From Harvest to Handshake

You’ve grown your greens, now what? Learn how to approach markets, pitch to restaurants, and set up small CSA-style deliveries to turn your harvest into income.

So, you’ve poured your heart and soul into growing crisp lettuce, fragrant basil, juicy strawberries, or vibrant microgreens in your hydroponic system. The lights hum, the water flows, and your plants thrive. But once your growing racks are bursting with produce, there’s a big question staring you in the face:

How do you turn these harvests into income?

Selling your hydroponic produce locally isn’t just a nice idea—it’s a smart business move. It reduces transport costs, ensures your products stay fresh, and builds relationships in your community. Plus, people love knowing where their food comes from and supporting local growers.

In this guide, we’ll break down the steps to get your produce from harvest to handshake: how to find customers, set fair prices, approach markets and restaurants, and even build a small CSA (Community Supported Agriculture) program.

Let’s turn those beautiful crops into cash.

Before you even think about selling, you need to ensure your produce is market-ready.

This means clean, fresh, and presentable. Here’s a quick checklist for harvest prep:

✅ Harvest at peak freshness.
Morning harvests are often best, as plants are crisp and hydrated.

✅ Handle gently.
Avoid bruising leaves or fruits. Use clean, sharp tools and wear gloves when needed.

✅Rinse and package.
Rinse greens lightly in cool water, spin them dry, and pack into clean, breathable containers.

For fruits like strawberries, avoid washing unless necessary—pack them directly into punnets.

✅ Label properly.
Add a simple label with your farm name, the crop name, and harvest date. For microgreens or herbs, a "Use By" date is helpful too.

✅ Keep cool.
Hydroponic produce can wilt quickly in the heat. Invest in a small cooler or insulated bags for transport.

This extra effort helps your produce stand out and shows customers you care about quality.

Farmers’ markets are the heartbeat of local food culture. They’re a great place to build relationships, get feedback, and establish your brand.

To get started:

• Research local markets—when are they, what fees apply, and what’s the customer flow like?

• Apply for a stall. Many markets have an application process, so plan ahead.

• Prepare a simple, attractive setup: a tablecloth, price signs, and samples can go a long way.

• Be ready to tell your story. People love hearing about your growing methods and why hydroponics is special.

Pro tip: Start small, one or two crops, and grow your offerings as you learn what sells best.

Many chefs crave high-quality, local ingredients they can’t get from big suppliers.

Hydroponic greens, herbs, and microgreens are especially attractive because of their consistent quality and year-round availability.

Here’s how to approach chefs:

• Do your homework. Visit local restaurants, study their menus, and note what ingredients they use.

• Reach out directly. Send a friendly email or call the kitchen during off-peak hours (mid-morning or mid-afternoon). Ask if they’re interested in local, fresh hydroponic produce.

• Offer samples. Chefs love tasting. Bring a small sample pack—label it clearly with your farm name and contact info.

• Be flexible. Start small with a few items, and be ready to adjust based on what they need.

Building trust takes time, but once you have a relationship, chefs can become loyal, long-term customers.

Boutique grocery stores and health food markets often highlight local producers. Approach them like you would a restaurant, ask for the buyer or produce manager, introduce yourself, and offer samples.

Emphasise the local, fresh, pesticide-free angle, and be prepared to discuss pricing, delivery schedules, and quantities. Bringing a simple, one-page product list with prices can make you look professional.

Pricing can feel tricky, too high, and you scare customers away; too low, and you risk working for nothing.

Here’s a simple way to calculate your price:

Your cost per unit + your time + desired profit = selling price

For example:

If it costs you $1.50 in seeds, water, nutrients, electricity, and packaging to grow a head of lettuce, and you want to make a $1.50 profit per head, your selling price should be at least $3.00 per head.

Don’t forget to account for:

• Your time (harvesting, packaging, selling)

• Transport costs

• Market fees (if selling at a market)

Check what others are charging at local markets, restaurants, or grocers. If your produce is fresher or higher quality, you can price a bit higher, especially if you explain the value of hydroponics (clean, pesticide-free, water-efficient).

CSA programs are a fantastic way to build a loyal customer base.

Here’s how it works:

• Customers pre-pay for a weekly or bi-weekly box of fresh produce.

• You grow and deliver a selection of seasonal crops.

• Everyone wins—customers get ultra-fresh food, and you get a predictable income stream.

To start a small CSA:

✅ Choose a manageable number of spots (start with 5–10 families).

✅ Decide on the contents (a mix of greens, herbs, microgreens, or fruits).

✅ Set a price (e.g., $25 per box, delivered weekly).

✅ Promote your CSA on local Facebook groups, at farmers’ markets, or through word-of-mouth.

✅ Offer delivery or pickup—whichever is easier for you.

A CSA doesn’t have to be complicated. Even a few regular customers can give your hydroponics business a stable foundation.

In local sales, people buy you as much as your produce. Your brand is more than a logo—it’s the story you tell.

Here are simple ways to make your brand stand out:

• Create a name for your farm—something catchy, like "Greens & Goodness" or "Urban Harvest Hydro."

• Print simple business cards with your name, contact info, and a short tagline (e.g., "Fresh, Local, Hydroponic Greens Year-Round").

• Start a free website or a social media page. Share photos of your crops, your system, and your harvest days.

• Be visible. Smile, shake hands, and let customers know they’re buying from a real person who cares.

Your story matters. People love knowing their food comes from a local grower who’s passionate about quality and sustainability.

Delivery logistics can make or break your business.

Here’s how to keep it simple:

For Farmers’ Markets

• Bring a cash box with small change.

• Consider mobile payment apps (like Square, PayPal, or Zettle) for card payments.

• Have receipts or a simple sales log for tracking.

For Restaurants and Grocers

• Offer a simple weekly delivery schedule (e.g., deliveries every Tuesday morning).

• Provide an invoice with each delivery (printed or emailed).

• Keep communication clear—if you’re low on a crop, let them know in advance.

For CSAs

• Decide on a pickup spot or delivery area.

• Offer convenient payment methods: bank transfer, cash, or mobile payments.

• Send a reminder message the day before delivery, keeping customers engaged and reducing no-shows.

Once you’ve got a few regular customers, word will spread—but you need to help it along.

Here’s how:

• Post photos and updates on social media (Facebook, Instagram, even a simple website). Show off your fresh greens!

• Ask happy customers to tell their friends.

• Offer a referral bonus: “Bring a friend, get a free bag of microgreens!”

• Attend local events—fairs, school fundraisers, sustainability expos—and bring your produce.

• Collaborate with other local producers (e.g., honey sellers, bakers) to offer combo boxes or cross-promotions.

• Revisit your pricing, are you too high for your market?

• Are you clearly explaining the value of hydroponics? Highlight pesticide-free, local, and fresh benefits.

Try new sales channels (e.g., social media ads, flyers at gyms, yoga studios, or cafés

• Consider bulk sales to a juicing company or health-focused café.

• Freeze or dehydrate some herbs for later sale.

• Offer discounts for bulk orders.

• Limit your delivery area or adjust your schedule.

• Ask customers to pick up at a central location.

• Batch deliveries by day or neighbourhood to save time.

Selling your hydroponic produce locally is about building relationships. From that first farmers’ market handshake to the day you see your greens on a restaurant plate, every connection is an opportunity.

Start small. Learn as you go. And remember—you’re not just selling food; you’re growing a movement toward fresher, healthier, and more sustainable eating.

So go ahead: harvest, package, and start reaching out. Your community is waiting for you.

Click on the link to download your FREE Product Profit Calculator Spreadsheet