[Script Info]
Title: 
[Events]
Format: Layer, Start, End, Style, Name, MarginL, MarginR, MarginV, Effect, Text
Dialogue: 0,0:00:00.60,0:00:03.60,Default,,0000,0000,0000,,FAWN: How many of you \Nactually are considering,
Dialogue: 0,0:00:03.84,0:00:06.84,Default,,0000,0000,0000,,going to a farmers market\Nor who have sold at farmers markets.
Dialogue: 0,0:00:06.84,0:00:11.90,Default,,0000,0000,0000,,It'd be really fun to have a discussion \Nof what's worked well for different people
Dialogue: 0,0:00:11.90,0:00:13.68,Default,,0000,0000,0000,,at farmers markets.
Dialogue: 0,0:00:15.08,0:00:18.08,Default,,0000,0000,0000,,Before we get into that,\Na little bit about me. I,
Dialogue: 0,0:00:18.64,0:00:20.40,Default,,0000,0000,0000,,grow in South Jordan.
Dialogue: 0,0:00:20.40,0:00:22.08,Default,,0000,0000,0000,,I have a my micro farm.
Dialogue: 0,0:00:22.08,0:00:25.60,Default,,0000,0000,0000,,I have two sites, one\Nat a neighbor's property
Dialogue: 0,0:00:25.60,0:00:28.60,Default,,0000,0000,0000,,and the other is just in my backyard.
Dialogue: 0,0:00:28.76,0:00:31.36,Default,,0000,0000,0000,,I'm going into my fifth season farming
Dialogue: 0,0:00:31.36,0:00:34.68,Default,,0000,0000,0000,,and it's our fourth season with markets\Nand with subscriptions.
Dialogue: 0,0:00:34.68,0:00:37.80,Default,,0000,0000,0000,,My first year\NI just sold to neighbors off Facebook
Dialogue: 0,0:00:37.80,0:00:39.50,Default,,0000,0000,0000,,and things like that.
Dialogue: 0,0:00:40.80,0:00:43.95,Default,,0000,0000,0000,,I also teach the backyard\Ncut flower garden course
Dialogue: 0,0:00:43.95,0:00:47.60,Default,,0000,0000,0000,,at Snuck farm. And,
Dialogue: 0,0:00:48.72,0:00:51.72,Default,,0000,0000,0000,,we do workshops and consultations.
Dialogue: 0,0:00:51.72,0:00:54.72,Default,,0000,0000,0000,,So that's a little bit about me.
Dialogue: 0,0:00:56.52,0:00:57.52,Default,,0000,0000,0000,,Farmers markets.
Dialogue: 0,0:00:57.52,0:00:59.76,Default,,0000,0000,0000,,So I love farmer's markets.
Dialogue: 0,0:00:59.76,0:01:02.76,Default,,0000,0000,0000,,I've always loved farmers
Dialogue: 0,0:01:04.08,0:01:04.80,Default,,0000,0000,0000,,markets.
Dialogue: 0,0:01:04.80,0:01:05.84,Default,,0000,0000,0000,,And looking at them.
Dialogue: 0,0:01:05.84,0:01:10.70,Default,,0000,0000,0000,,And so when I moved here to Utah,\NI wanted to find flower farmers,
Dialogue: 0,0:01:10.70,0:01:15.32,Default,,0000,0000,0000,,at our local farmers markets,\Nand there just weren't any.
Dialogue: 0,0:01:15.47,0:01:18.23,Default,,0000,0000,0000,,And so that's kind of how I got started,\Neven,
Dialogue: 0,0:01:19.20,0:01:22.20,Default,,0000,0000,0000,,with the business of flower farming.
Dialogue: 0,0:01:22.56,0:01:25.32,Default,,0000,0000,0000,,So some of the business, or the benefits
Dialogue: 0,0:01:25.32,0:01:28.32,Default,,0000,0000,0000,,from selling at a farmer's market,
Dialogue: 0,0:01:29.56,0:01:32.68,Default,,0000,0000,0000,,every new grower wants to know\Nhow to be seen
Dialogue: 0,0:01:32.68,0:01:36.51,Default,,0000,0000,0000,,in their community,\Nhow to help people find them.
Dialogue: 0,0:01:36.51,0:01:37.84,Default,,0000,0000,0000,,And,
Dialogue: 0,0:01:38.16,0:01:41.88,Default,,0000,0000,0000,,selling at a farmer's\Nmarket is so helpful.
Dialogue: 0,0:01:42.36,0:01:45.60,Default,,0000,0000,0000,,in being able to
Dialogue: 0,0:01:46.68,0:01:50.04,Default,,0000,0000,0000,,be seen in your community\Nand make those contacts.
Dialogue: 0,0:01:50.36,0:01:54.36,Default,,0000,0000,0000,,Networking at a farmer's market,\Ntalking with other vendors,
Dialogue: 0,0:01:54.36,0:01:57.40,Default,,0000,0000,0000,,you can find more opportunities\Nto sell your flowers.
Dialogue: 0,0:01:57.52,0:01:59.28,Default,,0000,0000,0000,,Market managers.
Dialogue: 0,0:01:59.28,0:02:01.75,Default,,0000,0000,0000,,Just this week, I had two emails
Dialogue: 0,0:02:01.75,0:02:05.08,Default,,0000,0000,0000,,from one of my market managers\Ntelling me about a different market.
Dialogue: 0,0:02:06.16,0:02:08.40,Default,,0000,0000,0000,,One in Payson, one in Herriman,
Dialogue: 0,0:02:08.40,0:02:11.68,Default,,0000,0000,0000,,and then also an opportunity\Nto sell my flowers online.
Dialogue: 0,0:02:12.16,0:02:16.66,Default,,0000,0000,0000,,So you expand your horizons a little bit
Dialogue: 0,0:02:18.28,0:02:21.28,Default,,0000,0000,0000,,beyond just selling at a market.
Dialogue: 0,0:02:22.56,0:02:25.13,Default,,0000,0000,0000,,For me, it's been a stepping stone.
Dialogue: 0,0:02:25.64,0:02:30.56,Default,,0000,0000,0000,,A lot of my subscribers have come from\Nbeing customers at the farmers market.
Dialogue: 0,0:02:30.96,0:02:33.12,Default,,0000,0000,0000,,Maybe\Nthey weren't able to make it every week,
Dialogue: 0,0:02:33.12,0:02:36.12,Default,,0000,0000,0000,,and they wanted flowers every week.\NAnd so,
Dialogue: 0,0:02:36.76,0:02:39.48,Default,,0000,0000,0000,,they'd sign up for subscriptions,
Dialogue: 0,0:02:39.48,0:02:41.64,Default,,0000,0000,0000,,a lot of them ask me growing questions,
Dialogue: 0,0:02:41.64,0:02:44.64,Default,,0000,0000,0000,,which leads to them coming to workshops.
Dialogue: 0,0:02:45.50,0:02:48.89,Default,,0000,0000,0000,,A lot of times they'll ask about weddings,\Nand I've done a few for them.
Dialogue: 0,0:02:49.64,0:02:53.93,Default,,0000,0000,0000,,And a great way\Nto make sure you get the most of that
Dialogue: 0,0:02:53.93,0:02:56.52,Default,,0000,0000,0000,,is by gathering,
Dialogue: 0,0:02:57.60,0:02:59.49,Default,,0000,0000,0000,,emails while you're at the market.
Dialogue: 0,0:02:59.49,0:03:01.29,Default,,0000,0000,0000,,It was a little tricky\Nthis last year.
Dialogue: 0,0:03:01.29,0:03:03.52,Default,,0000,0000,0000,,I did not gather any emails
Dialogue: 0,0:03:03.52,0:03:07.44,Default,,0000,0000,0000,,for this year, but,\Nhopefully once we, you know,
Dialogue: 0,0:03:07.44,0:03:10.44,Default,,0000,0000,0000,,maybe you can try a QR code\Nor something like that.
Dialogue: 0,0:03:10.80,0:03:14.80,Default,,0000,0000,0000,,And then the other thing is it's a little\Nbit less exacting than florist sales.
Dialogue: 0,0:03:15.12,0:03:19.44,Default,,0000,0000,0000,,And I don't necessarily mean quality,\Nbut you can take what you grow.
Dialogue: 0,0:03:19.84,0:03:23.48,Default,,0000,0000,0000,,So if you only have red zinnias\Nthat year, someone will buy them.
Dialogue: 0,0:03:23.48,0:03:26.24,Default,,0000,0000,0000,,Or that week,\Nsomeone will buy them.
Dialogue: 0,0:03:26.24,0:03:29.96,Default,,0000,0000,0000,,Whereas it might be hard to find,\Nan event florist
Dialogue: 0,0:03:29.96,0:03:33.20,Default,,0000,0000,0000,,that wants,\Nyou know, a mishmash of things.
Dialogue: 0,0:03:34.64,0:03:36.72,Default,,0000,0000,0000,,Okay, so I think a big question.
Dialogue: 0,0:03:36.72,0:03:40.64,Default,,0000,0000,0000,,I have lots of friends\Nthat have tried selling at the market,
Dialogue: 0,0:03:41.04,0:03:45.48,Default,,0000,0000,0000,,and I think a good thing to do\Nbefore you start is to
Dialogue: 0,0:03:46.48,0:03:50.28,Default,,0000,0000,0000,,find out whether it's really suited\Nfor you, before you take the time
Dialogue: 0,0:03:50.28,0:03:54.38,Default,,0000,0000,0000,,and the energy to invest in tents\Nand market fees
Dialogue: 0,0:03:54.38,0:03:56.67,Default,,0000,0000,0000,,and all those things.
Dialogue: 0,0:03:57.92,0:04:01.22,Default,,0000,0000,0000,,Do you have the time? \NMost markets, most successful markets
Dialogue: 0,0:04:01.22,0:04:04.60,Default,,0000,0000,0000,,are on weekends\Nand, or weeknights.
Dialogue: 0,0:04:05.24,0:04:08.52,Default,,0000,0000,0000,,And if your kids are all in sports\Nand that's important to you,
Dialogue: 0,0:04:08.52,0:04:12.36,Default,,0000,0000,0000,,it might be really hard\Nto take the time out of your busy family's
Dialogue: 0,0:04:12.36,0:04:15.29,Default,,0000,0000,0000,,life to go to the market.
Dialogue: 0,0:04:15.29,0:04:16.28,Default,,0000,0000,0000,,Do you have support?
Dialogue: 0,0:04:16.28,0:04:18.72,Default,,0000,0000,0000,,Do you have childcare?
Dialogue: 0,0:04:18.72,0:04:20.64,Default,,0000,0000,0000,,It is a really hard thing
Dialogue: 0,0:04:20.64,0:04:24.48,Default,,0000,0000,0000,,to take a small child\Nto the farmer's market and try to sell.
Dialogue: 0,0:04:26.80,0:04:27.68,Default,,0000,0000,0000,,Resources.
Dialogue: 0,0:04:27.68,0:04:30.16,Default,,0000,0000,0000,,Do you have a car?
Dialogue: 0,0:04:30.16,0:04:35.64,Default,,0000,0000,0000,,Can you produce flowers over a season?\NOr are you worried that you will have them
Dialogue: 0,0:04:35.64,0:04:40.40,Default,,0000,0000,0000,,for July and August,\Nbut maybe none of the rest of the year?
Dialogue: 0,0:04:41.88,0:04:43.68,Default,,0000,0000,0000,,And then personality.
Dialogue: 0,0:04:43.68,0:04:48.24,Default,,0000,0000,0000,,I really don't think that you need to be\Nan extrovert to sell at a farmer's market.
Dialogue: 0,0:04:49.08,0:04:50.84,Default,,0000,0000,0000,,But you do need to be friendly.
Dialogue: 0,0:04:50.84,0:04:53.84,Default,,0000,0000,0000,,You need to be able to
Dialogue: 0,0:04:53.84,0:04:57.80,Default,,0000,0000,0000,,talk to people\Nand be able to approach people.
Dialogue: 0,0:04:57.80,0:04:59.60,Default,,0000,0000,0000,,If that's really hard for you,
Dialogue: 0,0:04:59.60,0:05:02.83,Default,,0000,0000,0000,,you might find the farmer's\Nmarket really overwhelming.
Dialogue: 0,0:05:04.12,0:05:08.76,Default,,0000,0000,0000,,And then you might be like my 14 year old\Nif it's a real slow, slow market.
Dialogue: 0,0:05:09.00,0:05:11.76,Default,,0000,0000,0000,,He gets really bored and drives me crazy.
Dialogue: 0,0:05:11.76,0:05:16.44,Default,,0000,0000,0000,,So if you get bored easy,\Nmaybe that's not well suited either.
Dialogue: 0,0:05:17.96,0:05:19.56,Default,,0000,0000,0000,,Okay,
Dialogue: 0,0:05:19.56,0:05:24.48,Default,,0000,0000,0000,,so, I did want to mention\Nthis was my first farmer's market.
Dialogue: 0,0:05:24.48,0:05:28.60,Default,,0000,0000,0000,,This picture, and obviously\NI did not have a lot of product,
Dialogue: 0,0:05:28.60,0:05:31.76,Default,,0000,0000,0000,,so I'm going to refer back to that later.
Dialogue: 0,0:05:33.52,0:05:34.80,Default,,0000,0000,0000,,Choosing a market.
