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dont-try-to-sell-thingsDon't Try to Sell ThingsOctober 23, 2026Nate Beaulac restarted a 175-follower TikTok and had a viral video within weeks. None of his viral videos ask anyone to buy — and that's why people ask him.
Nate Beaulac runs Prairie Creek Farms in Kellyville, OK, raising grass-fed beef, pastured pork, chicken and eggs for families around Tulsa and Oklahoma City. This summer he fired up an old farm TikTok account with 175 followers and had a viral video within a few weeks. Today the account has more than 100,000 followers and a million likes, and one video has passed 6 million views. We asked him how. Here he is, in his own words.
I'm not from farming at all
I grew up in the Bay Area, moved to Oklahoma for college, and worked in healthcare for years on the business end. Around 2015 I was in a hospital and wrote in my notes, under root cause analysis, that everyone is so sick.
That sent me down a YouTube hole on what's wrong with the food system, and to farms like Polyface and White Oak Pastures. Radically traditional. The chickens live on the pasture. The pigs live in the woods. A buddy and I took a road trip, and by the time we got back we'd found 10 pigs on Craigslist and borrowed two acres of scrubby ground from a friend for $10 a year.
That's how Prairie Creek Farm started. Today we've got a staff of 10, we run 300 acres, and we serve thousands of families, about a dozen restaurants, a big home delivery business and farmers markets.
When we got back from our honeymoon, I told my wife I was going to fire up the old TikTok account a former intern had started for us. I think we had 175 followers. I was just going to talk about food.
I made my first video around the middle of June. I had a viral video within the next three or four weeks.
I didn't do anything. I don't have a camera setup or a ring light. I just sat down in the same room I'm in now and explained what I'd been explaining on farm tours for seven, eight years, very concisely. Why what you're buying in the store is not what you think you're buying.
Then TikTok started reaching out and offering money to keep making videos. That's never happened before.
Where the videos come from
It's not something I dedicate a lot of my time to. Something crosses my mind, or I have a conversation where I'm explaining something, and my wife says, you should do a video on that. So I go on a rant about how something works that nobody understands.
The stuff I watch on social media is some guy sitting in his truck talking about how he broke his skid steer for the ninth time this week. I'll watch that for three or four minutes and learn something. I'm just trying to do the same thing for other people.
Don't try to sell things
There's a marketing wizard, Gary Vee, who has a jab, jab, jab, right hook approach to marketing. That's something we've always done. It sounds counterintuitive, but don't try to sell things.
We take the approach of nine posts in a row where we're just telling a story. What we're doing and why we're doing it. Something funny that happened today. A picture of one of our team members and the anecdote about them. Videos of the chickens in the grass. Then maybe the tenth one: hey, FYI, we've got too many chicken wings. We're putting 50% off just this week. That's the sale for the month or two on social media.
We use social media to capture people's emails, and we sell to our email list. That's a very different process.
Don't post pictures of your product and explain why people should buy it this week. Explain why your product is incredible, why you started this business, why it's near and dear to your heart, or that it comes from a family recipe and your mom always used leeks. There are a million ways to capture people's attention without trying to sell them.
Then people will approach you. How can I get these leeks? How can I get this chicken breast? These eggs look incredible, where can I buy from you? Look at the videos I've posted, the ones that have gone viral. There's not a single thing in there where I'm like, here, come and find me, I've got eggs 40% off this week.
How can I buy?
The funny part is that I'm terrible at turning followers into customers, because we don't ship. We deliver within an hour of the farm, to about 3 million people between Tulsa and Oklahoma City, and we already can't meet the demand.
So when people write in from Dallas or anywhere else, I recommend farm friends I know personally who sell the same kind of products. I'm sending business their way.
The Oklahoma customers who found us on TikTok have come to the farm store for breakfast, bought product, come to events, and started ordering online. I didn't try to get their business. They watched the videos and decided we're at least an authority, if not trustworthy. There's not a lot of vetting. It's just, how can I buy?
It's been probably the easiest sales I've ever done in 10 years of farming. Because I'm not trying to sell anything.
Put aside your pride
If you're a farmer, you work outside in the weather and get pummeled every day. If you're willing to put aside your pride, you're going to be fine. The biggest barrier to anybody getting started is fear and pride. I don't want to be that guy. I don't want to be an influencer.
It's all upside. Five people look at your post, that's five more people who know you exist. Next time it's 15. Stack those base hits, and by the end of the year you're the organic carrot guy. Are you the expert on organic carrots? Probably not. But the world sees you that way because you've positioned yourself that way.
If you've got 15 minutes a day on your phone, which you do, and if you say that you don't, you're lying, you have time to post every day if you wanted to. We don't. There are weeks we don't post anything on TikTok because I'm too busy or have nothing to say. On Instagram we post three or four days a week.
People buy the story
When you're out in the field, in the greenhouse or at the farmers market, take a couple of pictures. Take a picture of your customer holding your product. Your product sitting on a table doesn't really land. Someone holding it lands a lot better.
Later, scroll through your phone, pick one and say something about it. These carrots were seeds 12 weeks ago, and now they're going home to be in someone's crock pot tonight. How exciting is this?
People buy the story more than they buy the product.
A farmer neighbor of mine at the Tulsa Farmers Market never used to sell many radishes. Who even eats radishes? Then he started leaving the whole plant together, roots and little clumps of dirt hanging off, and he'd sell out every week. He thought he was adding value by trimming them up to look like Safeway. He was missing it the whole time.
TikTok and Instagram aren't the same
If something performs well on TikTok, I'll send it over to Instagram and Facebook. I don't really go the other way. Like it or not, what people want on TikTok is a talking head in front of the camera yapping about something. On Instagram, well-done pictures and long, thoughtful posts about what you do and why land better. Instagram and Facebook are where our regional customers live, and where we do a lot of our business.
— Nate Beaulac, Prairie Creek Farms
What to take from this
Film what you already say on farm tours. Nate's first viral video was the explanation he'd been giving visitors for years, said concisely.
Skip the ring light. A talking head in a room you're already in is what TikTok rewards.
Nine stories, one offer. Tell the story nine times and make the offer once. Do the real selling to your email list, not your feed.
Photograph people, not product. A customer holding your carrots beats carrots on a table.
Test on TikTok, then repost the winners. What works there can move to Instagram and Facebook.
Send people you can't serve to farms you trust. Every farm gets busier when more people buy from farmers.
Nate Beaulac co-founded Prairie Creek Farms in Kellyville, OK in 2016. The farm raises grass-fed beef, pastured pork, chicken and eggs for families around Tulsa and Oklahoma City. Nate is a Farmhand Expert: Business Pro farms can book a 1:1 with him.
Nate BeaulacPrairie Creek FarmsKellyville, OKSocial · TikTokSocial
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