One of the most aggravating things is when someone tells you they’re ready to buy from you, but then they seem to fall off the planet.
They were excited to get started, send your money, own your work… but all you hear is crickets.
The first thing to do at such a moment, is to take a step back and realise:
It’s not you, it’s them.
Meaning: don’t get nervous, insecure, worried, but instead realise that people always have their own reasons for doing what they do, or indeed not doing it.
People have their own lives, with responsibilities, distractions, and fires to fight.
This is important, because if you don’t allow for that, you’re likely to mess up when you take step 2:
Reach out and follow up.
If you’re not coming from a place of calm and confidence, where you’re aware there’s a good reason for not taking action, over on their side, you easily appear nervous or insecure, or worst of all: pushy.
Instead, just get in touch, and simply ask:
“Hi, we discussed you owning my work and you said you’d like to. I’m writing to see if you’d still like to proceed?” or whatever variation works for you.
Another tip: never write or call to say that you’re “just checking in”.
What are they, an airport?
Checking in is an empty, lame and wildly overused non-statement, and it should be avoided at all cost.
Instead, just go straight for the message: “still up for it?”
You might have to do that more than once, over a few week’s time, and don’t be shy to do so.
As long as you’re not nagging or looking desperate, there’s very little chance that it’ll turn them off, in fact chances are that they’ll appreciate it, and that you’re not in any hurry.
If all else fails, there’s one more thing you can do: apply the scarcity principle.
It works like this: we want what we can’t have, it’s a psychological mechanism.
If you tell a child to not touch the heater, the very next thing you’ll be doing is running cold water over their hands.
The tree and the apple and don’t eat it?
Exactly, and look at the mess we’re in now.
Ok, but seriously: when something isn’t available, it simply becomes more desirable.
So by letting your potential buyer know the work might be sold before too long, you’re giving them a compelling reason to think about their decision to buy, or lack thereof.
But for this, it’s extremely important that it’s genuine and not artificial.
Don’t be like the real estate agent or car salesman who phones to say ‘you need to make a decision, there’s potential buyers’ when that’s a fabrication.
Only when there actually is a new potential buyer can you do this.
After all, we’re ethical people here, and we don’t want to lie or manipulate.
But, there’s nothing wrong with letting someone know:
“I understand you may have changed your mind, which is why I need to tell you: People like this painting, and I’d be happy to sell it.
“I’m thinking of taking it to my next show in a few weeks, and it only seems fair to let you know in advance”.
Very possibly, the little jolt is enough to have people rethink their delay, and make a decision as to yes or no.
There you go: the cure for indecisive buyeritis.
No medical prescription required.
Want me to help you with things like these, and help you write or speak the kind of messaging that makes all these things easier?
It’s what you get when we work one on one.
Think about what it could do for your communications and sales…
And of course, let me know if you want some of that.