Dialogue: 0,0:05:34.80,0:05:38.28,Default,,0000,0000,0000,,If you go to a market and talk to vendors,\Na lot of these vendors
Dialogue: 0,0:05:38.28,0:05:42.40,Default,,0000,0000,0000,,sell at different markets\Nand they can tell you which markets
Dialogue: 0,0:05:42.40,0:05:45.80,Default,,0000,0000,0000,,are the busiest\Nor the most profitable in our state.
Dialogue: 0,0:05:47.92,0:05:49.56,Default,,0000,0000,0000,,Find out things like foot traffic.
Dialogue: 0,0:05:49.56,0:05:50.52,Default,,0000,0000,0000,,Are they busy?
Dialogue: 0,0:05:50.52,0:05:54.56,Default,,0000,0000,0000,,If you go and visit them, you know,\Nin the market before you plan on selling,
Dialogue: 0,0:05:55.04,0:05:58.97,Default,,0000,0000,0000,,then you have an idea \Nof what kind of foot traffic.
Dialogue: 0,0:06:00.68,0:06:02.20,Default,,0000,0000,0000,,Location.
Dialogue: 0,0:06:02.20,0:06:06.04,Default,,0000,0000,0000,,Some areas are just a little more affluent\Nand we sell a luxury item.
Dialogue: 0,0:06:06.04,0:06:08.96,Default,,0000,0000,0000,,So looking for those areas is pretty good.
Dialogue: 0,0:06:08.96,0:06:09.84,Default,,0000,0000,0000,,Pretty important.
Dialogue: 0,0:06:12.44,0:06:16.36,Default,,0000,0000,0000,,Whether it's a \Nproducers only or a resale market.
Dialogue: 0,0:06:16.80,0:06:19.80,Default,,0000,0000,0000,,Resale markets\Nwill typically have lots of crafts.
Dialogue: 0,0:06:20.80,0:06:23.80,Default,,0000,0000,0000,,Whereas producers are more focused on\Nfarmers.
Dialogue: 0,0:06:24.16,0:06:26.64,Default,,0000,0000,0000,,There are pros and cons to both.
Dialogue: 0,0:06:26.64,0:06:29.33,Default,,0000,0000,0000,,I sell at the South Jordan market,
Dialogue: 0,0:06:29.33,0:06:32.68,Default,,0000,0000,0000,,and that's a producers only\Nand I sell at the Daybreak Farmers Market.
Dialogue: 0,0:06:32.68,0:06:34.56,Default,,0000,0000,0000,,And that is a resale market.
Dialogue: 0,0:06:34.56,0:06:36.21,Default,,0000,0000,0000,,And so,
Dialogue: 0,0:06:37.20,0:06:39.44,Default,,0000,0000,0000,,you get a very different clientele \Nat each.
Dialogue: 0,0:06:39.44,0:06:44.04,Default,,0000,0000,0000,,And there's, I love them both,\Nbut it's important to think about.
Dialogue: 0,0:06:45.24,0:06:48.76,Default,,0000,0000,0000,,What their fees are can be an issue.
Dialogue: 0,0:06:48.76,0:06:52.96,Default,,0000,0000,0000,,Just make sure that when you are applying\Nfor a farmer's market
Dialogue: 0,0:06:52.96,0:06:58.28,Default,,0000,0000,0000,,that they know that you're not a crafter,\Nyou should be paying farmers fees.
Dialogue: 0,0:06:58.28,0:07:01.28,Default,,0000,0000,0000,,They're typically lower. And,
Dialogue: 0,0:07:02.32,0:07:05.76,Default,,0000,0000,0000,,but a lot of market managers\Nwon't understand that at first.
Dialogue: 0,0:07:05.76,0:07:08.88,Default,,0000,0000,0000,,So it's somewhere that we have to do\Na little bit of education
Dialogue: 0,0:07:09.32,0:07:10.31,Default,,0000,0000,0000,,in our community.
Dialogue: 0,0:07:11.10,0:07:12.56,Default,,0000,0000,0000,,And then season length.
Dialogue: 0,0:07:12.56,0:07:14.44,Default,,0000,0000,0000,,I have a market that starts in June.
Dialogue: 0,0:07:14.44,0:07:17.64,Default,,0000,0000,0000,,I love it,\Nand then my next market starts in August.
Dialogue: 0,0:07:17.64,0:07:23.20,Default,,0000,0000,0000,,And that kind of helps me\Nwith the glut of flowers that we end up
Dialogue: 0,0:07:23.20,0:07:27.28,Default,,0000,0000,0000,,at that time in the season, and so it's\Nnice to have them staggered that way.
Dialogue: 0,0:07:28.18,0:07:29.55,Default,,0000,0000,0000,,And then weather.
Dialogue: 0,0:07:29.55,0:07:30.76,Default,,0000,0000,0000,,Some of these markets,
Dialogue: 0,0:07:30.76,0:07:35.36,Default,,0000,0000,0000,,if it's on a Wednesday afternoon\Nand it's super hot and there's no shade,
Dialogue: 0,0:07:35.68,0:07:39.84,Default,,0000,0000,0000,,it might not be a good fit\Njust because it could damage your product.
Dialogue: 0,0:07:39.84,0:07:42.86,Default,,0000,0000,0000,,And so you want to think about that\Nas you choose a market.
Dialogue: 0,0:07:44.36,0:07:45.12,Default,,0000,0000,0000,,Okay.
Dialogue: 0,0:07:45.12,0:07:49.32,Default,,0000,0000,0000,,So I think one of the biggest worries\Nthat we have
Dialogue: 0,0:07:49.32,0:07:55.44,Default,,0000,0000,0000,,when we go to a farmer's\Nmarket is what if there are other farmers?
Dialogue: 0,0:07:56.40,0:07:59.40,Default,,0000,0000,0000,,And like Heather was saying that it's
Dialogue: 0,0:08:00.40,0:08:02.40,Default,,0000,0000,0000,,not a bad thing to have competition.
Dialogue: 0,0:08:02.40,0:08:04.32,Default,,0000,0000,0000,,It makes you a better farmer.
Dialogue: 0,0:08:04.32,0:08:06.48,Default,,0000,0000,0000,,But you can also distinguish yourself.
Dialogue: 0,0:08:06.48,0:08:09.48,Default,,0000,0000,0000,,And there can be multiple farmers\Nat the same market.
Dialogue: 0,0:08:10.32,0:08:13.53,Default,,0000,0000,0000,,Just like when you're shopping\Nfor a pair of blue jeans or something
Dialogue: 0,0:08:13.53,0:08:17.16,Default,,0000,0000,0000,,and you go to the mall and you want \Nto have lots of options to try on.
