I talk to people, I might let them know about the jewellery, our processes, sometimes I make small talk, or even play peekaboo with a small child. I encourage customers to touch the jewellery, try it on, hold it up. Sometimes offer to help them try on a necklace, since people's hands can be full.
Also I'll let them know there are more colors available, because I can't display it all. If I feel a "skittish" vibe from someone, then I will talk less.
It's mostly men that I ask if they are looking for help finding a gift, if they have already spent some time in my booth. The answer is usually "yes". Sometimes I can overhear people talking about how they need a gift for so-and-so, and I may put myself into that conversation.
But I don't talk to every single person, and even the people I do talk to, I don't stay "laser focused" on them. I give them space to walk around and look around, while I make myself busy doing other things, or talking to others. But I do have to keep some visual tabs on people, because theft of jewellery can happen quick. If thieves know that you are aware of them, they move on to easier prey.
Saying "hi" and a smile just isn't enough IMO, I really see the difference in my sales numbers when I put a little effort in to connect. Even at big sales, I notice that the people I talk to that tell me they're "just looking" or they "just got there and want to look around", are the ones that come back around to buy, they remember us. Sometimes I'm in a super great mood, and that energy just flows out, people can feel it. If I'm worn out, or sick, or agitated, people can feel that too.
When you're selling handcraft or art, you aren't just selling goods, you're selling YOU. People want connections, they want to understand why your goods are special, or unique. Certainly informative signs and tags on your goods, perhaps a bio, do help, but not everyone wlll take the the time to read.
As well, what you sell makes a difference in how much attention or help people need. Jewellery and clothing is very personal, people expect some personal service, sometimes recommendations or opinions.
Since much of our jewellery has symbolic meaning, we also do help people find pieces for themselves or for gifts that are right....a creativity rune for the niece who dances, an owl pendant for a wise friend, etc.