Enthusiasm Sells: A Tale from the Night of Artists

Enthusiam Sells.

I'll simply relate the following story of how I sold a painting without even trying to, simply because I was enthusiastic about it. You may draw your own conclusions as to how this might apply to your own career....if it even applies at all.

Last night, my wife, "P" and I attended The Night of Artists event, sponsored by the National Western Art Foundation. Arriving a bit late at the packed venue, we immediately began enjoying the art. P seemed to enjoy taking a leisurely pace, talking with acquaintances, sampling the wines. I, being a man and relishing my "hunter" mentality, prefered a mad dash to find my favorite pieces of art. Needless to say, we opted for the leisurely approach.

After enduring two hours of socializing, mingling and glancing at the art as time allowed, we had seen all of the art and I had identified three or four favorite pieces. We happened upon what might, arguably, have been my very favorite, a painting of three Guatamalan Women in a marketplace - Nahuala Market by William J. Kalwick, Jr.

P commented how much she enjoyed the painting above the jewel I had discovered . . . a nice, but ordinary street scene.

"What do you think of that one?" she asked, pointing at the street scene.

"It's OK." Then, timidly, "I kinda like the one below it." (pointing to Nahuala Market)

"You can't be serious. Why would you want a painting of people working? Do you want to be reminded of work? Who would want to do that type of work anyway?"

The painting called out to me as an example of artistic excellence. The women were perfectly positioned on the canvas, creating a balanced effect. The bright colors of their garments stood in glorious contrast to the delibrately muted warm grey background. No amateur had painted this piece. In addition, even though all three women wore colorful native garb, two of the three toiled in shadow while the third, placed directly on the golden mean, continued her work uniterrupted by our presence, mostly in shadow as well, with only her face and headress in the light. The artist had masterfully executed these factors to create a focal point that led my eye into the painting and made me want to stop and stay a while. I struggled for a way to express all of this in a succint way that would answer P's question...

"I like the painting because THEY are doing the work and it reminds me that I don't have to...."

As we sat down to dinner, I asked our host, JM, if he had found anything he had to have. Getting up from our table, he motioned for me to follow. As we meandered through the crowd, JM explained to me that he needed a small piece for his Guatamalan themed guest house.

Guatamalan? My ears perked up - the painting I loved - Nahala Market would be perfect.

JM led me over to a painting on the same wall with my favorite - A nice painting of a Sioux indian. He wanted to know what I thought of it.

"It's nice. You should buy it."

"No really, what do you REALLY think?"

"It doesn't matter what I think." I replied, "It matters what YOU think."

"I'm serious." He said sternly, "I want your opinion."

So I gave it to him . . . He did insist after all.

"I think the face of the indian is very well done, but his arm is a bit funny-looking and should have been softened so it doesn't compete with the face......but you should buy it if you like it?"

Pause.

"Since the painting is for a Guatamalan-themed room. . ." I took a deep breath, "What do you think about THAT one?"

I pointed to Nahuala Market.

"I like it...but I don't like the frame."

"Don't let that stop you" I said, more boldly now, "Changing the frame is easy"

Another Pause.

"OK I'm going to buy it, let's go get the docent."

"Are you sure I didn't talk you into it?" I asked, (knowing that I had), "If you really love the indian, you should buy it instead." (Which is true, you should always buy what you love)

"I'm sure, I really like the Guatamalan women."

So there, dear artist, you have it. Enthusiam sells.

Sincerely,

Clint Watson
Software Craftsman and Art Fanatic