Dialogue: 0,0:08:17.16,0:08:20.24,Default,,0000,0000,0000,,You'll go to somewhere\Nwhere there's lots of stores
Dialogue: 0,0:08:20.24,0:08:23.84,Default,,0000,0000,0000,,and that's, you know, a market\Nthat has lots of flower farmers.
Dialogue: 0,0:08:23.84,0:08:26.28,Default,,0000,0000,0000,,They can become become known for that.
Dialogue: 0,0:08:26.28,0:08:30.08,Default,,0000,0000,0000,,And the people who want lots of options\Nand lots of varieties
Dialogue: 0,0:08:30.08,0:08:33.20,Default,,0000,0000,0000,,for flowers will go to that market.
Dialogue: 0,0:08:34.00,0:08:35.00,Default,,0000,0000,0000,,It'll become a draw.
Dialogue: 0,0:08:36.60,0:08:39.36,Default,,0000,0000,0000,,You can also look at different ways\Nto sell your flowers.
Dialogue: 0,0:08:39.36,0:08:40.82,Default,,0000,0000,0000,,If the lady down the row
Dialogue: 0,0:08:40.82,0:08:44.04,Default,,0000,0000,0000,,is selling bouquets,\Nyou can think about selling single stems.
Dialogue: 0,0:08:44.84,0:08:48.28,Default,,0000,0000,0000,,I remember someone talking about\Nselling at the Salt Lake Farmers Market,
Dialogue: 0,0:08:48.72,0:08:52.96,Default,,0000,0000,0000,,and they didn't sell sweet peas,\Nand the farmer down the row from them did.
Dialogue: 0,0:08:52.96,0:08:56.81,Default,,0000,0000,0000,,And so they would send people looking for\Nsweet peas down there, and vice versa.
Dialogue: 0,0:08:57.64,0:09:01.68,Default,,0000,0000,0000,,So, the most important thing is not to be
Dialogue: 0,0:09:02.40,0:09:06.95,Default,,0000,0000,0000,,so worried about not selling your flowers\Nbecause there's other farmers there
Dialogue: 0,0:09:06.95,0:09:09.96,Default,,0000,0000,0000,,selling flowers that you lower\Nyour prices.
Dialogue: 0,0:09:10.44,0:09:13.00,Default,,0000,0000,0000,,You really need to base your prices
Dialogue: 0,0:09:13.00,0:09:16.04,Default,,0000,0000,0000,,on what you need to make\Nto be a sustainable business.
Dialogue: 0,0:09:16.68,0:09:21.12,Default,,0000,0000,0000,,And if you get scared,\Nyou don't want to to have a race
Dialogue: 0,0:09:21.12,0:09:24.68,Default,,0000,0000,0000,,to the bottom where you lower your prices\Nand become the cheapest.
Dialogue: 0,0:09:26.08,0:09:28.70,Default,,0000,0000,0000,,Cheap isn't best.
Dialogue: 0,0:09:30.72,0:09:31.92,Default,,0000,0000,0000,,Okay, so
Dialogue: 0,0:09:31.92,0:09:34.92,Default,,0000,0000,0000,,some things about really killing it\Nat the farmers market.
Dialogue: 0,0:09:36.16,0:09:39.60,Default,,0000,0000,0000,,If you want to really have\Na consistent business
Dialogue: 0,0:09:39.60,0:09:44.34,Default,,0000,0000,0000,,where people are coming back\Nto you every week because they know
Dialogue: 0,0:09:44.34,0:09:47.44,Default,,0000,0000,0000,,your flowers are the prettiest\Nand the longest lasting,
Dialogue: 0,0:09:47.44,0:09:50.44,Default,,0000,0000,0000,,then you need to bring the best product\Nyou have.
Dialogue: 0,0:09:50.64,0:09:52.08,Default,,0000,0000,0000,,If there's something that's
Dialogue: 0,0:09:52.08,0:09:55.08,Default,,0000,0000,0000,,kind of wilty, I don't like to take it\Nto the farmer's market.
Dialogue: 0,0:09:55.84,0:09:58.08,Default,,0000,0000,0000,,Because that first time\Nyou sell a bouquet,
Dialogue: 0,0:09:58.08,0:10:01.08,Default,,0000,0000,0000,,that's like one of your\Nyour only chances, right?
Dialogue: 0,0:10:01.47,0:10:02.60,Default,,0000,0000,0000,,And if they don't have
Dialogue: 0,0:10:02.60,0:10:06.24,Default,,0000,0000,0000,,the best experience with it,\Nthey might not buy from you again.
Dialogue: 0,0:10:06.72,0:10:10.71,Default,,0000,0000,0000,,So you want to be knowledgeable\Nin the varieties you grow,
Dialogue: 0,0:10:10.71,0:10:14.16,Default,,0000,0000,0000,,know your harvest stage, \Nhydrate them well,
Dialogue: 0,0:10:16.07,0:10:17.48,Default,,0000,0000,0000,,and they'll keep coming back.
Dialogue: 0,0:10:17.48,0:10:21.24,Default,,0000,0000,0000,,And what's great is when they come back,\Nthey'll tell other people.
Dialogue: 0,0:10:21.64,0:10:24.68,Default,,0000,0000,0000,,It's pretty common for people to walk by,
Dialogue: 0,0:10:25.80,0:10:29.04,Default,,0000,0000,0000,,customers that returning customers\Nwill walk by with someone else.
Dialogue: 0,0:10:29.04,0:10:32.04,Default,,0000,0000,0000,,Someone new\Nis buying a flower and say, hey,
Dialogue: 0,0:10:32.63,0:10:34.63,Default,,0000,0000,0000,,those flowers are going to last two weeks.
Dialogue: 0,0:10:34.63,0:10:36.41,Default,,0000,0000,0000,,They're the best. You should buy it.
Dialogue: 0,0:10:36.41,0:10:38.09,Default,,0000,0000,0000,,And I don't have to do the selling.
Dialogue: 0,0:10:38.09,0:10:40.08,Default,,0000,0000,0000,,It's my customers doing it for me.
Dialogue: 0,0:10:40.08,0:10:42.92,Default,,0000,0000,0000,,So it's kind of awesome.
Dialogue: 0,0:10:42.92,0:10:47.04,Default,,0000,0000,0000,,If it's a really hot day,\NI like taking frozen water bottles
Dialogue: 0,0:10:47.04,0:10:50.04,Default,,0000,0000,0000,,and sticking them in the buckets,\NI always keep my tent.
Dialogue: 0,0:10:50.20,0:10:53.20,Default,,0000,0000,0000,,My flowers are in the shade.
Dialogue: 0,0:10:53.20,0:10:56.12,Default,,0000,0000,0000,,And then another big thing is\Nwhen people are walking around,
Dialogue: 0,0:10:56.12,0:10:59.64,Default,,0000,0000,0000,,they don't think about it,\Nbut the flowers will wilt pretty quickly.
