by Maria Brophy
A month later, when the posters for the ‘Ohana Fest were plastered all over town with Drew’s illustration on them, we felt proud! People loved the posters so much that many of them “disappeared” from store windows. The best thing of all was that Drew’s signature and logo was clearly printed on the posters.
Often, if you don’t ask to have your name clearly printed on an item, the client won’t do it. It’s up to you to make sure this happens.
In your earlier conversations with your client, say “I will want to make sure my name or signature is clearly legible on the items being printed.” Make it crystal clear in the beginning what you expect.
If you are licensing your work, a good license agreement will include the requirement that your signature or logo or copyright notice be printed legibly on the items.
If you are doing a small or one-off project where a licensing agreement is not being used, make it clear verbally and in writing that you require this.
And then, follow up before they go to print with the work, and ask to see a sample. They can email you a mock-up of what they plan on printing. You want to see it before it goes to print to ensure that they placed your name properly and clearly as promised. Sometimes they forget to do this, and it’s up to you to remind them.
SCRIPT: When a client is using your art to be printed or reproduced on items, include this statement in your agreement or email correspondence:
“It is required that my __________________ (Fill in your requirement – signature, name, logo and/or copyright notice “Artwork (c) Mary Artist”) is clearly and legibly printed on the artwork. Please send me a sample of what you plan to print prior to printing it for my approval.”
If your client doesn’t follow through on including your signature or name, make them correct the error. Usually it’s an oversight on their end, and it’s up to you to make sure they correct it.
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TESTIMONIALS
If your business model includes being commissioned to create work of any kind, testimonials from past clients will help you gain new clients.
When investing money into art, buyers want to be sure the person they are commissioning is legit. Testimonials from real people help to give a new buyer confidence in your abilities to give them what they want.
A good testimonial comes from the heart of your client and captures, in their own words, the value that you brought to them. On my website, www.mariabrophy.com, I posted a page of testimonials from artists and small business owners that I have helped in the past. I asked permission to use their full name, because I want new readers to know that I am posting real words from real people.
Here’s an example of a testimonial on my site that captures what I do best, comes from the heart of my client and will help new clients decide if I can help them or not:
“I haven’t had a conversation with someone this knowledgeable in my whole life! A lot of people tell me that I should sell my work, but you are the first person who has been able to tell me HOW, in a viable way.” –Joe Mahoney
On Drew’s website, www.drewbrophy.com, we posted a page of testimonials from his corporate clients. Here’s an example of a testimonial we received from our contact at the marketing company that hired us to do a project for Verizon:
“We worked with Drew to transform our Verizon FiOS VW Bus into a work of art during the US Open of Surf. It was effortless working with Drew and Maria. They had very little time to plan and design, yet the final result was more than what we could have asked for.”
You’ll notice one thing about all of the testimonials on both mine and Drew’s websites: we use the client’s full name. This gives authenticity to the testimonial. Otherwise, a reader may not be convinced that the testimonial is real.
HOW TO GET TESTIMONIALS
The most effective testimonials are those that are short, give specific details and are straight from the client’s heart. Some people are afraid to ask for a testimonial from a client. Don’t be afraid. If your client enjoyed the work you did for them, they will be happy to allow you to use their words as a testimonial.
And, there’s an easy way to ask your client that doesn’t require any work from them at all. The best way to get an authentic, from-the-heart testimonial, is to:
call your client on the phone and ask them the right questions (see scripts below)
write down what they say, and
use what they said (with their permission) as a testimonial.
Script of questions to get your client to speak from the heart:
“I want to follow up and ask a few questions. Were you pleased with the work I did for you?”
Then, ask, “What did you like best about the work I did for you?”
These questions are meant to get the client to speak in specifics. Listen and write notes as they talk. After you were able to get them to share their feelings about working with you, say:
“I would like to use some of what you said as a testimonial. I’ll write it up and email it to you for your permission. Is that okay?”
Most people will say yes. And they will appreciate that you did all the work for them! I haven’t had anyone tell me no yet.
Next, write up a short, concise testimonial using their own words, email it to them and ask permission to use it on your portfolio and website, along with their full name (and company name, if applicable).
