This topic hits home with me. I used to be a starving artist, thus, I have been in sales of one thing or another for most of my working life. Heres a bit of observation form years of starving. Few people understand the amount of work that goes into artisan quality items. Thus, they don't see the value of it. However, there are the fewer number of folks that totally understand the process and will gladly pay quality prices for quality workmanship.
To become a thriving artist you must know your buyer and cater to them with items, cost and a personality than at says both, "I just do this for fun and want to share with you as cheaply as i can". At the same show and with the very next potential client walking by, you must convey that you acknowledge you are a "skilled artisan and have poured much time and energy into this priceless piece of jewelry and that you would like them to become an owner of one of your treasures because they are capable of appreciating it"!
Do you want to sell a few high end pricey pieces, or would you like to be the Walmart of the show and sell lots of inexpensive to lots of people? Either is fine, even both at the same time is fine, as long as you have the merchandise and talk to go along with the item to each client.
The best setup I have ever seen at a show was the beautiful college age daughter handling the sales with a youthful, smiley, chirpy, witty, professional and friendly sales attitude as her father, dressed in work clothes with soiled apron, was tolling away at the grinder just behind her! He was creating new and mystical treasures with his many years of experience and wisdom! This booth always had folks looking at and buying items while at many other booths, people were just smiling and slowly walking by. The sellers booth items were not anymore beautiful than anyone elses at the show, but the shopping and buying experience was far nicer.
This is my 2 cents!