Dialogue: 0,0:10:59.64,0:11:03.76,Default,,0000,0000,0000,,And so I like to offer to hold them\Nwhile they shop
Dialogue: 0,0:11:03.76,0:11:06.84,Default,,0000,0000,0000,,so that they're not walking around\Nwith their stems out of water,
Dialogue: 0,0:11:06.84,0:11:09.09,Default,,0000,0000,0000,,if they're going\Nto be shopping for a while.
Dialogue: 0,0:11:11.04,0:11:13.68,Default,,0000,0000,0000,,Let's see. So,
Dialogue: 0,0:11:13.68,0:11:16.68,Default,,0000,0000,0000,,when you are setting up your display,
Dialogue: 0,0:11:17.32,0:11:19.77,Default,,0000,0000,0000,,there is a
Dialogue: 0,0:11:20.84,0:11:23.92,Default,,0000,0000,0000,,catch phrase that says stack them high\Nand watch them fly
Dialogue: 0,0:11:23.92,0:11:26.45,Default,,0000,0000,0000,,that vegetable farmers use.
Dialogue: 0,0:11:26.45,0:11:32.58,Default,,0000,0000,0000,,And I think the same thing applies to our \Ndisplays at the farmers market for flowers
Dialogue: 0,0:11:32.58,0:11:35.04,Default,,0000,0000,0000,,We want to show abundance.
Dialogue: 0,0:11:35.04,0:11:38.04,Default,,0000,0000,0000,,People like to have lots of choices.
Dialogue: 0,0:11:38.92,0:11:40.28,Default,,0000,0000,0000,,It looks good.
Dialogue: 0,0:11:40.28,0:11:41.24,Default,,0000,0000,0000,,It's appealing.
Dialogue: 0,0:11:41.24,0:11:44.04,Default,,0000,0000,0000,,It stops people in their track.
Dialogue: 0,0:11:44.04,0:11:48.71,Default,,0000,0000,0000,,So bring everything you have.\NPack it in so it looks lush.
Dialogue: 0,0:11:50.72,0:11:54.16,Default,,0000,0000,0000,,And I think it's, it's always\Nthose last two bouquets
Dialogue: 0,0:11:54.16,0:11:57.36,Default,,0000,0000,0000,,that are sitting on a mostly empty table
Dialogue: 0,0:11:57.36,0:12:00.36,Default,,0000,0000,0000,,that are the hardest to sell. So,
Dialogue: 0,0:12:00.76,0:12:02.28,Default,,0000,0000,0000,,clearly mark your prices.
Dialogue: 0,0:12:02.28,0:12:05.28,Default,,0000,0000,0000,,People are shy.\NThey don't want to ask you.
Dialogue: 0,0:12:05.88,0:12:09.36,Default,,0000,0000,0000,,It also makes it clear\Nthat everybody's getting the same price.
Dialogue: 0,0:12:10.12,0:12:13.16,Default,,0000,0000,0000,,I have three price points, I have three.
Dialogue: 0,0:12:13.32,0:12:17.84,Default,,0000,0000,0000,,I have my petite bouquets,\Nmy regular bouquets, and my mason jars.
Dialogue: 0,0:12:18.08,0:12:21.24,Default,,0000,0000,0000,,And sometimes I'll do a premium bouquet\Nthat's a little bit larger
Dialogue: 0,0:12:21.24,0:12:24.60,Default,,0000,0000,0000,,and a little bit more money,\Nbut I don't go beyond that.
Dialogue: 0,0:12:25.32,0:12:28.92,Default,,0000,0000,0000,,Simple is easy for you\Nand it's easy for your customer.
Dialogue: 0,0:12:30.04,0:12:32.40,Default,,0000,0000,0000,,I also really like long tablecloths.
Dialogue: 0,0:12:32.40,0:12:36.24,Default,,0000,0000,0000,,I don't want my junk\Nhanging out on the bottom.
Dialogue: 0,0:12:36.96,0:12:38.76,Default,,0000,0000,0000,,Underneath my tablecloth.
Dialogue: 0,0:12:38.76,0:12:40.76,Default,,0000,0000,0000,,That's kind of nitpicky, but
Dialogue: 0,0:12:40.76,0:12:44.08,Default,,0000,0000,0000,,it's just one of those things\NI think makes you look so professional
Dialogue: 0,0:12:44.64,0:12:47.52,Default,,0000,0000,0000,,and then think about\Nwhether they can find you again.
Dialogue: 0,0:12:47.52,0:12:49.24,Default,,0000,0000,0000,,Do you have business cards?
Dialogue: 0,0:12:49.24,0:12:50.56,Default,,0000,0000,0000,,Do you have a banner up?
Dialogue: 0,0:12:50.56,0:12:53.76,Default,,0000,0000,0000,,Do they know if\Nif they can order from you again?
Dialogue: 0,0:12:55.80,0:12:58.80,Default,,0000,0000,0000,,It helps with repeat business.
Dialogue: 0,0:13:00.28,0:13:01.08,Default,,0000,0000,0000,,Okay.
Dialogue: 0,0:13:01.08,0:13:05.28,Default,,0000,0000,0000,,So pricing.\NPricing came up a lot in Heather's talk.
Dialogue: 0,0:13:06.12,0:13:08.08,Default,,0000,0000,0000,,Pricing is hard.
Dialogue: 0,0:13:08.08,0:13:10.84,Default,,0000,0000,0000,,I think it's a really hard thing\Nwhen you're starting out.
Dialogue: 0,0:13:10.84,0:13:15.72,Default,,0000,0000,0000,,And one of the most important things\Nyou can do is start tracking
Dialogue: 0,0:13:15.72,0:13:19.79,Default,,0000,0000,0000,,your expenses and your labor.
Dialogue: 0,0:13:19.79,0:13:23.00,Default,,0000,0000,0000,,The costs of really producing those stems.
Dialogue: 0,0:13:24.44,0:13:26.32,Default,,0000,0000,0000,,Labor is our biggest cost.
Dialogue: 0,0:13:26.32,0:13:30.44,Default,,0000,0000,0000,,And I think that it's the thing\Nthat we like to discount the most.
Dialogue: 0,0:13:30.88,0:13:33.32,Default,,0000,0000,0000,,We don't think about it\Nbecause it's just our time.
Dialogue: 0,0:13:33.32,0:13:36.20,Default,,0000,0000,0000,,But our time is valuable. So,
Dialogue: 0,0:13:37.68,0:13:39.48,Default,,0000,0000,0000,,really knowing your true costs,
Dialogue: 0,0:13:39.48,0:13:42.80,Default,,0000,0000,0000,,looking to break even, track your hours,
Dialogue: 0,0:13:43.68,0:13:49.09,Default,,0000,0000,0000,,all of your hours, even if it's time, \Nposting on social media, or
Dialogue: 0,0:13:50.96,0:13:54.24,Default,,0000,0000,0000,,time stripping the bouquet,\Nyou know, stripping your stems
Dialogue: 0,0:13:54.24,0:13:57.96,Default,,0000,0000,0000,,and making bouquets and weeding\Nall those things add up.
