5 Selling Hacks That Can Double Your Farmers Market Income
Flower Display at Farmer’s Market
Before I had my own flower farm business, I had worked for another vegetable farm where I learned a few tips and tricks about selling at farmers markets. I was really lucky to have that experience!
I was able to take what I learned there and apply it to my own business, while testing and figuring out more tactics of my own. Revenue from our farmers market increases every year, is our biggest (and easiest) sales outlet, and I owe my success to the tips I’ve outlined in this article.
In general, there are a few things you can do to dramatically increase your sales at farmers markets.
But before we dive into my top 5 hacks to increasing your income at farmers markets, you need to understand that the type of farmers market matters.
When applying to farmers markets you need to choose ones that will help you thrive. You should do research as to which ones are most popular, which ones are in affluent neighborhoods, and the rules associated with each. Go to the farmers markets you are thinking of attending to see the flow of traffic, the volume of people that pass through, and observe buyer habits. Talk to existing vendors about their experiences there.
My general advice is to apply and attend farmers markets in major cities closest to you and that have a long-standing history of volume attendances, already have a dedicated customer base, and that are in or close to affluent neighborhoods. Flowers and organic produce are luxury items, which sell best to people who can afford it (hate to say it, but it’s the truth). I’m generalizing here, only you know your ideal customer, so make your best judgement.
Here are my top 5 hacks to increasing your income at a farmers market:
Be Consistent
Showing up every week and staying for the entire market will build trust and loyalty with your customers. They want to know that you’ll always be there for them when they need flowers. You want to become a part of their weekly routine! People will expect to see your smiling face every week and will look forward to chatting with you or simply stuffing their noses into your blooms. Be the type of business they can depend on. Not showing up at one or two markets will erode your customers trust, and they will be less likely to buy from you.
Make your booth stand out with a stunning display.
Ever hear the phrase “pile it high and watch it fly” or “pile it high and kiss it goodbye”? These sayings ring SO TRUE when it comes to market farming. Display all your flowers (or produce) to look as abundant as possible. Make a WALL of flowers, with plenty of depth to give the illusion that you have more than you actually do. I put flowers on the ground, a couple feet off the ground, on tables, on crates on top of tables, and sometimes even hang them from the ceiling. Next time you are in a grocery store observe how they cleverly display veggies using specialzied tables and equipment to make it look abundant. They constantly re-stock to make things look professional and full (you should too).
Consolidate. As the market goes on and you sell more and more, be sure to constantly re-arrange your flowers and consolidate them so it looks just as abundant as when you started the market. Leaving big buckets out with just one or two bouquets in each makes your display look sparse.
Arrange flowers in blocks of color- or at least experiment with different presentations. I’ve found that putting certain colors together will help the overall ambiance of the booth, and unusual color patterns can draw potentials buyers in.
Look the Part.
Presentation is important. Show up looking clean, professional, and friendly. Keep flowers out of the sun (a major challenge at some markets) in order to keep them fresh and prevent them from wilting. Never sell wilted flowers. Keep your entire booth (and yourself) sparkling clean and inviting. Do not wear “farm clothes” and look presentable and approachable.
No sitting!!!
Do NOT sit at the farmers market. Stand the whole time, and stay off your cell phone. If you are sitting and scrolling on instagram you will look uninterested and unapproachable: your sales will suffer (I PROMISE you this). You should keep yourself busy during slow moments by re-organizing your display, by emptying buckets, or by freshening up some flowers. Make a few more mixed bouquets or organize your supplies- but don’t ever sit down. There is rarely a moment I am not moving or talking at the market- hustle, baby!
Say Hello
I like to stand at the front of my booth during slow moments (usually consolidating flowers/buckets) and just say hello to people as they walk past. This creates an inviting experience for people to feel welcome. I bet I make thousands of dollars in sales each year just by saying hello to someone. Most times when people pass by, when I say hi or comment on the weather they look over, notice the flowers and WOW- their interest has been sparked! Many make an impulse buy on the spot. Some don’t - but they’ll remember you and will know where to find flowers the next time they need them for an event or to gift to a friend.
Bonus tip: Use clear, informative signage with obvious pricing. No one wants to ask how much something costs - so just make folks feel comfortable by making it clear and upfront. I also suggest making your pricing easy by setting your prices in even increments like $15, $20, $25. You’ll have to decide if you want to include sales tax or tack it on afterwards- but I like to avoid making change if possible to make the transaction quicker and easier.
Try out these tips at your farmers market and let me know how they help you! They’ve helped me build a great reputation at our farmers market and I earn a significant portion of my total revenue from this outlet every year. Farmers markets are fun, easy, and don’t put a lot of pressure on you to produce specific colors or varieties. It’s also a great way to “get your name out there” if you are just starting out.
Do you have any other tips you’d like to add to the list? Comment below!