Blog on Art Marketing and Selling Art

Sales can fluctuate dramatically from month to month, and whatís selling today, may not be selling tomorrow.

What Kind of Artwork Sells Best?

On its face, this is a pretty easy question to answer Ė all I have to do is look over my sales records to see which media and subjects have been selling the best. [...]

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For artists doing a lot of shows, I would highly recommend experimenting with the bin.

Should Artists Present Artwork in Bins at Art Shows, or is it a Distraction?

For artists doing a lot of shows, I would highly recommend experimenting with the bin. [...]

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I have long maintained that itís a bad idea to try and show too much art at once.

Choice Overload | Cramming in too Much Art Hurts your Sales

Whether the art is being shown in a gallery, or at a weekend art festival, I believe itís better to show a limited number of pieces instead of trying to cram everything you can into your space. [...]

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By getting in the habit of restating questions, you will also begin getting in the habit of moving your clients toward the close.

Becoming a Better Art Salesperson | Restating Questions and Objections

I would encourage you to resist the temptation to blurt out an immediate answer, and instead restate your clientís question or objection in your own words. [...]

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Installation/Hanging Kit

Create a Mobile Art Hanging/Installation Kit

Once we understand the circumstances of the installation, we set up a time, and arrange to bring everything weíll need for the installation. Iíve also learned over the years that itís a good idea to have a variety of tools and hardware in my installation kit for unexpected circumstances. [...]

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Jason Horejs shares his love for art in this love letter.

A Love Letter to Art, Or What it All Means to Me

Some of the deepest, most transcendent experiences of my life have occurred as Iíve taken in great works of art. Iíve come to love the technical aspects of the art and the craft involved in creating it. Ever more, though, is my love of an artistís ability to communicate with me. [...]

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Jason Horejs shares a quick tip on how to keep a record of your sold artwork

Quick Tip: Make a Folder for Images of Art in Clientís Homes

Today I want to invite you to do something that is going to take you all of five seconds: Set up a folder on your computer where you can collect images of your work in clientís homes or businesses, or in public spaces. [...]

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Jason Horejs discusses why itís important to maintain open lines of communication with your gallery.

Practical Matters: Asking a Gallery for Artwork from Their Inventory to Supply Another Gallery

These arenít the kinds of question that have objective, right or wrong answers. There are very few industry norms in the business. Up-front communication as you begin working with a gallery will answer many questions about how a gallery deals with these kinds of issues. [...]

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Jason Horejs shares how to stay in touch with your art collectors

Keeping in Touch With your Art Collectors

Perhaps you haven't been as good at following up as you would like simply because you haven't had a follow-up plan in place. I want to share with you some suggestions that will help make you a follow-up expert. Better follow-up will lead to more sales. [...]

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Jason Horejs shares 4 helpful tips for any easy follow-up process

Increase Your Art Sales | The Power of Follow-Up

I canít guarantee that every follow-up effort will lead to a sale, but if you follow up consistently I can promise that you will see more of those ďalmostĒ sales convert into ďfollow-upĒ sales. [...]

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Jason Horejs discusses how being available and providing an exceptional level of service can increase your art sales

Many Galleries are Closed on Mondays . . .

If you are an artist participating in a show or festival, stick out the full length of the show. I know itís a huge temptation to pack it in early, especially if the show has been poorly attended, but I canít tell you how many times weíve had a client come into the gallery right as we were closing and end up making a purchase. [...]

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Discussion: Selling Art at Home Interior Stores

I have been approached by such stores in the past asking if I would like to show gallery work in their showrooms and Iíve always declined. For me, the added complexity in terms of tracking inventory in another location, along with the liability of having my artistís work in another business were major factors. I also know that selling art takes a trained salesperson, and though these showrooms are full of salespeople, selling art is different than selling a sofa. [...]

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Don't miss Gallery Owner Jason Horejs' Perspective on Consistency in your art

Artists: Are you Consistent? A Gallery Owner's Perspective

How Developing a Strong Style and Laser-Like Focus is One of the Most Important Things you can do for Your Fine Art Career [...]

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Don't miss Jason Horejs' debate on displaying prices for your artwork

Debate: Should Artists Include Pricing on Their Websites?

