Selling Strategies Publication

For many farmers, marketing and selling their products are the most challenging parts of the farm enterprise, especially when selling directly to consumers. However, direct markets for fresh and unique food products are among the most rapidly growing farm opportunities. People around the country are looking to buy tasty, healthy food directly from farmers -- farmers with whom they can talk, ask questions and build relationships. However, these new market opportunities, particularly in farmers' markets, community supported agriculture (CSA), roadside stands, restaurants and cooperatives, require expertise in selling as well as marketing, production and financial management.

A new publication by Mary Hendrickson, Bill McKelvey and Joe Parcell from the University of Missouri is one tool to learn the selling techniques to help you be a successful direct marketer at your farmers' markets....Check out the new Selling Strategies for Local Food Producers .

In any business, marketing and selling go hand in hand. Marketing describes a range of activities that include deciding what to produce and how to price, distribute and promote a product. Selling, on the other hand, describes the techniques used to entice buyers to exchange their cash for the seller's products. Despite the images that many people hold of pushy "salesmen" who won't take no for an answer, or the "­natural-born salesman" who gets people to buy products without much effort, developing strong selling skills is critically important to acquiring and keeping customers in a direct marketing enterprise. And, while many farmers may be intimidated by the idea of selling, it is important to remember that selling skills -- just like other skills -- can be learned.