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