This is the best way to get a testimonial, for two reasons:
You are doing all the work so you make it easy for your client; and
By asking them questions, without first telling them WHY you’re asking, you get to the heart of how they felt when working with you. This gets the best testimonials of all!
Make it a habit to collect testimonials from your clients every time you finish a project. Post them on your website on a page titled “testimonials” or “praise” or “happy customers.” You can also pull the best ones and use them in sales brochures and marketing materials.
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CREATE WITHOUT FEAR - YOUR BIG IDEA
“Do whatever brings you to life, then. Follow your own fascinations, obsessions, and compulsions. Trust them. Create whatever causes a revolution in your heart.”
—Elizabeth Gilbert, in Big Magic:
Creative Living Beyond Fear
Even the most talented among us have doubts. The difference between those making things happen and those who aren’t is this: the people who make things happen take action on their ideas in spite of fears, doubts and critics.
In January of 2014 an artist asked, “Will you look at my painting and tell me if I should keep painting or just end it with this one.”
Her self doubt and fear was evident, and I didn’t want to add to it. When I get emails like this, I know that my response will either encourage or discourage. Since I’m not God, I have no idea what this artist is meant to be doing, and so I wanted to guide her to guide herself, based on her own instinct.
But, being able to help someone understand that their own inner guidance is the best guidance can be difficult. So I decided to simplify it. I wrote back, “It doesn’t matter what I think. Keep painting if it brings you joy!”
I didn’t hear back from her until two years later, when she wrote, “You probably don’t remember me, but, I took your advice. I have since completed 61 paintings and have just been invited by a gallery for a solo exhibition. Thank you.”
Sometimes we think that we need permission from someone to move forward. It’s as though we don’t trust ourselves.
Artists will pay me a consulting fee just to hear me say, “It’s okay, do what you dream of doing.” Upon hearing those words, they are energized, as if my opinion matters.
But you don’t need anyone’s permission and it doesn’t matter what anyone thinks of your art or your ideas. The only thing that matters is you. Keep doing what brings you joy, and others will eventually feel the joy of it, too.
THE HANDS PROJECT
One artist who has given birth to a big i
dea is Joan Chamberlain. She aspires to become known for drawing hands. She has committed to carrying out a vision that she calls “The Hands Project”.
In The Hands Project, Joan’s drawings capture the beauty of the busy hands of gifted chefs.
Joan is a cook and foodie, and she explains on her website why drawing chef’s hands is important to her:
“I am keenly aware of the thousands of manipulations that a chef’s hands undertake in the course of their work. I am fascinated with the seemingly effortless choreography of hand movement from one task to another in the kitchen. I have a dream of building a collection of drawings showcasing the hands of chefs.”
The Hands Project is a great example of a unique idea that involves a lot of time and patience to execute. In the end, The Hands Project will generate an impact on the way people view a chef’s work.
Ten years from now, when the world thinks of hands, they will think of Joan Chamberlain.
Have the courage to do what you believe in. Create in a way that you are driven to create. If you’re inspired by an idea, forge ahead and do it. Don’t worry about what others think of it.
Your ideas will take on a life of their own as you lean into it. Take that first step, and the rest will fall into place.
TEN THOUSAND BUDDHAS
Just yesterday I was walking around the Abbott Kinney area of Venice Beach, California, and I spotted one of the Buddha murals of artist Amanda Giacomini.
I was excited to run into this mural, as I had previously read about the Ten Thousand Buddhas project and have been drawn to it.
Amanda Giacomini is on an artistic journey to create Ten Thousand Buddhas. She paints her Buddhas on large scale public murals, oil paintings, screen prints and antique wooden Tibetan prayer wheels.
Giacomini gave birth to this grandiose idea and acted on it. She didn’t need permission from anyone. She just started painting Buddhas. You can now see her Buddha walls all over the U.S. and her Buddha paintings and prints are collected worldwide.
Now, when I think of Buddhas, I think of Giacomini’s beautiful artwork. That’s the power of intention, commitment and consistency.
YOUR BIG IDEA
When you decide to make an impact with your work, you give birth to it the moment you take the first action.
