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Why Your Farm Sells Out But Still Doesn’t Pay You – And the One Shift That Changes It
Episode Summary
Many small farmers work harder than anyone they know, sell out at farmers markets, and still can’t pay themselves at the end of the season. In this episode of The Profitable Mindset, farm marketing coach Charlotte Smith explains the real reason behind unprofitable farms – and it’s not prices, photos, social media, or product quality. It’s branding. Specifically, the way farmers describe their farms instead of describing the problem they solve for their customer. Charlotte walks through what changes the moment a farm shifts from describing itself to speaking to its ideal customer’s problem, and how that one shift makes price stop being an argument.
Who This Episode Is For
This episode is for small farm owners, market growers, flower farmers, ranchers, dairy producers, cheese makers, CSA operators, and agritourism businesses who are working hard, getting positive feedback from customers, selling out their products — and still not earning a livable wage from the farm.
Key Takeaways
- The reason most small farms aren’t profitable is not effort, pricing, photos, logos, or platform choice – it’s a branding and marketing problem.
- Branding is not visual identity. Branding is clarity on who you help and what problem you solve.
- Farmers who describe their farm, their practices, and their product list compete on price. Farmers who describe their customer’s problem do not.
- When branding becomes clear, three things change: price stops being an argument, customers stop comparing you to the grocery store, and the right customers find you and stay loyal.
- Most farmers are spread too thin across too many products and too many sales channels. Focusing on one product first is what gets a farm to profit.
- Nothing about the farm itself usually needs to change. Same land, same animals, same plants — only the marketing language shifts.
Why Farms Sell Out But Don’t Make Money
Selling out is a volume metric, not a profit metric. A farmer can move every bouquet, every dozen eggs, or every cut of meat and still lose money if the pricing doesn’t reflect the true cost of production plus a livable wage. Most farmers under-price because they’re describing their farm in the same generic way every other farm describes itself — pasture-raised, organic, regenerative, family-owned — which forces customers to compare on price. When the brand clearly communicates a specific customer problem being solved, price comparison stops.
What Branding Actually Means for a Small Farm
Branding is not a logo, color palette, font choice, or farm name. Branding is the answer to two questions: Who do you help, and what problem do you solve for them? Once a farmer can answer both clearly, their website copy, email subject lines, social media posts, market signage, and customer conversations all sharpen — and the right customers begin to self-select.
About Farm Marketing Week (Free)
Charlotte hosts Farm Marketing Week, a free live training event for farmers, starting Friday, June 12th. Sessions run at 10am Pacific each weekday:
- Friday — Branding foundations: finding your ideal customer and communicating what you do
- Monday & Tuesday — Live website reviews (submit your link to be chosen)
- Wednesday — The Power of One live exercise: choosing the product that will get your farm to profit first
- Thursday — Live Q&A with current Profitable Farmer students
- Friday — Live coaching to close the week
Days 1 and 2 are recorded. Days 3, 4, and 5 are live only.
Register free: charlottemsmith.com/masterclass
Memorable Quotes
“The reason your farm is not profitable is that you were taught to market your farm the way every other farmer markets their farm.”
“Branding is not colors. It’s not fonts. It’s not your farm name. It’s not the product you raise.”
“When you stop describing your farm and start describing how your product solves your customer’s problem, price stops being an argument.”
“Nothing about their farms actually needed to change. They’re doing the same work on the same land with the same animals. What changed was they finally were able to state what their brand is.”
FAQ
Q: Why isn’t my farm profitable even though I’m selling out?
Selling out measures volume, not margin. If your pricing doesn’t cover production plus a livable wage, you can sell every item and still lose money. The root cause is usually a branding problem — your marketing describes your farm instead of describing the problem your customer needs solved, which forces customers to compare you on price.
Q: What does branding mean for a small farm?
Branding for a farm is the clarity around who your ideal customer is and what specific problem your products solve for them. It is not a logo, color palette, or farm name.
Q: Do I need a website to attend Farm Marketing Week?
No. Farmers without a website can attend, take notes, and receive a website template upon joining The Profitable Farmer program.
Q: Is Farm Marketing Week really free?
Yes. All five sessions are free. Sessions run at 10am Pacific from Friday, June 12th through the following Friday.
