While you have much more experience than I do in the craft show business, I can’t say that I’m in the wrong here. In sales I feel that Alec Baldwin said it best in “Glengarry Glenn Ross”, Always Be Closing. Sitting in the back of your booth letting people view your work as they would in a museum doesn’t sell pieces like sitting at the front and acknowledging people passing by.

If you feel more comfortable inside the perimeter of your assigned space that’s fine but being engaging is the important part in my mind. It’s where I’ve turned shows that were dogs for other vendors into profitable ventures for me.

This approach does take some finesse and I understand backing off a browser that wants to take their time looking at the pieces but I’m not going to back down from the person who picked up a piece and then set it back down saying, “I’ll be back in a little while,” without some salesmanship. They want the piece or they wouldn’t have picked it up. I want to sell it or I wouldn’t have brought it. I’m going to do my best to make sure they walk away with it.