The Sculptor's Stand - Page 14

**sculpturedolls** · #**196** 07-04-2011, 10:56 AM

That sounds like a great suggestion to use plywood.

Was wondering if ya'll have heard of Carl Ciliax. He's a western sculptor that tells an inspirational story of quiting his day job to follow his passion of art. He studied at Scottsdale art school, studied with already advanced and professional sculptors (Martha Pettigrew and others) and became a wonderful western sculptor himself! He started sculpting at age 60 and now is 70 with a beautiful array of bronze sculptures to admire.

He did a show near where I live and I went and took pics of him. Boy did I learn a lot from him. Always sit in a directors stool or something high up when doing shows so that when you stand up, you're not towering above or becoming big like you would sitting in a chair down low. He gave me a contact for a good one person foundry in our area which I'm so excited to try!

I'll see if I can post pics later of the show. He had a work in progress that helped him really open up and talk to people. I believe that's going to always be my secret to talking and bubbling forth, to use a work in progress when doing shows!

Glad your armature is back working for ya Linda!

**ArtsyLynda** · #**197** 07-04-2011, 11:06 AM

I used a board that I'd used part of before - it was fine before. I found a piece of plywood to replace it when that split. I don't bother with sealing the boards and have had no trouble with working surfaces before in 16 years of sculpting except when I was naive enough to think one of those pretty Formica coated shelves looked like a good thing to sculpt on, since the clay would scrape off that white surface easily. Unfortunately, the inside of it was particleboard - disaster!! Luckily I was able to salvage that piece and never used particle board again.

I used to use varnish on the boards but eventually learned it really wasn't necessary with the plastilene I use - the clay behaves itself even if it takes me several years to finish the sculpture, and the boards hold up, as well. It was just this one that failed.

**ArtsyLynda** · #**198** 07-04-2011, 11:12 AM

SD - Carl had the booth across from mine in a show in Louisville KY one time that was a disaster for everyone who was in it. His wife does GORGEOUS paintings! He's a really nice guy too. I always sit in a director's chair, but I also have a sculpture in progress in front of me at that height to catch people's eyes and to keep me busy (I don't sit still well!!) Working in the booth helps elicit questions and gives me a chance to educate the public about how bronze is made, which explains why bronze is so expensive. Another reason to sit in a director's chair is so the customers don't loom over you while you're sitting, and so folks know where "the artist" is - and you're not hovering over the customers because you're just standing around with nothing to do but hover. LOL Carl's a great guy. We had fun talking during that show. They gave me the 10x10 carpet from their booth (which had been soaked by monsoon like rains that made our big circus-type tent leak like a sieve) which matches the 10x20 I normally use, so I was set for smaller booths if I ever have one (I try to avoid smaller booths - no room for me to sculpt and not enough room for my work to be displayed). Ask him about Village Place -that was the name of the show - what a nightmare!!

**sculpturedolls** · #**199** 07-04-2011, 11:23 AM

I knew you must know him since he does equine sculpture too. I almost asked him about you but next time I talk to him I'll bring up Village Place.

His girlfriend was also displaying her wonderful cheery Napa Valley vineyard paintings. They both are very nice.

Carl talked the whole entire time and everyone was drawn to him. I know the couple times I've used work in progress I ended up talking most of the time too. But I really need to do a practice session with Ron for an upcoming show, so that I can get more of a story line of how I became a sculptor and anything interesting I can think of. Carl had a big story he shared with us of losing his father being on his deathbed with a what have a I done with my life look in his eyes- full of regret. He wanted to be an actor (and a gambler!) and noone would have approved so he didn't follow his dream. Carl saw he was doing the same thing with not following his high school dream of being an artist and then just getting into the work force in plumbing. After that, he gave his job 1 year notice to train someone else and went to art school at 60!

Wish I had a big ole neat story like that. But you know, 'everyone has a story', so I'll look for mine and learn to open up more and let people in so that they get involved more in me as an artist like they were with him. Yes, I learned a lot from watching him. He's selling in this economy, and very well I might add.

