0:00:00.600,0:00:03.600 How many of you [br]actually are considering, 0:00:03.840,0:00:06.840 going to a farmers market[br]or who have sold at farmers markets. 0:00:06.840,0:00:11.900 It'd be really fun to have a discussion [br]of what's worked well for different people 0:00:11.900,0:00:13.680 at farmers markets. 0:00:15.080,0:00:18.080 Before we get into that,[br]a little bit about me. I, 0:00:18.640,0:00:20.400 grow in South Jordan. 0:00:20.400,0:00:22.080 I have a my micro farm. 0:00:22.080,0:00:25.600 I have two sites, one[br]at a neighbor's property 0:00:25.600,0:00:28.600 and the other is just in my backyard. 0:00:28.760,0:00:31.360 I'm going into my fifth season farming 0:00:31.360,0:00:34.680 and it's our fourth season with markets[br]and with subscriptions. 0:00:34.680,0:00:37.800 My first year[br]I just sold to neighbors off Facebook 0:00:37.800,0:00:39.500 and things like that. 0:00:40.800,0:00:43.950 I also teach the backyard[br]cut flower garden course 0:00:43.950,0:00:47.600 at Snuck farm. And, 0:00:48.720,0:00:51.720 we do workshops and consultations. 0:00:51.720,0:00:54.720 So that's a little bit about me. 0:00:56.520,0:00:57.520 Farmers markets. 0:00:57.520,0:00:59.760 So I love farmer's markets. 0:00:59.760,0:01:02.760 I've always loved farmers 0:01:04.080,0:01:04.800 markets. 0:01:04.800,0:01:05.840 And looking at them. 0:01:05.840,0:01:10.700 And so when I moved here to Utah,[br]I wanted to find flower farmers, 0:01:10.700,0:01:15.320 at our local farmers markets,[br]and there just weren't any. 0:01:15.470,0:01:18.230 And so that's kind of how I got started,[br]even, 0:01:19.200,0:01:22.200 with the business of flower farming. 0:01:22.560,0:01:25.320 So some of the business, or the benefits 0:01:25.320,0:01:28.320 from selling at a farmer's market, 0:01:29.560,0:01:32.680 every new grower wants to know[br]how to be seen 0:01:32.680,0:01:36.510 in their community,[br]how to help people find them. 0:01:36.510,0:01:37.835 And, 0:01:38.160,0:01:41.880 selling at a farmer's[br]market is so helpful. 0:01:42.360,0:01:45.600 in being able to 0:01:46.680,0:01:50.040 be seen in your community[br]and make those contacts. 0:01:50.360,0:01:54.360 Networking at a farmer's market,[br]talking with other vendors, 0:01:54.360,0:01:57.400 you can find more opportunities[br]to sell your flowers. 0:01:57.520,0:01:59.280 Market managers. 0:01:59.280,0:02:01.750 Just this week, I had two emails 0:02:01.750,0:02:05.080 from one of my market managers[br]telling me about a different market. 0:02:06.160,0:02:08.400 One in Payson, one in Herriman, 0:02:08.400,0:02:11.680 and then also an opportunity[br]to sell my flowers online. 0:02:12.160,0:02:16.661 So you expand your horizons a little bit 0:02:18.280,0:02:21.280 beyond just selling at a market. 0:02:22.560,0:02:25.130 For me, it's been a stepping stone. 0:02:25.640,0:02:30.560 A lot of my subscribers have come from[br]being customers at the farmers market. 0:02:30.960,0:02:33.120 Maybe[br]they weren't able to make it every week, 0:02:33.120,0:02:36.120 and they wanted flowers every week.[br]And so, 0:02:36.760,0:02:39.480 they'd sign up for subscriptions, 0:02:39.480,0:02:41.640 a lot of them ask me growing questions, 0:02:41.640,0:02:44.640 which leads to them coming to workshops. 0:02:45.500,0:02:48.890 A lot of times they'll ask about weddings,[br]and I've done a few for them. 0:02:49.640,0:02:53.933 And a great way[br]to make sure you get the most of that 0:02:53.933,0:02:56.520 is by gathering, 0:02:57.600,0:02:59.490 emails while you're at the market. 