Sales system for artists (providing value in advance) | Dries Ketels

Sales system for artists (providing value in advance) | Dries Ketels



okay guys in this video we will talk about a sales principle a classic sales principle off that is part of every Sales System the idea of providing value in advance to make the closing easier now in the arts it's different than in the rest of the world now my name is Chris giggles I'm Nerdist myself and let's just directly dive into this video so value providing in advance in Belgium one of the best examples that you will be familiar with is probably of the chocolate industry we're famous for Belgian chocolates and every time you walk into a chocolate shop you will see this principle or at least not every chocolate shop the best chocolate shops in Belgium will use this in their advantage what will happen you will walk into the shop and you will be able to taste chocolate for free which means that they provide value before the transaction happens without strings attached you can taste and go out with a chump like that's possible nobody is gonna stare strangely at you and so this idea of providing value pre sales process is created in order to make that close easier the more value you provide an advance the easier the closing becomes now as a painter this process happens in a much much more subtle way like you can if you work a month on the painting it's very hard to like give them a painting for free for example just to taste or hear it can like borrow the painting for a week or two like like that's just that's a hard thing although that happens and and there's also business around that the art rental business I will make another video on that that will cover that more more in depth but a much easier approach is to go for subtle value creations in advance and the obvious ones are of course for example a catalog I gotta look at the sign it's limited edition and you can give that and that's so kind of relationship building value in advance mechanism another one would be prints limited-edition prints are often used for that purpose and and are definitely worth it's definitely good tactic to use that in order to create that that value before anything else happens anything else that really matters but today I want to talk about something that is oftentimes overseen and this is the most overlooked and less like this one is not being used by a lot of artists and the reason for that is because probably they are somewhat scared it's it's it's it's somewhat of a more scary approach to it which is good for you because it's scary or something is the less people will be doing it and the higher the ROI will be the less saturation the more impact it will make and and so what a lot of artists think is that collectors are these highly educated super smart people who have dedicated their lives around collecting orange and know everything about art often times especially for beginning collectors of course is that it's the opposite it's it's the other way around the collectors didn't really dedicate it their lives to it they were a little bit interested but they don't really know that much about art and oftentimes the artists are the ones who are the experts in that particular field and an upcoming collector what he actually really desires and needs in the beginning is education is information is its people that can consult them on particular things particular questions that they are having at that moment and so that's a huge opportunity to create value in advance especially because a lot of artists don't do that a lot of artists think that that the collector knows more about art and they do and that oftentimes is through it all even in the higher end the house roof that it's not true at all like nowadays we see insane like we see collectors being featured in magazines who have a year old collection like just like they they are literally busy with that for a couple of months BAM featured worldwide but anyway so even in the high rent a lot of those collectors don't really know that much about arts and they would be trills do you have a real expert providing information that they need at that moment for free just out of love just out of creating that relationship and this is probably the most overlooked way of creating value prior to the sales process of your art that's gonna be it for this video and form if you want more of these things definitely subscribe because we will be giving you videos like that several times a week for the next couple of years and so I definitely do that and besides that enjoy your day see you later ciao ciao ciao

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