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Posts tagged strategies
8 Ways to Deal with Difficult Customers
Aug 28th
Courtesy Katherine Thomas
Artists who have been in the business for any length of time have run into difficult customers at shows and other venues. Dealing with these people doesn’t have to be a disastrous experience – there are ways to turn a problem around, or at least reduce the impact on ourselves.
What is the definition of difficult? It could be our own perception. Perhaps we’ve had a very long, tough day and we are overly sensitive to anyone who demands extra attention. Making it a priority to maintain a professional atmosphere with all visitors will help you fend off the urge to be short or unresponsive to prospective customers who are demanding, time-consuming or unhappy. Here are some other ways to smooth the way with the most difficult customers:
- Listen. Whatever the problem or complaint, it is important to your customer. Give them your full attention and allow them a reasonable time to explain their frustration.
- Acknowledge. Whether you agree or not, tell them that you hear what they are saying. Active listening involves voicing their concerns back to them, letting them know “I understand how you feel”. Then calmly explain how you can either resolve their issue or seek more information from them.
- Don’t take it personally. When a customer becomes difficult, they are venting their emotions. It’s all about them, not you. Allowing them to express their anger might just take some steam out of their argument. Not becoming caught up in their drama lets you keep a cool head.
- Respect yourself – and them. You don’t have to be subjected to rude comments or insults. If a customer becomes abusive, explain that you will be happy to discuss the issue when they calm down. This might involve taking a break from your conversation and speaking with them later.
- Respond with kindness. It’s amazing how a situation can be defused when we respond with a kind word instead of fueling the fire. Let them know you will do everything possible to find a suitable resolution. This allows your customer to relax and become less defensive.
- Seek resolution. Even though you believe your difficult customer is being unreasonable, try to find a compromise if possible. They will feel better knowing that you have taken their concerns seriously. Deal with the situation as calmly as you can, and put the issue to rest so that you can focus on your business.
- Forgive. Everybody gets difficult at times. There could be a hundred reasons they are frustrated that has nothing to do with you. Let go of your own anger and hurt from the situation, and try to move on. Holding a grudge against other people only hurts us. Be kind to yourself.
- Keep it in Perspective. It could always be worse. Consider the worse possible scenario, and then count your blessings!
See more of Katherine Thomas's work on her website.
Break Free from Worry/Interview with Karol Ward
Aug 24th
Today is the tomorrow we worried about yesterday. ~Author Unknown
Karol Ward
Are you a worry-wart? With our economy in the tank, it’s very challenging to sell art. Life becomes unsettled, and worrying has become more common than ever. Fear not, says nationally known speaker and psychotherapist Karol Ward, who is the author of the book Worried Sick: Break Free from Chronic Worry to Achieve Mental & Physical Health
AS: Please explain the types of worry, and the most common sources.
KW: There are two different kinds of worry that are the most common. The first is chronic worry, which is a constant, on-going feeling that does not go away even if there are not specific reasons for the feeling of worry. It is a feeling inside that gets projected or placed upon the outside world. I describe chronic worry as the feeling that the person experiencing it is wearing a pair of “worry glasses” that they view their circumstances through. Everything seen through those lenses is a cause for concern and the wearer is on-guard in anticipation of a “worst case scenario”.
This type of worry usually stems from core beliefs learned in childhood, trauma or series of traumas that result in the perception that the world is not necessarily a safe or comfortable place to live in. Chronic worry can be viewed as a coping mechanism used to handle the fear of the unknown.
Situational worry is the second kind of worry that people experience. This worry happens from the outside in. Upsetting events and situations occur that stimulate a natural “worry response”. However, this response is not static and is not the person’s usual mindset. This type of worry encompasses personal and professional circumstances and can be short or long term. Health issues, the economy, financial, career satisfaction, and relationship glitches are all examples of situational worries.
With this type of worry, there is the understanding that the worry comes from a specific cause and when that issue or problem is resolved, the worry will shift. A person experiencing situational worry is also able to take in another person’s perspective on their issue and feel a shift in mood. Though some situational worries can be long term, there is still the understanding that the circumstance is the cause of the worry as opposed to the blanket feeling of anxiety associated with chronic worry.
