Signage Allows you to stand out in crowded farmers market. Simple & inexpensive How to attach?: Use large clamp on each side of table and wood scraps with braces to stabilize the sign.
Signage Label Products List Prices Offer Suggestions, entice Keep it Consistent! Use re-useable blackboard or plastic signs for prices
Preserving Your Produce Higher quality = longer life Shade, shade, shade Keep delicate fruits, perishable items on ice or in coolers In transit On display if possible Flowers in fresh water at all times
Produce That Can Be Iced Artichokes Asparagus Beets Broccoli Cantaloupes Carrots Cauliflower Endive Green Onions Leafy Greens Radishes Spinach Sweet corn Watermelon
Produce Damaged by Direct Contact w/ Ice Strawberries Blueberries Raspberries Tomatoes Squash Green Beans Cucumbers Garlic Okra Bulb onions Romaine Lettuce Herbs
Seasonal Interest Masses of color or product are very effective at grabbing attention
Seasonal Display Change colors and hues to reflect the season. Blues & yellows in summer. Lavender and sage in spring. Fall use golds, oranges, reds, earthy colors. Keep storage items and trash in truck to avoid clutter, etc.
A Bit of Whimsy Add whimsical touches that are also functional wagons, decorative baskets, cute and also help transfer items from truck and use in the display Attention getters Windchimes Fresh flowers Relaxing music Water feature
Things to Know about Customers Customers rebel against Pressure Surveillance Lack of Trust Stupid Questions 20% of sales lost due to a “Turn Off”
Timing Learn the flow of the sale 1. Advance Greet quickly with meaningful dialogue 2. Retreat Be patient, Wait for the sale (“permission”) **Stay busy, but attentive**
Meaningful Dialogue Learn the power of YES and YOU Remove the Negative Avoid questions that get negative answers Avoid “HAVE TO”, “NEED TO”, (even on signs) Don’t answer DEVIL QUESTIONS Give them reasons to buy instead
Meaningful Dialogue Learn ‘One Liners’ to shut them up or close a sale Take compliments! Tell them what you want: Them to tell other people
Meaningful Dialogue Once you have “permission” CRANK UP THE VOLUME”, b/c Everyone is listening NEVER say “thank you” until you get the $$$ Say you appreciate it and why, but not “thanks”
It Takes the Whole Package Product Price Story
Catch Them in Your Web Encourage people to use their senses If they touch it they’re 4 times as likely to buy it Pleasant sounds, tastes, etc, enticed to linger Demonstrations, recipes, etc
Seeing is Believing Create Effective Displays The Zone the belt buckle to 6” above eyes Make it Bright Improve or enhance light
The Story Take an active role in the sales process Learn to talk about your products and articulate their benefits Features about the product Benefits on how it improves/enhances their lives Helps to up-sale or get a 2 nd sale Project energy and enthusiasm about your work or business
Respect & Patience Make and maintain eye contact Believable, sincere, and the head nod Treat your customers as individuals Be patient and help them make up their minds
Men, women, & children Men: side to side Women: face to face Children: Set limits w/o offending
Energy Sells Project positive body language (aura) If you can’t, hire someone who can! Use your hands in the selling process Avoid the Change Rattler Syndrome Sellers: take it out of the pockets Buyers: give them something to do, eat, etc.
No, No’s Don’t Sit Don’t Read Don’t Talk on the Phone Don’t Open late or Close early Negative talk
Practice Makes Perfect Practice salesmanship like it is a musical instrument Be willing to evolve Concentrate on what works & have fun!
Pam Rye Area Small Farm Specialist 1030 Cumberland Heights Rd. Clarksville, TN 37040 931-648-5725Prye@utk.edu