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