I've often discussed this question with other self-published authors. Especially with fuel prices so high, paying for a booth space to sell & sign your books at a book fair/expo/festival can seem non-productive if you only sell a couple of books. I found a few ways to entice potential buyers from the milling crowds to look at and purchase my copies.

1. DON'T BE SHY: Like a carnival hawker, I call out to "ideal" buyers and offer something free. I sell children's books, so when I see a family with the age appropriate kids, I offer free candy (lollipops, peppermints and other individually wrapped cheap pieces) My "Would you like some candy?" gets the kids attention, and while they decide on their selection and open the wrapper, I pitch my BRIEF synopsis of my book to the parent. If they pick it up to look at it, I continue with the sales pitch - and What's In It For Them! I hand out bookmarkers or post cards with my info & web site even if they don't buy a book.

2. DRESS THE PART: A great attention-getter is to dress up like a character in your book, or if you write non-fiction, dress for the genre. I write about horses, and always wear outfits with horses very visible on my T-shirt or vest. Then, if a horse lover (young or old) walks by, they zoom to my booth and my pitch begins. Also, decorate your space along the same lines to stand out from other booths.

3. INTERACT WITH THE CROWD: I offer free coloring pages (copies of the sketches from my books) and crayons to young artists to enjoy while I pitch to the parents. On each page is the title, my name and URL. They can take it home or I'll post an "Art Wall" at my booth. Another way is to have visitors sign up for your free newsletter or announcements. I always assure them that I don't send SPAM or share their info. I take just their name and e-mail address, and also swap info with other authors I meet.

I tried these methods at the May Philly Book Festival where there were hundreds of book vendors. At my publisher's booth (Infinity Publishing) there were up to six authors at a time. I always had a crowd at my section and sold more copies than anticipated as well as made several great connections.

So, don't give up on these public appearances - the demographics are there but you have to win the crowd over and sell your image before you can sell a book!