Most farmers try to push the “big sale” first… but what if your smallest product was actually the secret to long-term customer loyalty?

In this episode, I break down the concept of the gateway offer—a key piece of your sales funnel that many farms overlook. You’ll learn what it is, why it matters, how to identify yours, and how to use it to grow your customer base on purpose.

You’ll discover:

• What a gateway offer is (with examples for veggie, meat, flower, and value-added farms)

• Why small, low-risk products are often your most powerful marketing tool

• How to position and promote your gateway item online and at the farmers market

• What to do after a customer buys it to lead them deeper into your product ladder

• A mindset shift that will help you stop seeing small sales as a loss—and start seeing them as an investment

Local Line is my farm's preferred e-commerce platform for farmers. Are you looking for a new solution for your farm? I can't recommend it enough. Easy-to-use inventory management, great customer service, continuous improvement, and a culture dedicated to equipping farmers with marketing expertise. Local Line is offering a free premium feature for free for one year on top of your paid subscription. Claim your discount by signing up for a Local Line account today and using the coupon code: MDF2025. Head to my special affiliate link to get started: www.mydigitalfarmer.com/localline

Marketing doesn’t have to feel overwhelming! Farm Marketing School is my step-by-step system for building a profitable farm marketing plan. Inside, you'll get access to bite-sized marketing projects like:

📆 Creating a promotion calendar that drives consistent sales 🛠️ Setting up & optimizing your Google Business Profile 📧 Writing high-converting emails (nurture, promotions, onboarding) 🗣️ Collecting & using customer testimonials effectively 🔍 Auditing & improving your sales funnel 💬 Monthly live coaching calls for answers to your burning questions

Each project includes a workshop and step-by-step plan so you can take action and see results without the overwhelm. Join here: 👉 www.mydigitalfarmer.com/fms (Cancel anytime!)

What email provider do I use? I recommend Kit.com (formerly ConvertKit.com) -- it is easy to use, powerful, and getting better every year. It also integrates with most e-commerce providers and tools. Use my affiliate link!

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