The following is syndicated from jeannicolerivers.com and is posted here with permission.
1. Be flexible.
Things will not always work out exactly as planned or scheduled, but that does not necessarily equal disaster. Sure, it is frustrating when you are asked to switch tables after you have already set up, and yes it can be aggravating when you’re asked to add something extra to your presentation at the last minute or any number of other possible minor inconveniences or requests, but try to remember that everyone else has just as much going on as you and everyone’s goal is to make the event successful (which in the end is good for you).
Working with many different people can be exhausting, but you catch more flies with honey than with vinegar and if you are angry or aggravated no one is going to want to approach you let alone purchase a book from you.
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First impressions are extremely important and as artists sometimes we feel as if we should do whatever we want. If you are already famous and making millions of dollars then you may have that luxury, but if you are like me and you have to be the writer as well as the business person out front, you had better look professional and look as if you have a winning product. You could be a literary genius, but if you show up to your booth with sweatpants and your hair all over your head, I would never know because chances are I would pass your table without inquiry.
3. Set a goal.
Setting a goal for book sales is critical. With no goal it is easy to plateau, become complacent with what you have already done instead of what you have the ability to do and this is just not good business. Set a goal that is high, but attainable, you will find yourself always working just a bit harder and going that extra mile for the next sale.