in the end, if you read in your booth - be prepared to lose business. as attentive as you think you're being, people make decisions from as far as 10 to 20 feet away from your space. demoing your work is a good way to pass the time and break the ice.

Lynn, That was my biggest battle, the finding a comfortable but effective middle ground with customers until I started demoing at shows
Janet, I always bring something to work on during shows. I've actually found that sitting in the front of my booth working on a piece really get people interested and opens up an opportunity for me to engage them and tell me story. People buy art from people they like.

Great tips! I'd never read during a show but I often bring an embroidery project for slow times. It's related to my work anyway and seems to engage customers to chat. Either they don't do embroidery and find it fascinating or they do and want to compare notes or tell me that their grandmother used to do that back in the day. Either way, it seems to break the ice.

love this ...wether craft show...wholesale markets ...or brick and mortar shops!!!!!!!

I struggle with the greeting/engaging customers. I always say "hello" and try to make eye contact, but end up feeling funny if I watch the customers too closely, but not enough and I feel neglectful. It's probably my biggest balancing act.
.-= Lynn/UnaOdd´s last blog ..One Year =-.

I do occasionally tweet at shows, but only if it's slow. I look up often and if anyone is approaching my table/booth, I always put my phone down and greet my customers. Phones are small, and there are ways to be discreet about it. The key is, always be attentive to shoppers.
.-= Elisa´s last blog ..Organic Cherry Blossom Dangles =-.

I'm a spokesmodel, so when I'm not selling my crafts on-site I'm promoting businesses at trade shows and expos. One thing I've learned over the years is to drink water from beginning to end; proper hydration helps protect your good attitude. If you're excited about what you're doing, of course not everyone will be - but if you're not, no one will be. Best wishes!

Great tips! I've learned to take someone with me and it helps for those "antsy" moments that I get and also we can talk to more than one customer at a time, have a break, etc. I agree with the house-keeping of the booth, seems to attract people plus gives a fresh look to your booth during the day.

I try to take something crafty along to work on during the lull so I can keep busy. It's also helped to demonstrate to customers.
.-= tremundo´s last blog ..feeling squidy... =-.

Lisa, perfectly said. house-keeping in your booth is a great way to get attention. You simply move some things around and from the outside, it looks like someone shopping. People gravitate towards activity.

Good tips! I totally agree that you should keep your complaints to yourself and put on your happy face. As an artist who does lots of shows, even I'm turned off by the grumpy vendors and won't approach them. Also, instead of reading you should do some housekeeping in your booth - move things around, dust, straighten up, etc. Reading makes you look uninterested.

I was once at a very large well-known PA Arts Fest that I had attended before. We came upon a booth of jewelry and the previous year my friend had bought a ring from them. As I browsed I casually mentioned that my friend had bought a ring there last year - the woman looked up from her book and said "good" and then went right back to reading. Needless to say we did not stick around to browse any further. A clear example of the points you mentioned above!

Like #1: S-M-I-L-E; be cheerful.

Make eye contact with passersby, greet potential collectors promptly, be enthusiastic (but give people their "space"). The idea is to establish a relationship with them. Ask leading, positive questions - get folks in the mood for saying, "yes."

Be prepared for "silly" questions and use them as opportunities to educate. Tell stories about each piece (provide "provenance.")

I could go on - and am delighted to do so....

These are all great tips. I have to slightly disagree with the "no reading" tip. I can agree with it if it' s a show that has a large crowd or any crowd for that matter, but I've sold at some smaller shows where the crowd was few and far between. The only people there at times were the vendors. So, every vendor had a book to read, and I don't think it took away from anything. As soon as people would walk in, we would put our books away.

I agree with the "stay in your booth" tip. I always try to bring someone along with me as a helper. I either bring my Mom (who is also my business partner) or my husband. Depending on the crowd and the length of the show, you sometimes need a second person at your table.

I agree totally with the comment above about always talking to everybody that comes to your table. As a buyer if I go to a table and the person doesn't even say "hi" to me, I keep walking. Also, if the vendor has an attitude. I was just at a show this week and a man was selling clocks. I said to him "Did you make these?" and he said "YES!" and was annoyed and cocky about it, as if I asked the most stupid question ever. Meanwhile he had someone else sitting at his table...maybe she made them?! I was thinking about buying one until I got that response.

Excellent advice ~ I've attended many, many craft shows, but haven't displayed at one yet. I think another common frustration (as an attendee) is the exhibitor who ignores all customers except the one they've been talking to for 10 minutes in the hopes that they're near closing a sale ... I've stood patiently to ask a quick question, but have seen plenty of people move along because they can't get anyone's attention in the booth.

Great tips! I've learned the minute you leave your booth someone stops by with a question. Never fails:)