8. Put your best foot forward. People like to see a craftsperson creating artwork in his booth, not just selling it. While this isn’t always possible, it’s a crowd-pleasing idea that works well for jewelry makers, woodworkers, quilters and other craftspeople. At the very least, make sure your display table is clean and attractive and that your products are well displayed with prices clearly marked. Some artists, like jewelry maker Schutz, string lights in their booths and display color photos of their work to spice things up a bit.

9. Build a mailing list. Shows are a great way to develop your customer database. Try putting a fishbowl on your table and offering people a chance to win a piece of artwork in return for giving you their contact information or business cards. Giving away promotional items with your company’s name and logo works, too. This way, you can send out postcards inviting prospects to your next show. Don’t forget to collect e-mail addresses, too! It’s a lot cheaper to send out 100 e-mail messages than it is to pay for paper and postage. “I have some customers who’ve bought from me every year for 10 years,” Schutz says. “These days, I send more e-mails than postcards, and with my wholesale customers, I actually call them.”

10. Count your money. Before you move on to the next show, sit down and figure out how much you made on the last one. For example, if you spend $1,000 on this show, did you make $1,000 back? Remember, we’re talking about profits, not sales! Don’t forget to include the cost of your materials, the booth space, travel, shipping and cleanup. This kind of breakeven analysis will help you figure out if you should exhibit at the same show next year.