AS: Artists often have sporadic or uneven income from their work, creating feelings of insecurity. How can they change their mindset to deal 
with this?
KW: In my practice, I have treated many artists who feel shame and embarrassment over the fact that they are not successful yet or do not have the consistent annual income that others do. I support them by having them explore and ultimately dismantle their belief in an economic standard that will never work for them. Then we work on defining what success looks like specifically to them and to recognize the signs and steps that would help them realize they are moving forward. These steps are unique to that artist and acknowledging them helps the artist nurture their specific path.
Also, in my experience, artists often overlook one of their greatest strengths that people in other fields do not or cannot handle. That strength is the ability to balance the passion of their work with the resiliency needed to weather economic insecurity. Now, I know many artists would rather not experience the insecurity that comes from having to worry about income but it is often a consistent aspect of an artist’s career. It seems funny but during tough economic times, I have known many artists who can handle the worry and stress better than those in more traditional fields. That is something artists can be proud of, which helps them with their core perception of who they are.
AS: Quite often the artist doesn’t “fit” into society’s definition of success, and has a lot of self-doubt. What coping mechanisms can be used to overcome this?
KW: As I mentioned earlier, I am a big believer in defining what success looks and feels like to that specific artist. This will be different not only in contrast to other fields but also among artists. So, first it’s important to let go of trying to fit into society’s definition of success. Then I have them try a version of the specific exercise below.
- Find a comfortable spot to sit and relax
- Close your eyes and breathe in through your nose and exhale slowly through your mouth 3 or 4 times
- Ask yourself if you were to achieve success tomorrow, what would it look like? (Be specific with this in terms of recognition, money or lifestyle)
- How would you notice that your life was different?
- How would you feel?
- What is one step you could take that would help you notice you were moving toward that vision of success?
- How would it feel to take that step?
- When will you do it?
One other suggestion I make is for the artist to surround themselves with people who inspire and support them. It is important to be around others who, even if they are not specifically artists, are open to the possibilities of life. While there is certainly room for the times when we all feel negative and insecure, it does not serve us to constantly be immersed in the impossibility of life rather than the possibility.
AS: What would you suggest for artists who feel conflicted about pursuing the business and self-promotion side of their work?
KW: Explore those ingrained beliefs about business and self-promotion. Who did you learn them from? How does not embracing the knowledge needed to be a success in your career benefit you? Sometimes hiding our gift’s from the world are something we learned earlier on and in reality are not who we are today. Sometimes it reflects a fear of losing control of the familiar world we live in now.
It’s important to explore what losing control would look like and is it really as scary as where our imagination takes us. Artists should also educate themselves by reading about how others they admire got there – even those in other fields. There are also some great books about the emotional relationship people have with money. You don’t have to be an expert in accounting or business to be a success, but you do need to be open to learning about how you view it. The more comfortable you are with what you want, the better choices you will make in regards to who you feel comfortable with in helping you achieve the success you want to create.
AS:What are some of the effects of chronic worry? How can we dig ourselves out of this cycle?
KW: Chronic worry affects people physically, psychologically and behavioral.
- Physical effects include: Muscle tension, headaches, stomach problems, jaw pain and digestive issues.
- Psychological effects include: Nervousness, irritability, tearfulness, low grade anxiety, negative attitude.
- Behavioral effects include: Over or under eating, over drinking, working, shopping, or spending. Sleep disturbances and or withdrawal in personal relationships.
I recommend tapping into what I call the Three C’s to help with worry.
Calmness: Finding ways to achieve physical calmness through some form of movement or through specific breathing exercises.
Clarity: Exploring beliefs or creating specific plans that makes the artist feel more in charge of their life.
Community: Connecting to resources or people for emotional, mental, and spiritual support.
Remember the goal is not to eliminate worry from our lives because that is impossible. Worry is a normal response to things we need to pay attention to that are causing us concern. What we are aiming for is managing, understanding and reducing worry so that it does not take over our lives.