Q: Who is Charlotte Smith?
Charlotte Smith is a farm marketing coach who works with approximately 300 farmers per year across all 50 U.S. states and 15 countries, including flower growers, meat producers, dairies, cheese makers, vegetable farms, CSA operators, and agritourism businesses.
About the The Profitable Farmer Program
The Profitable Farmer is Charlotte’s coaching program where she and her team build the marketing for farmers, so farmers can focus on running the farm. This is the first time the done-for-you marketing service is included. The program is only open to farmers who join during Farm Marketing Week — enrollment closes after and does not reopen until November.
Resources mentioned in this episode:
- Farm Marketing Week (free live training) – charlottemsmith.com/masterclass
- The Profitable Farmer — Enrollment open during Farm Marketing Week only; closed until November after charlottemsmith.com/mastery
Connect with Charlotte
Sign up for Farm Marketing Week at charlottemsmith.com/masterclass.
Subscribe and Review
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Click HERE and Let’s Meet!
Chat with us to see if The Profitable Farmer Marketing Coaching Program can break you out of marketing misery.
Today, I’m talking about six thinking patterns that keep farmers stuck.
And I hope this will help you identify which one or more that you might be doing that you aren’t
even aware of. Mindset work, the first step in it is that we have to become aware of what we’re
thinking that’s keeping us stuck because we don’t know. I remember where I was when I learned.
back in, I don’t know, 10 years ago or so, that my thoughts are what was determining my feelings
and behavior. It was what I was thinking, not other people, not circumstances. I’ll never forget
where I was in my life when I learned that. And I’ve never looked back. I went ahead with,
okay, if it is my mindset that’s keeping me stuck or that will… it ahead if I shift it then how
do I shift it so that’s the work I do now and I love when I get the emails from you many of you
saying that your life has changed in every area because mindset work is holistic it affects every
every area of your life when you finally learn how to shift your mindset and you see changes show
up in your life so That’s what we’re diving into today. Six very common ones that if you become
aware of them, only then can you hope to change it and adjust it so it is actually useful for you
to shift to a useful mindset. So that’s what we’re doing here. So I hear from farmers all the time
and you have such great products, flowers, meat, milk, eggs, tours, events, classes,
Airbnbs, everything. You’ve got people who love them. But you are overworking.
You have the work ethic of, well, a farmer, which usually means we’re exhausted.
And we’re just constantly reacting to everyone and everything. And we can’t slow down. And I was in
this place where I always thought, okay, next year is going to be different. Next year, I’ll be
able to slow down. And what I’ve learned, and now what I share and coach on all the time is…
If this is you, if you’re feeling this way, you often share similar common patterns of thinking,
mindset habits that are keeping you stuck and you don’t realize it.
I know I did not realize that the first 50 years of my life were the way they were because of how I
was thinking. And then when I changed my thinking, my life changed in every area. So maybe you’re
one of these farmers who have… products that you’re producing, but you are exhausted,
burnout, and you’re just not making a profit. Some of you are not even able to pay yourself yet.
And just know that if this is you, it’s okay. We aren’t taught these things when we’re growing up,
that our mindset is what determines our happiness. Mindset determines whether we are successful or
not, or profitable or not. It determines our bank account, our life. our partners,
it determines everything. And the beautiful thing about it is patterns of thinking are changeable.
And all of this is backed by research and science. We can change how we think.
We can develop a new way of thinking that will then lead to a life that is no longer overwhelming
and no longer burning out, even though we’re still farming. So, and I have so many farmers that
have shown. proof of this. They are evidence that when you change how you think,
you change the circumstances of your life. You change the outer part of your life. So today I want
to walk you through the six most common things that farmers say to me that they think it’s uniquely
their problem. But I hear from farmers every day thinking the same things.
So I know that it’s not just your problem. It’s farmers thinking this from every state in the
United States and around the world. It’s not your personal failure. These are just patterns.
