As the most requested magazine in the industry, Art Business News stays true to its mission of reporting the latest industry news and emerging trends driving the fine art market. ABN: The art industry's news leader since 1977.
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ABN
T e client always comes fi rst; be fair and stay true to this. W is also for Website. Make sure yours is exciting, easy to navigate and full of fresh, interesting content.
X IS FOR EXCITING (Okay, give us a pass on the spelling.)
Litsa Spanos, president of Art Design Consultants, stands in her newly renovated "Gallery in the Sky." The gallery features contemporary works in a variety of media, along with soaring views of downtown Cincinnati.
are they on a Pottery Barn budget? Ask important questions—What does your home or offi ce look like? What style of art do you currently own? What are you comfortable spending?—to determine what the customer wants and needs. Get- ting these questions answered early on will save you time and energy later on.
R IS FOR REFERRALS In a highly specialized fi eld like fi ne
art and custom framing, referrals are critical to success. It's so much easier to call a colleague or a "friend of a friend" than to make a cold call. Don't be afraid to ask your clients if they know anyone who has built a new home or remod- eled an offi ce. If the client is happy with your work, he or she will gladly send you referrals. Tip: Interior designers always refer their clients to their favorite art ven- dors... so make sure you're one of them!
S IS FOR SEEKING CORPORATE CLIENTS
I've built my career working with
banks, law fi rms and various other busi- nesses. To secure corporate clients, you need to be prepared. Off er original art from local and nationally-known artists in a variety of media, as well as limited edition prints, posters and custom or contract framing. Be prepared for larger orders and potentially lower margins. You'll also need to off er installation
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services and site-specifi c commissions. T ere's a great deal of eff ort that goes into corporate work, but it's well worth it.
T IS FOR BEING THANKFUL Show your gratitude to everyone who
has helped you succeed. Handwrite a simple thank you card to an artist who went out of his or her way to help you make a sale, send a small giſt to a new client or call to thank that customer who gave you a referral. Remember, we aren't in this business alone. Many people help us along the way, and there are multiple ways to show them your appreciation.
U IS FOR UNIQUE Off er pieces your customers can't fi nd
anywhere else. Be exclusive. Discerning customers desire one-of-a-kind pieces that will make their home or business distinct, interesting and unique.
V IS FOR VISIONARY What is happening in art and design
in other cities and countries? Research new trends. Seek out exceptional art- ists. Exhibit works that are powerful, beautiful and special. If you stand out in a crowd, artists, designers, potential clients—and the press—will notice.
W IS FOR WIN-WIN In every sale there should be three
winners: T e client, the artist and you.
Is your gallery or studio interesting and appealing? Off er your customers unex- pected discoveries as they explore and teach your clients new things. Consider the fl ow and create a space where people will want to linger. Get rid of any and all art you haven't sold in years.
Y IS FOR SAYING "YES" TO SOCIAL MEDIA
Utilize Facebook, LinkedIn, Twit-
ter and blogs to engage current and potential customers, friends and busi- ness associates. Make sure to create a Facebook business page in addition to your personal account (and make sure to maintain your professionalism in all posts). If you personally don't have the time to keep up with social media, hire someone to help you.
Z IS FOR ZEST Your business is a refl ection of you,
its owner. Showcase pieces that you love and your customers will notice. Your zest for the art that you off er will undoubtedly infl uence your customers' desire to work with you. ABN
ABN Contributing Editor LITSA SPANOS
is an award-winning gallery owner, edu- cator, art consultant, custom framer and the president of Art Design Consultants Inc. (www.adcfi neart.com). Connecting art and design has always been an im- portant mission for Spanos and her com- pany; she and her team provide artwork and extensive custom framing services to private individuals and corporate clients. Contact her at artdesign@fuse.net or 513/723-1222. Check out "Litsa's Blog" at www.adcfi neart.com/blog.
JANUARY/FEBRUARY 2012
