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| The Murph 24 x 30 oil on linen |
Well... I'm back at it after a short vacation from blogging and frankly, I've been very busy painting and doing Gallery Stuff and today I've been itching to dive back in and post whats been happening lately and what I have learned after having the Ordaz Gallery open for a little over a year.
I will demonstrate what I have learned about clients and people from my recent experience at the Waterhouse Gallery in Santa Barbara Ca. As I was walking with my 2 boys Isaac and David, we stumbled across a little alcove and saw a sign that said that the Waterhouse Gallery represents some of the top talent in representational painting. There was a nice painting at the top of the sign and it caught my eye and I said to myself ... well ... let's see just how good these artists are in this fine establishment.
Sure enough , the art was outstanding. We saw original art by the likes of Frank Serrano , Jennifer MacChristian, Craig Nelson , Aldo Balding and on and on. I usually am pretty demonstrative when I like something and I was telling my boys how much I liked certain pieces. We were in there for about 5 minutes before the sour puss looking lady behind the mohogoney desk looked up and asked if I was an artist ( that's gallery code for.... if you are then I have an excuse not to pay attention to you because there will probably not be a sale here ).By the way, this is a small gallery where she could see us at every turn. I answered yes and she gave me one of those dismissive looks and proceeded to look at her computer screen . After another five minutes we left with a good impression of the art but a bad impression of the Gallery and the frumpy woman behind the desk. Why Frank?
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| Michael Kent Murphy with his portrait |
If you have ever read Dale Carnegie's book " How to make Friends and Influence People" that gal, in a down economy, broke every rule in sales ( and I'm here to tell you ) and connecting to the client. For one, I have learned the hard way that every one that comes into the Gallery is the most important person in the world at that moment. What the queen at Waterhouse projected was " I'm more important than you". Here are the mistakes ..... She failed to greet the customer , failed to smile and appear pleasant , continued to work at her desk communicating that what she was doing was more important than the customer , failed to say goodbye or show any interest in SELLING or PROMOTING the work of the artists.

Now you may say. Frank , cmon , why should she waste her time with you. You know you were not in there to buy anything. Well let me tell you. See the lady in the picture above with the horse. She came into the Gallery the other day and bought my big painting " Lighting Approaches". She came to the gallery because her friend , who was an artist , had come into the gallery months before and we had talked and gotten to know each other. If I had taken the attitude that ...This person is an artist , there is no way she is going to buy something so I have the right to give her the minimum of time and respect I would have never made this sale. It was all because her artist friend liked me and she wanted her friend to see my paintings while she was visiting during the holidays. As it turns out ... she is ordering plenty more paintings from me. Lesson here .... you don't know where the sale is gonna come from so treat everyone like you would like to be treated. Your reputation is at stake. Remember... People talk. Your art is one thing... but your attitude can really turn people off.
The upshot is that doors are opening really wide for me right now. I have plenty of work as a result of just being friendly with my customers. I've learned to follow up with an email asking .... How did your husband or wife like the painting? Here is one response....
"Hi Frank --
Yes, He really liked the painting. He couldn't believe it when he opened his gift...thought it was super cool and unique. Thanks for doing such a great job. People who come over also comment on how great the painting looks. I hope to send more people your way."
I've learned that the short note is a powerful tool that says... You are Valuable to me.
I have also learned to talk about THEM when they come in and to get their names right away. That way I am not talking to strangers anymore.
I have also learned as my Mentor Don Rowlett has told me. you gotta cultivate the soil and plant the seeds and in due time you will pick the fruit. I have found that to be 100% true. There have been clients who have come in several times into the Gallery and have then decided to purchase a painting or commission a painting. I treat them with a warm style each time they come in , regardless if they are interested at that time in buying a painting. My reputation is at stake. I want every person who walks into the Gallery to have a great experience.
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| A group of sons for a surprise present ... if you know who these boys are, don't say anything to their mother. Secret! |
Also , doing these little 5x7 portraits have added many new clients who would like to buy more expensive paintings but for reasons that the economy has produced just feel that anything over a hundred dollars is asking a bit much. Now .... more people own an " Ordaz" and the word is getting around.
Pictured above is Pedro. He and his brother have each purchased a painting from me. We have come to be friends and Pedro performed for one of my Holiday gatherings.
A couple of weekends ago , I was in L.A. to photograph a couple for a portrait and to photograph some horses and children for some more artwork. We spent time with my bud Tim Solliday and we visited the Old Mill in San Marino where the California Art Club was exhibiting a group show of small paintings. The art was outstanding!
Pictured above are some Frank Serrano paintings. Soon after we landed at Peter Adam's Legacy Gallery and it was like ol times again. I even signed up and became an official member of The California Art Club. That evening, Peter, Tim , Silvio Silvestri and I enjoyed a raucous evening of BBQ'd ribs at a great joint in Pasadena.
Then tragedy. My nikon camera bit the dust. It was a blessing though. My new Nikon d5100 is a dream. Then off again to photograph another portrait client in Tiburon Ca..... whew....
Oh ya .... I'm teaching again at the Gallery. 3 classes....too much fun and some really talented students.
Then if that is not enough.... I'm having our men's bible study at the Gallery every Wednesday evening at 7. Come on down. It's a salty and light group....
blessings ..... more to come on what I have learned about making sales .....