And the beautiful thing is patterns and habitual thoughts can be broken and shifted to something
that’s new and more useful. So let’s dive in. The first pattern is…
People will tell me, well, I feel like I have to offer all these different things. Or people won’t
buy from us. This one comes up so much. I could write a whole book about it. It often sounds
something like this. Well, I started with one thing, but then people kept asking for another. So I
added it. Or they say, I started with one thing, but I couldn’t sell enough of it. So I added
another. And now I have 13 different things or 29 different things. These are real.
I’m not making these numbers up. These are people who will come to me and they can’t get one thing
profitable. So they keep adding things and they, you just can’t. keep up with any of them.
If you can’t get one thing profitable, you cannot get two or more things profitable.
So if this is happening to you, again, you’re not alone and it’s okay.
Nobody told you this when you started your farm because we see the opposite. We look on social
media and we think, oh, if you’re a farmer, you have to offer multiple products, but that’ll do you
in. Now, here’s why this happens. We get into farming and Often because we want to help our
community. We want to share with them. We feel generous. Maybe our farm helped us and changed our
health. Or we loved our flower garden. We loved the beauty of it.
It brought therapy. It was therapeutic somehow. So we want to share all this with our community.
But somewhere along the way, the farming got… tangled it up with our generous spirit and offering
more things made us think we were caring about people more. So offering chicken and then adding
beef and then adding pork felt like we were being more legitimate and filling people’s needs.
And, or then the customer who comes in and says, oh, I really wish you’d offer this class or that
class or this price point. And so suddenly, we are adding all these things.
Or they say, I wish you’d go to this market, or I wish you would sell on this platform. So we’re
adding different platforms. But here’s what you need to know. Different sales channels,
all these different sales platforms, adding all these products does not equal more money.
As a matter of fact, it will drive you to zero money. It will drive you bankrupt. More products
equals more chaos. It equals more dilution of everything. It means more inventory,
more infrastructure, more foundational things you have to prepare for, more things to try to talk
about in your marketing. And people only buy when you talk about one thing. So if you can’t sell
the one thing, you can’t sell multiple things. It’s more things to describe on your website.
You’ve diluted your brand.
Instead of focus, you’re so scattered. Nobody knows what you actually stand for.
And so you don’t make, you will never get to profit if you do this.
So I work with farmers who are making good margins on one product.
And then they just start adding other things because they think that’s not enough. And then they
watch those margins go down. So for you to have a profitable farm, we got to shift that mindset.
Instead of feeling like you have to offer all the things to keep people happy, you will have to
start thinking that I’ve got to learn to get one thing profitable consistently.
Not profitable once, but profitable consistently. Then I can add the second thing.
Okay, so that’s a thought pattern. The first thought pattern you want to be aware of and start to
shift. All right, second pattern. I will hear so much where people say,
my farm runs me. I don’t run my farm. I just wake up and start reacting. I hear this. all the time.
So what I want you to do is just think about your average Tuesday.
So for a lot of farmers, their average Tuesday looks something like this. Wake up and all of a
sudden remember the things that they didn’t finish yesterday or last weekend that they have to work
on. They check their phone and they know they have, see they have messages. They might have people
asking about something or they might have emails that, people wanting things and they start
replying to them and then they get on Facebook and they get notifications on there that they start
answering and responding to. And they end up scrolling before they ever get out to do farm chores.
And then there’s broken things out on the farm that they have to fix or things they ran out of that
they need to put on a list and make sure they go to the farm store and pick up. And then they get
interrupted by phone calls and by texts. Customers can’t come the day they were supposed to.
Can you shift something? Or is there any way you can adjust the price? And then there’s weeds to be
pulled. There are seeds to be planted. A lot of us are having a very dry year.
There’s irrigation to get started. Does any of this sound familiar? It’s just a cycle that we wake
up and we just start reacting to everything around us. And that is not a discipline problem.
It’s a systems problem. So if you’re thinking that you’re just in reaction mode on your farm,
this thought pattern that your farm runs you, it’s a system problem. So if you’re getting orders in
five different places, you know, emails and online and people texting you to see if they could pick
up at your farm store or if you could meet them in town somewhere. and your brain is your filing
system, this is a problem. Our brains are not set up to be a filing system. They don’t store
things. Our brains are not a computer that just stores data. Our brain is meant to process.
