How to Sell Your Honey

So you've harvested more honey than your family can eat. Congratulations — you've officially crossed over from hobbyist to potential entrepreneur. The good news? Selling honey is one of the easiest agricultural products to market legally, and local raw honey commands premium prices that factory-produced honey can't touch.

This guide covers everything you need to know to start selling your honey: the legal stuff (it's easier than you think), how to price without underselling yourself, and where to find customers who'll happily pay top dollar for the real thing.

Can You Legally Sell Honey?

Short answer: Almost certainly yes. Honey is one of the most regulation-friendly products you can sell because it's shelf-stable, naturally antibacterial, and doesn't require refrigeration or special handling.

In the United States, most hobby beekeepers sell under "cottage food" laws, which allow you to sell certain home-produced foods directly to consumers without a commercial kitchen or food handler's license.

Understanding Cottage Food Laws

Cottage food laws exist in all 50 states, though the specifics vary widely. Here's what you need to check for your state:

Key Questions to Research

• Is raw honey covered? In most states, yes. Some require it to be labeled as "raw" or "unprocessed."
• Are there sales limits? Many states cap annual cottage food sales at $25,000-$75,000. A few have no limit.
• Where can you sell? Some states allow online sales and shipping; others restrict you to in-person, direct-to-consumer sales.
• Do you need registration? Some states require a simple registration or permit (usually free or under $50). Others require nothing.
• Are there labeling requirements? Almost always yes — more on this below.

When You Need More Than Cottage Food

If you want to sell wholesale to stores, ship across state lines, or exceed your state's cottage food sales limit, you'll typically need:

• A licensed commercial kitchen or honey house
• Food handler certification
• Business license and sales tax permit
• Liability insurance

For most hobby beekeepers, cottage food is plenty. You'd need to sell a lot of honey to hit most states' limits.

Labeling Requirements

Even under cottage food laws, your honey needs proper labels. The exact requirements vary by state, but most require:

How to Price Your Honey

The #1 mistake new sellers make? Pricing too low. You're not competing with the $6 bear bottle at Walmart. You're selling a premium, local, raw product — and customers expect to pay more for it.

Current Market Rates (2025)

Local raw honey typically sells for:

• $8-12 per pound — Rural areas, farmers markets
• $12-15 per pound — Suburban areas, specialty stores
• $15-20+ per pound — Urban areas, high-end markets, specialty varietals

Varietal honeys (sourwood, buckwheat, orange blossom) and comb honey typically command 25-50% premiums over wildflower.

For detailed pricing strategies, see our complete Honey Pricing Guide.

Calculating Your True Costs

Before setting prices, know your costs:

• Jars and lids: $0.50-2.00 per unit depending on style
• Labels: $0.10-0.50 each
• Farmers market fees: $20-50 per day (if applicable)
• Your time: Extraction, bottling, selling — this has value
• Equipment depreciation: Extractor, uncapping tools, etc.

Best Sales Channels for Local Honey

1. Direct Sales (Highest Profit)

Word of mouth, neighbors, coworkers, social media — these are your most profitable customers because there's no middleman and minimal fees.

• Post on local Facebook groups, Nextdoor, or community boards
• Tell everyone you know that you have honey for sale
• Set up a farm stand or self-serve cooler with an honor box
• Offer "honey subscriptions" — customers sign up for jars each harvest

2. Farmers Markets

Great for visibility and meeting customers face-to-face. Expect to pay $20-50 per market day, but you'll sell at full retail and build a customer base. See our Farmers Market Guide for setup tips.

3. Local Stores and Restaurants

Health food stores, gift shops, coffee shops, and farm-to-table restaurants often want local honey. Wholesale means lower margins (typically 50-60% of retail), but steady volume.

4. Online Sales

Etsy, your own website, or local delivery services can expand your reach. Be aware that shipping honey is expensive (it's heavy), and some states don't allow cottage food sales online or across state lines.

Packaging That Sells

Your packaging is your marketing. A beautiful jar with a professional label justifies premium pricing. A mason jar with a handwritten sticker does not.

Jar Options

• Classic hex jars: The traditional honey look. Affordable and universally recognized.
• Queenline jars: Elegant curved shape that photographs beautifully.
• Mason jars: Rustic appeal, but make sure they're food-grade for honey.
• Squeeze bottles: Convenient for customers, but less "premium" feeling.

Buy jars in bulk from beekeeping suppliers like Mann Lake, Dadant, or Betterbee — much cheaper than craft stores.

Label Design Tips

• Include your apiary name or farm name — it builds brand recognition
• Use warm colors (golds, ambers, earth tones) that complement honey
• Keep text readable — customers need to see the weight and your info
• Consider waterproof labels — honey is sticky and customers' hands may be too
• Services like Canva or Vistaprint make professional labels easy

Tips From Successful Sellers

• Offer samples. At farmers markets, a taste sells more than any pitch. Keep small tasting spoons handy.
• Tell your story. Customers want to know about your bees, your apiary, why you started. This is your advantage over commercial honey.
• Diversify your sizes. Offer 8oz, 16oz, and 32oz options. Small jars attract new customers; big jars serve loyal ones.
• Consider gift packaging. During holidays, a ribbon and gift tag can justify a $5 premium.
• Build a mailing list. Collect emails or phone numbers. Text customers when new honey is ready — regulars will buy fast.
• Sell your other hive products. Beeswax candles, lip balm, propolis tinctures — these add revenue and attract different customers.