Dialogue: 0,0:13:57.96,0:14:01.62,Default,,0000,0000,0000,,And, you probably work\Nmore than you think you do.
Dialogue: 0,0:14:02.92,0:14:05.92,Default,,0000,0000,0000,,So and then,
Dialogue: 0,0:14:05.92,0:14:07.16,Default,,0000,0000,0000,,watch your stem counts.
Dialogue: 0,0:14:07.16,0:14:11.40,Default,,0000,0000,0000,,It's one thing to say my bouquets are $20,\Nbut what does that mean?
Dialogue: 0,0:14:11.40,0:14:14.72,Default,,0000,0000,0000,,Is it a ten stem bouquet\Nor is it a 25 stem bouquet?
Dialogue: 0,0:14:15.13,0:14:19.13,Default,,0000,0000,0000,,You know, one of those going to be \Nmuch more profitable than the other.
Dialogue: 0,0:14:19.13,0:14:22.25,Default,,0000,0000,0000,,And then I have this picture here,
Dialogue: 0,0:14:22.25,0:14:24.88,Default,,0000,0000,0000,,and these are some David\NAustin Garden roses.
Dialogue: 0,0:14:24.88,0:14:27.88,Default,,0000,0000,0000,,And I don't take them\Nto the farmer's market.
Dialogue: 0,0:14:28.44,0:14:30.64,Default,,0000,0000,0000,,This was, a customer
Dialogue: 0,0:14:30.64,0:14:34.20,Default,,0000,0000,0000,,had ordered, an expensive birthday,
Dialogue: 0,0:14:35.48,0:14:39.04,Default,,0000,0000,0000,,bouquet and surprised his wife
Dialogue: 0,0:14:40.72,0:14:42.72,Default,,0000,0000,0000,,with it at the farmer's market.
Dialogue: 0,0:14:42.72,0:14:46.90,Default,,0000,0000,0000,,And so I wouldn't put tons of \Nhigh value flowers
Dialogue: 0,0:14:46.90,0:14:49.64,Default,,0000,0000,0000,,into a market bouquet
Dialogue: 0,0:14:49.92,0:14:52.68,Default,,0000,0000,0000,,unless I was charging\Nappropriately for it.
Dialogue: 0,0:14:52.68,0:14:55.28,Default,,0000,0000,0000,,So just pay attention to those things
Dialogue: 0,0:14:55.28,0:14:58.28,Default,,0000,0000,0000,,like ranunculus\Nor garden roses or dahlias and
Dialogue: 0,0:14:59.16,0:15:02.16,Default,,0000,0000,0000,,use them judiciously.
Dialogue: 0,0:15:04.68,0:15:07.68,Default,,0000,0000,0000,,Talking too much.
Dialogue: 0,0:15:08.20,0:15:11.36,Default,,0000,0000,0000,,One of the other things that people do is
Dialogue: 0,0:15:12.40,0:15:15.40,Default,,0000,0000,0000,,at the end of the market, sorry.
Dialogue: 0,0:15:17.40,0:15:20.12,Default,,0000,0000,0000,,They will,
Dialogue: 0,0:15:20.12,0:15:23.12,Default,,0000,0000,0000,,ask for discount\Nsometimes if you have flowers left over.
Dialogue: 0,0:15:23.60,0:15:26.12,Default,,0000,0000,0000,,And when you give discounts\Nat the end of the market,
Dialogue: 0,0:15:26.12,0:15:29.96,Default,,0000,0000,0000,,you train your customers to know,\Nhey, if she's got flowers left over,
Dialogue: 0,0:15:29.96,0:15:32.04,Default,,0000,0000,0000,,I can go get them cheap.
Dialogue: 0,0:15:32.04,0:15:35.04,Default,,0000,0000,0000,,And that must be\Nwhat they're really worth.
Dialogue: 0,0:15:37.16,0:15:38.56,Default,,0000,0000,0000,,Sorry.
Dialogue: 0,0:15:39.96,0:15:42.84,Default,,0000,0000,0000,,So I never discount my flowers\Nat the end of the market.
Dialogue: 0,0:15:42.84,0:15:46.84,Default,,0000,0000,0000,,I would rather take them to a friend\Nor to my mother in law.
Dialogue: 0,0:15:47.80,0:15:50.80,Default,,0000,0000,0000,,Take them somewhere, give them away.
Dialogue: 0,0:15:51.00,0:15:54.00,Default,,0000,0000,0000,,You can think of it as PR.
Dialogue: 0,0:15:54.00,0:15:58.92,Default,,0000,0000,0000,,People enjoy getting flowers, and then\Nyou're not devaluing the flowers at all.
Dialogue: 0,0:15:58.92,0:16:03.01,Default,,0000,0000,0000,,It becomes a gift instead of a discount.
Dialogue: 0,0:16:03.88,0:16:06.84,Default,,0000,0000,0000,,And then
Dialogue: 0,0:16:06.84,0:16:08.44,Default,,0000,0000,0000,,with pricing.
Dialogue: 0,0:16:08.44,0:16:11.00,Default,,0000,0000,0000,,I love this quote from Seth Godin.
Dialogue: 0,0:16:11.00,0:16:13.76,Default,,0000,0000,0000,,Cheap as another way to say scared.
Dialogue: 0,0:16:13.76,0:16:16.28,Default,,0000,0000,0000,,And I think
Dialogue: 0,0:16:16.28,0:16:20.20,Default,,0000,0000,0000,,lowering\Nour price should be our last thing.
Dialogue: 0,0:16:20.20,0:16:22.56,Default,,0000,0000,0000,,I think we need to think about,
Dialogue: 0,0:16:22.56,0:16:23.92,Default,,0000,0000,0000,,do my flowers look good?
Dialogue: 0,0:16:23.92,0:16:26.20,Default,,0000,0000,0000,,If they're not selling, do they look good?
Dialogue: 0,0:16:26.20,0:16:27.48,Default,,0000,0000,0000,,Am I getting the word out?
Dialogue: 0,0:16:27.48,0:16:29.48,Default,,0000,0000,0000,,Do people know I'm here?
Dialogue: 0,0:16:29.48,0:16:30.56,Default,,0000,0000,0000,,Am I being friendly?
Dialogue: 0,0:16:30.56,0:16:33.32,Default,,0000,0000,0000,,Am I being engaging?\NDoing all those things?
