How to Sell at Farmers Markets
Farmers markets play a crucial role in centralizing local food in communities; but, more importantly, these markets impact the economic growth of the cities and towns in which they are found. Local markets directly support our local food growers, food entrepreneurs, and producers and carry a sense of hometown pride, and often serve as catalysts for change within communities.
As a small-scale farmer or grower, farmers markets are a great entry point for sharing your passion for growing and producing food, getting your produce onto kitchen tables, expanding your customer base, and participating as a local food advocate in your community.
A Step-by-Step Guide for Selling at Farmers Markets
Register your business. Most farmers markets require vendors have their business registered and must provide an Employer Identification Number (EIN) or a Taxpayer Identification Number (TIN). If an EIN is required, it’s easy to obtain one for free from the Internal Revenue Service. Contact your farmers market to learn more about the requirements for sellers.
Decide what to sell. Grow for consumer demand and provide a variety of produce. When developing your crop plan, learn what sells at farmers markets and what farm-to-table chefs and restaurants want and use on their menus.
Do your research when it comes to pricing. Visit farmers markets on a regular basis. Ask other produce vendors how they set their prices and get a feel of how produce and food is priced in different communities and markets.
Be where your customers are. Find the right markets that fit your target demographics and brand. Check out our comprehensive directory of farmers markets in Arizona to find ones in your area: here.
Know local ordinances & health regulations. Work with your local health department and authorities to have proper certification and training on how to properly prepare, package, and handle food for sale.
Setting up your booth. An unsuspecting cost is what is needed to get your booth/stand going. Here are some of the basics that you’ll need for your booth:
10×10 pop-up tent
Weights to hold down your tent so it doesn’t blow away
Heavy-duty folding tables & tablecloths
Folding chairs
Custom banner
Decor and labels
Cash bank and/or credit card app to accept credit cards
Make your booth inviting. A variety of offerings, friendly staff, providing samples, clear pricing, and an eye-catching banner that explains what you sell, as well as an openness in your space will invite shoppers to stop in and learn more. Showcase your beautiful produce - create visually appealing displays (color contrasting), use baskets, and be sure your produce remains at its peaks of freshness - there’s nothing worse than wilted herbs and greens!
Accept food assistance programs such as SNAP. Check with your farmers market to see if they currently offer food assistance programs that enable you to get reimbursed for offering discounted food for those in need. To learn more about these benefits and how to apply, click here.
Engage with market visitors. Train your market staff to know what products you’re selling, as well as when and where they were grown and picked. Cardinal rule: remember the names of your frequent visitors.
Have an online marketing presence and strategy, too. As you build your clientele, it’s vital to have a website and social media presence for customers and those who are passing by. This is especially important since your online presence builds authenticity and credibility. Be sure to have business cards and flyers, as well as your website listed on your banner and/or bags - this makes it easy for market visitors to learn more about you, your business, and how they can support you when you aren’t at the market.
Not Quite Ready?
Are you a backyard or community grower with a surplus of food growing in your home or space? Looking to share your harvests with your community? Did you know: some farmers markets have a community table that enables you to share and even sell your bounty at a farmers market without having to commit to a booth to sell. Swing by a nearby farmers market to see if there is a program in place. If you’re in the Phoenix, Cornville, Chandler area, learn more about the Community Exchange Table program.
