shoppers get paid.

The plan is similar to Walmart’s (WMT) iconic everyday low pricing strategy except that Penney’s goal isn’t to undercut competitors. Instead, Penney aims to take the guesswork out of shopping in its stores by offering customers fewer sales and more predictable pricing.

Penney’s plan comes at a time when stores are struggling to wean shoppers off the profit-busting bargains that they have come to expect in the weak economy. The move is risky because shoppers who love to bargain-hunt may be turned off by the absence of sales.

See full article from DailyFinance: http://srph.it/Aml32Y

An artist’s business plan and a bottle of wine

ace — Thu, 19 Jan 2012 13:56:23 +0000

So what would an artist business plan and a bottle of wine have in common?

We have an artist’s only business plan template on our site designed by us, for artists, for a $4.99 investment. It is an immediate download.

Now why, you may ask, is it not free?

We have discovered that the value of our advice, just like art and a bottle of wine, is often determined by price.
Think about it. A bottle of wine at a dinner may range from $9.99 to $299.00 and although you may not know wine, the first thought in your mind is, “Wow that $299.99 bottle must be something special!” It’s a natural response
But it is also surprising how many people will sip both wines and determine the $9.99 actually tasted better! (I was privy to that blind taste drama once and the results were exactly that-royally ticking off the connoisseur!)

So if you are serious about laying out your 2012 business plan and do not know where to start, we promise that the taste test won’t flop! Our template is designed to get you thinking about your 1 year plan in art. We want you to think BUSINESS and all it entails.
Take it seriously-as though you had to make the plan for a bank loan, THAT will force you to look at goals, costs, needs and how to get there!

If you read our advice on creating your artist’s business plan and think “but I just want to be an artist” or “so and so’s online advice seems easier”, then you are buying into the fantasy world that non-working artists are promoting and will have to make some intelligent choices .

Writing down your goals takes some thought. Making it happen takes some work. Set 2 bottles of wine aside somewhere in your studio. Use them as a reminder that price often determines value….think your business, your art…..but in the end, when you have thought out and completed your plan, you will feel like celebrating…..and guess what? You will really know what being empowered feels like! And sure, open one of those bottles to celebrate!

Linkedin-is it helpful?

ace — Wed, 27 Jul 2011 11:01:47 +0000

One of our members emailed me to ask if I had found “Linkedin” to be useful.
My response is a No followed by a “not yet”
So do I expect it to be useful? Honestly, who knows?
I had (like many) started a Linkedin profile then let it sit and then a few months ago, someone whose business acumen I respect, asked to join my network. So I thought “What the heck” and did so and so I have done more “joining” in the past 3 months than I ever did the first 2 years of it.

If you follow the ACE blog, blurbs, comments at all you’ll know that I feel the best solution for all the networking sites is to simply participate in the ones you can keep up with. The advent of even more new social networking sites has most of us heaving a big sigh and thinking “what? Another?”

So yes I am on Linkedin as M Theresa Brown. I think I may be on there also as Theresa Brown…..really not sure (Now don’t you feel better?)
The point is, other than the initial activity “I’d like to add you to my network”, nothing else comes of it that I can see. I do not post, do not advertise on it so back to the question of is it beneficial?

Well, rather than giving a flat out NO (my first thought) as you all know, I am a firm believer and experienced user of the “rule of seven” so I see Linkedin , at the moment to be one of those “hear, see, read, or experience” ways of getting your name out
And with that application, it only takes a minute to network here and there so in the course of daily activities, this one ranks low in possibly wasted time.
So immediate benefits? Don’t see any. Long term? Well I will not hold my breath but just to be sure, I’ll continue to add business contacts to my network ! So don’t hyperventilate over the multitude of online social sites. Handle only what you can handle. After all, at some point you have to find the time to create your art!

Theresa

What art to take to an outdoor show

ace — Wed, 13 Jul 2011 15:28:32 +0000

The following is my answer to a long questions about what to bring art-wise, hang a few pieces, a lot, display pieces, hauling it, etc…all good questions but a little impossible to reply to in just one post BUT the basics are here!

Go into any mall and look at the window displays. They did not drag someone off the floor to set up a window display-a professional does that.

Same with a grocery store. Sellers of the products to the stores will pay the store more to display at “end caps” and at eye level. It is also one reason that certain colors are used in products to market. Many years and lots of money goes into research that helps companies learn what attracts consumers.

So at an art show:

I make sure my walls have my art on them. Nothing displayed below waist high if possible. The medium and price are clearly marked (that does not mean they see them!) A small amount of space between them, but not much .

Prints in a separate rack, complimentary colors with any drapery in the booth. Ideally tables should be high enough so people are not bending over them (stick 6″ PVC pipe on bottom of legs to raise them ) Any written material set out clearly. You out of your chair and available to chat with prospects.

There is always a learning curve! We have been at beach shows where people remarked more over the horse paintings than the beach paintings.

