SO YOU WANT TO HAVE A STUDIO TOUR
Here’s the great news. Everyone who comes to your studio are coming BECAUSE THEY WANT TO SEE YOUR WORK. Keep that in mind. ALL are potential buyers. So make it a great experience for them.
MAKE IT AN EXPERIENCE
• Greet them at the door and make them feel welcomed.
• Make it an experience — have some wine or hot cider, grapes, cheese or another snack.
• Have nice music playing in the background.
DISPLAYING YOUR WORK
• Here’s where Less is More. I know it is a big temptation to put out ALL your work, thinking if they don’t see it, they won’t buy it. However, if there is too much to see, it could work negatively. It will be visual overload and persons won’t be able to focus on that one object that will speak to their hearts. Have faith. Though there will be less work, you will end up selling more. You can continue to fill those empty sold spots with another piece. Don’t hang from ceiling to floor. Negative space is golden. It draws attention to the piece that is surrounded by space.
• Price everything so if you are busy talking with someone else, another person will know the price and not get frustrated and walk out. Give price, medium, and if possible, a short description of your inspiration for the piece.
KEEPING IN CONTACT
• To follow up, you MUST get their email and address. Thank them for coming to your studio. If they agreed to be on your email list, add them to your monthly newsletter. You want to keep your name and what you do in their minds. I’ve had several people call me up when they were looking for a gift. Follow‑up, follow‑up, follow‑up. This is your business. You want to sell year ’round. Not just at shows.
• If you are doing your studio tour through an Arts organization, to get the biggest bang for your buck, don’t just rely on the Studio Tour’s advertisements. Send out newsletters, tell your friends, pass out your brochures everywhere you go. Write up your own press release on prlog.org, send out postcards, and so on. And list links to the Press Release on sites for free like http://EverWondr.com. Post the Press Release link on your Facebook page, Instagram, Twitter and in your newsletter.
Excerpt from Jude Lobe’s ‘So you want to have a Studio Tour’ pamphlet