Blog | Professional Practice

How to Drive Sales at Your Next Art Fair (Checklist)

Our recommended strategy to drive sales, cultivate new clients, & make the most of your fair experience for galleries and art advisors.

By Team ARTERNAL on Friday April 14, 2023

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For Galleries

Prior to the fair

Send personalized offers and outreach to your clients in advance of the fair

Track email and text engagement:opens, clicks, and shares to inform the best follow-up strategy via email, iMessage, WeChat, & WhatsApp

Automatically create a deal pipeline based on pre-fair engagement

Pull a list of clients that you usually see at that fair, familiarize yourself with their interests

Check in with all clients on their plans to attend the fair

For clients who cannot travel, try to schedule a video call from the booth so they feel included in the fair energy- even if they acquired work in the booth pre-fair

Break in new shoes or ideally get the latest kicks — remember how much you will be standing & walking

Helpful supplies to have on hand: power cables and portable chargers, breath mints, chocolate or energy bars, water, screen wipes, hand sanitizer, fair maps to give to clients

While in the booth

Schedule a little time before the fair each day with your team to review work statuses & sales strategies

Access client & artwork information anywhere, anytime from your iPhone or iPad

Automatically save new client information & create a profile in real-time with our business card scanner integrated with your CRM — forget the stapler and notebook!

Monitor several deals at once, manage inventory, and client interaction with ease from the ARTERNAL mobile app

Make time to eat and stay hydrated — fair days are long!

After the fair

Leverage newly acquired data to confidently execute post-fair outreach in a strategic, yet personalized fashion

Follow up with everyone you spoke with at the fair, you never know who your next client might be

Add notes and update new and existing client profiles with company segmentation parameters

Easily evaluate the ROI of each particular fair over time with data-driven information

Treat yourself to a massage and rest up for the next one!

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For Advisors

Prior to the fair

Send personalized outreach to the galleries you follow to request their previews

RSVP to events, tours, dinners and coordinate itinerary with clients

Select key works to share with your clients — either to gauge interest or call out works you’ve been waiting for

Send your own preview link to clients in advance of the fair

Track email and text activity: opens, clicks, and shares to inform the best follow-up strategy via email, iMessage, WeChat, & WhatsApp

Automatically create a deal pipeline based on pre-fair engagement

For clients who cannot travel, schedule a call before the fair so you have your itinerary set and can help clients on the ground as well

Break in new shoes or ideally get the latest kicks — remember how much you will be standing & walking

Helpful supplies to have with you: power cables and portable chargers, breath mints, chocolate or energy bars, water

While at the fair

Schedule a little time before the fair each day to review your acquisitions and reserves

Update clients on statuses of works

Add new contacts to your CRM and note type of follow up

Access client & artwork information anywhere, anytime from your iPhone or iPad

Make time to eat & converse with clients. Stay hydrated!

After the fair

Leverage mail productivity tools to follow up with everyone you spoke with at the fair, you never know who your next client might be & maybe you made a new connection with a sales director

Manage conversations to confirm all shipping & receipt of works goes smoothly

Send your commission & services invoices with the artwork details included

Treat yourself to a celebratory dinner and rest up for the next one!

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