Things come in and go out right away. So if things come into your brain and they go out right away,
and you’ve been blaming it on menopausal brain or something like that,
because I hear a lot of that from women, they’re like, oh, I forget things. They come in and they
go out. because of the season of life I’m in? No. Or pregnancy brain. I hear that a lot.
Your brain is supposed to just let things go. It’s a processor. It’s not a filing system. Yet so
many of us try to track 300 Christmas orders or track what customers need what thing when.
And it’s just not going to work. So if this is you, this is your farm running you instead of you
creating systems. And I know systems can sound corporate and cold, but what I mean is simply just
having one place and one way to take orders. One way to communicate with customers.
One simple website that tells people. exactly what you offer your signature product and lets them
pay you without any back and forth. So my team and I,
I’ve got two people that work with me every day. We have this, the way we set up our systems is if
there is something that has to be responded to. We stop everything and we say,
we’re only going to answer this question once. And then I never want to answer this question again,
or I never want to take care of this mistake again. Let’s create the system right now that makes
sure this is addressed in the future without us having to drop everything. So we run with very few
interruptions in our day now because we have answered every question with a system that takes care
of not. just the one question that one time, but everything going forward. So these are the kinds
of things we work on in coaching every week too, is how can you create systems so you’re not living
in reaction mode? So that’ll turn around that thinking pattern number two.
All right. Thinking pattern number three, another really common one is people will say,
well, I’m a people pleaser. I’m a perfectionist. I’m scared to say no,
some version of this. And if you have a farm and you have not ever feared,
what if they don’t come back? If I say no, or if I raise the price, well, then I want to know your
secret because this is one of the most universal things I hear. And this was…
plagued me early on in my farm? What if they don’t come back? If I don’t offer that delivery,
if I don’t offer to drop it off when it’s convenient for them or hold my farm store open when it’s
convenient for them, if I don’t offer to match the price they think they can pay,
then I’m going to lose them. They aren’t going to come back. That is a very common fear.
Or it sounds like this. Well, if I stop offering eggs, My customers will be disappointed and
they’ll leave. If I stop offering this fill in the blank, people will leave.
So these are all part of this thinking pattern that’ll keep you stuck. And, or another one,
I can’t raise my prices because I’ll lose customers. That is so common. Oh, another client.
She said, I said yes to making a custom sign with a truck and a dog and a Bible verse and a
mountain range because I didn’t know how to tell her it was going to take me four hours.
So I just told her I’d do it for $40 and now I’m so mad at myself. All right, this is what it looks
like. If you have that thinking pattern, being a people pleaser,
being a perfectionist, scared to say no, that’s what it looks like, over committing and way
undercharging. So people pleasing feels generous, but what it is,
is it’s actually a slow leak. Every time you say yes to something that doesn’t fit,
you are draining time and energy. from the thing that actually works.
This is why we got to have boundaries and get coaching. If you’re afraid to set a boundary, we
coach on that. And within 10 minutes, a pharma will be ready to set a boundary and know exactly how
to do it. Like it doesn’t take long to shift your thinking on this because over time,
resentment builds. If you’re that perfectionist, people pleaser, scared to say no, you will start
to feel angry and resentment inside for your customers. you’ll feel like the farm isn’t worth it.
You’ll end up thinking you should just quit and many do quit. So the wild thing though is your
customers are not as fragile as you think they are. When my clients,
the farmers in the Profitable Farmer Coaching Program finally build up the courage to raise their
price, they find that maybe one out of a hundred customers will leave. That’s it. So customers,
Don’t leave when you raise your price when you’ve built a relationship with them. These are the
ones who are loyal. They come back every season. They tell their friends about you. They won’t
leave just because you stop selling cheap eggs or something else that you’re losing money or you
just don’t enjoy. So sometimes we outgrow products on our farm and we keep doing the things we
don’t enjoy anymore because we’re afraid of letting people down. But saying no is not rejection,
it’s direction. It tells your customers what your brand is.
It tells them who you are so the right people find you and stay and support you.
So when you get clear. on your boundaries instead of people pleasing, you actually attract more
people who will pay the price you need to charge to be sustainable and profitable. We spend a lot
of time inside the profitable farmer working through exactly this. Not the marketing tactics.
