How to sell art successfully - part 5.

Here is a fine essay written by Janezee Bond and Blake Ellison who work for Arader Galleries at 1016 Madison Ave. under Helene Lowenfels, director.

There are 4 steps to successful sales.  This essay is primarily about step 1.

It follows:

As mentioned, the first step in selling art successfully is meeting and getting to know the potential client. An earlier post from May 26^th discusses the “rules of thumb” to accomplish this objective, however, this post instead centers on the personal connection a seller should establish with their potential client. This essential piece contributes largely to the principle of tailoring the purchase to the customer, a principle necessary in achieving success.

A successful seller aims to establish an ongoing relationship with their clients, the result of establishing a connection with the client, rather than superficial friendliness or mere flattery. This connection with a client is often founded on common points of interest, which at times requires great effort, especially where there appear to be few—a conversation or even a Google will often aid this process. As one continues to establish common points of interest, the seller begins to obtain an appraisal of a customer's specific interests.

       In order to establish and maintain this relationship, a seller should make a point of keeping informed of their clients' well-being and activity. This is done through a genuine care for the client's welfare. There exist ample ways to maintain friendly contact with a client. Through modest acts of kindness, such as sending a congratulatory, handwritten note after hearing of a promotion or a quick phone call to check up with a client, an abiding trust can be established between client and seller.

          Trust between a client and a seller allows the seller to tailor what types of objects are offered to the client, which is the ultimate objective in a field such as rare maps, books and prints. This is what makes a dealer successful—coupling the needs to the client with an overall knowledge of the industry, specifically what works are available. The first steps in successfully selling art include: getting to know your client, establishing common points of interest which should lead to a relationship with the client, and maintaining this relationship through various activities, which establishes a trust between seller and client.