Upsells That Double Your Agritourism Revenue (Without More Visitors)

1. Introduction: The Hidden Cost of Constantly Chasing New Visitors

Every agritourism operator knows the feeling of the end-of-season squeeze. As the harvest winds down, cash flow often tightens, and the scramble to bring in fresh foot traffic becomes both exhausting and expensive.

Constantly running ads, pushing social media campaigns, and trying to attract entirely new crowds is the most costly way to grow a business. But what if the secret to doubling your revenue isn't about cramming more people through the gates?

The smartest growth strategy lies in shifting your focus toward Average Order Value (AOV). This simply means increasing the amount of money each individual spends once they have already decided to visit.

Whether you are catering to local weekenders or high-paying international tourists, the reality is the same: when visitors arrive at your farm, they are in "experience mode." They already have their wallets out and are actively looking for ways to elevate their day.

Offering upsells is not about being greedy or overly sales-driven; it is about hospitality. It is about anticipating what will make a guest's visit more comfortable, more exclusive, and more memorable.

By implementing strategic upgrades before they arrive, while they are exploring, and as they leave, you can dramatically transform your bottom line without spending an extra dime on marketing.

2. Pre-Arrival Upsells: Capturing Revenue Before They Arrive

The absolute best time to upsell a visitor is while they are sitting on their couch, planning their trip. During the online booking process, anticipation is high, and guests are highly receptive to add-ons that promise convenience or exclusivity.

If a family or an international tourist is already committing to the journey, offering them a way to guarantee a premium experience is a simple, high-converting strategy.

A prime example of this is Tropical Fruit World in New South Wales, Australia. They don't just rely on standard admission at the gate. During the online checkout process, they give visitors the option to pre-book premium, guided farm safaris and exclusive exotic fruit tasting sessions.

Because these are positioned as limited-capacity upgrades, visitors eagerly add them to their carts to ensure they don't miss out. By the time the guest actually steps foot on the property, they have already spent double or triple the base entry fee.

You can replicate this psychology in several ways, regardless of your farm's size:

• Fast-Passes and Premium Parking: Cherry Crest Adventure Farm in Pennsylvania utilizes this brilliantly during their peak fall season. Guests can pay a premium online to bypass the main admission lines or secure VIP parking close to the entrance—a highly appealing offer for parents with young children.

• Exclusive Behind-the-Scenes Access: Offer an add-on for a private orchard walk, an early-morning harvest experience, or a one-on-one session with the head farmer. High-ticket visitors crave authenticity and exclusivity, and they are willing to pay upfront to secure it.

• Pre-Ordered Food and Beverage: Eckert’s Orchards in Illinois boosts their AOV by allowing guests to pre-purchase field-ready picnic boxes or reserved fire pits with s'mores kits. The food is waiting for the guest upon arrival, locking in the food and beverage revenue before the visitor even has a chance to look at the menu.

3. On-Site Micro-Upsells: The Power of Impulse Buys

Once your guests are through the gates and fully immersed in the experience, their purchasing mindset shifts. They are no longer thinking about admission prices; they are looking for spontaneous ways to maximize their fun.

This is where micro-upsells—low-friction, impulse-driven purchases—become incredibly powerful. By strategically placing these opportunities throughout your property, you capture dollars that visitors are more than happy to spend to elevate their day.

One of the easiest ways to execute this is through the "Feed the Animals" model. At The Bentong Farm (Google Search) in Pahang, Malaysia, visitors already pay an entrance fee to explore the grounds and see the animals.

However, they effortlessly increase their Average Order Value by offering quick RM15 add-on buckets of animal and fish feed, alongside separate premium packages for ATV rides.

These might seem like small, insignificant purchases, but when you multiply a high-margin bucket of feed across thousands of weekend visitors, the revenue compounds dramatically.

For a higher-tier micro-upsell, consider equipment and space rentals that provide comfort and exclusivity. Vala's Pumpkin Patch (Google Search) in Nebraska is a masterclass in this strategy. Instead of visitors just coming to pick a pumpkin and leave, Vala's rents out over 70 private campfire sites, party barns, and pavilions across their massive property.

Ranging from $65 to over $900 depending on the size of the space and the day of the week, these rentals encourage guests to establish a private "home base." This not only generates massive upfront rental revenue, but it also keeps guests on the farm for hours longer, making them significantly more likely to purchase heavy amounts of on-site food and drinks.

4. The Farm Store: Turning Memories into Merchandise

Your farm store is your final touchpoint with the customer. It should not be treated merely as a checkout counter for raw produce; it is the "exit through the gift shop" where visitors transition the emotional high of their visit into a tangible keepsake.

