1. Walk the show. Just because your Mom used to tack up your drawings on the refrigerator doesn’t mean your work is professional enough for people who aren’t related to you to buy it. First, attend a few shows to see if your stuff is good enough to pass muster. Some shows are juried, which means that judges review your work and select you; others are open to everyone.

It’s also important to find the right venue for your work. While an indoor art show may be beyond your grasp, a craft show or Renaissance fair may fit the bill just right. You can find out a lot of information about the shows by talking to artists and craftsmen you meet there. “The best way is to ask other vendors where the best shows are,” says Christopher Spelman of Wax Creations in Oceanside, New York. “They’ll tell you which fairs to not even bother with.”

2. Do your homework. Find out who typically attends the show, what kind of turnout you can expect and how much it will cost to exhibit there. Even though booth space typically costs just $200 to $300–the Coconut Grove festival charges $550–you need to factor in travel costs, shipping costs and the cost of a table, banner and the booth itself. And don’t forget the materials costs; for jewelry or sculptures made of precious metals, those costs can add up. And depending on the city or state the show is in, you may also need a license or permit to sell there. It’s best to figure out your breakeven point–that is, how many items you need to sell in order to make a profit–before you decide to pack up and go.

3. Start small. Most established artists and craftspeople sell to repeat customers who frequent the same shows every year and often collect their pieces. While you’re establishing your reputation and building a following, keep your expenses to a minimum. Speer suggests renting or borrowing a booth from another artist instead of buying your own. Another option is to share a booth with another artist or craftsperson. “Don’t invest a lot of money until you’re sure it’s going to work,” he says.

4. Price it right. While cheaper work is easier to sell, you’ve got to sell a lot more items to cover your costs and make a profit. At the same, an artist selling $10,000 paintings may go home empty-handed. That’s why many art show veterans offer a range of price points to potential customers. Biba Schutz, a New York City jewelry artist, sells her work for anywhere from $150 to $900 but offers one-of-a-kind pieces for up to $5,000. “If your material costs you $10 and you double it, you’ve got a $10 profit,” says Schutz, who works in silver, bronze, copper and gold. “If the material costs you $200 and you double that, it’s $400. You need to sell less to make those numbers.”