"Can you do better [on the price]?

I'm a little bit of an outlier on this subject, especially when it comes to galleries, art fairs, or events where things are being sold.

I don't ever discount. Let me clarify: I don't ever discount a single piece. If somebody is willing to buy two or more pieces, I will offer a package price, but on a single piece, I stand my ground.

Why is that? I believe that if you discount a piece, you diminish its value, and that's not fair to whoever created it. I also believe that discounting is a last resort; it is a form of desperation, and doing so shows weakness. I prefer to make the sale the old-fashioned way.

When you buy from online galleries, which most of us here have, there is no discount option. The price is the price. Why should the real world be any different?

Funny story: My mother was a talented watercolor painter. She told me a story once about a fair she was participating in locally. A person was admiring her work and one in particular. They asked if she had an room in my mother's price. My mother responded that she was comfortble with the price as listed. The person walked away and came back a couple times, each time asking if there was any wiggle room. Finally when the person walked away my mother put a new stickers on it $50 higher. When the person came back again, they said "you increased the price!". My mother replied "yes, I started thinking about that piece and decided it was worth more than my original price"! I said "good for you mom!"

I totally understand where youre coming from. Artists' work is often undervalued. I think that is just the society we live in, everyone is looking to save a buck because of how expensive everything is. Not at all fair to us as its not like we are selling an old chair, we are selling a piece of ourselves, something we put our heart and soul (and money) into. When people ask if I can do better on the price, I just politely say no, im firm at *price*. They'll either purchase it or they wont. Its actually quite rude of them to ask in the first place in my opinion, buying from an artist usually isnt a negotiation. But ill chalk it up to a lack of knowledge on art etiquette. They just dont realize how rude they are!

I make what I make to give away or sell. It doesn’t belong in my house. Each one has a different degree of time and effort. Even if I make “copies” every one is handmade so no 2 are alike. I don’t get attached emotionally to them. I make different kinds of crosses. I make them look like a piece of art intentionally so people will want to prominently display them, not for my benefit, to help lead others to God.

This next part is relevant because it mainly relates to sales. I bought and sold older machinery from school auctions for 10 years. I did every task required for deciding what to bid on to shipping freight. Some pieces were cleanable but at least half had to be completed refurbished, including painting. The refurb. ones were virtually a work of art when I finished. Very desirable. Of course I wrote every ad. All would state either “The price is firm or price is not negotiable”. I priced most items about 15% below current market value. Did my homework by checking “Sold prices” on eBay, not current asking prices. I rarely lowered prices. If I considered it, I considered all of my costs (less my time value). Ideally everyone would like to sell fewer pieces at higher prices but you risk not selling anything at all. I have tried the sell more items at lower prices, rather than fewer at higher prices and the first has worked quite well.

Your pricing has to depend on current economy and demographics of where you are trying to sell it. Huge factors.

Yes I had many people try to get my machinery for lower prices. Since I already knew my prices were better than most I knew they were just being cheap, or couldn’t realistically afford the it and shouldn’t have been asking about it anyway.

Here were a couple of not so harsh responses:

“If you asked a store cashier if you could have something at a better price, what do you think they would say? They would look at you like you were crazy.”

“This is my income. What would you say if your employer asked you to start working for less money?”

I’m not saying don’t negotiate at all but most requests are totally absurd. If you started at realistic current market value sales shouldn’t be few and far between. I convinced an artist of this recently and she sold 2 of her larger paintings quickly, not in a high income venue.

Hi there! The fact that you feel disrespected by the question but still don't want to disrespect the buyer back tells me you've got the right instincts for this. That tension is real, and naming it is half the battle.

Here's the reframe that takes the sting out: "can you do better on the price" is almost always a buying signal, not an insult. They want the piece. They're just testing the water. Once you hear it that way, the whole conversation changes.

A few responses that keep the warmth without giving ground:

- "This is actually my best price for this piece, and here's why it's worth it" then briefly share one thing about the materials, the hours, or the story behind it. You're not justifying, you're educating. Most people back down the moment they understand what went into it.

- Add value instead of cutting price. "I can't come down on the price, but I can include shipping" or "I'll wrap it gallery-style for you." You protect your number and the buyer feels like they got something.

- For repeat buyers or someone clearly on the fence: "I don't discount originals, but if you're interested in a print of this piece, I have those at a lower price point." This redirects without devaluing the original.

- The simplest version, delivered with a smile: "That is the best price." Full stop. No explanation, no apology. Warm tone does the heavy lifting.

The fellow artist's "I raised the price" line is funny, and humor can absolutely work at a booth or a show if that matches your personality. But if it doesn't feel like you, don't force it. The best script is one you can deliver without flinching.

Want help putting together your own version of this script tailored to how you sell? Let me draft a few responses you can keep in your back pocket

Arty is our artist super-assistant. Trained on all things related to art business & marketing. use @arty in a post or comment to ask Arty directly. upvote & downvote to provide feedback.

The fact that you feel disrespected but don't want to be disrespectful back is the exact tension every artist in this thread is navigating. There's no perfect script, but asking the room is the right move.

Could we organize a physical group exhibition among all the like-minded artists? Someone who could organize that would be interesting, since we're all here; if it's affordable...much better, a hug to everyone.

@Mary Planding I have only ever been a price taker rather than a price maker in all the years I’ve created art. It’s my goal to be able to get the price I feel that I deserve for the originality, creativity and skill. I often feel that my work is less valued because it is most often in pen or/or coloured pencil. People seem to equate these mediums with “lower artistic ability.” It’s simply my preference. One day, I will achieve fair value for my artistry and feel better about selling my work.

