How Artists Can Explain The Real Value Of Their Work

We take a sales question seriously and apply it to creative work: what is the value proposition of art. We break down how artists solve real problems for homes and offices, and how to talk about pricing without reducing art to an hourly wage. 

• framing art sales around the buyer’s problem to solve 
• defining the value proposition of artists as creators and visionaries 
• explaining how artwork transforms a bare wall into a finished space 
• discussing fair pricing versus charging for every hour spent 
• describing why a well displayed piece becomes a statement in a home or business 

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Artist: David Bornancin

Media: Acrylic Paintings

Style: Abstracts and Landscapes

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After 18 Years as a local Cleveland Artist my latest adventure is sharing my Artwork, Paintings and providing a voice to the millions of people looking for help and advice all related to the Art Business, Shows, Events, Marketing, Selling Art and all other hot topics that help people find their path and way in the Art World.

Transcript

Why Value Proposition Matters

SPEAKER_00 0:00

For all the people that are trying to sell something or trying to sell artwork in sales, as a sales professional, they always say the value proposition. What is the value proposition? What is the problem? Everybody always talks about what problem are you trying to solve? Well, think about it. In the art world, us as creators and artists, what are we trying to solve? We spend a lifetime creating the most amazing pieces on the planet. And our job is to be able to see things that other people cannot see, to create things that no one's ever created before, to design things that are unheard of and are beyond. And our value proposition is you have a building, an office, a composition. You have a gorgeous home that you just purchased. And you're looking at your bare walls, and they may be pure white, they may be green, they may be gray, they may be, I know all the color schemes, um, the way they build these new homes. And a lot of times they're white. And you have these gorgeous walls and a gorgeous home, and you say, we would like to uh decorate this space, but we want to go to our local artists and pick up some of their most amazing creations to put on that wall, and we want to retain the value of that piece. The value proposition is you have artists that spend their life spending hours and hours and hours of their time making magnificent creations.

Turning Artwork Into A Statement Piece

SPEAKER_01 2:05

And if you put a dollar sign on the hours spent, it would blow your mind because we never charge what the hours are. We try to be fair and charge what we know uh the price level should be for that type of piece and marketplace. And so you buy a piece for a thousand dollars from a good artist, and you put it on your wall and frame it and put some lighting on it, and it's a magnificent piece, a statement piece on that wall, or in your business, or in your office, or in your home.