0:02:59.490,0:03:01.288 It was a little tricky[br]this last year. 0:03:01.288,0:03:03.520 I did not gather any emails 0:03:03.520,0:03:07.440 for this year, but,[br]hopefully once we, you know, 0:03:07.440,0:03:10.440 maybe you can try a QR code[br]or something like that. 0:03:10.800,0:03:14.800 And then the other thing is it's a little[br]bit less exacting than florist sales. 0:03:15.120,0:03:19.440 And I don't necessarily mean quality,[br]but you can take what you grow. 0:03:19.840,0:03:23.484 So if you only have red zinnias[br]that year, someone will buy them. 0:03:23.484,0:03:26.240 Or that week,[br]someone will buy them. 0:03:26.240,0:03:29.960 Whereas it might be hard to find,[br]an event florist 0:03:29.960,0:03:33.200 that wants,[br]you know, a mishmash of things. 0:03:34.640,0:03:36.720 Okay, so I think a big question. 0:03:36.720,0:03:40.640 I have lots of friends[br]that have tried selling at the market, 0:03:41.040,0:03:45.480 and I think a good thing to do[br]before you start is to 0:03:46.480,0:03:50.280 find out whether it's really suited[br]for you, before you take the time 0:03:50.280,0:03:54.380 and the energy to invest in tents[br]and market fees 0:03:54.380,0:03:56.670 and all those things. 0:03:57.920,0:04:01.220 Do you have the time? [br]Most markets, most successful markets 0:04:01.220,0:04:04.600 are on weekends[br]and, or weeknights. 0:04:05.240,0:04:08.520 And if your kids are all in sports[br]and that's important to you, 0:04:08.520,0:04:12.360 it might be really hard[br]to take the time out of your busy family's 0:04:12.360,0:04:15.290 life to go to the market. 0:04:15.290,0:04:16.280 Do you have support? 0:04:16.280,0:04:18.720 Do you have childcare? 0:04:18.720,0:04:20.640 It is a really hard thing 0:04:20.640,0:04:24.480 to take a small child[br]to the farmer's market and try to sell. 0:04:26.800,0:04:27.680 Resources. 0:04:27.680,0:04:30.160 Do you have a car? 0:04:30.160,0:04:35.640 Can you produce flowers over a season?[br]Or are you worried that you will have them 0:04:35.640,0:04:40.400 for July and August,[br]but maybe none of the rest of the year? 0:04:41.880,0:04:43.680 And then personality. 0:04:43.680,0:04:48.240 I really don't think that you need to be[br]an extrovert to sell at a farmer's market. 0:04:49.080,0:04:50.840 But you do need to be friendly. 0:04:50.840,0:04:53.840 You need to be able to 0:04:53.840,0:04:57.800 talk to people[br]and be able to approach people. 0:04:57.800,0:04:59.600 If that's really hard for you, 0:04:59.600,0:05:02.833 you might find the farmer's[br]market really overwhelming. 0:05:04.120,0:05:08.760 And then you might be like my 14 year old[br]if it's a real slow, slow market. 0:05:09.000,0:05:11.760 He gets really bored and drives me crazy. 0:05:11.760,0:05:16.440 So if you get bored easy,[br]maybe that's not well suited either. 0:05:17.960,0:05:19.560 Okay, 0:05:19.560,0:05:24.480 so, I did want to mention[br]this was my first farmer's market. 0:05:24.480,0:05:28.600 This picture, and obviously[br]I did not have a lot of product, 0:05:28.600,0:05:31.760 so I'm going to refer back to that later. 0:05:33.520,0:05:34.800 Choosing a market. 0:05:34.800,0:05:38.280 If you go to a market and talk to vendors,[br]a lot of these vendors 0:05:38.280,0:05:42.400 sell at different markets[br]and they can tell you which markets 0:05:42.400,0:05:45.800 are the busiest[br]or the most profitable in our state. 