The Maine coast gets its share of mega-yachts and the people who inhabit them. A former gallerist of mine once had a visitor who made sure to mention the fabled locations in which his second or third homes were located. He seemed very interested, but didnât bite on any paintings. The next day, he came by and said, âLetâs see how hungry your artists are this morning.â That man needed a stake driven through his heart.
With the notable exception of Frederic Church, most artists are not noted for business acumen. (If they were primarily motivated by money, theyâd do something other than sell paintings.) In 2023, according to the Bureau of Labor Statistics, the 2023 median wage for a fine artist in the US was $52,910 per year. Those of us who are self-employed (almost all of us) provide our own insurance and retirement savings.
That makes it easy to pressure an artist for a discount, but the question is whether you should. Thatâs doubly true if youâre negotiating through a non-profit. Youâre also trimming proceeds for the organization.
Negotiation is the key to a happy life
I once did a show with a painter who asked, âWould you ask the telephone company to take 10% off your bill? Your dentist? Your plumber?â Well, actually, we do ask for discounts, all the time. Itâs really no different when we sell paintings.
Art buyers, like everyone else, want to think theyâre getting their moneyâs worth. Appearances can be deceiving. They may be driving a nice car but not have much loose cash. Asking for a discount is perfectly reasonable, but so is saying no.
On either side of this discussion, you canât invest the process with something itâs not. Itâs not a hunt to beat down the price; nor is it any kind of validation of the artistâs work.
Listen more than you talk
Some days I wish Iâd just shut up. A good life lesson in any situation is to remember that communication is a two-way street. Itâs not necessary to answer every objection or comment. If you give people enough time, theyâll probably understand your position on their own.
Is it really worth it to stand your ground?
The last time I was asked to cut a price, I did it but wasnât thrilled. Then I sat down with my pencil and realized that my net out-of-pocket was $45 (it was a gallery sale). It would have been absurd to walk away from a sale for pin money, but my first response was emotional, not intellectual.
On the other hand, itâs also OK to say no
Some offers are so absurd that you donât even need to think about them. Some are more difficult to parse, and it helps to do a little seat-of-the-pants math. If nothing else, it buys you time to think. If a person is set on not spending more than X, I may steer them towards something they can afford. But if it becomes clear that thereâs no middle ground, I just smile and wish them well.
A word about payment
I accept Square and Paypal when I sell paintings because we live in a cashless society. Part of the reason for their high fees is that they offer some protection against the many scams targeted at artists. I only accept checks in person or from people I know well. And, yes, I will let people buy paintings on layaway; it is a great option for the sincere collector who has limited resources.
Do you believe in the quality of your work?
Thomas Kinkade once bet a million dollars that his work would be featured in a major museum. Thatâs not confident; thatâs delusional. However, most artists I knowâincluding some absolutely brilliant paintersâtend to be hypercritical of their own work. Thatâs not fair, either.
Yes, we all have bad days, but if you donât recognize the quality of your work, who will? I donât think âfake it âtil you make itâ works with self-confidence. If deep down you really think you donât deserve to sell paintings, you won’t sell paintings.
Reserve your spot now for a workshop in 2025:
- Canyon Color for the Painter, Sedona, AZ, March 10-14, 2025
- Advanced Plein Air Painting, Rockport, ME, July 7-11, 2025.
- Sea and Sky at Acadia National Park, August 3-8, 2025.
- Find Your Authentic Voice in Plein Air, Berkshires, MA, August 11-15, 2025.
- Immersive In-Person Fall Workshop, Rockport, ME, October 6-10, 2025.