The private gallery presentation room is an incredible sales tool. It’s intimate. It’s focused. It’s controlled. How can you recreate a similar experience virtually?

In this article, I want to talk about some best practices for presenting art to clients one-on-one with video conferencing technology.

COVID-19’s unprecedented impact on how you do business has further highlighted what was already an underlying problem with today’s typical art gallery business model. Art galleries need to strategically develop their online sales strategies to integrate with the face-to-face experience art collectors would have in the brick and mortar gallery.

Art fairs have firmly established a prominent place in many art galleries sales strategy.  Fairs are often a considerable financial risk to a gallery business, but they can also bring great rewards.  Increasing sales, meeting new collectors and expanding the gallery’s reputation in new markets are the driving motivations for participating. They also provide an […]

There is a trick to how you should structure your sales letters to keep the recipient’s attention and best appeal to their emotions.   Here we discuss that structure and the two key elements your gallery’s sales message should focus on. I also give a few other tips to hook your art buyer with your letter and keep them moving through the sales cycle.

A sales strategy is vital to your gallery business. When crafting a sales strategy there are things that can derail your plan, however being aware of what they are can help you avoid them. There are also several things that an effective gallery sales plan should do.

Your top priority is to increase art sales and gallery revenue.  You need a sales strategy that is designed to succeed.

To prepare for building your art gallery’s online sales strategy, use this checklist to ensure your gallery is positioned well to make the most of the online sales process.

Art galleries need to understand better what motivates and discourages collectors from purchasing artwork online. Understanding the collector’s perspective will help drive your online sales strategy.

An art gallery sales plan is a strategic and tactical plan for acquiring new art buyers and growing revenue.  Here I will focus on the establishing the foundation of an art gallery sales plan before creating the sales strategy element of the plan.  

The primary role of an art gallery website is to promote, communicate, educate and entertain. But ultimately you want a site to help sell your artists work. These functions are poised for interaction from viewers. Today, there is a greater emphasis on consumer-generated content as part of the overall shopping experience; online and off.

Here let’s look at what that means for selling art and how an art gallery might respond to this trend in consumer demand.

In this article, I’m going to give you a strategy that you can quickly put into practice to sell more of your artist’s work. Today you probably get leads for art sales from multiple places; in the gallery, at art fairs, and online. Perhaps you receive referrals from other collectors, artists or industry professionals.

Every lead is an opportunity that must be pursued. You can do this by adding value and without being pushy.

Selling fine art can be very intimidating for many people, but the reality is sales pay the rent for the gallery space.  Here let’s look at a few tips to help create a solid mindset for going into a sales conversation with an art collector and eliminate anxiety. Collecting art from your gallery must be […]

The pressure to sell art in your gallery can be enormous. Let’s talk about a fundamental sales element you can change when presenting art to new prospects.

Inquiries about artworks in the gallery have the possibility to lift your professional soul.

Here are some strategies that art dealers can use to overcome concerns about the price of an artwork.

The experience of collecting art has changed. It’s a mulitchannel online sales strategy. Here we will discuss the key elements needed to create an art gallery online sales strategy to meet the demands of art collectors looking online to acquire art.

Here let’s look at how a defined sales plan could generate more sales from your gallery’s exhibitions. A sales plan details the strategies used to actually sell. It’s a plan for starting buying conversations about a collector’s needs and the value the artwork in the exhibition has to their collection and lives. We will explore some strategies for pre-selling a show, generating real leads and sales focused follow-up during and after opening night.

There are two types of sales skills required for success in the art industry; hard skills and soft skills. Soft skills are things like good communications, empathy and relationship building. These are much harder to train, but with practice they can be developed. Soft sales skills are an asset for selling fine art and yet they are often undervalued when hiring new gallery sales employees.

In this article, we will discuss how soft selling helps increase art sales and how your gallery sales consultants should be using them.

Art as an investment asset is a still relatively new concept.  It seems to be a concept that wealthy Gen X and Millennials are willing to embrace.  It’s hard to miss the media fed buzz about auction records or hear about art funds in the investment community.  A recent article by Evan Beard and Ramsay […]

This article will highlight some important skills your gallery sales staff must have to sell a luxury like fine art to today’s affluent art collectors. Consider it a refresher course if you have been in the gallery business a while or need to train new gallery sales staff.

Today, affluent art lovers are more cautious about how they spend their hard earned money. Due to the recent recession, unstable job market, political environment and social perception of affluents in society, today’s art collectors need to feel good about money spent on luxury items.

The online art market is growing rapidly. Here we will look at the online art market, how art collectors are buying art online and what your gallery business needs to do stay in the game and remain competitive. When adding the ability to purchase artworks directly off your website there are few elements that are important to get right.

Could a payment plan help overcome the price objection to buying art? Some art dealers do offer payment plans for art lovers, but their system has flaws which leads to difficulty. The key to success is clear, upfront communication, in writing, between you as the art dealer, the collector and the artist.

Here we will discuss how to set up a payment plan for your gallery and some helpful tips to keep in mind.

Having a plan in place to actively seek out corporate art sales should be a part of your overall gallery sales strategy. Your gallery may take one of two paths; partnering with established art consultants or building an art consultant business through your gallery. Find out how to evaluate your market and develop a corporate art program that best meets the needs of your gallery.

If you want to be running a successful fine-art gallery 10 years or more from now, you need to start thinking about who your best client-base will be in the future and how you will establish a trusted relationship with them. Millennials (or Gen Y) are those born between 1983 and 2003. They are your gallery’s future.

Learn more about you can begin to attract them today and create strong gallery supporters for tomorrow.

Fine-art dealers who have a written sales plan for their gallery will most often achieve more then those who do not. Solid sales plans help keep gallery owners and staff focused on increasing their revenue, even when the day-to-day responsibilities of running a fine art gallery become overwhelming. When shared with your artists, you also build trust and confidence with them. Learn how you can put together a simple sales plan to help improve your gallery’s financial success.

Finding new art collectors is not as challenging as it may seem. Art collectors are everywhere. By reaching out into the community in new and different ways and cultivating relationships, you can expand your client base . You will be able to convert more “I’m just looking” leads into actual collectors if you have a strong system for generating leads, building intelligence about prospects and searching and tracking that intelligence.