Much will also depend on the show you attend. One or two paintings on each wall of your booth with high end lights, drapery, etc….may work fine in a very exclusive show. But frankly the average artist at an average juried show is there to sell and it does not unfortunately help to say “I have one at home in the studio.” The best decision is to make every effort to streamline your carry in/carry out. Hand carts are a must, plastic bins are a must…anything with wheels will make your day.

Finding a travel/show buddy is an excellent idea (as mentioned earlier) as two can spread the labor. I suspect that checking around will find more people than an artist thinks in her area that have wished for a sharing the load situation.

I cannot emphasize more bluntly than to say don’t put up a crappy exhibit. Make bags to insert your framed images so they don’t get banged up. Be able to alternate exhibits and always have your stuff “road ready”….which also means that you have to be the type of person who knows where your insurance info is, your bills, your client list, etc etc.

Know your organizational weaknesses and make a decision to overcome them because if you do not, then every show will become an ordeal……very often it is not the work that is the biggest issue but how we are seeing it and handling it!.

A show is work but taking your “gallery” to the public is an excellent way to become known….use common sense-hit the shows in your immediate area as much as you can!

Theresa

The Power of Social Networks

ace — Tue, 05 Apr 2011 01:30:32 +0000

The Power of Social Networks

Although I have shared my insights and successes about social networking before, (especially Facebook) , there is nothing I can improve upon in the following article from marketing book author, Penny Sansevieri!

I am constantly encouraged at how many artists, once they see their business as a business, discover that ALL businesses operate in essentially the same fashion..and that their business is no different when it comes to the basics such as marketing, social networking, customer relations, etc.

Enjoy this nice, clearly written article from a writer’s perspective and see how it applies to you as an artist!

http://www.jerrysartarama.com/blog/post/2011/04/04/The-Power-of-Social-Networks-by-M-Theresa-Brown.aspx

First Complaint from a client-Customer Service

ace — Tue, 15 Mar 2011 16:34:28 +0000

Recently on another message board devoted entirely to artists who paint one particular subject (all styles, etc) someone had dealt with a first complaint from the client and was asking how to handle it.
I am blogging my reply here because it is relevant to any artist who works on commission…no matter what you paint. Also realize that there is no ONE answer to handling a client’s complaints…..it is all a package-you, what you do and how you present yourself and your art to the world (so to speak) References to ACE are because it was originally posted on another site
__________________________________________________________________________

Oh my, this is actually a complicated question with lots of replies based on so many factors, but OVERALL, The whole complaint issue can be resolved ahead of time by YOU being (or learning to be) the one in control

Working on commission means you are an artist for hire. Plain and simple.

The other determining factor in your “complaint meter” is PRICE. Price determines everything.

With over twenty years and thousands of portraits behind me, I find that the more money people invest in my portraits, the more cooperative they are. Seriously. The $300.00 person will, without exception, ask for more changes than the client who just invested $5,000.!

But there’s much more…..although staying in control means you are the expert and the professional, you need to be skilled enough to be able to do what you have been hired to do! You are, after all, working for them

I have found many artists who never practice their craft until they get a commission and then wonder why the client is unhappy.
Your client should not be your guinea pig
Many artists I know, give painting workshops and the next thing they know their happy students are getting a commission (good) but the instructor is getting phone calls and emails from that student wanting to know why their new client is not happy with the results (bad) …the photo is not clear, the eyes are in shadow, etc., etc………..If you are skilled enough and have painted enough, and know what your subject really looks like, then you know how to work around bad photography.

You are confident of your abilities because you have practiced! And along with that comes your PEOPLE skills.

Browse the articles on my other site, www.artcareerexperts.com and find the one about how to stop clients from coming back for changes AFTER the sale. It took me investing a lot of money into non-art marketing information to discover THAT sales technique (I had to learn it too)
In summary and fact, (and I stress this in my ebook- ) clients do respect your professional opinion and expertise more if you “charge” enough money for your work! They put more value in your opinion as the expert. “price determines everything.”

Theresa
The Portraits: www.MTheresaBrown.com
The Artist’s Day: www.mtheresabrown.blogspot.com
Art Classes: www.ArtStudentAcademy.com
Career Artists: www.ArtCareerExperts.com

Getting Ready for the Summer Art Shows

ace — Sat, 12 Mar 2011 12:49:48 +0000

Getting Ready for the Summer Art Shows by M Theresa Brown

If you are like us, by the end of February, beginning of March, you are interested in the arrival of Spring. Mother Nature may yet throw a curve ball at us and dump a few last winter storms but we remain, in North Carolina, hopeful that all the signs around us point to spring at last! However, we know for a fact, having driven clear across the US two years ago to art shows in California, that winter is not over in many parts of our country. In fact on our beginning journey at the end of March to that series of shows, we left a rainy but moderate NC. But enroute, we encountered such extreme weather as tornadoes, torrential rain storms, blizzards (that shut down part of I-40 in Texas) high winds and more snow before finally reaching our destination of Palm Springs. On our subsequent return mid April, we encountered more snow in Albuqueque, New Mexico. It was almost depressing . Although surprised at the weather extremes, we were prepared!

