I think any seasoned art and craft show artisan will tell you, first of all, be prepared!
What does this mean? Have a packing list and pack extras.
My list looks something like this:
4 folding tables
2 folding chairs (for husbands and boyfriends while their wives/girlfriends shop)
8 tablecloths
12 earring carousels
15 necklace boards
6 necklace displays
2 risers
:
:
receipt book
ink pens
extra price tags
2 hand mirrors
3 bottles of water
etc.
I draw out, on a sheet of paper, what the booth dimension is and how best to set up my tables based on their dimensions. My preference is to have an open booth ("U" shaped), where people can walk into my area and look around.
I place two folding chairs together at the edge of the booth for guests to have a seat. There is a bit of psychology to this. I want them to relax and look at my booth. The more they look at my work, they will sometimes become more interested and ask questions. I want these to lead to sales. Especially with the men!
Look at your table layout and design how you want to display your work. Visual is everything. I don't know what type of displays you have. I use open display boards , as well as earring carousels and necklace displays on risers. Customers like to touch. I also use "U" pins on my necklaces to prevent shop lifting. It is annoying to some customers, but once I explain about shop lifting, they are usually very understanding.
Each item should have a price tag. I always list the materials on my price tags so customers will know what it is they are looking. They want to know if the metal is plated, Bali sterling silver, 10kt gold, etc. They also want to know the name(s) of the gemstones or type of glass or crystal. If you use Swarovski crystal, for example, list that this is Swarovski crystal.
Make sure you have plenty of cash to make change. I always price my work at an even dollar amount, i.e., $12, $39, etc. I don't want to deal with change. I round up on the price to take care of sales tax. It saves a lot of time than counting change, especially when there are other customers in your booth also wanting to buy or ask questions.
This being your first show, will you be setting yourself up to take credit cards? If not, be careful on accepting checks. Obtain at least two IDs, including a drivers license and a credit card. It isn't perfect, but trust that little voice of yours. If you don't feel right about taking a check from someone - don't. Explain that you require cash only or that transactions over a certain amount must be cash only. Protect yourself. Another option is that you can offer to email the customer a bill via PayPal or other website and that for an extra few dollars, will mail them the item(s) once payment has been secured. Free shipping is an option, but remember, you have to pack the item(s), label it, drive to the Post Office or wherever, wait in line, as well as pay for postage as well as possibly tracking and insurance as well. I charge, for regular shipping, $3.00 on earrings and $6.00 for necklaces/sets.
Have a ticket or receipt book. Some customers don't want one. That's fine. Other's do and appreciate you having that available for them. Optional: have jewelry boxes available, little zip lock bags for earrings, bracelets, and necklaces, and cardboard insets for delicate chain style bracelets and necklaces to prevent them from tangling. Do have plastic bags for customer purchases. Use plastic bags from the grocery store if you don't have any. I re-use zip lock bags that I get from my bead and finding suppliers. These are great for earrings, etc.
Don't forget to take a small mirror. Customers like to see themselves with your jewelry. I actually take two mirrors. Also, lots of business cards. If you have time, make up a single sheet "brochure" about your business and several photos of some of your best work. List your web address(es). Customers take these home as a reminder of your work.
Take extra items! Every show, I always have customers ask me for something I don't have on my table. I pull out a tote from underneath the table and show them items on additional display boards. As I do this, it attracts other customers. Everyone is interested in what isn't displayed. The psychology of a shopper :).
If you have any "leaders", it will help with your sales. One of my "leaders" used to be gemstone stud earrings on gold plate posts. I had 4mm, 6mm, and 8mm undrilled rounds that I bought for a song. I matched them and glued them (E6000) to the posts. I sold these for $1.00, $3.00, and $5.00 respectively. Granted, this was about 10 years ago. Kids could afford to buy these as presents for their mother, aunt, grandmother, etc. My pitch was that these were great to buy in multiples and have as extra presents for "that special place on the top shelf of the closet". I sold quite a bit of these at each show. Those that would probably not have bought from me couldn't resist a deal. It sure helped supplement my sales. Do be careful though - don't let the "leader" keep you from selling the higher end pieces. Push your work for Christmas and Hannukah gift giving.
Take a few bottles of water. Trust me, you'll need them. If this is an all day show, pack small snack items. Take a Power Bar, grapes, a peanut butter sandwich cut in quarters, etc. You'll only have time to eat a little at any time. As you probably know, never eat in front of customers.
Be talkative with your customers. Smile a lot. People like to see smiling faces and want to talk with friendly people. Tell customers about your work and what it means to you. If you use gemstones, discuss these with them. For example, I primarily use semi-precious gemstones in my work. I was showing a customer a Jade necklace and was telling her about how to tell real Jade from some of the "faux" Jade on the market as well as some history about Jade. Other people nearby became intrigued and came over to my booth to listen to me. Then a few others became interested in this same necklace and wondered if I had anything else in Jade. People want to buy from a knowledgeable and trustworthy source.
Have fun and good luck!