0:05:47.920,0:05:49.560 Find out things like foot traffic. 0:05:49.560,0:05:50.520 Are they busy? 0:05:50.520,0:05:54.560 If you go and visit them, you know,[br]in the market before you plan on selling, 0:05:55.040,0:05:58.970 then you have an idea [br]of what kind of foot traffic. 0:06:00.680,0:06:02.200 Location. 0:06:02.200,0:06:06.040 Some areas are just a little more affluent[br]and we sell a luxury item. 0:06:06.040,0:06:08.960 So looking for those areas is pretty good. 0:06:08.960,0:06:09.840 Pretty important. 0:06:12.440,0:06:16.360 Whether it's a [br]producers only or a resale market. 0:06:16.800,0:06:19.800 Resale markets[br]will typically have lots of crafts. 0:06:20.800,0:06:23.800 Whereas producers are more focused on[br]farmers. 0:06:24.160,0:06:26.640 There are pros and cons to both. 0:06:26.640,0:06:29.330 I sell at the South Jordan market, 0:06:29.330,0:06:32.680 and that's a producers only[br]and I sell at the Daybreak Farmers Market. 0:06:32.680,0:06:34.560 And that is a resale market. 0:06:34.560,0:06:36.210 And so, 0:06:37.200,0:06:39.440 you get a very different clientele [br]at each. 0:06:39.440,0:06:44.040 And there's, I love them both,[br]but it's important to think about. 0:06:45.240,0:06:48.760 What their fees are can be an issue. 0:06:48.760,0:06:52.960 Just make sure that when you are applying[br]for a farmer's market 0:06:52.960,0:06:58.280 that they know that you're not a crafter,[br]you should be paying farmers fees. 0:06:58.280,0:07:01.280 They're typically lower. And, 0:07:02.320,0:07:05.760 but a lot of market managers[br]won't understand that at first. 0:07:05.760,0:07:08.880 So it's somewhere that we have to do[br]a little bit of education 0:07:09.320,0:07:10.306 in our community. 0:07:11.096,0:07:12.560 And then season length. 0:07:12.560,0:07:14.440 I have a market that starts in June. 0:07:14.440,0:07:17.640 I love it,[br]and then my next market starts in August. 0:07:17.640,0:07:23.200 And that kind of helps me[br]with the glut of flowers that we end up 0:07:23.200,0:07:27.280 at that time in the season, and so it's[br]nice to have them staggered that way. 0:07:28.180,0:07:29.550 And then weather. 0:07:29.550,0:07:30.760 Some of these markets, 0:07:30.760,0:07:35.360 if it's on a Wednesday afternoon[br]and it's super hot and there's no shade, 0:07:35.680,0:07:39.840 it might not be a good fit[br]just because it could damage your product. 0:07:39.840,0:07:42.860 And so you want to think about that[br]as you choose a market. 0:07:44.360,0:07:45.120 Okay. 0:07:45.120,0:07:49.320 So I think one of the biggest worries[br]that we have 0:07:49.320,0:07:55.440 when we go to a farmer's[br]market is what if there are other farmers? 0:07:56.400,0:07:59.400 And like Heather was saying that it's 0:08:00.400,0:08:02.400 not a bad thing to have competition. 0:08:02.400,0:08:04.320 It makes you a better farmer. 0:08:04.320,0:08:06.480 But you can also distinguish yourself. 0:08:06.480,0:08:09.480 And there can be multiple farmers[br]at the same market. 0:08:10.320,0:08:13.530 Just like when you're shopping[br]for a pair of blue jeans or something 0:08:13.530,0:08:17.162 and you go to the mall and you want [br]to have lots of options to try on. 0:08:17.162,0:08:20.240 You'll go to somewhere[br]where there's lots of stores 0:08:20.240,0:08:23.840 and that's, you know, a market[br]that has lots of flower farmers. 