One of my favorite e-zines is from Molly Gordon, author of The Way of the Accidental Entrepreneur. In her last issue (Vol. 11 No. 36), she discusses pricing one's work. Please read her article titled Why lowering your prices doesn't work and how to resist the urge. It has many interesting points.

"When you sell art on the street you have left the cathedral for the carnival. It's no surprise people expect to pay less", and "...there is always a path, but until you take charge of the landscaping and maintenance, the path is likely to lead your customers into the wilderness instead of into and ongoing relationship with your work" are thought provoking statements.

Doing festivals - even if you only do one or two a year - is often a good way to network, to show your body of work, to see what's going on, and to make a little money. Choosing the best events to accomplish whatever goal(s) you have, however, is very important.

First, you've got to decide whether you need "the cathedral" or "the carnival". If you sell originals priced in the thousands of dollars, it is wise to exhibit where others are also selling originals; and, attendees expect to buy art. If you are selling handmade holiday decorations, two for twenty dollars, look for people with disposable income who don't mind spending some of it for something really nice. Choosing the best shows for your work is taking "charge of the landscaping".

Often the most important take-away from a festival is the people who bought - or were very interested in buying - your work. Cultivating an "ongoing relationship with your work" is vital to your business. It is easier to sell to a previous buyer than it is to find a new client. They already told you that your work is valuable to them. When you get home from the festival, send them a hand-written thank you note for their purchase. Put them on your e-broadcast list. Ask them to Fan or Friend you on Facebook. Regularly, tell them about what you are working on. Post images of your latest work on your website and your Facebook page. Tell them where your work will be shown. Invite them to your Open House. Keep your name and your work in their minds. Ask for referrals.

I know, I know... and I hear you even while you are reading this... "I don't have time to write thank you notes." "I don't want to get involved with Facebook. It takes too much time." "I don't want people tromping through my home-based studio." You are in business. Marketing yourself is of utmost importance.

Write those thank you notes. A note will really, really impress your buyer. Sign up for a Facebook profile or page. It is free, and easy enough to set up. If I can do it, YOU can do it.

There are many Open House tours around the southeast. Find out where one is around you. If you don't want people coming to your studio, ask a studio owner who does open his doors if you can have some space in his Open House. Take the time to nurture your business.

With all that is happening, to be successful, it is more important than ever to act thoughtfully.