People can, and do, write
books abut marketing strategy. So I can't give you a simple answer, but I can tell you how I sell my produce at my own farmers market. I use to regularly sell several years ago, and this past year I've just gotten back into being at our farmers market again. So I'm using my "improved" marketing skills now.
1- I check our
local supermarkets to see what the going prices are. And if my product is organic, then I check the natural good store too. I can do this
online since the stores frequently post their prices, at least their sale prices.
2- I check to see what the going price is among the regular vendors.
3- I watch to see what product sells well, and what sells slowly. And check those prices.
4- I check to see how the product is prepared and presented. In plastic bags? Little baskets? Paper bags? Bulk?
This gives me a feel for the market.
I seldom ever underprice my products. I discovered quickly that if I did that, people either thought my products must be inferior or old, even though some buyers still bought them, tiwn gossip had it that there something wrong with my veggies because they were cheap. Plus they expected to make even better deals all the time. They tried to get me lower. Heaven forbid that I raised my price to the going rate! They complained. So I quickly stopped doing that.
Next....... I try to make my product looked as good or better than my competitors. I use a misting
spray bottle of
water to keep the veggies moist and shining, but not dripping wet. I use crushed ice to lay out the veggies that tend to wilt. I display individually cut kale, chard, etc in a mason jar of water, like using a vase. (The jars set in a tray with holes to keep the jars stationary.) I line up my display when possible.....a line of pumpkins is more eye pleasing than a jumble in a
cardboard box.
Second..... I try to always offer a couple of unusual things along with the old standards. Perhaps some yellow beets, purple greenbeans, cylindrical radishes. Customers often will stop by to see what oddities I have. They seldom buy them, but usually buy other things.
Third..... Instead of cheaper prices, I offer bulk sale discount. For example : $3 per bag, 2 for $5, 5 for $10. That's my standard approach. A lot of people buy those extra bags because of the price incentive.
Fourth... I'll throw in extras when a customer is hesitate (or buys a lot). NOT extras of the same product, but for instance, they buy a pack of green beans, I'll throw in a free bag of purple ones and ask them to review it fir me. Or maybe a bundle of yellow beets. Or another veggie they aren't buying that happens to be my excess that day. I've had customers buy 3-4 pumpkins so I'll throw in a couple bundles of green onions to go with it.
Fifth.... I try to promote my products points of interest, that is ---
...organic
...fresh picked
...direct from the farm
...chemical free
...first of the season
...variety grown for its flavor
Marketing is a challenge. But I find it to be fun and frustrating.