0:08:23.840,0:08:26.280 They can become become known for that. 0:08:26.280,0:08:30.080 And the people who want lots of options[br]and lots of varieties 0:08:30.080,0:08:33.200 for flowers will go to that market. 0:08:34.000,0:08:35.000 It'll become a draw. 0:08:36.600,0:08:39.360 You can also look at different ways[br]to sell your flowers. 0:08:39.360,0:08:40.824 If the lady down the row 0:08:40.824,0:08:44.040 is selling bouquets,[br]you can think about selling single stems. 0:08:44.840,0:08:48.280 I remember someone talking about[br]selling at the Salt Lake Farmers Market, 0:08:48.720,0:08:52.960 and they didn't sell sweet peas,[br]and the farmer down the row from them did. 0:08:52.960,0:08:56.810 And so they would send people looking for[br]sweet peas down there, and vice versa. 0:08:57.640,0:09:01.680 So, the most important thing is not to be 0:09:02.400,0:09:06.950 so worried about not selling your flowers[br]because there's other farmers there 0:09:06.950,0:09:09.960 selling flowers that you lower[br]your prices. 0:09:10.440,0:09:13.000 You really need to base your prices 0:09:13.000,0:09:16.040 on what you need to make[br]to be a sustainable business. 0:09:16.680,0:09:21.120 And if you get scared,[br]you don't want to to have a race 0:09:21.120,0:09:24.680 to the bottom where you lower your prices[br]and become the cheapest. 0:09:26.080,0:09:28.700 Cheap isn't best. 0:09:30.720,0:09:31.920 Okay, so 0:09:31.920,0:09:34.920 some things about really killing it[br]at the farmers market. 0:09:36.160,0:09:39.600 If you want to really have[br]a consistent business 0:09:39.600,0:09:44.340 where people are coming back[br]to you every week because they know 0:09:44.340,0:09:47.440 your flowers are the prettiest[br]and the longest lasting, 0:09:47.440,0:09:50.440 then you need to bring the best product[br]you have. 0:09:50.640,0:09:52.080 If there's something that's 0:09:52.080,0:09:55.080 kind of wilty, I don't like to take it[br]to the farmer's market. 0:09:55.840,0:09:58.080 Because that first time[br]you sell a bouquet, 0:09:58.080,0:10:01.080 that's like one of your[br]your only chances, right? 0:10:01.470,0:10:02.600 And if they don't have 0:10:02.600,0:10:06.240 the best experience with it,[br]they might not buy from you again. 0:10:06.720,0:10:10.710 So you want to be knowledgeable[br]in the varieties you grow, 0:10:10.710,0:10:14.160 know your harvest stage, [br]hydrate them well, 0:10:16.070,0:10:17.480 and they'll keep coming back. 0:10:17.480,0:10:21.240 And what's great is when they come back,[br]they'll tell other people. 0:10:21.640,0:10:24.680 It's pretty common for people to walk by, 0:10:25.800,0:10:29.040 customers that returning customers[br]will walk by with someone else. 0:10:29.040,0:10:32.040 Someone new[br]is buying a flower and say, hey, 0:10:32.630,0:10:34.630 those flowers are going to last two weeks. 0:10:34.630,0:10:36.408 They're the best. You should buy it. 0:10:36.408,0:10:38.090 And I don't have to do the selling. 0:10:38.090,0:10:40.080 It's my customers doing it for me. 0:10:40.080,0:10:42.920 So it's kind of awesome. 0:10:42.920,0:10:47.040 If it's a really hot day,[br]I like taking frozen water bottles 0:10:47.040,0:10:50.040 and sticking them in the buckets,[br]I always keep my tent. 0:10:50.200,0:10:53.200 My flowers are in the shade. 