Listening to your Client

Here are a few key points when having a conversation with a potential/existing client:

• Allow the client to speak without interruption. It will acknowledge how important and valuable they are to you. As they speak you will gather key information regarding their preferences in order to provide the appropriate artwork for their space. Develop a list of questions to make certain that information is captured completely.
  
  
• Let the conversation soak in and respond accordingly. Develop the habit of speaking to them at the same pace so they do not feel rushed or ignored. Be a good listener and smile at them. When responding do not come across as pessimistic, challenging or uninterested for it will cause unnecessary anxiety for the client. Respond candidly to their questions and then allow the client to respond without interruption.
  
• Observe their body language. It will tell you that the client understands your information. The main goal is to build trust between you and the client.

Marketing Your Art

• Presentation of your art to the public is important. Ask a peer, gallery owner or an art dealer to critique the presentation of your work. Is the work framed appropriately, is your website user friendly and does it provide a prospective buyer an engaging user experience? Is the work cohesive in quality? Is your artwork priced consistently? Also obtain written referrals from existing clients for the prospective clients review.
  
  
• Research your competition. Look at their website; research their resume and bio information, pricing of artwork as well as gallery representation. Interview an artist who is successful and you will gain invaluable information on their marketing methods. Successful artists devote a certain amount of time each week to promote their art. Ask the artist how their gallery helps them to sell their work. How many pieces do they need to have ready to sustain the agreement with the gallery owner and themselves? Are there any hidden costs since each gallery have policies that vary in scope of services.
  
  
• Take the time to research galleries that would best represent you. Location is important. Is the gallery located in a well traveled area? Research the quantity of tourists that visit that particular area and if there are mid-size to large size corporations in the vicinity. The corporations may have an art leasing program in place that you can tap into.
  
  
• Take the time to attend events held by the ASID-American Society of Interior Designers and IIDA International Interior Design Association. ASID has a membership that consists of residential practice based designers and commercial marketplace professionals. IIDA's membership is predominately attended by commercial marketplace designers. Both organizations use artwork in residential and commercial applications.
  
  
• Dedicate time to expanding your mailing list.
  
  
• Contact local county government offices to inquire if they have a budget to purchase or lease art for their many facilities. Local libraries and community centers typically rotate art exhibits through out the year.