Of course, you learn those. but why you keep saying what yes when you want to say no and how to
build confidence in your signature product and the courage to hold that boundary with people.
Because this fear doesn’t go away on its own. You’ve got to have the courage to work through it.
The Profitable Farmer is open for registration this week. This is what we work on. for one year and
it just turns your farm around, but it turns your life around. So that is,
we’re going to go into pattern number four, but you can always read more about it at
charlottemsmith.com forward slash mastery. And this is the last time I’m going to open it for
registration this summer because we start right away and I won’t be opening it for registration
until late fall. So if you’re interested in building your profitable farm,
This is your last chance to do it this summer because we hit the ground running next week,
turning your life and farm around. It’s really amazing the success farmers have when they start to
address not just learning marketing, but these mindset tactics too. All right. So the fourth
pattern is people saying, I have a good following. I email,
but I’m not making consistent money. Therefore. Emailed marketing doesn’t work.
This one is again, common and it’s frustrating. You have built a following.
You’ve got people on social media that have paid attention to you. They love your posts. They get,
you get comments like, oh yes, I really want you to raise that. So here’s what’s happening on
social media. It’s a, it’s not a business model. It’s not,
it does not, it’s not a substitute for a website. It’s just something, it’s a platform,
it’s a channel, it’s great to have. You can use it to build your email list,
for instance, but it is not a substitute for a marketing foundation. So,
and social media is set up so that if you, if it detects you’re trying to sell something,
your posts won’t even be shown to people because of the algorithm. So a lot of farmers will say,
well, I post on social media, but nobody seems to want what I have. It’s not that they don’t want
it or they don’t like it. Social media is set up in a way that it prevents people from seeing your
posts. If you have, if you’re talking about something you have to sell. All right.
They own your audience, not you. You don’t own your audience on social media like you do on email.
So an email list is what you own. These are people who raised their hand and said, yes,
I want to hear from you about your products. And when you send an email, it lands in their inbox.
We teach you how to get it in their inbox, not spam. And there’s no algorithm in email.
You aren’t fighting to just be able to get in front of people. Everyone sees your email.
A certain percentage of them will open it and a certain percentage of them will buy. And it’s 3
,600 times more profitable than social media. So just know this,
that if you’ve been emailing and you’re not making sales, it’s not because email marketing doesn’t
work. It’s because there’s a strategy. You have to learn how to write an email. that gets people to
open it and then how to write the email that gets people to click and buy something it’s a learned
skill and it’s not something you just learn by watching other people do it so if you’ve been
emailing your customers because you’ve been watching how other people are doing it and you’re not
making money it’s not that email marketing doesn’t work it’s just that you there’s a skill gap you
have not learned the skill so you can do that it’s not rocket science.
And in The Profitable Farmer, you get step-by-step instructions on how to set up your email list
and then how to write emails that will engage with people. As a matter of fact, we give you your
custom email marketing plan. So you will get all that when you join.
There’s a full pay bonus that you meet with one of our farm coaches and they will give you your
custom 12-month marketing plan. that is directed and customized to your farm.
It’s not a cookie cutter plan that everyone gets. It is only going to work for your farm.
That’s what we do for you. We’ve been doing this for… 12, 13,
going on 14 years now. So we can customize a marketing plan for you with your voice.
You’re going to love it. And that is what will work when you implement what we teach and coach on.
And you still have to turn these mindset patterns around for even that marketing plan to work.
But just know that it’s here for you. We do this for you. All right. The fifth pattern is I know
what I should be focused on, but I can’t find the time. So we were coaching a farmer recently who
has multiple young kids, I think six kids under the age of eight,
and she’s doing everything in the house. She’s homeschooling the kids, but she’s also cooking,
cleaning, doing laundry. And she came to me for coaching because she wasn’t able to fit in her
mark. marketing during the day and she felt like a failure. So I asked me to walk her through her
day. So starting for the morning, we worked through the whole day. She accounted for every waking
hour. So her kids, all the kids under eight and what it took to get them up in the morning and fed
and clothed, bathed if they needed, farm chores, meals.
bedtime routines, school routines, laundry routines, you know, nursing baby.
And I helped her become aware. I said, do you realize that what you just told me is 80 hours a
week? I said, you’re doing an 80 hour a week job. That’s the equivalent of two full-time jobs.