**ArtsyLynda** · #**200** 07-04-2011, 11:46 AM

You don't have to tell how you became an artist if you don't think that story is interesting enough. You need to say things you're comfortable saying. I have a story for everything I create. Your ladies seem to be telling a story, so tell the browsers the story the sculpture is trying to tell, or explain your method - that's what I do. If someone asks how I got started, I do the whole, "My degree's in music" story showing how I taught myself how to sculpt. You should work on that story too, but honestly, anything you tell folks will be of interest to them because they've seen your work, they've seen you at work on a piece and they think you're fascinating before you ever open your mouth. Just be friendly and open with them and they'll appreciate it.

**ArtsyLynda** · #**201** 07-04-2011, 11:49 AM

Here's an example of a "story" for one of my pieces. Let's take "Windswept" (the second from right piece in my siggy banner). It started out with me wanting to see how many C and S curves I could get into one piece, because I believe C and S curves are a big factor in the beauty of a sculpture. Then as the piece evolved, it became an older stallion standing on a hill overlooking his band of mares. His shoulder itches, so he's reaching back to scratch it while the wind whips his mane and forelock around. It isn't a portrait of any particular horse, just an imaginary horse I felt like sculpting. There, that's his story. I can embellish it a bit if I feel like it, but that's the basics. I can tell you the stories of all the pieces in my siggy banner if that will help you get started on your own stories.

**ArtsyLynda** · #**202** 07-05-2011, 08:46 AM

Wow, that new bust is FLYING along!! I'm really liking doing a high relief. I was able to set it upside down to work on it that way, then on either end, and finally held it in my lap to work on it close up which was a real help to my shoulders! I should have the head finished today - the neck is done - then just have to add the hair (mane and forelock) and it's DONE in just a few days! SHOCKING! Now I'm thinking of doing full-bodied horses as high reliefs and casting them in resin. They'd probably be good sellers!

**sculpturedolls** · #**203** 07-05-2011, 12:29 PM

Thanks Lynda for your encouragement and examples too. I just need to practice those stories more, that I have for my art. When it comes to art, I fall into the feeling of letting the art speak for itself but that is in sharp constrast with what I've read: Art doesn't sell itself, people want us to sell it to them. They want to know the ins and outs of how it was made, the reason why it was made, the stories.

This all involves talking and I can jabber on sometimes but sometimes, at shows, I don't, just depends on my mood. I guess one reason why is I never want people to feel I'm infringing on their space and trying to sell them something. I don't like when people do that to me and I don't want to do that to them.

But when I heard Carl, I didn't feel like he was selling anything, just passionately telling his stories and explaining the bronze process, and explaining his scaling up method with his calipers.

Talking exhausts me sometimes. I need my mother! She is a big talker and my biggest fan. Ya, I'll bring her and let her do it while I smile and say a few words here and there. * ha, ha! So you see, I do need to work on it. If I'm well prepared with concepts in mind, then it'll all flow better. Being friendly is what I do try and do but I do run out of things to say but I just say the same things to everyone that comes up!

On another subject, high reliefs are fantastic fun. How'd you end up doing this one? A commission? Glad it's helping with your shoulders as it's so important not to hurt while you are creating.

**ArtsyLynda** · #**204** 07-05-2011, 09:55 PM

Yes, the high relief is a commission - same horse I did as the life-size, part of the same project. It's coming along so fast, I may finish it in a day or so! That'll be record time!!

Something artists are bad about is not "asking for the close." IOW, we just let folks talk to us, we ramble on, etc. and we never ask them, "Are you a collector already? What do you collect?" And we never ask them, "Would you like to pay for that with a credit card or cash?" THAT is "asking for the close." I took a sales seminar and yes, I still have trouble asking for the close, but at least I know how to do it and my hubby will bug me about it if he hears me just chattering away and NOT asking for the close. It's like "Would you like fries with that?" The simple question often closes a sale - perhaps the person wasn't considering getting fries until they were asked if they'd like them, so then the cashier has sold more than just a burger and a Coke and all those small sales add up. You can apply the same principals to selling art, you really can, even if the dialog is a bit different. John and I roleplay to get me in the selling groove. I can talk about my work and about the process all day long, but asking for the close is hard for any artist - but those who do it sell more work, according to studies we read a few years ago (when I took the sales workshop).

**sculpturedolls** · #**205** 07-06-2011, 12:41 AM

Ugh! I hate sales! I have zero professional training on it. When you go in for the close, let me see if this is about right. Okay this is my practice session:

Quote:

I can see you really appreciate the piece. She can be yours through an interest free installment plan if you like. Or we can easily take payment with credit card, whatever is best for you.

How can I improve upon the above statement. I need all the tips as possible! Perhaps this will help others reading it too on how to do sales.

**ArtsyLynda** · #**206** 07-06-2011, 02:55 AM

There are seminars on sales - find one and take it! They don't have to be expensive. Also look online for books, audio books, DVDs on sales. I have a great CD set on selling art - can't think of the guy's name who made it but it's really well done. If you search online for it, you'll find it. If you don't, let me know and I'll dig it out and tell you about it. I'm fighting insomnia right now (and finally getting sleepy again) or I'd look for it myself.

Your "asking for the close" is a bit too nice - it gives the customer too much of an "out." With a very bright, cheerful voice and a smile, you can say, "Would you like to pay with a credit card, or would you prefer to hear about our zero-interest payment plan?" THAT's "asking" for the close - "Would you like to pay for that with a credit card?" or "MasterCard or Visa?" and don't mention the payment plan unless they are hesitant to charge it. Then I say, "Would you prefer to hear about our zero-interest monthly payment plan?" I actually have my payment plan written out and have copies of it in my booth when I'm at shows, so I can hand them something to read and think about if they're wobbling about spending that much.

Hope that helps!

**sculpturedolls** · #**207** 07-06-2011, 10:39 AM

I'm always a bit too nice when it comes to sales because I can't stand high pressure sales on me so I don't do it to them and.... I don't want to appear desperate (which I'm not but would like sales) and somehow I equate sales with that. Eeeks. Yes, I need some therapy on the subject I can see my weakness here. Okay, but I can do it if I learn some more. When someone is interested I always give them the out and am way lenient. Sorry you weren't getting your rest last night. Hope you got some rest now for your days activities.

I would love to hear the name of the DVD set on selling art. DVD's seem to be my way of learning when I want to know something (photoshop, dreamweaver etc, etc.). I'll follow it and soak it up. Usually on ebay I can find whatever DVD it is at a good price.

Thanks so much for your tutelage so far!

**ArtsyLynda** · #**208** 07-06-2011, 05:45 PM

The sales techniques you learn from this CD (I think it's an audio not a video) and from other books on sales (such as "How to Survive and Prosper as an Artist") aren't high-pressure techniques, nor is the one I told you about a high-pressure technique. It's simply, politely, bringing the conversation to the point of it, which is the sale.

I haven't had time to look in the house for that CD - I checked online and didn't find it right away, but there are a LOT of resources out there. Do a search on "asking for the close in sales" and "how to sell your art" - you'll be amazed at the resources available. I'll post the info on that CD when I find it! (Me and my non-filing system for CDs . . .)

**ArtsyLynda** · #**209** 07-06-2011, 10:03 PM

Can't find that CD, sorry - it's here somewhere. I'll stumble across it when I'm not looking for it, you just wait. That's always the way things work around here! :P~~~

**sculpturedolls** · #**210** 07-07-2011, 10:46 AM

Quote:

aren't high-pressure techniques, nor is the one I told you about a high-pressure technique. It's simply, politely, bringing the conversation to the point of it, which is the sale.

Logically it doesn't seem like high pressure technique when I look at it but somehow it feels that way, anotherwords, I'm very sensitive to asking for money for my art. Will get over that one shortly! You are right, all it is, is being business like and getting the conversation to the logical conclusion and the reason I'm showing my art, not just to give away art but to sell it!

Ah, I'm sorry you took time and couldn't find the cd. I appreciate your time looking and I'll look under the search terms you suggested so that I can get the sales cues I so much need. I'm very forward in other aspects of my life, so I can learn to be direct with this and feel good about it too.

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