Selling Yourself

This old man has been selling artwork since he was 10 years old (no, it wasn't during the Civil War).
Here is what I do for repeat business:

1. To the back of each painting I attach bio information. People want to know you as a person not just by your work.

2. I include with the sale a thank you card which shows a different piece of artwork but in the same genre. One side shows the artwork and on the other side is a hand-written thank you note, also asking them what they think of it (always leave them with a question, then it is up to them to answer).

3. This is followed up about two weeks later, again thanking them for their purchase and asking them how they are enjoying it (again leaving them with a question to answer). This is usually a postcard showing a different piece of artwork in the same genre that they collect. Using a postcard allows others to also see the artwork too. Believe it or not this has resulted in new sales. In this day of E-mail, people DO enjoy finding things in their mailbox besides bills and ads for Wal-Mart.

4. I then add them to my mailing list and when I complete a new painting I send them a notecard with the artwork on the card, I also include an insert showing an entirely different piece of artwork. (Usually once a month) A lot of times these notecards end up being framed themselves.

5. I keep them on this mailing list for six months. If I don't get another purchase within that time, I move them to another mailing list. Mailing them a card twice a year making sure that one of those mailings goes out in November and wishing them a Merry Christmas. (Perhaps a new painting as a Christmas gift?)

6. I use a picture of my most recent artwork on my business cards and change them every month (I print my own, frugal, not cheap). When someone asks what I've done lately I whip out the new business card. I leave business cards everywhere. With a tip after dinner out, at frame shops, even at Michaels or Hobby Lobby, casually placed over in the frame section. (I'm sure the stores love me for this LOL)

A lot of work you say .... perhaps, but 95% of the people who buy my artwork buy again and become avid collectors. When you sell high priced items as I do, it is worth the extra work. Let your customer know you care. I won't go into the fact that their friends and neighbors see their new artwork and ask where they got it.

As for galleries, if I see a gallery that I would be interested in having them represent me, I send them a notecard with artwork on the front. I do this with all new completed artwork for two months. If after that time they have not called to see my portfolio I remove them from my gallery mailing list.
When you are selling a high priced product (mine run from 500-1200 dollars in galleries) then you have to go way beyond that extra mile to keep continued sales and repeat business.

Of course the product you sell has to be "top notch" but selling yourself always means repeat business. And the printing on your cards and inserts has to be of the best quality. But then everything you do in this life should be the best quality you have to offer.

I love to quote Cicero, (Marcus Tullius Cicero is generally perceived to be one of the most versatile minds of ancient Rome. 106BC - 43BC, yes, before my time) "As I approve of a youth that has something of the old man in him, so I am no less pleased with an old man that has something of the youth. He that follows this rule, may be old in body, but can never be so in mind."

If there is anything special you do to promote your business or product I would like to hear about it.