Optimize Your Funnel Selling Process for Manufacturing

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you're about to sell somebody something that you've grown on your farm and you're taking your hard work that has translated into a farm product and you're taking somebody else's money that they've taken their hard work translated it into dollars and then we have this value exchange where your money goes here and your chicken is here and then you swap the two and then that's awesome and we're talking about that transaction actually selling stuff to people specifically in the farmers market realm in this video but a lot of these concepts apply no matter where your sales avenues are in your farm business so let's just dive right into this gum this I'm fired up so we're gonna cover three things you should do during the sales process and we're gonna let's just stick with the farmers market realm but you can apply this take take the concepts that I'm bringing out here and then you're gonna use your super smart brain and then apply them to other things I only got like a couple minutes here let's we got to keep it rolling so the first thing we're gonna do is make it easy for the customer to give you money and I've seen this a lot and whether it's laziness whether it's just not thinking about it whether it's just whatever we're a couple things happen a farmer and a farmer stand that has a cash box and it's just full of bills and they're unsorted and there's no easy to make change and the customer stand in there is line building and the guys at the end of the line are leaving and they're like I'll come back later and then they probably don't come back and we'd all because you have this hang-up of your messy cash box going to Amazon spend 20 bucks and get a cash box that sorts your dollar bills make it easy to make change make change for people on the double really quick you can have a little cash register box where you've pledged your thing in or just have a box that folds up I don't care what you use but make it easy don't sort through this rat's nest of money trying to have this exchange with your customer it's awkward for both of you the other thing for me accept credit cards it's an it's a part of the cost of doing business I have started to accept credit cards I didn't do credit cards for my first year and then after that because I didn't want to pay the fees you know that's the thing and I found that after I started accepting credit cards actually sold more product now there's fees associated with that there's the you know when you swipe the card and the company takes a fee and then you pay a monthly fee for a thing and who is the best to use it's gonna vary depending on your situation how your farm is structured and quite honestly it's like such a time-sensitive thing that when you make this decision you're gonna have to do some research I would push for the fact that you do do that research and hint do do do to that research and accept credit cards so that you can sell more money I've had people I've lost sales we're like oh I didn't have enough cash this week I just spent it on the vegetable guy I'll come back next week and then maybe they do maybe they don't but also we sell food people eat everyday so they could buy chicken this week and next week and it's not just a special thing it's not a special occasion it's just grocery shopping and we want to get their money into our hands as easy as possible so accepting credit cards part of doing business you got to do it if you want more information on that leave it in the comment section below maybe we can expand on this topic but make it easy for people to pay you number two the second thing that you should do when you're when you're having that value exchange with people is you gotta be a little cute God be a little witty gotta be adorable this is a this is something that I do when I'm having that conversation or I'm going through my cash box or swiping the credit card is I'll distract I'll distract from the the awkward moment of doing that monetary exchange because that's a little dry a little terrible and that's not why we're there we're there to feel good we want people to feel good about doing business with us so while we're going through that and I'm like packing the chicken up and putting it in a bag and swipe from the credit card getting them to do their finger squiggle on the screen and I do call it finger squiggle which always makes people laugh is all break up the conversation I'm not like this is your money this is your change I'll be like oh how you gonna cook it have you ever had our chicken before and I'll pull off our previous conversation but bring up a few light easy simple questions what else are you doing this besides cooking amazing chicken what else are you doing this weekend and kind of get people's weekend plans and I'm genuinely interested because I want to know what my customers are up to a lot of them are my friends I'm just interested in who they are as people and what their life is and that's part of relationship marketing but I also want to ease this process where I'm making it simple for them and distracting them from the fact that I'm taking their money I am giving them something valuable in return but at the end of the day taking their money and I want to make that a little bit more gentle and the third thing that you want to do is the last thing last little tidbit so we have making it easy for them to give you money we have making it gentle for them to give you money and then you want to stay in touch with them Wow why would you go through all this work we've watched through this many videos in the series here around a number four and during this process you just let them go no you want to stay in touch you meet somebody you like you want to stay in touch you say oh can I have your number you know like awkward dating this is fun great I don't know but for us we're gonna say hey do you follow us on Instagram because we've been posting some cute pictures of the baby chicks here on farmer we got piglets or we got sprouts coming up or whatever do you follow us on Instagram do you follow us on Facebook hey are you on our email list because you know we we process this many days throughout the year and if you want fresh chicken versus frozen chicken or this is when the first batch of chickens is ready for the year this is how often we have eggs all we sold out of eggs today but if you sign up for our email list you can get specials or no one we're collecting again or whatever find some incentive for them to follow you and you to follow them after you've made this exchange you don't want them to go you've put all this effort into getting the customer you've finally found somebody who's gonna give you money you want to have some way to contact them and for them to follow you after that exchange is done and this goes for wholesale accounts this goes for CSA members this goes for farmers market and retail wherever you are find a way to stay in touch with them and have that available on your market stand whether it's in terms of a brochure I put out an email signup list hey sign up for our email list and blahdy blahdy blah you know and make it like I'm like oh I'm not really sales e I just telling stories from the farm and you know when we have things available I want to be able to let you know just because we produce things seasonally and we don't have all year round and we go to different markets and blah blah blah so make it easy make it gentle and keep them coming back and that brings us to the end of our step four of our sales funnel now in step five we're gonna go over loyalty making those loyal customers and then step six the last and final step you thought it would end at the sale and it does it it goes on a loyalty and then advocacy creating advocates people who are gonna do your farm marketing for you just because you are so awesome now marketing is an in-depth topic and we're gonna be talking about it all year long and just going forward because we are you're here at farm marketing solutions I love marketing I love what I do on farm so the things that I'm presenting here are not theory they're just recounting stories of what I've been doing for the last like six years so I'm making a business out of this both the farm marketing side and the the whole raising chickens for me eggs and I raised hops as well and then you know I'm taking all those stories and especially for pasture poultry producers at least for this spring because I don't have time to write a book for everybody yet I have the pasture poultry packet number two it's all about marketing it's all about getting to this sales point and if you've watched this video series from the beginning you know what it's all about you know where to find it our marketing solutions com4 it slash store so I'm not gonna plug it anymore I am gonna tell you to have an awesome day enjoy what you do love every moment of it because otherwise why are you doing it you know everybody hates their job farmers have the benefit of doing something that's wholesome that's fulfilling right in here and that you can share with others everybody eats food is a universal language and that's something that's valuable something that people are gonna pay you money for so do right think about the earth think about your community always remember that you're not growing for you you're growing for your customers enjoy the rest of your day I'll talk to you guys soon [Music]