6 months and 500 sales, advice on building a strong business

I have been on Etsy for 6 months now and just celebrated my 500th sale. I have achieved this in part due to the awesome advice I have found on the forums, and feel that it is my turn to share 10 points that have made a difference in my shop.

1) Treat your shop as a business.
If you treat your shop as a hobby, you will get a hobby's worth of results. Be dedicated to creating new products, filling out your shop, taking excellent pictures, knowing how to work with the Etsy system, and promoting in as many ways as your are able. Search the internet for business topics, read the forums, learn as much as you can. It is not as simple as creating something and listing it.

2) Know your target market.
Knowing your target market and providing a product that they WANT is the foundation for a successful shop. You can make beautiful things, but let's face it, if you targeting the wrong people, or if your beautiful things do not fulfill a need or want in your market you are not going to sell anything.

Ask yourself a few questions and gear your descriptions, or even your products to speak to your market. BEING a member of your target market helps tremendously with putting yourself in their mindset.
-Why would my market be interested in my products?
-What aspects of my product would be the biggest selling point?
-Where does my target market hang out on the internet? (What is the best place to join in the community and quietly promote)

3) Search your key search on Etsy every day (or multiple times a day).
A large percentage of people are going to find you simply by searching on Etsy. It is important that you show up in this search, that you show up early, and that you show up often.
-Think of all the possible search words that you think of someone might type in to find your item and tag your items accordingly.
-Create new items or renew items frequently so that you remain present in the searches. The more times you show up, the more chances you have of someone falling in love with your products. If you drop down too far, it is time to renew, or list a new item.
-Get to know your competition through this search. Analyze their style, how prolific they are, how frequently they list, their success, etc. Use this information to make your shop stand out next to them.

4) Make the most of your tags.
Use ALL of them. Tag colors, your shop name, key selling points (free shipping, eco friendly, etc.), important materials (sterling silver, cashmere, etc.) and descriptive words (soft, shiny, classy, funky, retro, etc), common misspellings, and alternate phrasing.
-Look at your competition's listings for ideas on other tags that you could be using.

Your buyers find you through these tags, as do treasury makers. Treasuries help bring more exposure to you, thus increasing your views, and hopefully sales.

5) Visually stand out from the crowd.
Make your items stand out from your competition. This is about branding. You want your buyers to see your items in the search and know that it is yours.
-Have a unique style that shows up in your photographs. This may be the style of your products themselves, or simply the way you photograph them.

6) Continually improve your photography.
Your photographs will make or break you. Your customers can't hold your items, so the photographs need to be clear, informative, and visually stunning all at once.
-Read tutorials online, and in the forums to improve your shots.
-Use natural light, or a light box.
-Tweek your shots in photo editing software to make them the best they can be.
-Take LOTS of pictures of each item at many different angles. Choose only the best 5 to keep.
-Search around Etsy for another seller who's product photographs you admire. Emulate their style and adapt it to fit your items and your shop. DO NOT copy their style exactly. You want to stand out. Use their style as inspiration on how to pose items, or how something looks best.
-Use all 5 picture slots that Etsy gives you.
-Select 1 shot that is artsy, alluring, and visually stunning that will draw your customers in. Make them want to click on it to get a better look and to see more of that stunning piece. Make this your first shot.
-Give at least 1 shot of the full item. You may loose a sale if your customer has to piece together all your shots to figure out what the whole thing looks like.
-Show important details such as the clasp, patterning, etc.
-Have a shot showing your item in scale. It is difficult to tell in a picture how big, or small an item is. Dimensions in your description are important, but it is difficult to visualize dimensions. Show a necklace or purse on a model, your stuffed toy in a person's hand, or your artwork on the wall next to a piece of furniture.

7) List more
You can't sell it if it isn't in your shop.
-Creating and listing more means more choice for your customers.
-More listings spaced out have your shop show up more frequently in the searches, bringing more people to your shop.
-More variety means more choice for your customers. The more items you have, the more likely someone is to fall in love with a piece and take it home.
-Shops that are filled out have a more professional appearance, like you are running a business rather than a hobby.

As you list more, use your shop sections, so that your buyers can easily find everything in your shop.

8) Diversify your product line
Variety is the spice of life. Additional product lines allow you to list in multiple categories, which allows you to draw people to your shop from multiple searches. If your products are complimentary, it encourages people to find something in your shop they didn't realize they wanted when they typed in the original search. Consistently look at your products and ask yourself:
-Is there a complementary line of products I can also sell?
-Can I make this product in more sizes or colors or patterns?
-Can I offer more products in different price ranges?

9) Make a high quality product
If your customers are delighted with your products they will come back for more and refer more people to your shop. This is free advertising, and the more people they send your way, the fewer you have to find yourself.
-Pay attention to details
-Use materials you are proud of

10) Provide excellent customer service
Each customer that you take care of well and comes back, is one customer you don't have to find.
-Treat your customers as you would like to be treated.
-Check your email and convos at least once a day, if not more often
-Be professional, polite, and kind.
-Ship quickly
-Maintain communication. If something is taking a while, keep them updated. Let your customers know when their items have been shipped.

I hope that this helps you all in your shops and here's to each of you reaching 500 sales :D

My Online Shop:

http://twiceshearedsheep.etsy.com

My Twitter:
http://twitter.com/nairtseuqe

Packaging and Shipping Your Handmade Goodies!

A lot of people tend to think that because they have done all the hard work to get a sale online, they can take a breath and worry not because all the work is done. But realistically, posting and selling your items are only half of it. You have an impression to make!

Packing and shipping your items might seem like a meagre task, but what you are doing is sending the buyer a piece of your personality. You can't be there in person, so you have to send a good representation of yourself. A good packaging job can mean the difference between repeat sales and one time buyers, and it is up to you to give them a little bit of magic with every parcel you send. Just think of it this way - it's like Christmas or a Birthday for the buyer, so WOW them! Make it personal, make it beautiful, but most of all - make it memorable!

