Why Farmers Markets?
Farmers markets are the ideal starting point for cottage food makers:
- Direct customer interaction
- Immediate feedback on products
- Build a loyal customer base
- Test new products
- Network with other makers
Finding the Right Market
Research Local Markets
- Visit as a customer first
- Note the crowd size and demographics
- See what other vendors sell
- Talk to current vendors
Questions to Ask Market Managers
- What are the fees? (booth, annual, insurance)
- What's the application process?
- What are the rules for cottage food vendors?
- Is there electricity available?
- What's the cancellation policy?
Setting Up Your Booth
Essential Equipment
- Table (usually 6-8 feet)
- Tablecloth that reaches the ground
- Pop-up tent/canopy
- Weights for tent (25+ lbs each corner)
- Signage with business name
- Price signs
- Business cards
Display Tips
- Elevate products at different heights
- Keep displays full throughout the day
- Use baskets and risers
- Make it easy to see and reach products
Products to Bring
Your First Market
- Bring more than you think you'll need
- Focus on 3-5 products to start
- Have a mix of price points
- Consider sample-size options
Popular Items
- Individually wrapped items sell well
- Seasonal products attract attention
- Gift-ready packaging for holidays
Pricing at Markets
Display Your Prices
- Clear, visible price tags
- Multiple quantity discounts (3 for $10)
- Round numbers reduce making change
Payment Methods
- Cash is still king
- Accept cards with Square, Stripe, etc.
- Venmo/Cash App for tech-savvy customers
- Have plenty of small bills and coins
Engaging Customers
The Perfect Greeting
"Good morning! Would you like to try a sample?"
Talk About Your Products
- What makes them special?
- What ingredients do you use?
- What's your most popular item?
Handle Questions Professionally
- Know your ingredients
- Be ready for allergen questions
- Explain your process
Samples Strategy
Why Offer Samples
- Samples convert browsers to buyers
- Let customers taste your quality
- Generate conversation
Sample Tips
- Cut into small pieces
- Use toothpicks or small cups
- Have hand sanitizer available
- Replenish frequently
Market Day Checklist
The Night Before
- [ ] Pack all products
- [ ] Prepare change
- [ ] Charge phone/card reader
- [ ] Load vehicle
- [ ] Check weather forecast
Day Of
- [ ] Arrive early for setup
- [ ] Bring snacks and water
- [ ] Have business cards ready
- [ ] Take photos for social media
After Market
- [ ] Count inventory
- [ ] Tally sales
- [ ] Note what sold well
- [ ] Record customer feedback
Building Repeat Customers
Collect Contact Info
- Email signup sheet
- Social media follows
- Loyalty punch cards
Follow Up
- Send weekly market reminders
- Share new product announcements
- Offer subscriber discounts
Common Beginner Mistakes
1. Underpricing
Farmers market customers expect quality and will pay for it.
2. Poor Display
Invest in your presentation - it reflects your product quality.
3. Hiding Behind the Table
Stand in front, engage with people walking by.
4. Running Out of Product
It's better to sell out than to throw away, but bring plenty.
5. Forgetting Business Cards
Always have cards for customers to take home.
Weathering the Weather
Hot Days
- Use coolers for heat-sensitive items
- Have ice packs ready
- Stay hydrated
Rainy Days
- Plastic table covers
- Extra tent weights
- Bags to protect products
Windy Days
- Heavy tent weights are essential
- Secure all signage
- Consider skipping very windy days
Growing Your Market Presence
Expand to Multiple Markets
- Different neighborhoods
- Different days of the week
- Seasonal markets
Offer Pre-Orders
- Take orders for next week
- Custom orders for events
- Holiday specials
Track Your Success
Keep records of:
- Sales per market
- Best-selling products
- Weather conditions
- Customer feedback
This data helps you make better decisions about inventory, pricing, and which markets to attend.