Barney Davey Explores the Relationships Behind Art Sales in New 'How to Find Art Buyers' Course

Barney Davey is revising his course How to Find Art Buyers roughly a decade after the first version appeared, returning to it through the lens of what he calls "the thing beneath the thing." Writing for Art Marketing News, Davey argues that most luxury purchases, fine art included, are not spontaneous: buyers often encounter work at a show, think about it for weeks, months or even years, and complete a sale later, especially when the artist maintains contact through newsletters, ads and email. He traces that pattern to relationships rather than persuasion, noting that a person who never buys can still steer a collector toward an artist — his example is a Western-art-loving acquaintance who recommends an abstract painter named Barney to a dentist furnishing a new office or condo. Davey draws on decades spent selling expensive advertising and trade show space, where he asked why clients would commit to a full page and one or two booths at every show for the next year, and why they would advertise but never exhibit. He says relentless persuasion works for only a rare few and is not repeatable. He plans to share more about the new course next week.