4. Now, look at the needs that are fulfilled with your art. What kind of people have those needs and want them filled? When you begin to answer these questions, you will begin to identify your target audience or ideal collectors.
But don't stop there.
5. Do your market research. Begin to ask collectors why they respond to your work. Ask what they like about it. Why they enjoy having it in their collection. Get to know them. Become their friends. Learn who they are and what they like; what they do; what worries them; their fears, hopes, ambitions, etc.
With time, you will begin to identify similarities among your collectors. You will begin to see what traits these collectors have in common. Yes, I admit, this takes time and effort. This is one of many reasons it is important to attend art shows and mingle with your collectors.
6. But, you aren't all the way there yet in identifying your ideal collector. Maybe you are painting dog portraits, but despise the work. Yet, you do it anyway to earn money. If you do #5 above with these collectors, you are defining the wrong group. Know WHO you want to work with in an ideal world. Identify what is important to you in your collectors.
Now, look at #'s 4, 5, and 6 and compile to define your ideal collector.
Now that you have identified your ideal collector, tailor all of your marketing, all of your communication to how your work fulfills their needs. Look at #3 again. Are you sending out the right message? Are you reaching the right audience?
Ann Rea put it this way:
