Professional Artist: Question & Answer
How asking collectors questions can help you succeed in closing sales
How asking collectors questions can help you succeed in closing sales By Graeme Smith
Asking questions to your clients can help you handle any sales situation. Just remember to let the client answer each question before you ask another. Let’s look at different kinds of questions and how they might help us sell.
Closed questions narrow the focus of the response.
» They tend to encourage factual answers, often simply yes or no.
» Usually closed questions begin with words like did, do, can, where and are.
» For example, “Do you like my painting?”
Open questions tend to encourage discussion.
» That’s because they do not have simple responses. » They encourage opinions as answers
and often begin with how or what.
» Such as, “How do you think you’ll explain
your choice to your husband?”
Permission questions open up a situation.
» These questions are used when you want to start
deepening a client’s perception of a problem.
» One example is, “Do you mind if I ask you
about the paintings you already own?”
Best/least questions are used to get a fuller picture.
» For instance, “What’s the best (or worst) thing about owning artwork?”
Magic wand questions explore what the person answering wants or desires.
» Such as, “If money was no object, what would stop you from buying that painting?”
Catchall questions build bridges to the next phase in the process.
» They start the transition to understanding. » For example, “Do you mean
something like this painting?”
Fact-finding questions are specific questions that only require a short response.
» These questions often start with what or how. » An example is, “How will we deliver your new print?”
Feeling finding questions explore feelings and motives.
» “How would you feel if I let you take the work home on approval?”
Paraphrasing checks understandings and keeps things moving.
» One such question is: “Do you mean take it home on approval?”
So, how can you create betterperforming marketing?
» These days it’s hard to get any message out there!
» There are just too many alternatives
competing with you for attention.
» You need to increase the personalization
of all your marketing.
» Could your website ask questions?
The most important marketing strategy is to increase the feeling of talking directly to the reader/viewer/collector.
» The talk is to the reader or
viewer and only to them.
» Your information is relevant to their
business or personal life.
» This is the power of personalized marketing!
» In order for people to do business with us, a
“know, like and trust” factor comes into play.
» Depending on what you’re
selling the degree varies.
» It’s important for prospects and clients to have
an insider’s glimpse on why we do what we do.
For more professional reading about career planning, go to the website for professional artists: www.artprofessionalmarketing.com.
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Best wishes in your art career in 2018.