This past weekend I went with my family to the Sheep and Wool Festival in Rhinebeck, New York. Lots of sheep and vendors trying to sell everything related to sheep – wool, yarn, sweaters, accessories, toys, etc. There were well over 100 vendors selling their wares. The kids wanted a toy and we found interesting hand-crafted woolen dolls with large heads and wooden arms and legs. $30 each. A lot for a doll, but these were very interesting and both kids really liked them. As we were about to buy them, the vendor (presumably the artist) said, “You know these are not really for kids. They are just too delicate.” This despite both kids holding them gingerly and admiring them. Very clearly she did not to sell me her art. I believe in positive exchanges wherever possible, especially when it comes to my children, so we passed on the dolls. The kids were disappointed until they found something else they liked a few stands away.
When I relayed the story to my wife, Cate, she said, “I sense a blog post coming.” I was already miles ahead of her.
Your job as an artist and creative business owner is to create art for those that value it most, not to decide whom those people are. To presume that a client is not a fit because they will not value your art as you would have them is just plain arrogant. If you are in business (as the doll vendor is), then your validation comes in the form of a client (happily) purchasing your art for the value you establish. If you need recognition of any other form, then creative business is not the place for you.
At Engage!10: The Breakers, Cindy Novotny gave the example of Hermes’ success during the recession (double digit sales growth from 2007-2010). She talked about how they embrace their customer and value everyone that walks in their doors – offering water, asking what they are looking for, etc. They presume that anyone that walks in their door is their customer. She juxtaposed this with an example of an unnamed high-end retailer where the experience was the opposite: indifferent, aloof service and judgment of everyone that comes in.
While at Preston Bailey, I saw more than my fair share of billionaires (yes, billionaires) walk in looking quite shabby (severe understatement). To Preston’s credit, he did not ever and would never judge what he saw. Preston only values a client’s desire to work with him. If they value his work, want him to design their event for them and have the wherewithal to make it happen, that is more than enough for him. He truly does not care what his clients look like or what they represent. The same cannot be said of several of his competitors. And, more often than not, who do you think got the job?
Lest you think this is a small example, ask yourself if you have ever said out loud that you want to get into the luxury or high-end market. How do you think your clients would feel if they heard you say it? Gratitude is pervasive and infectious, as is arrogance. You cannot control who will most value (i.e., love) your art, but you can control your response to their enthusiasm. Choosing to be a wet blanket (like the woolen toy vendor) would not be my choice and I do hope it will not be yours.
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Great post! a good reminder Art appeals to people in different ways and to different people. If one client is not “good enough” other clients will catch on and wonder “am I not good enough?” no one wants to feel that way.
Wow!!! Always, always just what I need to hear!
Thank you, once again!
Great story and what a shame about the doll vendor. The artist should have been honored that you were teaching your children how to care for something that is delicate and handmade; instead you had to teach them a different lesson.
Hi Sean,
Once again, another insightful and articulate post. This one really resonates with me because as a professional I am constantly judged by my appearance, in an industry largely driven by beauty standards and catty judgements. If you see me, I look like a 12 year-old in a headscarf, and often times, this gets me overlooked by makeup artists, fashion stylists, and others in my industry.
It is frustrating and often has me questioning the integrity of the people I work with. I feel that they believe I am uncapable of being a discerning critic of their work, purely because I don’t look like the kind of client they are hoping to attract. It has affected my confidence level somewhat.
I think a lot of musician’s should take this to heart…We don’t judge who wants to use our services, we feel that every client is as important as the next and we appreciate them putting their trust in us to do a job that can have a big positive or negative impact on their business.
Very well said Sean. Bravo for shedding light on this.
This story reminds me of how my husband went to purchase a very high-end vehicle on his 30th birthday. He walked into the dealership, wearing shorts, a hoodie, and a baseball cap. Now, my husband is not rich by any means, but he certainly does well for himself and our family. With that being said, the sales associates at the dealership picked up their heads as he walked in, took one look at him, and resumed their mindless chit-chat with each other. Didn’t even bother to say hello. How hard is it to say hello?
Hubby is a very patient person however was quite disturbed at this presumed “judgement” just because he wasn’t wearing the fanciest clothes or wearing the nicest shoes. So, he went to a competitor dealership, greeted with open arms] and a friendly face, and he proceeded to tell everyone at the showroom about his terrible experience with the “other dealership”.
needless to say, the sales associates made a pretty little commission, and we are now life-long customers of theirs. And will continue to rave about their service. They didn’t judge us (well, if they did, we never knew), and provided a level of expectations that we now measure everybody else by.
Too bad the other dealership couldn’t remove their “snootiness” to stop and at least say hello.
Thanks so much for such an insightful article. Many times we are coached that the ‘high-end’ client is the way to go, but we shouldn’t be so judgmental. You never know what blessings you will receive by being open!
I think you’re just mad that you got judged. It’s up to the artist to sell to/refuse to sell to whomever they choose. I really like the bit where you went off on the artist, telling her what HER role in this is: “Your job as an artist and creative business owner is to create art for those that value it most, not to decide whom those people are. ” You named two separate jobs, artist and creative business owner, and then attributed one role to both of them. You completely ignore the artist role here, and are just angry that art and the sensibilities of those who create art lie outside your comfortable, easy-to-grasp idea of business and capitalism. If an artist (yes, even an artist who is selling their work) doesn’t think your children will properly appreciate her art, it is completely within her rights to refuse to sell. Moreover, the idea that you are the kind of person who writes an indignant blog post about it later really only goes to prove my point. You lead an empty life sir, despite how sure of yourself you think you are. You wouldn’t know art, let alone its use or value, if slapped you in the face.