How do I respond when someone aggressively challenges my pricing at an art fair?

Stay calm and don’t get defensive. If someone says your prices are too high or asks where you get off charging what you do, don’t argue. Instead, calmly explain the value without being defensive. Articulate that they’re seeing the tip of the iceberg - this represents a lifetime of work, skill development, and dedication. Mention your credentials: award-winning pieces, gallery representation, museum collections, publications. Explain that you don’t bang these out in an afternoon; each piece represents significant time and expertise. Most people are not nasty by nature - the aggressive reaction usually comes from lack of context. Once you provide that context professionally and confidently, most people completely change their tune and understand the pricing.

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Asked by an artist dealing with pricing challenges · Answered by Bob Gherardi and Patrick Shanahan · art-marketing-podcast · 2024-11-14