25 Ways Artists & Craftspeople Can Market Their Work
Aug 16th
"Bukowski" Lithograph courtesy Hallie Edlund
You’ve put in tons of studio time, developed a signature style, created a body of work and are serious about selling your art or crafts and building your business. Even if you’re an experience pro, are you doing everything you can to market yourself and create opportunities for sales every day?
Here are 25 ways to spread the word, spur interest in yourself and your work, and grow a base of dedicated customers:
- Diversify your efforts. If you are currently working in one medium, how many other ways can your images be sold – as t-shirts, mugs, mouse pads, notecards, etc. Use online resources such as Café Press and Zazzle to sell your creations in multiple formats. Many well-known artists do this.
- Sell Retail – and Wholesale. Are you currently selling only to the public? You may be giving up a huge market – wholesale buyers. Crunch the numbers and see if you can sell your products to the wholesale market. This involves making items in mass-production (such as prints, pottery, etc.) not strictly originals.
- Sell your Work through Online Outlets. Etsy, Red Bubble, DeviantArt, ArtyBuzz and other sites let you upload images and sell through their venue. Take advantage of these popular websites not only to sell but to create recognition and publicity.
- Show Your Work in Alternative Spaces. In this economy, there are empty storefronts, window space on busy streets and other non-traditional places to show and sell your work. Pop-up galleries have become a trend, and can be placed in homes for sale, restaurants, and available real estate for next to nothing.
- License Your Work. Many artists license their designs to manufacturers and get paid well for their work, giving them a steady stream of income. Use this as a primary or secondary way of creating income.
- Apply to Exhibitions. Keep sending in applications to shows which suit your work. Show up personally to shows you get into at local galleries to speak with visitors. This will help lead to sales and commissions.
- Write About Yourself. Write an article about yourself and your work, or have an article written about you. Does your work involve anything unusual or complex? Explain your techniques, using lots of photos. Post your article on ezines, on your blog, or use them in press releases.
- Regularly Send out Press Releases – Any time you have news, whether it is a show you are participating, a new body of work you have created, or if you just want to publicize your work, you can send out press releases, by email and on paper. Send them to trade publications, local newspapers, large newspapers, blogs, and news organizations. Photos of yourself and your work are essential. Most importantly, tell your story. The press is always looking for interesting stories for their readers. And face it, you’re interesting!
- Cultivate Referrals. Word-of-mouth referrals are like gold – you want to encourage them whenever possible. So, how to get referrals? Ask for them! When you send out an email newsletter to your existing customer list, ask them to refer any friends who may be interested in your work. You may want to offer a discount or a gift card for these referrals. And be sure to thank anyone who gives you one!
- Respond to Requests from the Press. The flip side of press releases is to respond to reporters looking for interviews, such as HARO. Also consider writing articles for publication on popular sites such as Fine Art Views who solicit them. Drive readers to your website by providing a link – and then when they get there . . .
- Make Your Website into an E-commerce Site. You spent a lot of time and money on your website. So, where’s the shopping cart? Getting online visitors is challenging enough, but when they do visit and can’t make a purchase, you lose the sale. Check out this great article by Ann Rea on the subject.
- Exhibit at Trade Shows. It can be expensive to do a trade show, so make sure you have done your homework first and target the right ones. Participating in a trade show gets your work in front of many buyers, and can be extremely profitable.
- Sell at Home Shows. Do you have clients or patrons who would be willing to open their home and invite their friends to come and see your work? Partner up with other artists if you wish and create a great experience by setting up displays in a home and selling to a private audience. Give the hostess some free work or other gift to thank them. This is a proven method I’ve used personally to make thousands of dollars in sales.
- Do a Trunk show for a Retail Store. Boutiques, galleries and department stores have a “meet the designer” event and you show up, bringing new work with you that isn’t available in the store’s inventory. You split the sales with the store, and it’s a win/win. The store owner should provide their customer list for a promotional postcard mailing, and you can advertise in the local paper and online.
- Hire Sales Reps. This is a powerful way to multiply your presence and exposure to wholesale buyers. Working with reps (if you have a mass-produced production line of products) can add a huge dimension to your marketing and your sales.
