Thinking About Selling Beef Directly? Here’s What You Need to Know.
I asked Arlin what he thought were the top three things ranchers need to know when shifting from selling cattle traditionally to selling beef directly to consumers. His answers were clear:
1️⃣ You Need a Marketer
Selling beef isn’t just about raising good cattle (or even having a great product)—it’s about getting customers to know, trust, and buy from you. That means you need a website, social media presence, and branding. Many homesteaders think selling direct is as simple as putting up a “Beef for Sale” post, but there’s a lot more to it. If no one knows about your product, you won’t sell it. Whether you learn marketing yourself or hire someone, this part of the business is just as important as raising the cattle.
Audrey’s Take: Selling isn’t just selling—it’s educating. You’re teaching potential future customers about you, your product, and your process. We spend so much time talking about beef and explaining how we raise our cattle, often to people who aren’t quite ready to leave their relationship with the grocery store meat department. Over time, you get better at explaining yourself and even better at interpreting the questions people ask.
2️⃣ Understand Your Market
Selling beef is different from selling live cattle at auction. You have to learn what customers want and how to price your beef in a way that makes sense. You don’t need big equipment, but you do need manpower—especially when handling inventory, butcher schedules, and deliveries. Researching your local market is critical. What works for a famous homesteader in one state may not work for you. Soil conditions, weather, customer preferences, and even local regulations all play a role. You can’t just copy someone else’s business model and expect it to work the same way.
3️⃣ Soil & Animal Health Are Often Misunderstood
There’s a common misconception that organic farmers “just leave the land alone” and that healthy pastures take care of themselves. That couldn’t be further from the truth. Whether you’re organic or not, your soil needs proper management. Overgrazing weakens land, but so does neglecting it. Healthy soil requires inputs like microbial sprays, proper pasture rotation, and ensuring cattle get the minerals they need. Good grazing management is science, not luck.
You also don’t have to do everything at once. Many university and extension office recommendations are ideal but expensive. You can work in phases, improving land and herd health as your business grows. The key is to keep learning and adapting—because soil, cattle, and markets are all influenced by factors unique to your specific farm.
Audrey’s Take: When we started out, we had just one upright freezer and a dream. Building a beef business takes time, patience, and a lot of learning along the way. You don’t have to have every step figured out from the start.
Final Thoughts
If you’re thinking about selling beef directly, be prepared to invest in marketing, manpower, and ongoing education. It’s not as simple as just “raising cows and selling beef.” But if you’re willing to do the work, the reward is a business that connects you directly with the people you feed—and that’s worth it.
Cowboy Arlin one of our first farmers’ markets in Perry, Georgia. No tent, one table, a few business cards, and a banner.