· If someone stands and looks at your work for more than 15 seconds, something about it has drawn them in. Therefore, a polite and friendly question from the artist would not be unwelcome, at least in most cases. For instance, “May I ask what attracts you to this painting?” Not only will you find out more about the person, you will glean valuable insight regarding your work.
· Price your work reasonably, based on similar work of others, relative sizes, and quality of framing. Nobody wants to spend $1000 on a piece framed in faux wood. When the price is right, your confidence in presenting it will increase. When it isn’t, you’ll feel like a fraud.
· If a group of people has entered your booth or gallery space at the same time, give them space! Back off, but pay close attention to what they are doing and saying. When you get a positive vibe, position yourself so that you can join in the conversation with a comment about a particular piece. “I wanted to convey a sense of wonder in that piece,” you might say. Or, “I was halfway through this painting before I realized that memories of my childhood were a big influence in it.” Few people would not respond to a statement like that.
· Write a descriptive piece to accompany each painting, to be included only when it sells. Describe when and where it was done, what materials were used, why you painted it, and so on. This simple act demonstrates pride in your work, which translates into confidence as a salesperson.
· Given the opportunity, listen to more seasoned artists as they converse with potential buyers. You’ll find that each has his or her own style. Ergo, you will have your own style. Embrace it!
· Finally, don’t be afraid to show your gratitude and excitement when you do make a sale. Enthusiasm is contagious, and that aura of success will permeate your booth and the surrounding area. However, don’t fall all over them—they’ll think you’d never made a sale before! And keep in touch with them!