- Cultivate Buyers in Your Niche. Get involved with people who enjoy and support your chosen niche. Is your work animal-related? Attend SPCA and charity events for animal rescue. Do you create nautical art? Participate in waterfront, sailing events and clean water causes. Donate some work to help raise money and awareness. Get to know the people who run events, and participate in groups for your cause. Subscribe to publications and websites which support your niche, which of course you will be sending press releases to!
- Advertise. This may be in a newspaper, magazine, on related websites or even Google adsense ads. Use compelling images of your work. If necessary, get professional help from freelance writers or marketing consultants.
- Volunteer. Help out at a local art event or sale. Get to know the people who support the arts and enjoy participating. They can often introduce you to many others in that community who can help spread the word about you. Plus, you get the satisfaction of being a volunteer and helping others.
- Participate at a Decorator Show House Event. Many areas around the country have seasonal Decorator shows where a large house is transformed by many interior designers and they are well-attended. Vendors at these homes usually get exposed to a crowd of affluent buyers and can make lots of money in sales.
- List your Business in Directories. Is your studio listed in YellowPages.com? It’s free. Add your listing to Google search, and other business directories to get the attention of local buyers. List your website address in online directories of artists and craftspeople, providing a way for potential customers to find you.
- Print Postcards of Your Work. Choose several professionally-taken photos of your work, and have a selection of postcards printed. Use these in mailings to your customer list, to hand out at shows, or as leave-behinds for business contacts.
- Seek out Corporate Markets. Is your artwork appropriate for hanging in hotels, offices and other business environments? Submit your portfolio to corporate art advisers, or get in touch with buyers for hotel chains and make a presentation of your work for consideration. Sometimes framers work with these clients and you may be able to make a strategic partnership with a framer to help promote your work.
- Open Your Studio. Does your city or community offer any “open studio” events where artists invite the public to see their work space and purchase their art? Participate in these, or have your own open studio by choosing dates, sending postcards, advertising and sending out press releases well in advance. This can coincide with the Christmas holidays, when certain towns invite the public to view homes decorated for a “holiday tour”. Open your studio and let your guests view your work for possible gift ideas.
- Get involved with Public Art. A relatively new phenomenon, public art allows artists to get exposure they ordinarily would not receive. Find out more by visiting this website and see if you have an idea or project which could be turned into a public art event!
- Constantly Seek Opportunities. There are many publications out there listing opportunities for artists and craftspeople to sell work. From trade magazines to website directories to craigslist, you can find shows, exhibitions, projects and venues to publicize yourself and your work. Subscribe – whether in paper or online, and plan to read them regularly. Don’t miss out on ways to build your business and grow your customer base!
More of artist Hallie Edlund's work can be seen by visiting her blog at http://www.hallieedlund.wordpress.com
Do Artists Need Copyrights?
Aug 12th
Recently I read a long series of posts and discussions about an artist who felt that her work had been copied and used without permission by a large company. There was considerable anger out there in the creative community about this type of abuse, and it got a lot of reactions, but also caused a lot of confusion about copyrights and how artists can protect their work.
Sarah Feingold
Fortunately, I had the opportunity to speak with jeweler and attorney Sarah Feingold, who is general counsel for Etsy. Sarah has written a very useful and informative ebook about copyrights and how they work for artists, and kindly forwarded me a copy. I was pleasantly surprised, and learned a lot about the subject, which I would recommend to others. Copyright For Artists is clearly written and understandable, and doesn’t use “legalese”, so you will get a lot of great information without your eyes glazing over. Here are just a few of the questions she addresses, which will be of interest to artists:
- What’s the difference between a copyright, a trademark, and a patent?
- What type of work can I copyright? What can’t I copyright?
- How do I get a legal copyright? How much does it cost?
- What can I do if someone copies my work?
- What if I am accused of copyright infringement?
- Are copyrights enforced internationally?
- Can I transfer my copyright?
- If I put my work online, can someone steal it?