0:10:53.200,0:10:56.120 And then another big thing is[br]when people are walking around, 0:10:56.120,0:10:59.640 they don't think about it,[br]but the flowers will wilt pretty quickly. 0:10:59.640,0:11:03.760 And so I like to offer to hold them[br]while they shop 0:11:03.760,0:11:06.840 so that they're not walking around[br]with their stems out of water, 0:11:06.840,0:11:09.089 if they're going[br]to be shopping for a while. 0:11:11.040,0:11:13.680 Let's see. So, 0:11:13.680,0:11:16.680 when you are setting up your display, 0:11:17.320,0:11:19.770 there is a 0:11:20.840,0:11:23.925 catch phrase that says stack them high[br]and watch them fly 0:11:23.925,0:11:26.450 that vegetable farmers use. 0:11:26.450,0:11:32.576 And I think the same thing applies to our [br]displays at the farmers market for flowers 0:11:32.576,0:11:35.040 We want to show abundance. 0:11:35.040,0:11:38.040 People like to have lots of choices. 0:11:38.920,0:11:40.280 It looks good. 0:11:40.280,0:11:41.240 It's appealing. 0:11:41.240,0:11:44.040 It stops people in their track. 0:11:44.040,0:11:48.710 So bring everything you have.[br]Pack it in so it looks lush. 0:11:50.720,0:11:54.160 And I think it's, it's always[br]those last two bouquets 0:11:54.160,0:11:57.360 that are sitting on a mostly empty table 0:11:57.360,0:12:00.360 that are the hardest to sell. So, 0:12:00.760,0:12:02.280 clearly mark your prices. 0:12:02.280,0:12:05.280 People are shy.[br]They don't want to ask you. 0:12:05.880,0:12:09.360 It also makes it clear[br]that everybody's getting the same price. 0:12:10.120,0:12:13.160 I have three price points, I have three. 0:12:13.320,0:12:17.840 I have my petite bouquets,[br]my regular bouquets, and my mason jars. 0:12:18.080,0:12:21.240 And sometimes I'll do a premium bouquet[br]that's a little bit larger 0:12:21.240,0:12:24.600 and a little bit more money,[br]but I don't go beyond that. 0:12:25.320,0:12:28.920 Simple is easy for you[br]and it's easy for your customer. 0:12:30.040,0:12:32.400 I also really like long tablecloths. 0:12:32.400,0:12:36.240 I don't want my junk[br]hanging out on the bottom. 0:12:36.960,0:12:38.760 Underneath my tablecloth. 0:12:38.760,0:12:40.760 That's kind of nitpicky, but 0:12:40.760,0:12:44.080 it's just one of those things[br]I think makes you look so professional 0:12:44.640,0:12:47.520 and then think about[br]whether they can find you again. 0:12:47.520,0:12:49.240 Do you have business cards? 0:12:49.240,0:12:50.560 Do you have a banner up? 0:12:50.560,0:12:53.760 Do they know if[br]if they can order from you again? 0:12:55.800,0:12:58.800 It helps with repeat business. 0:13:00.280,0:13:01.080 Okay. 0:13:01.080,0:13:05.280 So pricing.[br]Pricing came up a lot in Heather's talk. 0:13:06.120,0:13:08.080 Pricing is hard. 0:13:08.080,0:13:10.840 I think it's a really hard thing[br]when you're starting out. 0:13:10.840,0:13:15.720 And one of the most important things[br]you can do is start tracking 0:13:15.720,0:13:19.790 your expenses and your labor. 0:13:19.790,0:13:23.000 The costs of really producing those stems. 