If you are waiting for someone to call you or email you for pricing you are missing the point of the internet. Visitors to your site arenít going to contact you, they are just going to move on. In the internet age, people want to find information easily and instantly. [...]

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Jason Horejs discusses how to utilize "hotspots" when displaying your art in a show, festival or gallery

Magic Walls | How Some Spaces in My Gallery Sell More Art Than Others

What do I mean by "hotspots"? These are areas of the gallery that tend to generate more sales activity than other areas. Some of you may have experienced this in your galleries before, or at art festivals or open studio tour events - there seem to be certain areas that generate more interest and activity, no matter what is showing there. [...]

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Jason Horejs shares his advice on allowing visitors to take photos of art in a gallery, show or museum.

Debate | Should Visitors be Allowed to Photograph Artwork in Galleries, Museums and Art Shows?

We try to use photography in the gallery as a sales opportunity. When someone starts taking photos or asks if they can, we are very accommodating, even encouraging. We also offer to email them a photo of the piece they are interested in, letting them know that the email will include the size, price and artist name. [...]

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Jason Horejs shares some ideas on what to do with older unsold artwork

Collective Wisdom | What to do With Older, Unsold Artwork

Storing old artwork can become a huge challenge, especially for artists who have built up hundreds works over the years. Studio space is at a premium, and every square inch that is taken up in storage, is a square inch thatís not available as work space. I have a number of different suggestions of possible approaches to dealing with older work, their benefits and challenges, and then I would like to encourage you to share your experience with older work. [...]

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Jason Horejs shares 3 helpful tips to stay in touch with potential collectors

3 Tips to Help You Better Follow Up With Art Buyers and Make More Sales

When you consider the lifetime value of a collector who ends up buying multiple pieces from you, the cost of a failure to follow-up is staggering. [...]

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Jason Horejs shares some helpful words to use when closing a sale.

Selling Art | Words that Make a Difference

Making a conscious effort to select the right words is particularly important when working on any marketing or advertising copy, when speaking with a client or a gallery that might want to represent you, and when you find yourself negotiating to close a sale. [...]

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Jason Horejs discusses how an artist's story can help to close a sale.

Creating Experiences and Telling Stories to Sell More Art

Not everyone cares about the stories, but itís often the case that the story is the extra little push that encourages the collector to buy. Of course, it doesnít always work out to provide this kind of experience for a collector, but whenever I have the chance, I will go out of my way to give collectors the opportunity to meet the artist. [...]

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Don't miss Jason Horejs' advice when interacting with an art collector

How to Behave in an Art Collectorís Home

If you've had the opportunity to sell directly to art buyers, either through your studio, gallery or a show, you've probably found yourself in a similar scenario. Selling to a client in her home can be a challenge, but getting the art into the client's home in the first place is more than half the battle. I have several suggestions that might help you the next time you find yourself with your art in a client's home... [...]

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Jason Horejs discusses how discipline affects the artistic process

The Discipline it Takes to Create Art

I marvel at an artist's ability to get into the studio and work persistently toward his or her vision. An artist, it seems to me, must have an incredible drive to work day after day through difficult circumstances. It takes real discipline. [...]

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Jason Horejs shares some great tips on art festivals and art shows

How to Succeed at Art Shows and Festivals

The summer art show season is upon us again. Each summer, tens of thousands of artists have the opportunity to show and sell their creations to the art-loving public. Participating in these shows can be exhilarating, terrifying and exhausting, all at the same time. [...]

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Should Artists Put Their Art on Greeting Cards? | Collective Wisdom

Do you reproduce your work on cards or other promotional/gift items? Why or why not? If you do, has it been good for your business? [...]

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Jason Horejs discusses how a testimonial from a client is tremendously valuable to the next sale.

Client Testimonials - Worth Their Weight In Gold

I would urge you to ask for testimonials from clients who buy work directly from you, and encourage your galleries to collect testimonials from their clients and share them with you. [...]

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Jason Horejs shares some tips for overcoming gallery rejection

How to Overcome Rejection as You Seek Gallery Representation

We all fear rejection, but as you gain experience and wisdom in the art business, youíll come to see that rejection is just another part of the process of building a successful art career. [...]

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Jason Horejs discusses how to deal with criticism from those in your inner circle

How to Deal With Art Criticism from Your Spouse, Partner, or other Close Family and Friends

A partner with an artistic education is often better able to articulate their criticism, but many artists find that the lack of artistic education of a spouse can actually be an asset. [...]

