I think I need a bit more information about the specific show. The reason being is that there is a HUGE difference depending on if it's a "knives only" show, a gun/knife show, or an "Art" show....but I'll just generalize some information now.
Much has been covered already, but I think it's essential that you cater to the "class" of clients you encounter at a given show. For example, a gun/knife show will generally draw a "lower dollar" crowd, which means a couple of things for anyone selling at the event..... 1. Dress "down" at bit, but be clean and neat. Remember, you're either establishing, or maintaining a reputation, so dress and act according to the type of show your attending, and the "class" of clients you expect. 2. Be watchful of your table. Don't wonder off, or be talking to the "fella" behind you. Your attention is always focused at potential customers, and if your not at your table, or not paying attention, your going to miss customers. Even IF sales are dead slow, you've got to be there, with a smile and a kind word for anyone who comes by. I cannot count the number of times I have walked around any type of "show", and seen table holders sitting, talking with another vendor, reading a book, or just looking down in the dumps. Everyone who comes by is a potential customer, and they see those things, and more often then not, give that table a wide berth. If your not exhausted by the end of the show, then you didn't put enough effort into it.
Be prepared to honestly and openly answer questions....even if you've answered the same question 500 times already. I once had a collector at the Blade Show in Atlanta come up to my table and ask me a question that I had already answered MANY times... I answered the question with enthusiasm and got a huge smile in return. He then pointed to the highest priced knife on the table and said, "I'll take that one." After the deal was done, he told me that he had been standing across the isle for about 45 mins, listening to me answer the same question over and over again, with the same zeal as I had the first time. The moral of the story is that you are being watched all the time, so treat EVERYONE as you would like to be treated.
OK, table wise, a nice table covering that sets off your knives...that might sound easy, but it's not. Solid colors work the best, with patterned table covers, and/or fur/hides being the worst thing you can do (of course unless you're offering fur trade era pieces) Definitely a nicely made "sign" with your name on it, which generally works best located at the rear center of the table. Business cards are a must have. Historically, about 30-45 days after I attend a major Knife Show, I get a surge of inquires and orders from folks who picked up my business card.
Always display your knives with the handles toward the isle/customers, but be mindful/watchful for children, who can grab something in a heartbeat.....and you don't want that!
Finally, STICK TO YOUR PRICING. Each knife should have either a business sized card, or at the very least a small sticker with the price on it.
One thing that happens at all shows, regardless of type, is the "Let's wait until Sunday afternoon when he drops his prices" crowd. If you want to really tick off other table holders, and especially knifemakers, drop your prices on Sunday afternoon. When you do that, your telling everyone that your knives are not worth what you had them priced at the beginning of the show, and that you're willing to settle for what you can get. Anyone who gets a "Sunday Sale" knife will tell everyone they know, and you will quickly find yourself in a position where everyone will believe they can "talk you down" on any knife.
OH, and one more thing....when you get back home, it's a requirement to post on the forums about the show, and how it went for you!
