Differentiating your farm from others selling wholesale could assist in gaining market access.

Consider everything you do, and plan to do in the future, to bring value to your customers.

• How can you make transactions easy and enjoyable for both you and buyers purchasing from you?

• What products and services can you offer that other farms do not?

Every farm and farmer is unique and what you offer buyers can go beyond the product itself. Ease of communication and transactions, storytelling opportunities, experiences, and connections in the local community are all benefits on top of the product itself.

Take 5 minutes to come up with your elevator pitch about why a wholesale buyer should choose to work with you. An elevator pitch is a brief, persuasive speech that you use to spark interest in what you or your farm does. The idea is that you should be able to deliver this speech in the time it takes to ride an elevator, typically around 30 seconds to 2 minutes.

FOCUS ON THE VALUE PROPOSITION:

Explain the unique value or benefit that you offer.

• Why should the buyer be interested?

• What problem do you solve or what need do you fulfill?