Sales and Promotion Strategies That Drive Direct-to-Consumer Meat Sales

In a recent episode of the Meat Success Podcast discussion series, Katie Olthoff—co-founder of Chop Local and Chop Local University—shared proven strategies for increasing online meat sales through intentional promotions and seasonal marketing. Recorded just ahead of the Christmas season, the conversation focused on how meat businesses can refine their sales approach to drive revenue, manage inventory, and better serve today’s value-conscious customers.

With demand for high-quality beef, pork, and poultry rising—especially among customers who prefer to buy meat online—strategic promotions have become an essential tool for modern meat marketers. 

Why Sales and Promotions Work for Meat Businesses

Some farm marketing philosophies discourage promotions, but in the direct-to-consumer meat market, sales are not only effective—they’re expected. Meat is one of the highest-ticket items on a grocery list, and shoppers actively plan their purchases around available offers.

For customers seeking farm-raised, ethically sourced meat, promotions provide reassurance that they’re getting both quality and value. In a competitive marketplace that includes grocery stores, online meat retailers, and local farms, sales help meat businesses stay visible, relevant, and profitable.

Promotion Goals for Online Meat and Farm Stores

Increase Sales and Improve Cash Flow

Promotions can help generate short-term revenue during slower seasons or high-expense periods. They’re also useful for moving surplus inventory—such as excess ground beef, short ribs, or seasonal cuts—without sacrificing long-term pricing integrity.

Grow Email Lists and Customer Retention

Offering a first-time purchase discount or coupon code in exchange for an email sign-up is a powerful way to build a long-term audience for farm-to-table meat sales.

Choosing the Right Discount Strategy for E-Commerce Meat Sales

Offer Size Matters Online

Unlike in-store grocery discounts, online shoppers typically respond better to more substantial incentives—especially when ordering frozen meat bundles or bulk boxes. Larger discounts or bundled savings tend to outperform small dollar-off offers.

Protect Your Margins

Unlimited percentage discounts on total orders can quickly erode profits, especially with high-value meat bundles. Setting a maximum discount cap helps maintain healthy margins while still rewarding customers.

Increase Average Order Value

Strategic offers—such as “Spend $150, save $25”—encourage customers to add extra cuts or bundles, increasing the overall cart value while delivering perceived savings.

Promoting Meat Sales Across Multiple Channels

To maximize impact, promotions should be clearly communicated across all customer touchpoints:

• Homepage banners and pop-ups

• Email marketing campaigns

• Paid advertising through Meta and Google

• Social media posts and stories

Meat businesses using platforms like Shopify can integrate these promotions seamlessly into their online stores, ensuring customers see offers immediately when shopping.

Holiday Gift Cards: A Smart Strategy for Meat Sales

Gift card promotions are especially effective during the holidays. Offering a bonus (such as “Buy a $100 gift card, get $10 free”) boosts immediate cash flow while introducing new customers to the brand through gifting.

The Psychology Behind Effective Meat Promotions

How a promotion is framed matters. Percentage-based discounts (“Save 15%”) often outperform dollar-based messaging—even when the actual savings are the same. Larger numerical values naturally feel more compelling to shoppers.

Equally important is urgency. Clear end dates motivate customers to act quickly and prevent promotions from losing effectiveness over time. If inventory remains after a sale, businesses can relaunch with a new angle while still maintaining a firm expiration date.

Final Thoughts on Growing Online Meat Sales

When used strategically, sales and promotions are not a race to the bottom—they’re a growth lever. For farms and meat brands focused on selling meat online, thoughtful discounting can increase revenue, improve inventory flow, and strengthen customer loyalty.

Meat businesses seeking support with email marketing, paid ads, or e-commerce strategy can benefit from expert guidance tailored to the unique challenges of selling meat direct to consumer. With the right approach, promotions can drive sustainable growth and long-term success.