Dialogue: 0,0:16:33.32,0:16:36.32,Default,,0000,0000,0000,,Before\Nwe think about discounting our prices or,
Dialogue: 0,0:16:37.68,0:16:40.68,Default,,0000,0000,0000,,not charging enough.
Dialogue: 0,0:16:42.88,0:16:45.49,Default,,0000,0000,0000,,Okay, so here are my boys.
Dialogue: 0,0:16:45.49,0:16:49.36,Default,,0000,0000,0000,,They helped me sell at the market because \Nwe do two markets on saturday mornings
Dialogue: 0,0:16:49.36,0:16:51.44,Default,,0000,0000,0000,,and I can't be in two places at once.
Dialogue: 0,0:16:52.20,0:16:54.28,Default,,0000,0000,0000,,And so these are a few things that I've,
Dialogue: 0,0:16:55.56,0:16:57.04,Default,,0000,0000,0000,,and they're not allowed to sit
Dialogue: 0,0:16:57.04,0:17:00.44,Default,,0000,0000,0000,,while we're selling at the farmer's market\Nuntil
Dialogue: 0,0:17:00.60,0:17:02.51,Default,,0000,0000,0000,,all the flowers are sold.
Dialogue: 0,0:17:03.72,0:17:05.56,Default,,0000,0000,0000,,They really love that.
Dialogue: 0,0:17:05.56,0:17:07.00,Default,,0000,0000,0000,,It's good to be friendly.
Dialogue: 0,0:17:07.00,0:17:10.00,Default,,0000,0000,0000,,I usually just say, hi,\Nhow are you doing to people?
Dialogue: 0,0:17:12.72,0:17:13.88,Default,,0000,0000,0000,,You can be friendly
Dialogue: 0,0:17:13.88,0:17:16.88,Default,,0000,0000,0000,,and talk to everybody without being pushy.
Dialogue: 0,0:17:17.12,0:17:18.20,Default,,0000,0000,0000,,I also find it.
Dialogue: 0,0:17:18.20,0:17:21.88,Default,,0000,0000,0000,,It's great to accept\Nas many forms of payment as possible.
Dialogue: 0,0:17:21.88,0:17:24.52,Default,,0000,0000,0000,,So credit cards, cash,
Dialogue: 0,0:17:24.52,0:17:27.36,Default,,0000,0000,0000,,Apple pay, Google pay,\Nall of those things.
Dialogue: 0,0:17:27.36,0:17:31.23,Default,,0000,0000,0000,,The easier\Nyou make it for people to pay, the
Dialogue: 0,0:17:31.80,0:17:35.52,Default,,0000,0000,0000,,less obstacles\Nthere are to them buying your flowers.
Dialogue: 0,0:17:36.92,0:17:39.92,Default,,0000,0000,0000,,Once we sell a bouquet, we usually,
Dialogue: 0,0:17:40.00,0:17:43.84,Default,,0000,0000,0000,,you know, if half a bucket is empty\Nand another half a bucket is empty,
Dialogue: 0,0:17:43.84,0:17:47.00,Default,,0000,0000,0000,,we combine the buckets,\Nwe keep our displays looking good.
Dialogue: 0,0:17:48.46,0:17:52.28,Default,,0000,0000,0000,,It gives us something to do\Nwhile we're sitting there.
Dialogue: 0,0:17:52.72,0:17:55.72,Default,,0000,0000,0000,,And helps our display look good.
Dialogue: 0,0:17:56.24,0:18:00.40,Default,,0000,0000,0000,,And, another collect your email addresses.
Dialogue: 0,0:18:00.40,0:18:03.88,Default,,0000,0000,0000,,This is a great thing because \Nwhen you want to contact them later
Dialogue: 0,0:18:03.88,0:18:06.32,Default,,0000,0000,0000,,to tell them\Nwhen the market starts next year,
Dialogue: 0,0:18:07.16,0:18:09.76,Default,,0000,0000,0000,,or to tell them when,
Dialogue: 0,0:18:09.76,0:18:13.04,Default,,0000,0000,0000,,you're selling your subscriptions\Nor that you're starting weddings.
Dialogue: 0,0:18:13.04,0:18:15.96,Default,,0000,0000,0000,,This is how you can contact\Nthese people later.
Dialogue: 0,0:18:15.96,0:18:19.88,Default,,0000,0000,0000,,And then I think this is most important\Nas you come back and you do it again,
Dialogue: 0,0:18:20.60,0:18:22.68,Default,,0000,0000,0000,,and then you come back\Nand you do it again.
Dialogue: 0,0:18:22.68,0:18:25.00,Default,,0000,0000,0000,,If someone comes\Nand they buy your flowers,
Dialogue: 0,0:18:25.00,0:18:28.00,Default,,0000,0000,0000,,and they think they were\Nthe most amazing flowers in the world,
Dialogue: 0,0:18:28.28,0:18:31.92,Default,,0000,0000,0000,,and they come back and you're not there\Nthe next week, you've lost a sale.
Dialogue: 0,0:18:32.88,0:18:35.19,Default,,0000,0000,0000,,So I think the farmers market
Dialogue: 0,0:18:35.19,0:18:39.76,Default,,0000,0000,0000,,is the most successful\Nwhen you commit to it, when you go back
Dialogue: 0,0:18:39.76,0:18:44.08,Default,,0000,0000,0000,,year after year or even week after week,\Nif you're just trying it for a season.
Dialogue: 0,0:18:45.05,0:18:47.40,Default,,0000,0000,0000,,There's nothing wrong with \Ntrying it for a season
Dialogue: 0,0:18:47.40,0:18:50.12,Default,,0000,0000,0000,,and seeing\Nif it works with your lifestyle.
Dialogue: 0,0:18:50.52,0:18:53.64,Default,,0000,0000,0000,,But I do think if you're going\Nto really have the benefits
Dialogue: 0,0:18:53.64,0:18:55.20,Default,,0000,0000,0000,,and the rewards of
Dialogue: 0,0:18:55.20,0:19:00.08,Default,,0000,0000,0000,,selling at a farmer's market, then\Nyou've got to have some commitment there.
Dialogue: 0,0:19:02.08,0:19:03.36,Default,,0000,0000,0000,,Okay.
Dialogue: 0,0:19:03.36,0:19:06.12,Default,,0000,0000,0000,,So I wanted to talk a little bit about
Dialogue: 0,0:19:06.12,0:19:09.12,Default,,0000,0000,0000,,is sold out the real goal?
Dialogue: 0,0:19:10.92,0:19:13.92,Default,,0000,0000,0000,,So on this picture on the,
Dialogue: 0,0:19:15.24,0:19:18.24,Default,,0000,0000,0000,,the picture with less flowers,\NI sold out that day.
Dialogue: 0,0:19:19.05,0:19:22.60,Default,,0000,0000,0000,,Which is always awesome to be able to say\NI took everything and I sold it.