And you’re beating yourself up for not getting your marketing done. So she thought somewhere in her
head that she was supposed to be able to work an 80 hour a week job. and get her marketing done
outside of that. But here’s what I told her, and I want you to know this too.
We cannot pour from an empty cup. You cannot manufacture hours that don’t exist.
She still needs to sleep herself and care for herself. That wasn’t even included in that. So if
you’re working 80 hours taking care of the kids and the home and schooling and all that,
They’re like, what is realistically, what, how much time do you have to put toward marketing?
You’ve got to be realistic with yourself. So in her case,
she said she could probably do one hour a week and that’s it. And so she can give up beating
herself up for not doing two hours a day because you can’t do two hours a day if you are working a
12 hour a day job. There’s not two hours a day to do marketing. All right. And you’re going to do
your, you’re just going to exhaust yourself, beat yourself up, and you’re going to give up if you
expect you should be able to do that. So if you’re choosing to work the 80 hour week job,
taking care of all the kids, you’ve got to be realistic that you can’t do it all.
And you might only have an hour in her case, an hour a week to do marketing. So you’re not failing
because you don’t have two hours a day. It’s just reality. So step one in The Profitable Farmer is
actually my time management course. It’s not marketing. We studied time management first. In the
way I teach, you will find 10 to 20 hours a week. And that… you find time to market or find time
to do the things that you’ve been beating yourself up for not doing. So this farmer got really
realistic about how much time she was choosing to spend raising and schooling her kids.
And she accepted the reality of the amount of time she had left for the farm.
And then she learned how to focus. It’s something we develop through coaching.
It’s becoming a lost art in our world, the ability to focus. And you won’t be able to focus in the
time that you do have if you’re beating yourself up because, and you’re beating yourself up because
your reality is you’re already working more than a full-time job at home. But through coaching,
my clients learn to be really honest with themselves about their capacity based on their season of
life. And then they become so much more focused and productive in the time they do have that they
end up getting more done than ever before. All right. So pattern number six is,
I know I should have a website, but I don’t have one at all or mine is a disaster.
It’s not making us money. So that’s another thinking pattern. That is very, very common. So they’re
often farmers fall into one of two camps, those who don’t have a website and those who have a
website, but it’s not making sales. So if you’re in group one and you just don’t have a website,
well, you’re leaving money on the table by not having a website. People are spending the day.
googling their problems all day long and if you haven’t done the branding work I teach so that your
website shows up in a search they can’t find you and in today’s online world that’s where they find
people even if you’re local but if you’re in group two a website that isn’t making sales which is
something I hear constantly maybe you have your website all set up but people just aren’t buying or
maybe your website is out of date either way here’s the thing A good farm website doesn’t need to
be complicated at all. It works better the simpler it is.
Your website should just answer a few basic questions. It’s got to be pretty for one thing, but it
should answer the question of who are you? What do you sell? Where are you located?
And how do I buy it? If I want it right now, how do I buy it? How do I get it? How will you help
me? How will your products help me? All right. And it needs to be. organized and set up in a way
that makes sales. That’s it. And your website’s got to be connected to your email list, which we
just talked about, so that when someone visits and isn’t ready to buy right now, which is most
people, they can stay in your world and buy later by getting on your email list.
So in The Profitable Farmer, you get a free website template that I spent years designing and
working with a designer to set it up. in exactly the way I teach that makes you money.
You get it free when you join. If you don’t think the Profitable Farmer is for you right now and
you just want the website template and the tutorial videos that show you how to set it up,
you can always buy that separately on its own. That’s at charlottemsmith.com forward slash
website. You get the Squarespace template and the tutorial videos to set it up.
And it’s set up in a way that works for farmers. But either way, a great website set up in the way
that sells, clearly branded in the way we teach, is not optional in today’s world.
