Core Story – Your First Powerful Tool

neal anderson chicago bears
Image Source: ESPN.GO.COM

When my two sons, now grown, were in primary school, I volunteered as an assistant Cub Scout leader for their pack. My wife worked as an office manager for a physical therapy clinic whose clientele included Neal Anderson, then an All Pro running back for the Chicago Bears. She was able to arrange for the Scouts to hear Neal talk about his training regimen, followed by a little group workout, then photos and autographs.

As an unexpected bonus, Neal talked candidly about his philosophy of training. To him, our bodies are temples that we need to nurture and maintain. This includes proper diet, nutrition, and exercise, starting with the “core” muscles – the chest, abdomen and calves. If an athlete’s core is not in sync, the rest of his body won’t be either. But Neal didn’t stop there. A deeply religious man, he also spoke about his beliefs providing the Core for his actions to follow. Everything was integrated, working together to help make Neal a premier running back. This made an immediate impression on not just the scouts, but the adult leaders as well.

Just as Neal Anderson relied on his core beliefs and core body muscles to make him a star football player, it’s important to know our own personal Core Story to succeed as communicators in food and agriculture. Let me explain. A Core Story relates to the inner beliefs and values that drive you each day to share with others how your help feed people – whatever that role may be. I don’t have the skills or the temperament to be a farmer – that is, to produce the food I need each day. But I do aspire to farmer values of hard work, integrity and continuous improvement. I believe people should know enough about where their food comes from in order to appreciate the work farmers and others in the agricultural supply chain contribute each day to supply us with an ample food supply.

How do you tell an authentic Core Story? It starts with the WHY, before the WHAT.

Consider these two statements from a Midwestern dairy farmer:

“My family farms 500 acres and milks 150 cows. We ship the milk to our local co-op to be processed into fluid milk. We milk three times a day to get the maximum efficiency out of our animals, and average nearly 70 pounds of milk per cow each day. I have a son and daughter who are both interested in taking over the business someday.”

Here is the second statement:

“As a Midwestern dairy farmer whose grandparents started this farm more than 50 years ago, I believe in continuing our legacy of providing people with the best milk possible to put in your fridge and on your table. My family, now in its fourth generation as farmers, is dedicated to doing what is right for our cows and our land, so you can have safe, nutritious and delicious milk to do your family right.”

If you were a milk consumer, which statement would you appreciate more? Wouldn’t it be the one that addressed why this farmer remained in the dairy business, the one that reflected your values, and spoke to how the farm operation benefited you and your family?

This values-based statement can directly help milk sales. As consumers, we tend to buy more products and services from companies we trust. And, in the current communications environment, it’s not enough to say, “Just trust us.”

As the ethnographer Simon Sinek has said in his popular Ted Talks video on You-Tube, “People don’t buy what you do, they buy why you do it.” You must give them a reason to “buy” your idea, or your product.

It all starts with shared values. If I believe that you, as an agriculturalist, are operating in my best interests because your values are aligned with mine, I don’t have to worry about all the details of how you farm, or how your company helps market agricultural products. I trust you to do the right thing.

Now, it certainly helps when what you are saying is supported by veterinarians, neighboring livestock farmers, and others in your community. This is called “third party alignment” and carries extra value.

But it all starts with you.

An easy way to start telling your Core Story is to practice introducing yourself to those outside of agriculture by leading with the Why before the What. The next time you are in a social or professional situation and have the occasion to present yourself as a food and agriculture person, try leading with your values as a way to connect with your listeners, and see where that takes you.

The next step is to develop an “Elevator Speech,” that is, a 60- or 90-second self-introduction that is basically an extended introduction of yourself. Base this on your values, not just details of your job each day. You will find many uses for this as you interact with those outside of the agricultural community. When you do it, though, make sure that your introduction addresses the specific audience you are talking with. Make your introduction all about THEM, not just about yourself.




Why We Must Lead With Our Values

shared values
Image Source: The Center for Food Integrity

I once attended an agricultural meeting that was billed as a dialogue between Midwestern agriculturalists and Wayne Pacelle, CEO of the Humane Society of the United States (HSUS), a leading animal rights group. Pacelle, who was dressed as usual in a spiffy business suit and tie, presented himself as cool, calm and collected in speaking of his dedication to enhancing animal welfare across the United States. He said that the changes his organization was seeking in livestock animal welfare policy were actually supported by many agriculturalists. His message was that it would be good for this group to climb aboard the animal welfare reform train, rather than stand on the tracks and get run over.

During the conversation that followed, one Illinois soybean farmer stood up to complain that the measures HSUS was advocating could drive many livestock and crop farmers out of business. And, if that happened, how were people going to get an ample supply of affordable food in the future? Pacelle retorted, “What you don’t understand is that we’ve now got the hearts and minds of middle America.”

While that statement is highly debatable, the point is that the current struggles involving social responsibility around food start with emotions, not facts. Animal rights groups are well aware of this, as anyone can tell by watching the gut-wrenching videos they produce. (“Will anyone in the room who is actually SUPPORTS animal abuse please stand up?”) Some livestock people have responded by arguing that some videos have been setups by the activists themselves, or that the practices shown are made to look worse than they really are, or that the reforms being pushed for are too unwieldy, and will result in higher food costs. While these counter arguments may be true, they miss the main point.

Many consumers today are saying that they do not want to be part of a system where animals are mistreated in any way, just in order for them to have affordable food. Increasingly, they are making food purchasing decisions from this value-based standpoint, not from any “rational” presentation of facts about modern food production.

Food purchasing decisions traditionally have been driven mainly by taste, affordability, safety, and, to a lesser extent, health and nutrition needs. Today, health and wellness concerns are becoming an increasingly important driver. And, other considerations are taking hold, including desire for “locally produced” and “sustainable,” code for produced in a socially responsible way.

In order to effectively counter groups such as HSUS, and to capture (or re-capture) middle America, we must “get emotional” with today’s consumers. Current research by The Center for Food Integrity (an agricultural coalition devoted to bridging gaps in consumer trust) indicates that most people are willing to continue eating milk and eggs if they believe livestock animals are treated in a humane way. But the conversation with consumers must start by reiterating our values in humane animal treatment.

For anyone concerned about greenhouse gas emissions, the impact of livestock production on the environment is becoming a more important consideration. Frank Mitloehner, an air quality specialist at the University of California – Davis, has compiled compelling evidence pointing out that anyone wanting to help lower greenhouse gas emissions can make a far greater impact by changing to energy efficient lightbulbs in their home than by lowering their consumption of meat.

But food purchasing decisions, like other important decisions in our lives, are made not by the “rational” neocortex part of our brain, but by the “emotional” part of our brain, the limbic system. While scientists can amass an impressive array of facts and statistics to support the argument for continued meat consumption, people make their consumption decisions on an emotional level, not a rational one. The facts and statistics merely help to support the emotional decision they have already made.

This is yet another reason why it is essential to lead with our values in conversing with today’s consumers. We must connect with them on an emotional level, to show that our values are closer to theirs than the values of those who hope to convert consumers to veganism.