Dialogue: 0,0:19:23.56,0:19:25.20,Default,,0000,0000,0000,,The one above,
Dialogue: 0,0:19:25.20,0:19:27.24,Default,,0000,0000,0000,,I did not sell out that day.
Dialogue: 0,0:19:27.24,0:19:31.48,Default,,0000,0000,0000,,I think I had two bouquets left over,\Nbut it was my highest grossing market,
Dialogue: 0,0:19:32.76,0:19:33.68,Default,,0000,0000,0000,,that I've ever had.
Dialogue: 0,0:19:33.68,0:19:36.68,Default,,0000,0000,0000,,It was just our last market\Nof this last season.
Dialogue: 0,0:19:37.00,0:19:40.76,Default,,0000,0000,0000,,And a lot of times,\Nwe think it's great to sell out,
Dialogue: 0,0:19:40.76,0:19:44.04,Default,,0000,0000,0000,,but if you're selling out\Nsuper early in the day and,
Dialogue: 0,0:19:44.32,0:19:47.56,Default,,0000,0000,0000,,your market starts at nine\Nand you're sold out by 11 or 12
Dialogue: 0,0:19:48.56,0:19:53.20,Default,,0000,0000,0000,,and you've got another hour to go,\Nthink about what's going on.
Dialogue: 0,0:19:53.20,0:19:54.96,Default,,0000,0000,0000,,Are you,
Dialogue: 0,0:19:54.96,0:19:57.60,Default,,0000,0000,0000,,selling your flowers cheaply?
Dialogue: 0,0:19:57.60,0:19:59.52,Default,,0000,0000,0000,,Are you not bringing enough product?
Dialogue: 0,0:19:59.52,0:20:02.52,Default,,0000,0000,0000,,Can you work on that for the next season?
Dialogue: 0,0:20:03.28,0:20:06.88,Default,,0000,0000,0000,,We are trying to double our production\Nagain this year because
Dialogue: 0,0:20:08.32,0:20:09.60,Default,,0000,0000,0000,,we can probably sell it.
Dialogue: 0,0:20:09.60,0:20:14.00,Default,,0000,0000,0000,,And so, those are just some things\Nto think about when you're selling out.
Dialogue: 0,0:20:14.96,0:20:17.96,Default,,0000,0000,0000,,Really, what you want to do is
Dialogue: 0,0:20:18.20,0:20:19.96,Default,,0000,0000,0000,,sell the most flowers, right?
Dialogue: 0,0:20:19.96,0:20:23.40,Default,,0000,0000,0000,,And so it's okay\Nif you have a couple bouquets left over,
Dialogue: 0,0:20:23.76,0:20:25.36,Default,,0000,0000,0000,,if that means that every person
Dialogue: 0,0:20:25.36,0:20:28.22,Default,,0000,0000,0000,,that wanted a bouquet\Nthat came to the market got one.
Dialogue: 0,0:20:28.40,0:20:31.08,Default,,0000,0000,0000,,I always felt terrible\Nwhen I'd sell out early,
Dialogue: 0,0:20:31.08,0:20:34.08,Default,,0000,0000,0000,,and then people would come up to me\Nand go, oh.
Dialogue: 0,0:20:35.52,0:20:38.16,Default,,0000,0000,0000,,I was, you know, I'm here\Njust for flowers or something.
Dialogue: 0,0:20:38.16,0:20:41.84,Default,,0000,0000,0000,,And I knew I missed a sale because\NI didn't have enough flowers that week.
Dialogue: 0,0:20:42.16,0:20:45.16,Default,,0000,0000,0000,,So something to think about.
Dialogue: 0,0:20:46.52,0:20:48.48,Default,,0000,0000,0000,,And then,
Dialogue: 0,0:20:48.48,0:20:53.00,Default,,0000,0000,0000,,subscriptions, like I said earlier,\Na lot of my subscriptions come from
Dialogue: 0,0:20:53.52,0:20:56.76,Default,,0000,0000,0000,,referrals from the farmers market\Nand some selling
Dialogue: 0,0:20:57.24,0:21:00.24,Default,,0000,0000,0000,,after you get those email addresses.
Dialogue: 0,0:21:00.36,0:21:02.96,Default,,0000,0000,0000,,Some selling points\Nfor when you approach people
Dialogue: 0,0:21:02.96,0:21:06.36,Default,,0000,0000,0000,,about subscriptions,\Nthey already know your quality.
Dialogue: 0,0:21:06.62,0:21:08.19,Default,,0000,0000,0000,,They know you have great variety.
Dialogue: 0,0:21:08.19,0:21:12.12,Default,,0000,0000,0000,,That's one of the things\Nmy subscribers say when I,
Dialogue: 0,0:21:13.17,0:21:15.92,Default,,0000,0000,0000,,ask them in surveys,\Nwhat do they enjoy about our flowers?
Dialogue: 0,0:21:15.92,0:21:18.92,Default,,0000,0000,0000,,It's the varieties that they get,\Nthat they're different.
Dialogue: 0,0:21:20.72,0:21:24.12,Default,,0000,0000,0000,,It's more convenient\Nto have flowers delivered to you
Dialogue: 0,0:21:24.48,0:21:26.32,Default,,0000,0000,0000,,or to pick them up once a week,
Dialogue: 0,0:21:26.32,0:21:29.49,Default,,0000,0000,0000,,than have to go to the farmers market\Nand see if there's any there.
Dialogue: 0,0:21:30.40,0:21:32.64,Default,,0000,0000,0000,,We also do a spring subscription,
Dialogue: 0,0:21:32.64,0:21:36.52,Default,,0000,0000,0000,,and that starts before\Nthere are any farmer's markets open.
Dialogue: 0,0:21:36.52,0:21:39.60,Default,,0000,0000,0000,,And so that's an opportunity\Nto extend your,
Dialogue: 0,0:21:40.28,0:21:43.28,Default,,0000,0000,0000,,selling period. And,
Dialogue: 0,0:21:43.63,0:21:46.10,Default,,0000,0000,0000,,and then the assurance\Nof being able to get flowers
Dialogue: 0,0:21:46.10,0:21:47.77,Default,,0000,0000,0000,,if you're selling out all the time.
Dialogue: 0,0:21:47.77,0:21:50.72,Default,,0000,0000,0000,,And people might just want to make sure\Nthey have your flowers.
Dialogue: 0,0:21:51.60,0:21:54.60,Default,,0000,0000,0000,,So that's kind of
Dialogue: 0,0:21:55.68,0:21:57.24,Default,,0000,0000,0000,,what I've got for you.
Dialogue: 0,0:21:57.24,0:22:00.24,Default,,0000,0000,0000,,It looks like there's some
Dialogue: 0,0:22:00.60,0:22:01.48,Default,,0000,0000,0000,,questions.