0:13:24.440,0:13:26.320 Labor is our biggest cost. 0:13:26.320,0:13:30.440 And I think that it's the thing[br]that we like to discount the most. 0:13:30.880,0:13:33.320 We don't think about it[br]because it's just our time. 0:13:33.320,0:13:36.200 But our time is valuable. So, 0:13:37.680,0:13:39.480 really knowing your true costs, 0:13:39.480,0:13:42.800 looking to break even, track your hours, 0:13:43.680,0:13:49.088 all of your hours, even if it's time, [br]posting on social media, or 0:13:50.960,0:13:54.240 time stripping the bouquet,[br]you know, stripping your stems 0:13:54.240,0:13:57.960 and making bouquets and weeding[br]all those things add up. 0:13:57.960,0:14:01.620 And, you probably work[br]more than you think you do. 0:14:02.920,0:14:05.920 So and then, 0:14:05.920,0:14:07.160 watch your stem counts. 0:14:07.160,0:14:11.400 It's one thing to say my bouquets are $20,[br]but what does that mean? 0:14:11.400,0:14:14.720 Is it a ten stem bouquet[br]or is it a 25 stem bouquet? 0:14:15.130,0:14:19.130 You know, one of those going to be [br]much more profitable than the other. 0:14:19.130,0:14:22.252 And then I have this picture here, 0:14:22.252,0:14:24.880 and these are some David[br]Austin Garden roses. 0:14:24.880,0:14:27.880 And I don't take them[br]to the farmer's market. 0:14:28.440,0:14:30.640 This was, a customer 0:14:30.640,0:14:34.200 had ordered, an expensive birthday, 0:14:35.480,0:14:39.040 bouquet and surprised his wife 0:14:40.720,0:14:42.720 with it at the farmer's market. 0:14:42.720,0:14:46.900 And so I wouldn't put tons of [br]high value flowers 0:14:46.900,0:14:49.640 into a market bouquet 0:14:49.920,0:14:52.680 unless I was charging[br]appropriately for it. 0:14:52.680,0:14:55.280 So just pay attention to those things 0:14:55.280,0:14:58.280 like ranunculus[br]or garden roses or dahlias and 0:14:59.160,0:15:02.160 use them judiciously. 0:15:04.680,0:15:07.680 Talking too much. 0:15:08.200,0:15:11.360 One of the other things that people do is 0:15:12.400,0:15:15.400 at the end of the market, sorry. 0:15:17.400,0:15:20.120 They will, 0:15:20.120,0:15:23.120 ask for discount[br]sometimes if you have flowers left over. 0:15:23.600,0:15:26.120 And when you give discounts[br]at the end of the market, 0:15:26.120,0:15:29.960 you train your customers to know,[br]hey, if she's got flowers left over, 0:15:29.960,0:15:32.040 I can go get them cheap. 0:15:32.040,0:15:35.040 And that must be[br]what they're really worth. 0:15:37.160,0:15:38.560 Sorry. 0:15:39.960,0:15:42.840 So I never discount my flowers[br]at the end of the market. 0:15:42.840,0:15:46.840 I would rather take them to a friend[br]or to my mother in law. 0:15:47.800,0:15:50.800 Take them somewhere, give them away. 0:15:51.000,0:15:54.000 You can think of it as PR. 0:15:54.000,0:15:58.920 People enjoy getting flowers, and then[br]you're not devaluing the flowers at all. 0:15:58.920,0:16:03.010 It becomes a gift instead of a discount. 0:16:03.880,0:16:06.840 And then 0:16:06.840,0:16:08.440 with pricing. 0:16:08.440,0:16:11.000 I love this quote from Seth Godin. 0:16:11.000,0:16:13.760 Cheap as another way to say scared. 0:16:13.760,0:16:16.280 And I think 0:16:16.280,0:16:20.200 lowering[br]our price should be our last thing. 0:16:20.200,0:16:22.560 I think we need to think about, 0:16:22.560,0:16:23.920 do my flowers look good? 0:16:23.920,0:16:26.200 If they're not selling, do they look good? 0:16:26.200,0:16:27.480 Am I getting the word out? 0:16:27.480,0:16:29.480 Do people know I'm here? 0:16:29.480,0:16:30.560 Am I being friendly? 0:16:30.560,0:16:33.320 Am I being engaging?[br]Doing all those things? 0:16:33.320,0:16:36.320 Before[br]we think about discounting our prices or, 0:16:37.680,0:16:40.680 not charging enough. 