. . . this is just a sampling of the FAQ section, which runs for eight pages (!) The rest of the book gives precise instructions, talks about gray areas, lists resources to find the right governmental agency, or get legal help, and will answer just about any question you can think of about copyrights. Included are handy charts with comparisons and summaries which make it easy to use. I highly recommend it for any artist out there who wants to feel confident that they have protected their work legally and correctly.
So . . . back to that original issue of the artist who felt her work had been ripped off. Sarah made a point to address that point. Her suggestion is “don’t freak out”. If need be, turn off the computer and step back from the emotional jolt of feeling that someone has copied your work without permission. Give a lot of thought before you jump into action threatening lawsuits. If you feel that you need to take action, and you are protected by virtue of copyright protection, get competent legal advice on how to proceed.
There are many examples of copyright infringement out there, and Sarah mentions one in her book which turned out to be a win/win:
Andy Warhol was notorious for his paintings of Campbell’s Soup cans, and was sued by Campbell Soup Company for copyright infringement. But Warhol and his works became so popular that the corporation later decided his paintings were actually good, free, advertising, so they let him continue his use.
This little ebook (a manageable 38 pages) can be an indispensable addition to any artist’s library, and will serve as a great reference guide. You can order it from Sarah’s website for $14.00.
As this product is highly recommended, ArtsyShark has established an affiliate relationship with Copyright For Artists, and any income derived will help support this blog.
Increase Business by Building Your Personal Network
Aug 3rd
Want to gain more business through personal referrals and word of mouth? Who doesn’t? After all, personal recommendation is one of the most powerful ways to grow and expand your business.
Have you ever met someone who seems to know everybody? They have all kinds of business projects going on in different areas and just seem “successful”. It’s easy to see that they are operating on a higher level than just advertising and waiting for customers to come to them, or knocking on doors looking for leads.
Courtesy Gay Tracy
These people have a network of connections – others who are happy to send referrals their way. They have become a “go-to person” who has established themselves and become a magnet for business.
You can create your own network of connections and start gaining personal recommendations too. Who can you network with? Just about anybody. Whether you pursue contacts through networking events, in professional organizations, in your neighborhood, church or social group – it’s up to you.
So, how can you network with people you would like to get referrals from? Here’s how:
- Keep in mind that it’s not about you. Ask others about their business, and show genuine interest. Find out what types of clients or connections they are looking for. Let them know that you are happy to refer business and that you will remember them. Tell them about yourself as well. Take their business card and email them later. You might arrange a meeting or lunch with them to get further information and get to know them better.
- Follow up. This is the most crucial step, and the one that is most often ignored. When you find good networking partners, you must build your relationship with them by future contact and letting them know that they are important to you. Poet laureate Maya Angelou once said “People will forget what you said, people will forget what you did, but people will never forget how you made them feel”. When others feel you sincerely want to be a strategic ally in their business, they will want to reciprocate.
- Freely give referrals to others without expecting anything in return. As you pay it forward, you will gradually start to see referrals come your way as well. These referrals will not necessarily be from the people you assisted. It may take time as you grow your network to see the fruits of your labor.
- Be open to receiving. There are two parts of referrals – giving them, and receiving them – two sides of one coin. Just as you gladly give referrals, with no strings attached, you should also be open to receiving referrals from others.
- Show your gratitude. There is an African proverb which says “Give without remembering and take without forgetting”. This applies here. Acknowledge those who have referred business to you, and strive to give referrals back to them. If you simply don’t have specific referrals for them, include them in social gatherings where they might meet others. Invite them to business events that may benefit them.
- Keep building more relationships. Work toward expanding your network on a regular basis. People may come and go in your life, but endeavor to stay in touch with key contacts by remembering birthdays or special events and communicating with them. As you grow your network, you will become known as a “connector” who benefits others by your referrals and introductions.
Create win-win relationships by giving referrals freely, staying connected with others and pursuing new contacts on a regular basis. It takes work, but with lots of practice it becomes automatic. A great side benefit of networking is that you can also develop many personal friendships as well. Resolve to take the first step and introduce yourself to someone you can help by giving your first referral.
Featured Artist Sarah Tomlin