Over time, your ideas will grow and take on a life of their own. Word gets out, and the next thing you know, people want to help make your dream happen. The entire Universe conspires to bring your vision to life.
Commitment, consistency and deliberate action is what grows your project from the seed of an idea to one that makes an impact on the world. But you have to take that first step. The rest will fall into place.
Many people hesitate to be the first to do something huge. They worry about it not being important, or they worry that no one will understand what they’re doing. They worry about the details, and obsess over how it will come to life.
Don’t worry about critics, they will always be there annoying us. Don’t concern yourself with the details. Amanda Giacomini didn’t worry about where she was going to find the walls to paint ten thousand Buddhas. She started with the first one.
When you set the intention and take action on your ideas, the walls will come. The people will show up. The opportunities will present themselves. Trust enough to take that first step. Commit to doing what you believe in. And then, the rest of the world will come around.
What big idea will you commit to? What are you driven to create to make an impact? Lean into it, take the first step, and watch it fall into place.
Recommended Reading
Handbook: Pricing and Ethical Guidelines by The Graphic Artist’s Guild
Art-Write: The Writing Guide for Visual Artists by Vicki Krohn Amerose
I’d Rather be in the Studio by Alyson Stanfield
Legal Guide for the Visual Artist by Tad Crawford
How to Sell your Art Online: Live a Successful Creative Life on Your own Terms by Cory Huff
How to Survive and Prosper as an Artist by Caroll Michels
Fine Art Tips by Lori McNee
Big Magic: Creative Living Beyond Fear by Elizabeth Gilbert
How to Profit from the Art Print Market 2nd Edition: Creating Cash Flow from Original Art by Barney Davey
The Success Principles: How to get From Where You Are to Where You Want to Be by Jack Canfield and Janet Switzer
Titles by Maria Brophy:
How to Understand Art Licensing Agreements by Maria Brophy and Tara Reed
Living the Dream by Maria Brophy
How to Make Money Painting at Live Events by Maria Brophy
How to Draw with Drew Brophy by Drew Brophy and Maria Brophy
Biography
Maria Brophy has been an art agent to her husband Drew Brophy since 2001, and a business consultant to creative entrepreneurs since 2009. In her former life, Maria worked in the corporate world for two agonizing decades before she escaped the 9 to 5 grind. Since then, she’s deliberately designed her life as a non-stop adventure, traveling extensively with her husband and two kids while surfing and backpacking some of the most magical places in the world. She’s also authored several books on business and produced a television show called The Paint Shop with Drew Brophy. Now she works one-on-one with artists and spiritual entrepreneurs, helping them to learn powerful business strategies that will enable them to realize their own dream lifestyles.
Maria’s primary wish is to guide entrepreneurs to easily carry out their own mission of healing and creativity. She believes that the term “starving artist” will become a silly thing of the past. She’s doing her part to put that paradigm to rest for good.
Visit www.mariabrophy.com and sign up for the free email series, 11 weeks of business strategies that you can put into action right away. And please email your questions and success stories, to [email protected].
Contents
1 How I Mastered the Business of Art 13
2 Decide What You Want 17
3 How to Begin 27
4 Establish a Niche 32
5 Tell Stories 43
6 How to Find Your “Right Buyers” 46
7 Reach Your Audience in Non-Conventional Ways 53
8 The Mindset of Selling 66
9 Sales Strategies and Challenges 74
10 Multiple Streams of Income 95
11 How to Make Money with Live Events 98
12 Presenting Your Work 109
13 Live Selling 111
14 Selling Your Work Online 121
15 Working with Galleries 134
16 Your Network = Your Net Worth 148
17 Self Promotion Strategies 158
18 Art Licensing 170
19 Run Your Art Business Like a Business 195
20 Getting Paid 205
21 Train People How to Treat You 228
22 How to Price Your Artwork 232
23 Commissioned Works 242
24 Quoting Prices 253
25 Selling Reproductions 258
26 Negotiating 265
27 Payment Policies 274
28 Copyrights 291
29 Read the Fine Print 310
30 Put It in Writing 316
31 Business Systems 328
32 Put Your Name on It 335
33 Testimonials 338
34 Create without Fear - Your Big Idea 342
