Is it a good investment?
If I had a nickel for every time I've been asked this, I'd have a lot of nickels! Seriously, though, people asking the question aren't really asking if they can make money by buying it, holding onto it for a few years, and then selling it for a massive profit. What they are actually asking is "Am I doing the right thing by buying it?"
So, how should you answer the question? You shouldn't! Instead, ask how the piece makes them feel. If they are serious about the piece in question, it is because it has struck an emotional chord within them, and they will, in all likelihood, tell you what it is.
From there, you can say something along the lines of "Well, yes, it is a good investment, but not in the way you're thinking." Now, pause, and wait for them to ask you what you mean. Reply with "The investment is in how the piece makes you feel every time you look at it. If it transports you to a different time or place, or if it makes you feel good, then it's priceless." Follow that statement immediately with "Wouldn't you agree?"
Following these steps accomplishes several things.
You've avoided answering the question.
You've got them to articulate the feeling, and have moved closer to them buying.
You've got them to agree on why they should buy.
Mission accomplished.
#sales #artsales #sellingart
This is so good, Michael! I copied and pasted it into my notes to learn how to answer these kinds of questions at gallery shows.
You're very welcome, Linnie, but you must internalize it so that when the question comes up, you're able to answer it without any hesitation or verbal stumbling.
I completely agree, Michael....which is why I wrote it down to practice it so that it becomes natural. :-)