Today’s topic is a bit more practical, but it’s one I get asked from time to time: Should I pass credit card fees on to my buyers?
It’s an understandable question. With processing fees typically landing between 2% and 3%, and even higher for certain cards like American Express, those charges can add up quickly—especially when you’re selling higher-priced originals.
Still, in my experience running a gallery and selling thousands of artworks, I’ve come to a clear conclusion: it’s almost always better not to pass those fees along.
The Hidden Cost of Friction
Yes, you’ll save a few percent by charging the buyer, but at what cost? Every layer of friction you introduce in the purchase process increases the chance that the buyer will hesitate, stall, or walk away entirely.
Think of your own experience. You’re dining at a restaurant and at the bottom of the bill it reads, “3% fee added for all credit card payments.” It’s not a huge amount, but it leaves a bad taste. It signals a business that’s nickel-and-diming its customers. Now imagine that same feeling at the moment someone is deciding whether or not to spend $3,200 on your painting.
This is not the moment to invite second thoughts.
Make It Easy to Say Yes
In any sales process, your goal is to remove as much resistance as possible. That includes:
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Clear pricing
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Easy-to-understand policies
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Convenient payment methods
Credit cards—and particularly tap-to-pay and digital wallets—have made it easier than ever for collectors to make purchasing decisions quickly and comfortably. I want to encourage that behavior, not penalize it.
My philosophy has always been: if a fee helps close a sale, it’s not a fee—it’s a cost of doing business.
But What About American Express?
Yes, AmEx charges higher fees. But they’re worth every penny.
Over the years, we’ve seen that American Express cardholders are among our most enthusiastic buyers. They often spend more, buy faster, and are comfortable making premium purchases. Turning them away or penalizing them is just not worth it.
If you want to be in the business of selling fine art, you need to be ready to serve people who expect—and appreciate—a frictionless experience.
Absorb the Fee, Make the Sale
Rather than worrying about squeezing every last percentage point out of a transaction, focus on the lifetime value of a collector. Make the purchase easy, seamless, and enjoyable—and they’ll be far more likely to come back and buy again.
In short:
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Don’t pass fees to your buyer.
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Accept every major card, including AmEx.
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Make it easy to spend money with you.
The sale you lose over a 3% fee will cost you far more than the one you absorb and close.