A one day (or two half-day) course for farmers and local producers to maximise their sales and presence at farmers’ markets

____Consumers today are increasingly discerning and many wish to buy direct from the producer to maximise quality and flavour. Visiting a farmers’ market or farm shop is also an enjoyable day out. The potential for business for those offering such service is growing at a phenomenal rate.
____Most customers visiting a farm retail site are looking for a unique experience that they do not receive from other outlets. They look for a welcoming atmosphere and the personal service that they receive from the staff who serve them.
____The aim of the ‘Welcome Farmer’ course is to enable farmers and local producers to maximise sales and repeat business through excellent customer service at farmers’ markets, in their farm shop, or other retail outlet.
____The one day training course delivers a range of skills and ideas that can be put to immediate use. The course also provides and opportunity to meet with staff from other farms to share experiences and ideas.

“The Welcome Farmer course motivated me and my staff for the new season. We now provide a better service to existing and new customers.”
Heidi Fermor, Perry Court Farm, Bilting, Ashford

“Welcome Farmer prepares and directs producers to an expanding and important retail market.”
Angus Stovold, Chairman, South West Surrey NFU.



The one day programme comprises
an overview of the relevance and potential of new farming opportunities. A review of customer care skills, which will enable participants to deal with customers confidently and improve the quality of service.

Issues covered include:
The importance of first impressions Understanding the relationship between selling and customer care Listening and observation skills Making and maximising contacts Tips on merchandising and display

The training day
‘Welcome Farmer’ will enhance existing selling skills and allow delegates to deliver excellent customer service. These skills can be applied the very next day to improve the effectiveness of their selling technique. Delegates successfully completing the course receive a personalised certificate and reference manual for ongoing use back at the workplace.

Contents of the program
The programme covers the following topics:
1. Introduction
2. Focus on Farming and Farm Retailing
- Introductory session looking at the future of farming
3. Customer Care in the Market
- definition of customer care
- customer expectations
- why businesses lose customers
- the importance of first impressions
4. Selling your Product
- definition of selling
- features and benefits
5. What is your Customer Expecting
- matching our products to different visitor/customer groups
6. Selling Skills
- how we communicate effectively with visitors/customers
- listening to the customer and being observant
7. Merchandising and Display
- tips for effective merchandising and display
8. Dealing with Customer Issues and Problems
- facing up to difficult issues
- framework for dealing with complaints
9. Maximising the Relationship
- importance of effective follow-up
10. Action Planning & Course Review