by smARTist Speaker, Maria Brophy
There are many pieces to the puzzle when it comes to being successful in the business of art. One of the most important pieces is connecting with your collectors. After all, without collectors, your artwork would be sitting in a back room, lonely, with no place to call home!
Before I share my number one technique on how to connect with your collectors, let’s talk about what it means to “connect.”
Connecting with anyone means that you have a mutual rapport, understanding, and appreciation for each other.
Think back to a time when someone truly appreciated you. It might have been a teacher who saw your potential and made you feel special, or it was a friend who greatly admired you, and said so. Or someone you only met briefly, but made you laugh and feel good in the moment.
Those were connections that you made with someone who made you feel good about being you, they accepted you as you were, and they brought out your inner beauty through their appreciation.
In those moments, you not only were treated special, but you FELT and BECAME special.
Now, how do we apply this appreciation to your art collectors?
When you are in their presence, make them the sole focus of your attention. As you are speaking to them, look for positive aspects about them to love (their eye color, their choice of clothing, the way they speak, their kindness, etc).
And then FEEL as though you appreciate the positive aspects you’re noticing. Find things to love and enjoy about your collector, and focus on it in your mind. This will do two things:
1 – In feeling appreciation and acceptance for them, you will put out joyful vibes and they will feel it.
2 – They will automatically appreciate you in return, even though they don’t know why.
I have used this technique many times in our art studio and in business meetings, and it works. I’m not saying you will always get the sale, but I promise you that 100% of the time, you will create a connection with the person you are appreciating.
An expert on art licensing and deal making, Maria Brophy has made it her quest to help artists cultivate confidence in business, and comfort when negotiating deals.
And she’s coming to smARTist Telesummit 2012 with her presentation on: Put deals together: A totally out of the box use of creativity!
For over twelve years Maria has represented her artist husband, Drew Brophy. She has grown his business to over thirty, current, art licensing contracts, and sells dozens of his original paintings a year. Together, they have created multiple streams of income from his art, including Internet sales, licensing, original painting sales, and sponsorships.
Maria spent five years representing other artists, however, she now offers consulting for artists with the intention of helping them to represent themselves in deal making and licensing.
Maria has also co-authored two books: How To Draw With Drew Brophy published by Walter Foster Publishing, and an e-book (strictly business), How to Understand Art Licensing Contracts.