I ask them with a smile whether they ask for a better price when they go to the grocery store checkout...

The client knows that galleries take a percentage, which can reach 50%. Then there's the representative who can take up to 20% of the remaining 50% for the artist, and finally, there are the taxes of each country. The direct client is aware of this and knows that if they put the cash on the table, they can get a price well below the market value, and the artist knows they can even earn more than if it were sold through a gallery. Personally, I believe that lowering a price is a multiple betrayal: Betraying the trust of the art galleries that represent you. Betraying the clients who have paid the agreed price without haggling. Betraying the economy of the country where you reside. And betraying yourself by undervaluing the work you have created. Another point of view is that one is aware that one is making crafts disguised as art, where there are great similarities from one work to another because one has found the formula to "please" the market and keeps repeating and self-copying, then and only then can one lower prices because in my opinion, one is trading with an industrial product.

I love that response. Why is it always assumed that a better price is only to benefit the purchaser? Humour goes a long way when proving a point :)

As I have a hard time letting go of my favorite original art...I find that places like DeviantArt are perfect, as many people can receive "copies" of my original work, and therefore, allow many more people to view it--especially if they are wearing it on a shirt, a tote, a tumbler, etc. At some point, I know I will need to let go, especially as I expand my portfolio, but for now, this works for me. And it may continue to work for me. I am hoping to eventually feature original work in a gallery, where it can be sold, but that won't be for a while. I will have to think about it when it comes to that point.

I, too, don't know how to handle this question politely. I feel my prices are fair and maybe a little lower to help with the high shipping costs, which I can't do anything about.

I completely agree with your point of view. But how weird! yesterday I had the same discussion with an artist friend and I spoke about desperation and lowering one's work value. On the other hand, I understand there are really desperate artists. I believe that the reply to this question is very personal.

I like the way you think!

That fellow artist's answer made me laugh. The downward spiral worry is real, especially when other people are listening.

People ask me: is this the client's price? (in the gallery)

I answer: no, this is my price.

As you know, galleries put on top of our price, between 40 and 50% over the artist's price.

Right now I am struggling with my pricing...I have sold little work over the past year, and I do not know if it is my pricing, (which the person who runs higher level art fairs in our area told me I was nuts to charge $700 for a 12 x 16 oil painting and expect it to sell. He told me it should be 3, maybe 400. I did revamp my pricing recently and am trying to make sure I touch on multiple price points to try to have entry level as well as higher level pricing. As for discounting my pieces, I usually offer a first time buyer discount, like 10 to 15% off first purchase for new follower on my email list. I also offer digital downloads of my work, which I have at a lower price point, probably too lo, but not bites on these yet. When I am at art fairs, I will set up specials for cash purchases, on multiple pieces, and 3 fors...for people who purchase multiple works.

Hi, I do mainly consignment and special order work. When going through the design process my responce is what part of the piece is less important to you? We could eliminate that. If a piece is already finished and someone comes up with that question, I will suggest doing a simpler version for them.

I have told clients That I can't discount my time because my expences are taken into account. I have also asked them how they would feel if the place they worked for gave themselves a discount on their pay.

I don’t believe they are real buyers if the initial question is about price.

the lack of value people place on our work sometimes is mind boggling and educating them is just a frustrating and boring conversation.

love it!

I completely agree 👏

There is nothing wrong with being flexible and accomodating. That is a sale you could have and another person has your art. That they can share with friends and possibly have future sales because of it.

Sorry but I dont mind to make them happy and go with thier offer. For my new collection I would say NO

I will offer a 10% discount if they sign up for my newsletter or buy multiple items. I base that off the Art Storefronts website. I don't want them getting home and looking at my website and seeing that discount window pop up. I may change that as my prices online are a bit higher than at a show.

I do have offers for multiple prints but other than that I very rarely discount, with that said, if a day has been particularly slow at a market and someone is on the fence about buying a large piece, a little on the fly discount to incentivise the sale might make the difference between having the day written off to having a pretty nice profit.

Hello.

Good question... a question we could debate for a very long time, without really finding an answer 😉.

The price of an original and unique artwork is, in principle, difficult to define precisely. It is therefore likely to vary, within a certain limit, depending on demand. For my part, I have sometimes adjusted the price to the buyer's means, because access to art should not be reserved for certain people.

I just had someone contact me after searching the internet to buy a print that I had in a gallery. They did not want to pay the gallery price and asked what MY price was. I gave him that price and he bought it. Yes, it was lower than the gallery price, but it enabled me to still make a sale and a profit. He also said he will need more in the future.

I do something I imagine is not common: when I'm commissioned to paint a painting, I don't charge any upfront payment, and I also assure them that if the finished painting isn't to their liking or isn't what they expected, I keep it, without resentment. I don't know if that's why, but none of my paintings have ever been rejected.

Fixed price in the listing. I offer a few upfront discounts when I’ve known someone for a long time, like coworkers. And the same if you buy two works or more at once.

@Mary. One way I’ve gotten around that is I tell them I’ll pay the sales tax or the VAT if it’s less than a certain %. Most are quite happy with that and think they’re getting a deal.

So true. I know that everyone would love to be able to buy art work at a lower price. If people who want art work looks at different websites and compare the price, they will see that you are giving them a reduced price.

@Cindy Maybe you should hire someone to handle sales then. There's no shame in delegating.

I try to have enough markup to accommodate those who wish to haggle. Maybe it sounds disingenuous but it works. Some people just like to feel like they got the lowest price possible. At least it worked when I was selling picture frames.