business of farming conference 2016: sell more! improving sales at your farmers market
TRANSCRIPT
Sell More!
Maximizing Your SalesFarmers’ Market Federation of New York
Visit markets, take notes
Resources
Participant Survey
Experienced market vendors?
What do you sell? (or want to sell)
Are you a salesperson?
Why do they show up?
Different types of customers
What are they looking for?
Friendly and Authentic
Increasing sales . . . ?
attract more customers increase frequency of visits
increase per sale totals
#1 – attract more customers
#2 – increase frequency of visits
once a month
every week
#3 – increase amount purchased
$ 10 per sale
$ 15 per sale
Selling Morepresentation
invitation
information
Presentation - abundance
Presentation – less can be more
Presentation - color by design
Presentation – stand-ins
Presentation – time well spent
Option 1set up, sell, pack up
Option 2set up, sell, restock, reset, sell,rearrange, restock, reset, repeat
Presentation – time well spent
be creative
Information - signs & labels
signs & labels
signs & labels
signs & labels
more information is better
accessibility
Invitation
Invitation - sampling
sampling
Invitation - demos
art/craft plant care simple recipesother?
Invitation – sales speak
a. Would you like to try some cheese?
b. Have you tasted our cheese?c. Have some cheese.
Invitation – sales speak
a. Can I get you anything else?b. What else can I help you with?c. What else can I help you
with . . . we have fresh salad mix (or fresh cuts of meats or featured whatever) . . . .
Invitation – sales speak
a. Hello.b. Hi Sue (Steve, Laura, etc.).c. How are you today?.d. I’ll be right with you.
Invitation – sales speak
a. Thank you.b. Thank you, see you next week.c. Thank you, we’ll be having
something wonderful next week.
Invitation – unspoken impacts
Researcher estimate that a least 60% of a conversation or message comes from nonverbal factors such as eye behavior, gestures, posture, and voice.from:Selling Strategies for Local Food ProducersUniversity of Missouri Extension
Invitation – unspoken impacts
make eye contactlisten, acknowledgesmilestay active &
engaged
Invitation – getting to know you
personnel connectionsnames are importanttell a storyconversation starters
Invitation – buy more options
Invitation – buy more options
Invitation – shop weekly
frequent shopper cards
weekly previewsproduct list
/schedule“See you next
week!”contests or prizes
Step back and evaluate
Visit markets, take notes
Think like a customer again
Sold Out (see you next week)
Appalachian Grown Cost Share
Workshop evaluation
Comments, questions, concerns