Art Career Experts » how to sell your art

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!

The Fast and Easy Shortcuts to Success?

ace — Sat, 29 Oct 2011 11:00:43 +0000

ACE Newsletter (teaser!)

The Fast and Easy Shortcuts to Success?

by M.Theresa Brown

An interesting discussion began the other day when, on a yahoo group message board, a list of the 12 ways to be successful as an artist were published. The 12 steps were “OK advice” but pretty generic and from a popular Internet art marketing site and I responded to the post with the following:

“Oh my, real world experience counts for a lot in these discussions.

It is telling that the most often asked question in our art marketing seminars is “How do I price my work?” The artists who ask, regardless of what they just heard from me in the seminar, are searching for an easy, magical formula for instant success. And top of their list is the thought ” skip the rest-just tell me how to price my art so I can sell”

Those artists are not understanding or accepting that there is no single answer. I tell them it is the “whole package” which is the key to pricing their art. But even putting the “correct price” on a piece of art will not sell it!
From what I have seen and heard, very few artists today are willing to work as hard as it takes to develop that package

They pop from one guru’s message to another looking for the yellow brick road and a way to the top with as little effort as possible:-) And along the way, they go nowhere because there is always the underlying voice telling them “but that’s a lot of work” or “I don’t know if I can do that” and off they go looking for a message that sounds more in keeping with what they’d like to do.”

Want to read the rest of this insightful article? You can subscribe to our monthly newsletters and enjoy articles from us and our knowledgeable guest artists by signing up for our FREE newsletters at Art Career Experts.

BTW-did you notice the “teaser” form of writing? This seems to be the era of a new news form of Internet writing. Gone are the days when the summary of the whole article was in the first paragraph. Now most headlines when you turn on your computer are questions. “Did the man jump from the building?” “Did the war end?” The old time newsmen would roll over in the grave.

Accepting compliments gracefully

ace — Mon, 12 Sep 2011 13:05:27 +0000

Just how DO you respond to compliments about your art? Or yourself? DO you smile and say “Thank you!” or do you immediately go into an explanation and reasons about why the compliment can’t possibly be for you or what you do?

What we learned about dismissing or negating a compliment was that you are essentially telling the person giving you the compliment is that “his/her tastes are not very good.”Think about that and it will make sense!

“I love this art piece!” “Oh I was just playing around in the studio!”

In the art world I recently congratulated an artist at an opening on her long distance sale via telephone. I happened to be in the gallery when the owner received the call and the sale from another state after seeing the email with images! The artist’s response to me was “Oh that was just a very old friend from Florida who wanted to help out!” Now seriously. The best response to me would have been a simple “Thank you.” But to diminish the sale (after all it WAS a sale) by dismissing the buyer also put her confidence in her own art in question. Better for me to think that buyers were flocking to her art than only a close friend would buy my art. See the difference?

I have had students in art workshops who go on and on about how bad their attempts are until it becomes very trying for the other students! At one such event I finally said “OK. it’s not good.” There was a moment of silence but the other participants laughed and then I laughed too and said “I am the teacher. If it wasn’t good I would tell you. And I have told you it’s good! But you still don’t believe me so I might as well agree with you!” The woman laughed as well and agreed that she would accept my compliments as fact from now on. Silly story but it happens ALL the time. You might dismiss compliments because you honestly fell you don’t deserve them but to dismiss them because you’re fishing for more compliments is manipulative

Read the article and see whether or not you agree with it.

http://www.everydayhealth.com/emotional-health/why-you-cant-take-a-compliment.aspx?xid=aol_eh-emo_19-_20110905&aolcat=HLT&icid=maing-grid10%7Chtmlws-sb-bb%7Cdl7%7Csec1_lnk3%7C94744

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

If “Art Should Sell Itself” then how come I’m so broke?

ace — Fri, 10 Jun 2011 16:07:15 +0000

This is an article that I just wrote for the jerrysartarama SPLATTER blog so follow the link for the “rest of the story!”

“Art Should Sell Itself!”

That would be nice. But it doesn’t and it won’t happen. Not in your lifetime. And curiously enough, artists actually know this. But somewhere back in their mind is some group, book or individual whispering that phrase to them and early education is very powerful…..even if it is utterly wrong!

Artists who feel that their Art needs to only be displayed and the buying public will flock to their studio or booth at an art show and push money eagerly into their hands can be seen everywhere. and are easily identifiable by both their attitudes and how they dress.

The “Art Should Sell Itself” artists are especially prevelant at Art and Craft Shows where they can be seen reading a book, or instant messaging on their cell phones, or lounging sleepily in their chairs. They ignore possible collectors completely, or stand in front of their booths blocking the entrance and engaging in conversations with friends and relatives. Or they are gathering in groups with other vendors to complain about the show. They are wearing their “official artist clothes”…..cut off shorts and flip flops and many unconsciously spend a lot of time trying to perfect their perception of what an artist is supposed to look like and do. Sometimes the green hair helps…..