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If we can just get the cash register to ring, even in a small way, the slump feeling disappears...

Surviving An Art Sales Slump

While it is important to get the cash register ringing, I would discourage you from taking drastic measures to restart your sales. While you do want to continue doing a good follow-up job with potential customers, you donít want to become a pest. I also discourage the use of fire sales to try and revive business. A sale may indeed get the cash register ringing, but you run the risk of training your buyers not to buy your work at regular prices, but instead to wait for the next big sale. In a way, you are encouraging the next slump! [...]

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Jason Horejs discusses should artists post online about their sold paintings

Ask a Gallery Owner | Should Artists Brag About Their Sales?

What do you think Ė is it a good idea for an artist to publicize recently sold artwork? How do you let your followers know about these sales? [...]

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Don't miss the 1st article in Jason Horejs' series on the Benefits and Challenges of Marketing Your Art Through Social Media

The Benefits and Challenges of Marketing Your Art Through Social Media

Social media marketing isn't going to work for everyone, but my hope is that I can share insights that will help those of you who want to better understand what it takes to succeed. [...]

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Jason Horejs discusses fine art vs. decorative art

Ask a Gallery Owner | Fine Art Vs. Decorative Art?

I feel that fine art is in the eye of the beholder. I look for artwork that interests and excites me and that will bring an interesting dimension to our gallery. As the email above says, Iím looking for art that has ďemotional touch point.Ē Thatís my fine art. A visitor to the gallery might feel the same and become motivated to buy the piece, or they may not experience any connection and walk right out the door. [...]

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Jason Horejs debates should you exhibit art at a business.

Debate: Should Artists Show Work in Doctor's Offices, Banks and Other Business Locations?

Have you shown your work in a rotating exhibit at a business? [...]

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Jason Horejs shares how you can use Photoshop to make an art sale

Anatomy of a Sale | How We Used Photoshop to Make a $5,000 Art Sale

Have you used Photoshop to help you make sales? What else have you done to provide extra service that has helped you make sales? [...]

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Jason Horejs discusses how including a date on your art piece can ruin a sale

Debate: Should You Include a Date on Your Artwork?

I am an impassioned advocate of artists being organized and carefully cataloging all of their work. I encourage artists to make sure that each work of art includes an inventory number which could then be cross-referenced to the artistís inventory if and when the question of creation date arises in the future. [...]

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Jason Horejs discusses why artwork titles matter

Collective Wisdom | Creating Titles for Your Artwork

Titling your artwork is a challenge because you have several potentially conflicting goals with a good title... [...]

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Jason Horejs discusses why you shouldn't add watermarks on your artwork posts

Debate | Should you Watermark Art you Are Posting Online?

Do you watermark the art you post online? Why, or why not? [...]

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Don't miss Jason Horejs' advice on what to include in your biography

Ask a Gallery Owner | Should I include negative or depressing details of my life in my biography?

The main purpose of your biography is to help people make a connection to you, to help them understand where your art comes from, and to help them move toward a purchase. With that in mind, if you are going to include references to difficult life experiences, you should strive to do so in a way that emphasizes not the problem, but rather the amazing way you overcame it and went on to become the amazing artist you are today. [...]

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Jason Horejs shares key points to writing professional emails

Crafting Professional Emails for Better Art Business Communication

The key to writing professional emails is to take your time to make sure you say exactly what you want to say as clearly as possible, but there are some other specific steps you can follow to craft better emails. [...]

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Don't miss Jason Horejs discussion on how to generate consistent and reliable sales

Collective Wisdom: Finding your Bread and Butter

Have you created artwork that generates consistent and reliable sales? Whatís different about that artwork from your normal work? How did you discover your bread and butter? [...]

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Don't miss Jason Horejs discussion on "What Do You Do When You Encounter "the Artist Who Won't Go Away?"

Collective Wisdom | The Artists who Won't Go Away While I'm Trying to Sell

I know it can feel awkward to have someone listening and watching what you are doing, but if you act like it isn't awkward, your customer will very quickly forget about the other artists and you can engage as if you were in an empty studio. This will take some practice on your part, and a conscious effort not to feel self-conscious, but I can tell you from experience that it can be done. [...]

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