When a guest has a fantastic time, they naturally want to take a piece of that experience home with them, and they are willing to pay a premium to do so.

The most profitable farm stores focus heavily on value-added goods and strategic bundling. Take Linvilla Orchards (Google Search) in Pennsylvania as a prime example. While they grow and sell fresh fruit, their farm market is famous for transforming those raw ingredients into high-margin gourmet specialties.

They upsell visitors from buying a simple basket of apples to purchasing their legendary apple cider donuts, frozen bake-at-home pies, and an enormous selection of private-label fruit butters, jams, and hot sauces.

By processing your raw agricultural products into ready-to-eat or easy-to-gift items, you instantly elevate the perceived value and the price tag.

Beyond food, high-quality branded merchandise is a heavily underutilized revenue stream. Move away from cheap, easily disposable items and invest in premium, aesthetically pleasing apparel, heavy-duty canvas tote bags, and quality mugs that people actually want to use in their daily lives.

When a visitor buys a beautifully designed, durable tote bag to carry their farm store purchases to the car, they are not only paying you for a premium product, but they are also becoming a walking billboard for your agritourism destination long after they leave.

5. Post-Visit Upsells: Building Recurring Revenue

The transaction shouldn’t end just because the visitor has driven off the property. A guest who has just had an incredible time at your farm is currently at the peak of their emotional engagement with your brand. Capitalizing on this post-visit high is the key to transforming a one-time ticket buyer into a loyal, recurring source of revenue.

One of the most effective strategies is the immediate "Upgrade to a Season Pass." As guests are leaving the property—often tired but happy—give your staff the ability to offer a day-of upgrade.

The pitch is simple: "Did you have a great time today? If you apply today’s admission price toward a season pass right now, you can come back for the rest of the year for only $X more." Families, in particular, love this perceived value, and you instantly secure a customer who will return to buy more food, feed, and merchandise throughout the season.

For product-heavy farms, transitioning visitors into subscription models creates powerful baseline revenue. Alstede Farms (View Google Profile) in New Jersey excels at this. After visitors enjoy a day of pick-your-own apples or peaches, Alstede heavily promotes their Community Supported Agriculture (CSA) programs and "Highlands Harvest Club."

By converting a great single visit into a weekly or monthly farm box subscription, they guarantee cash flow long after the tourist season ends.

Whether you are running a seasonal operation selling premium fruits like durian, or you want to offer early-bird booking access for a new on-site campsite you are building, giving your recent visitors the first right of refusal on future experiences makes them feel like VIPs while padding your bottom line.

6. How to Upsell In Agritourism Without Feeling "Salesy"

The biggest hurdle most farm owners face when implementing these strategies is the fear of coming across as a pushy salesperson. But in the hospitality and agritourism industry, a well-placed upsell is actually a form of excellent customer service.

You aren't tricking anyone into buying something they don't want; you are simply making them aware of options that will make their day easier, tastier, or more memorable.

The secret lies in the power of the "Package Deal." When you bundle items together, the focus shifts from the price of individual items to the overarching value of the experience. Craven Farm (View Google Profile) in Washington State uses this beautifully during their fall festival.

Instead of nickel-and-diming parents for every single activity (maze, mini-golf, apple slinger), they offer an "Unlimited Wristband." The customer feels like they are getting a stress-free, all-inclusive deal, while the farm secures a much higher Average Order Value right at the entrance gate.

Beyond bundling, your staff and your signage should do the heavy lifting. Train your front-line team to use suggestive, helpful phrasing. Instead of "Do you want to buy a s'mores kit?", train them to say, "Since you rented a fire pit for the afternoon, did you know we have ready-to-go s'mores kits right here?" Pair this with beautiful, clear signage at every decision-making point—ticket booths, food counters, and the farm store checkout—so the upsell feels like a natural part of the farm's menu of offerings.

7. Conclusion: The Compounding Power of the Upsell

Chasing new visitors will always be a part of agritourism, but it should never be your only engine for financial growth. When you rely solely on increasing headcount, you put immense stress on your staff, your infrastructure, and your marketing budget.

By shifting your focus to Average Order Value, the math works in your favor. If you have 5,000 visitors a season, and you can convince them to spend just $10 more per person through a VIP parking pass, a bucket of animal feed, or a jar of premium jam on their way out, you have just added $50,000 to your bottom line without having to park a single extra car.

Take a look at your current visitor journey from the moment they click your website to the moment they drive out of your gates. Challenge yourself to implement just one new upsell strategy this weekend.

You might be surprised at how eager your guests are to hand you their money, so long as you offer them an experience worth paying for.