0:16:42.880,0:16:45.490 Okay, so here are my boys. 0:16:45.490,0:16:49.360 They helped me sell at the market because [br]we do two markets on saturday mornings 0:16:49.360,0:16:51.440 and I can't be in two places at once. 0:16:52.200,0:16:54.280 And so these are a few things that I've, 0:16:55.560,0:16:57.040 and they're not allowed to sit 0:16:57.040,0:17:00.440 while we're selling at the farmer's market[br]until 0:17:00.600,0:17:02.510 all the flowers are sold. 0:17:03.720,0:17:05.560 They really love that. 0:17:05.560,0:17:07.000 It's good to be friendly. 0:17:07.000,0:17:10.000 I usually just say, hi,[br]how are you doing to people? 0:17:12.720,0:17:13.880 You can be friendly 0:17:13.880,0:17:16.880 and talk to everybody without being pushy. 0:17:17.120,0:17:18.200 I also find it. 0:17:18.200,0:17:21.880 It's great to accept[br]as many forms of payment as possible. 0:17:21.880,0:17:24.520 So credit cards, cash, 0:17:24.520,0:17:27.360 Apple pay, Google pay,[br]all of those things. 0:17:27.360,0:17:31.233 The easier[br]you make it for people to pay, the 0:17:31.800,0:17:35.520 less obstacles[br]there are to them buying your flowers. 0:17:36.920,0:17:39.920 Once we sell a bouquet, we usually, 0:17:40.000,0:17:43.840 you know, if half a bucket is empty[br]and another half a bucket is empty, 0:17:43.840,0:17:47.000 we combine the buckets,[br]we keep our displays looking good. 0:17:48.460,0:17:52.280 It gives us something to do[br]while we're sitting there. 0:17:52.720,0:17:55.720 And helps our display look good. 0:17:56.240,0:18:00.400 And, another collect your email addresses. 0:18:00.400,0:18:03.879 This is a great thing because [br]when you want to contact them later 0:18:03.879,0:18:06.320 to tell them[br]when the market starts next year, 0:18:07.160,0:18:09.760 or to tell them when, 0:18:09.760,0:18:13.040 you're selling your subscriptions[br]or that you're starting weddings. 0:18:13.040,0:18:15.960 This is how you can contact[br]these people later. 0:18:15.960,0:18:19.880 And then I think this is most important[br]as you come back and you do it again, 0:18:20.600,0:18:22.680 and then you come back[br]and you do it again. 0:18:22.680,0:18:25.000 If someone comes[br]and they buy your flowers, 0:18:25.000,0:18:28.000 and they think they were[br]the most amazing flowers in the world, 0:18:28.280,0:18:31.920 and they come back and you're not there[br]the next week, you've lost a sale. 0:18:32.880,0:18:35.191 So I think the farmers market 0:18:35.191,0:18:39.760 is the most successful[br]when you commit to it, when you go back 0:18:39.760,0:18:44.080 year after year or even week after week,[br]if you're just trying it for a season. 0:18:45.050,0:18:47.400 There's nothing wrong with [br]trying it for a season 0:18:47.400,0:18:50.120 and seeing[br]if it works with your lifestyle. 0:18:50.520,0:18:53.640 But I do think if you're going[br]to really have the benefits 0:18:53.640,0:18:55.200 and the rewards of 0:18:55.200,0:19:00.080 selling at a farmer's market, then[br]you've got to have some commitment there. 0:19:02.080,0:19:03.360 Okay. 0:19:03.360,0:19:06.120 So I wanted to talk a little bit about 0:19:06.120,0:19:09.120 is sold out the real goal? 0:19:10.920,0:19:13.920 So on this picture on the, 0:19:15.240,0:19:18.240 the picture with less flowers,[br]I sold out that day. 0:19:19.050,0:19:22.600 Which is always awesome to be able to say[br]I took everything and I sold it. 0:19:23.560,0:19:25.200 The one above, 0:19:25.200,0:19:27.240 I did not sell out that day. 0:19:27.240,0:19:31.480 I think I had two bouquets left over,[br]but it was my highest grossing market, 0:19:32.760,0:19:33.680 that I've ever had. 0:19:33.680,0:19:36.680 It was just our last market[br]of this last season. 