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Marketing Is Not Something You “Do”



It’s why you’re here, isn’t it?

I get comments all the time – “I don’t have time to market” or “I don’t know how to market” or “how do I get my info out to the masses?”

Masses don’t buy.  Individuals do.

You don’t need to “implement” marketing.  It’s not something you do, it’s something you are.

It’s not external to you; it is you.

People don’t buy what you sell, they buy from you because of who you are and why you do it and how it makes them feel.

Why do you do what you do?

Please watch today’s video and I encourage you to think about why you do what you do and I invite you to share with all the ambitious farmers reading this today.

When you watch, note the limitations of a self-focused why.

Leave your comment below the video telling me – – and all the readers – – why you do what you do.

I’ll start.

My “why” began when I found that raw milk healed my kids’ severe eczema.

I had to do whatever it took to make sure they had access to high quality raw milk because no mother can stand seeing her kids suffer.

Over the years my ‘why’ has expanded to the hundreds of people who eat our meat and drink our milk each day to prevent their eczema, cure their colitis, IBS or chron’s disease and rely on me to have it in the fridge.

This is why I get up every day at the crack of dawn and work in all weather conditions to make sure our animals are healthy – for my kids, our hundreds and hundreds of customers, and for the charities we donate to.

That’s my why — what’s yours?

Remember, masses don’t buy.  Individuals do.



PS: Want more? Be sure you’ve taken our free trainings and joined our free Private Facebook Group the Profitable Farm. 

{ 15 comments… add one }
  • Sharon Rowland August 11, 2015, 5:39 pm

    We do what we do because we want to know where our food comes from. We want to know how the animals have been raised. We want our children to know where their food comes from and how to raise and grow their own food in a sustainable manner. We want others to have the opportunity to have access to pastured healthy poultry.

    • Charlotte August 11, 2015, 6:17 pm

      Thank you, Sharon!!

      So true. Much needed education.

  • Carla August 11, 2015, 8:19 pm

    We do what we do so that we have and can share delicious, healthy food and for the life long learning opportunities that a farm life provides.

  • Brian August 12, 2015, 11:44 am

    We do what we do because we care about people. We care about our livestock and our land. We hope for a day when any one of our neighbors near or far can have access to truly unique and nurishing food. We are want to be able to share with others what we are so blessed with to have on our table at our home. So when I get people who move here from out of state looking for raw milk or folks who live right.down the road i am happy to meet them and help them get the food they are looking for. I also take every opportunity to help educate some one about the benefits of raw milk and other real foods. Thanks for all you help and keep it going.


    • Charlotte August 12, 2015, 3:13 pm

      Thanks, Brian!! Based on the common thread in the comments all us farmers are super interested in education for others. Talk soon!!

  • Audrey August 18, 2015, 11:11 pm

    Thanks Charlotte. We do what we do because we care about providing others with nutrient dense food and because we value the lives of the animals who feed us.

  • Glenda Ploeger September 20, 2015, 3:00 am

    We do what we do because we love eating a large variety of fresh, sustainable farmed vegetables! And, we are blessed to be able to share the bounty of our gardens with other local families who share our love for quality, nutrient dense food. I talk about farming, veggies, and our culinary journey all of the time and to everyone I meet. I consider it my duty to educate consumers about healthy eating options.

  • peter and melissa martin September 24, 2015, 11:12 am

    We offer Raw Goat Milk and Goat Cheese.. It is an important product for the sustainability and for the health of the individual. We love milking and sharing our Nubian Goats Milk with Friends and Neighbors and helping them to get over the negative views towards Goats and Goat Milk. We love to educate others about the importance of Goat Milk for Healthy Alternative to Cows Milk. Higher in Calcium and minerals and easier to digest. It is consumed by 80% of the world. We want to share it with others

  • Janice Cox October 14, 2015, 8:37 pm

    My daughter and I purchased Jersey heifers and now are milking them because we wanted our family to always have access to milk and butter and the other dairy products available from the cows. We were concerned about the additives in processed food and wanted our families to have the nutrition that raw milk gives us. And we are sort of “preppers” in that we wanted to be prepared in case the “life line” to the grocery stores was interrupted for any reason. We are finding many others outside of our family that feel the same way. Thanks for all you do for us, Charlotte!

  • Val October 18, 2015, 1:55 pm

    I purchased a cow 3 years ago for myself to have fresh products. I did not know at that time that I would own 7 cows 3 years later and be sharing this wonderful freshness with my community. I love the learning curve, the ups and downs. The loyalty of consumers are amazing! I am looking for new people to share all the time. The people tell people concept is fulfilling. I am truly blessed

  • Wanda Martens October 18, 2015, 4:36 pm

    My farming experience is a little different then the comments above. We raise Rambouillet sheep and sell the wool, rovings, yarn, lamb meat and breeding stock. I do it because I love what I do. It gives me great pleasure to work with the wool and provide customers with a product that will give them warmth and beauty. The lambs that we sell for meat is delicious and healthy for our customers.

  • JP Timmerman October 19, 2015, 10:49 am

    Here’s a shout out to all the ecologically friendly, sustainable farms out there: THANK YOU!!!
    A healthy chunk of my income goes to local farmers because I would much rather pay my farmers than any doctor.

  • Anne October 21, 2015, 2:18 am

    I do what I do because I get to watch miracles happen every day as the seeds sprout and become big beautiful plants to provide nutrient dense foods for my customers and me. It is a joy to share tips for preparing delicious meals and ways to use or store any excess as well as the latest research on keeping ourselves healthy.

  • Siskiyou Alpaca December 9, 2015, 5:56 pm

    At Siskiyou Alpaca, we’re working on a new economic model for small farm sustainability. We broke the glass ceiling of the show industry, to create five income streams to sustain the farm and the farmers. Compost, raw fiber, fiber products, meat products and breeding stock, then support plant production; food, medicine and landscape management. We teach sustainability and have taught at PSU.
    Where are our customers? I Christine cannot keep this up much longer, at the rate I’m working now. I’ve been talking about cooperation for years with everyone who comes near me; what does it take to actually cooperate with our customers? with young farmers?
    We plan to re-create our company soon, to become an ag producer co-op. We don’t want employees, we want members who take ownership of their work and its results, who understand that they create the financial rewards.
    I cannot fathom how we could be in business in S Oregon for 9 years, have developed 5 products lines and spent 3 years co-creating this town’s Farmers Market; now having challenges finding our customers and young farmers.
    Thank goodness this year we added a 6th income stream, the big crop of S Oregon, which is the real reason we are still in business.
    So glad you linked up with FTCLDF!
    Thank you for reaching out to me, Christine Gardiner

    • Charlotte December 9, 2015, 7:40 pm

      Thanks for your comment, Christine!! Great business you have!

      You ask, “where are our customers?”

      I get your struggle of the rate you’ve been working and it’s unsustainable!

      One thing as I glance at your site is there is no email sign up – so once people visit your site they will not/rarely come back. When you work that hard and invest time/$$ in your web presence, you need something to connect them to you, otherwise all the customers you got to come once you’ve then lost because you had no way to maintain your connection with them.

      A huge start would be an email signup and then you send out monthly updates/blog posts/info to that list. It will grow and grow and you will create this wonderful community of customers who trust you and are loyal and help sustain your business.

      This is exactly what I teach in the 3CM course – We spend 4 weeks in online training going in depth in how to find and retain loyal customers. It’s very in-depth and our students start to see results right away when they implement the techniques and strategies. It can be done!! Best of luck to you!!

      Hopefully see you on the call tomorrow!!


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