Read the rest here: http://www.jerrysartarama.com/blog/post/2011/06/09/If-Art-Should-Sell-Itself-then-why-am-I-so-broke.aspx

Taking a lesson from a pro entrepreneur

theresa — Sun, 05 Jun 2011 22:32:27 +0000

Taking a lesson from a pro entrepreneur

Think that living your dream and becoming an artist is about how talented you are? It’s not about the talent, it’s about sticking with it! So what a great story about determination and perseverance! And hey, throw in a little revenge…..:-) Read this excerpt from the article about Barbara Corcoran (SHARK TANK!) and see if it does not inspire you to read the rest of the story!

………But you want to know, when I had the courage to end that partnership, he gave me the best gift of my life. He said to me, ‘You’ll never succeed without me.’ And I knew, right then and there that moment, I thought, ‘Oh yeah? I’d rather die than let you see me not succeed.’ And you know what? That was an insurance policy for success. Every time I was thinking of failing or giving up, I would think of one more thing, just because I didn’t want them laughing at me! Maybe not the best motivation but whatever, it worked for me.
http://smallbusiness.aol.com/2011/06/02/my-first-million-barbara-corcoran-the-corcoran-group/

Do I really need Facebook?

ace — Fri, 03 Jun 2011 11:33:53 +0000

We can always use an extra laugh and I thought this funny email making the rounds pretty much said it all! Actually the “over 30″ remember life before it was controlled by electronics and it is always good to remember that we sent men into space without “how to” ebooks

Sent by an over 55 yr old……………..

When I bought my Blackberry, I thought about the 30-year business I ran with 1800 employees, all without a cell phone that plays music, takes videos, pictures and communicates with Facebook and Twitter.
I signed up under duress for Twitter and Facebook, so my seven kids, their spouses, 13 grand kids and 2 great grand kids could communicate with me in the modern way. I figured I could handle something as simple as Twitter with only 140 characters of space.

That was before one of my grand kids hooked me up for Tweeter, Tweetree, Twhirl, Twitterfon, Tweetie and Twittererific Tweetdeck, Twitpix and something that sends every message to my cell phone and every other program within the texting world..

My phone was beeping every three minutes with the details of everything except the bowel movements of the entire next generation. I am not ready to live like this. I keep my cell phone in the garage in my golf bag.

The kids bought me a GPS for my last birthday because they say I get lost every now and then going over to the grocery store or library. I keep that in a box under my tool bench with the Blue tooth [it's red] phone I am supposed to use when I drive. I wore it once and was standing in line at Barnes and Noble talking to my wife and everyone in the nearest 50 yards was glaring at me. I had to take my hearing aid out to use it, and I got a little loud.

I mean the GPS looked pretty smart on my dash board, but the lady inside that gadget was the most annoying, rudest person I had run into in a long time. Every 10 minutes, she would sarcastically say, “Re-calc-u-lating.” You would think that she could be nicer. It was like she could barely tolerate me. She would let go with a deep sigh and then tell me to make a U-turn at the next light. Then if I made a right turn instead. Well, it was not a good relationship.
When I get really lost now, I call my wife and tell her the name of the cross streets and while she is starting to develop the same tone as Gypsy, the GPS lady, at least she loves me.

To be perfectly frank, I am still trying to learn how to use the cordless phones in our house. We have had them for 4 years, but I still haven’t figured out how I can lose three phones all at once and have to run around digging under chair cushions and checking bathrooms and the dirty laundry baskets when the phone rings..

The world is just getting too complex for me. They even mess me up every time I go to the grocery store. You would think they could settle on something themselves but this sudden “Paper or Plastic?” every time I check out just knocks me for a loop. I bought some of those cloth reusable bags to avoid looking confused, but I never remember to take them in with me.

Now I toss it back to them. When they ask me, “Paper or Plastic?” I just say, “Doesn’t matter to me. I am bi-sacksual.” Then it’s their turn to stare at me with a blank look. I was recently asked if I tweet. I answered, no, but I do toot a lot.”

P.S. I know some of you are not over 50 . I sent it to you to allow you to forward it to those who are.
Us senior citizens don’t need anymore gadgets. The tv remote and the garage door remote are about all we can ha

Are you sure you want a Critique?

theresa — Mon, 30 May 2011 21:26:26 +0000

Critiques. If you are an artist, you cannot escape the universal usage nor overexposure of the word, “Critique.” It is used randomly about the art world to the point where you either embrace the concept or reject it entirely. In art, Critiques are used in grade school, in art lessons, art lecturers and schools of every caliber. But without a doubt it has gained widespread usage on the Internet message boards! But is a critique really what all these artists are asking for?
A description of the word: “Critique has been used as a verb meaning “to review or discuss critically” since the 18th century, but lately this usage has gained much wider currency, in part because the verb criticize, once neutral between praise and censure, is now mainly used in a negative sense. But this use of critique is still regarded by many as pretentious jargon…..”

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