Find the Collector's Job, Not Just Their Taste
Use Jobs to Be Done questions to uncover the progress a collector wants from an acquisition.
Collectors buy progress, not just objects. A style preference is the entry point, but the deeper advisory opportunity is the job the collector wants the acquisition to perform. Preferences are filters Medium, size, price, period, and palette help you narrow inventory. They do not explain what would make a collector feel confident after the purchase. Jobs reveal progress Ask about the situation around the purchase. Is the collector completing a room, building a first serious collection, marking a personal event, supporting a community, deepening an artist relationship, or learning the market? Each job changes what a good recommendation looks like.…
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