It takes preparation to participate in an outdoor art show (juried and non-juried) anywhere-near or far! We had applied to this show the previous fall. Some art shows send out their applications and information only a few months beforehand. But most have been around long enough to need your entries at least 8 months prior to the event.

Preparations for your show season should take place long before your first show! One promoter with Sunshine Artists Magazine, came up with their list for getting ready for the summer show season and we have taken and added to it to come up with 10 basic things to do ahead of time:

1. Finish up and finalize any show registrations and payments you may have. Many promoters are now accepting credit cards and payment plans. Something they never used to do!

2. Put your show schedule on your website, Facebook and blog.

3. Do you have enough business cards? Read our article on what you need on your business card!

4. Get your email blasts ready to go prior to each show. Let people know where you will be! Don’t rely just on email. CALL them (yes the telephone) and send postcards via USPS mail!

5. Make sure that your vehicle is road ready.

6. Keep making your art! Bring new art to shows if you are a seasoned show artist. Leave your older work for an “end of the year” show. Make sure you have enough.

7. Your tents, panels, signs, displays all need to look fresh and ready to go. Make any repairs or upgrades ahead of time.

8. Plan your route and hotels wisely

9. Make a “to bring” list (and get it ready long before the first show!) for all the small, easy to forget things such as portfolios, guest book, pens, scissors, price tags, tape, shopping bags, aspirin, etc.

10. Review your pricing. Now more than ever is the time to have work in 2 or 3 price levels so that everyone can find something at a price they are comfortable with.

An outdoor show is hard work and can be very rewarding financially if you have taken the time to prepare like a professional should. Our long list has saved us more than once. More importantly, it has helped us focus on what we should be doing at a show and why we are there-helping our clients invest in the art that we are creating!

Why you may not be ready to become a business

theresa — Thu, 24 Feb 2011 16:13:15 +0000

Oh wow-there is a long thread on another forum that I belong to with advice from many, various artists on “starting a fine art business” being thrown around like it was a recipe for biscuits! I am always amazed at how quickly someone will take advice from someone who may not be where they want to be! (think about that)
Finally after browsing through dozens of replies-all honest and well intentioned, but still lacking in real life functionality, I saw the real problem underlying all the comments and I have copied my reply here because it is so relevant to all artists.

There is nothing magical about the word “business”.So many artists feel that they must justify this somehow. It does not happen overnight and I constantly remind artists that it is hard work. It is a state of mind. Combining creativity and business is also a state of mind and you will be unsuccessful if you cannot switch gears to accept and embrace what needs to be done.:-)

Do you need to have a sales/use number in order to sell the occasional painting? No. But you sure do if you are going to “collect” any sales tax on that painting! Sales tax is not included in your gross profit. You are temporarily holding it for the State. And often artists rush out to get a sales/tax number and then are surprised to find themselves paying a fine at some point because they had a month of no sales and forgot to send in a report (any way).

Keep this whole thing in perspective. There is no need for an artist to “justify” her expenses to anyone.(and I use “her” as this seems to be a predominantly female trait!) Not to her friends, not to her spouse, not to her relatives. Art is no more expensive than golf, video games, gardening, fishing, scrapbooking or any other hobby that someone chooses to have. Only in art does one’s hubby (and I see this with women ALL the time) say “you can sell this, Honey and make some money”. Well why doesn’t he take his fish to market and pay for the boat? Or his golf score last week to sell and amaze on Ebay? You see my point.

So relax. Only when you find your sales REGULAR and “real” should you even consider going the business route. Regardless of all the “easy” ways to sell your art that “experts” all over the Internet are selling or advising, use plain old common sense. There is no such thing as an easy business .

Now go have fun at your easel and don’t be pressured into a premature decision! Art and Business can be fun, exciting and stimulating but only if you accept the mindset AND your sales justify this decision!

Theresa
Art Career Experts

Re-energizing your Marketing Details

ace — Tue, 01 Feb 2011 15:00:34 +0000

February brings semi-panic to those artists who have not created any type of business plan or course of action for the year and are just about ready to throw up their hands and say “Forget it! This is just too hard!”

Well sure it takes time to think about your career but that’s part of real life and any profession. Planning a course of action is not such an unknown that you don’t know what to do.

This challenge is one of those procrastination events that frequent our lives. We all know, that the “thinking about doing it” is always worse than the “doing it!”

I am staff columnist for a writer’s group and the link below will take you to the last 3 articles that I have written for them (as will , ahem, OUR Art Career Experts newsletters!) The title articles are conveniently labeled below that! Now see how simple it is?

http://1stturningpoint.com/?cat=2056

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