0:19:37.000,0:19:40.760 And a lot of times,[br]we think it's great to sell out, 0:19:40.760,0:19:44.040 but if you're selling out[br]super early in the day and, 0:19:44.320,0:19:47.560 your market starts at nine[br]and you're sold out by 11 or 12 0:19:48.560,0:19:53.200 and you've got another hour to go,[br]think about what's going on. 0:19:53.200,0:19:54.960 Are you, 0:19:54.960,0:19:57.600 selling your flowers cheaply? 0:19:57.600,0:19:59.520 Are you not bringing enough product? 0:19:59.520,0:20:02.520 Can you work on that for the next season? 0:20:03.280,0:20:06.880 We are trying to double our production[br]again this year because 0:20:08.320,0:20:09.600 we can probably sell it. 0:20:09.600,0:20:14.000 And so, those are just some things[br]to think about when you're selling out. 0:20:14.960,0:20:17.960 Really, what you want to do is 0:20:18.200,0:20:19.960 sell the most flowers, right? 0:20:19.960,0:20:23.400 And so it's okay[br]if you have a couple bouquets left over, 0:20:23.760,0:20:25.360 if that means that every person 0:20:25.360,0:20:28.220 that wanted a bouquet[br]that came to the market got one. 0:20:28.400,0:20:31.080 I always felt terrible[br]when I'd sell out early, 0:20:31.080,0:20:34.080 and then people would come up to me[br]and go, oh. 0:20:35.520,0:20:38.160 I was, you know, I'm here[br]just for flowers or something. 0:20:38.160,0:20:41.840 And I knew I missed a sale because[br]I didn't have enough flowers that week. 0:20:42.160,0:20:45.160 So something to think about. 0:20:46.520,0:20:48.480 And then, 0:20:48.480,0:20:53.000 subscriptions, like I said earlier,[br]a lot of my subscriptions come from 0:20:53.520,0:20:56.760 referrals from the farmers market[br]and some selling 0:20:57.240,0:21:00.240 after you get those email addresses. 0:21:00.360,0:21:02.960 Some selling points[br]for when you approach people 0:21:02.960,0:21:06.360 about subscriptions,[br]they already know your quality. 0:21:06.620,0:21:08.190 They know you have great variety. 0:21:08.190,0:21:12.120 That's one of the things[br]my subscribers say when I, 0:21:13.170,0:21:15.920 ask them in surveys,[br]what do they enjoy about our flowers? 0:21:15.920,0:21:18.920 It's the varieties that they get,[br]that they're different. 0:21:20.720,0:21:24.120 It's more convenient[br]to have flowers delivered to you 0:21:24.480,0:21:26.320 or to pick them up once a week, 0:21:26.320,0:21:29.490 than have to go to the farmers market[br]and see if there's any there. 0:21:30.400,0:21:32.640 We also do a spring subscription, 0:21:32.640,0:21:36.520 and that starts before[br]there are any farmer's markets open. 0:21:36.520,0:21:39.600 And so that's an opportunity[br]to extend your, 0:21:40.280,0:21:43.280 selling period. And, 0:21:43.630,0:21:46.100 and then the assurance[br]of being able to get flowers 0:21:46.100,0:21:47.770 if you're selling out all the time. 0:21:47.770,0:21:50.720 And people might just want to make sure[br]they have your flowers. 0:21:51.600,0:21:54.600 So that's kind of 0:21:55.680,0:21:57.240 what I've got for you. 0:21:57.240,0:22:00.240 It looks like there's some 0:22:00.600,0:22:01.480 questions.