It’s mandatory, especially with AI. You’ve got to have it set up in a way so you show up in Google
searches and AI searches. All right. So let’s talk about how you fix these because I don’t want to
leave you here. going, yeah, thank you for making me aware of all these thoughts. How do I turn
them around? So here’s the framework I use in the program to turn around these six mindset traps
and these ways of thinking that keep people stuck. Step one, you’ve got to identify your one
signature product. What’s the one thing you make or you grow or you raise that you could sell at a
profit? that you enjoy doing and people love, and that you can sell more of without losing your
mind because you can grow more or produce more. And this is, we do the Power of One class and we do
that for all the new students. This is going to happen next week. It’s the first class you go
through as we do the Power of One and you figure out what your… signature product is. But if you
just ask yourself these few questions here, you will start to see what that might be.
So you got to know your signature product. Step two, you got to have your marketing foundation.
This means you got to get your customers off social media and onto your email list. The way you do
that is with what I call a lead magnet or a freebie. I know you’ve seen them on other websites.
It’s something, it’s a valuable thing that your customers are willing to trade their email for.
So I give you the template in the Profitable Farmer of how to create that yourself and the step-by
-step tutorials to do that. But you gotta have that. And then we give you the step-by-step tech
tutorials to get it on your website too. So once that’s created and on your website,
Then you will use that to market and build your email list. So just know that you got to have a
marketing foundation. Step three, get your website working for you. If your current one is not set
up in a way that’s working, making money, getting email subscribers, we need to shift that.
So we do that in the Profitable Farmer or you can get that website template and do it on your own.
But keep your website simple, feature, make sure your signature product stands out.
Make sure it’s set up in a way that makes you money. All right. So websites are crucial and
mandatory, but they got to be set up in a way that attracts the right customers. It’ll pay your
prices and makes them loyal by getting them on your email list. Step four,
you want to use your email list to sell intentionally. So every week or two, you’re going to send
an email consistently. Tell them maybe about what you’re working on. These are the things, the
emails we give you when we create your marketing plan in the full pay bonus consult.
You’re going to get a set of emails that you will send them to engage with them and build a
relationship with them. And you will know what to write about in those emails. It could be what’s
coming up, why your product is special, what you’re working on. It’s going to build a relationship
with them. And then you will get a set of sales emails that are customized to your product.
So if you’re already sending emails, but not making sales, again, not because emails don’t work.
They do. You just haven’t learned how to write emails that compel people to buy. So we’re going to
fix that. Step five is do the mindset work. I listed this last because a lot of people skip it,
but you can’t. They want to try the next great tactic they see on a YouTube video, but it won’t
work. None of it will work without shifting your mindset to be useful and productive.
So the reason we learn strategies, but then don’t implement them or we learn them and implement
them and they don’t work. It’s not because we don’t have the information. It is because our mindset
got in the way that fear or people pleasing or guilt or perfectionism or thinking you have to do it
all or thinking you can’t afford to hire help. All of these thoughts are what keep you stuck.
And mindset coaching is what changes everything. Because without it, you learn the how-to
strategies, but then you’ll find a reason not to implement. are exactly all the things we work on
in the Profitable Farmer Coaching Program all year long. All right.
So this is the week that it’s open for registration. I’d love to work with you. The farmers I work
with, they’re not people who don’t know how to work hard. I think farmers are the hardest working
humans I know. The problem is never work ethic.
It’s direction. Without the right direction, hard work will just burn you out.
I’m certain you have a good product and there are people all around you who want it.
You just need to learn and implement the skill of getting those customers to your product, of
making them aware of your product. And you can do this. You don’t have to figure it out alone. We
have a wonderful Facebook group where I help, I coach and my… Farm coaches coach,
but there’s also a group of 250 or more people in Facebook and they’re helping each other all the
time too. When you’re surrounded by people who are struggling with the same things you are. And
then solving those problems, it helps you solve those problems much faster today.
Okay. So thanks for being here. This is the week The Profitable Farmer is open for registration. So
this is the week I talk about it. Next week, we’ll go back to talking about specific things that
will help your marketing, but today’s will help your marketing too. So remember, you can always go
to charlottemsmith.com forward slash mastery to read about the program.
Or you can meet with us one-on-one, meet with one of our farm coaches at charlottemsmith.com
forward slash strategy. And that’s it. I am known for helping farmers finally build profitable
farms through learning to make money through marketing. And it’s your time. Let’s get you started
doing this too. All right, take care. I’ll see you in the next episode.
