Key Takeaways:
- For crop consultants and agronomists, financial conversations can feel awkward. But showing interest in your growers’ financial strategy proves you care about their success.
- Don’t assume that this year is the same as last year. Circumstances change, and understanding where farmers are at is an important part of serving them.
- You don’t need to pretend to be a financial expert. Growers Edge is available to answer detailed questions and handle the application process.
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Since the start of the Iran War, fertilizer prices have spiked by as much as 50 percent.
Combine that with already low crop prices, and even farmers who have historically paid cash for inputs are feeling the squeeze.
Most crop consultants and agronomists avoid one question entirely: “How are you paying for this?” The tension of advisor vs. salesperson creates hesitation, but that hesitation often costs growers real opportunities.
As a trusted advisor, your role extends beyond the health of the crops to the success of the entire operation.
If you’re not talking about financing, you’re not actually solving the grower’s biggest constraint. You’re optimizing agronomy while ignoring cash flow — and cash flow is what determines whether your recommendations get implemented or not.
Financial Options Make Growers Feel Supported
Most agronomists got into the business because they love soil science, crop physiology, and helping farmers increase their yields, not because they wanted to be bankers. That can cause them to hesitate when it comes time to talk about finances.
But showing interest in your growers’ financial strategy proves you care about their profitability. Financing isn’t a sales tactic — it’s a risk management tool.
You’ve built a relationship with your growers as their trusted advisor. Use that equity and show them you’re compassionate and care about their success.
Think of it this way: you’re not selling financing options. Instead, you’re educating them on payment options that can remove stress from their lives.
For example, input financing from Growers Edge typically offers 12-month loans, meaning farmers don’t have to worry about making payments until after harvest time. Our loans have revolving credit, so growers can pay down balances early and reuse the line of credit throughout the season.
Options like this relieve financial stress, and they’re best discussed during crop planning. Once financing is settled, the grower no longer has to stress about how they’ll pay for inputs.
That sense of relief sets the stage for the rest of the year, and your support will help turn growers into repeat customers.
How Agronomists Can Talk About Input Financing: Do’s and Don’ts
For crop consultants and agronomists who are still not entirely comfortable discussing input financing, here are some do’s and don’ts to guide your efforts.
DO: Open the door
You don’t need to jump right into a hard sell. Instead, ask a simple question like, “Are you interested in hearing about our financing options this year?” to get the conversation started.
DON’T: Play accountant
You’re not a financial expert, and you don’t need to review growers’ balance sheets. Leave the deep financial questions to the experts.
DO: Know your hand-off
Once your grower expresses interest, be ready to show them how to start the online application process. Growers Edge will handle everything on the back end: application processing, credit decisioning, funding, billing, collections, and reporting.
DON’T: Assume that this year is the same as last year
Financing is a conversation worth having every season because circumstances change. Maybe the tough economy has a grower considering whether they should delay their input purchases. Or maybe interest rates are competitive, so it’s in their best interest to keep their cash for other investments.
Understanding where a farmer is financially is essential to being able to meet their needs and better serve them.
DO: Meet the grower where they’re at
Depending on the farmer’s situation, financial conversations can be emotional. Have these conversations wherever the grower feels most comfortable, whether that’s their kitchen table, over their tailgate, or in a retail setting.
Cheat Sheet: The Quick Math to Answer Basic Questions
Many agronomists shy away from discussing financing because they don’t know how to explain the cost. Farmers understand that there’s no free money, so one of the first questions you’re likely to receive is “how much will that cost?”
For crop consultants with “math anxiety,” there’s a simple formula to help calculate how much a loan will cost a grower per month. Multiply the invoice amount by the interest rate, then divide by 12 to determine the monthly interest:
(invoice amount x interest rate) ÷ 12 = monthly cost of interest
Knowing the interest cost will help the grower see the actual line-item impact on their budget.
And remember, if farmers ask more detailed questions, you can always refer them to Growers Edge to dig further into the numbers.
Input Financing Helps Create Repeat Customers
Financing is a helpful tool that lets the grower say “yes” to your recommendations and stay profitable. It’s a bright spot for both farmers and retailers.
And by providing financial options, you create customers who return to you year after year because they feel supported.
Don’t hesitate. Start financing conversations early, keep them simple, and remember that you’re helping your growers build a more resilient business.