These ten thorough tips will get you started on packaging your beautiful products in a way that will make an everlasting good impression on your buyers. To make it easier, I will also include examples from my own experiences. So here we go!

♥1. Packaging should reflect you! ♥ Come up with a style of packaging that matches the items you sell. If you send your items in cute yellow polka dot gift wrap, and your shop doesn't even have an ounce of cuteness, you are going to look like you are either having an identity crisis or that you really just don't know how to coordinate.

My shop is basically white with many additions of lime green, purple, and black. I generally ship my items in lovely white boxes tied with green polka dot ribbon and purple tissue paper - it matches the colours of my shop!

♥ 2. Don't be a grub! ♥ We all try to cut corners to save a buck when we can, but if the box that you are planning to ship in has been mashed up and torn - don't use it! Rips, tears, and other damage will always been seen as carelessness. The best rule to follow is to use new packaging products. If you decide to reuse old packaging supplies, just make sure that they are in excellent condition. Wrapping things in newspaper, Christmas wrapping paper (if it isn't Christmas), old Chatelaine magazines from 1976, or worn & old bubble envelopes are an absolute no-no and will put off your customer in an instant.

If you make your own boxes or bags, do a good job - don't just throw them together. Remember - presentation is of the essence!

♥ 3. Serve and Protect! ♥ It is a real downer when you open a package only to find that it's been damaged or broken. Do all you can to make sure that your items are safe and cozy, because postal workers tend to play football with your parcels, sometimes. Things like tissue paper, cotton, shredded paper, packing peanuts, bubble wrap, plastic balloons, and bubble envelopes are a good way to protect your items from damage as well as the elements.

♥ 4. Keep it clean! ♥ Nothing is more disturbing than finding pieces of pet hair, human hair, and fuzzies in a brand new parcel. It's un-hygienic for sure, but it is also a turn-off. Always keep the area where you package things free from dust, hair, and smoke. Do not eat or drink around your shipping area, as cookie crumbs and soda stains are no fun either. One of my biggest pet peeves is receiving an item that wreaks of cigarette smoke. If you smoke, don't smoke around your items - or better yet, smoke outside.

If you pride yourself in being green, recycling is definately a regular part of life for you. Recycling boxes and packaging supplies is not necessarily a bad thing unless it is in bad condition - so think before you use it!

♥ 5. Keep shipping realistic! ♥ If you charge too much for shipping, you might not even got as far as a sale, at all! All you have to do is visit your local post offices' website or pay them a visit and ask them a few questions. An example of a no-no would be the actions of the majority of eBay sellers: Many eBay sellers give you a great deal on the product, but shipping is through the roof to compensate for a low selling price.

Only charge what is realistic for shipping. Invest in a moderately priced digital scale and measuring tape, and get your shipping fees down to an art before you start selling. Any costs such as boxes, tissue paper, bubble wrap, and other packaging prices should be incorporated into the items selling price - not the shipping price.

On the other of the spectrum, do not under price your shipping. By doing this, you are reaching into your own pocket each and every time you sell an item and are undercutting any profit that you make from the item. If you plan on selling as a business, you need to think business. If your shipping prices are on the high side but are realistic, all you have to do is explain why, and most of the time people will understand. If your product is good, the shipping price is always worth it in the end.

♥ 6. Include a business card! ♥ Business cards can be made for rather inexpensively. I personally use Vista Print, and their cards (in Canada, atleast) start at $17.99 for 250 cards. Stick the business card on your package; or better yet, stick a few in with the package. If you include more than one card, chances are that the buyer will pass them on to somebody else who may be interested in your products.

♥ 7. Offer coupons and freebies! ♥ How many of us flock to free sample stands in the grocery store? If it's free - we love it! Try adding a little something with each package that you send out - such as magnets, stickers, and buttons with your business name on it. It's such an inexpensive way to say thank-you, and most people will be very happy about it. A great way to coax buyers to come back is to include coupons with their purchases. Things like "10% off your next purchase" or "Free shipping on orders more than $20.00", are great promotions to offer. Just make sure to set an expiry date!

Things not to include are freebies that could result in a mess upon opening. For example, chocolate is a cute gesture but what if the person lives in a warmer climate? You don't want chocolate goo all over the product, do you? The same goes for extremely strong smelling perfumes, soaps, and candles - they can permeate the entire box!

♥ 8. Personalize your packaging supplies! ♥ A plain old box is all well and good, especially if it looks great the way it is, but try adding your own flare to it by stamping your name and website onto the box or adding a sticker with your store logo. Not only does it look professional, but the buyer will be reminded of you everytime they see it!

Don't just think inside the box - think outside! On the outside of the parcel, that is. Add your logo name and website on the outside of the envelope where all the shipping information is. Do you know how many people handle your items before it gets to it's final destination? Many! If your name or logo looks interesting, somebody who handles the parcel might write it down for their own references.

♥ 9. Write a little thank-you note! ♥ Buyers just gush over the fact that their product has been made just for them. It really is a luxury that you cannot find with mass produced items. Your products come from real people with a heart - not a robot. So show it! Write a quick thank-you on a cute stick-it note and make the customer feel special! Because they are!

♥ 10. Follow Up! ♥ Just because the item has been shipped does not mean that the transaction is over and done with. Send them a quick message or e-mail asking if they have received the item and check to see that they are happy with it. If you're on Etsy, leave positive feedback and ask the buyer to do the same for you. Happy buyers are repeat buyers!

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I wanted to share that with all of you! I regularily share tips for this sort of thing in my blog, so check it out if you are interested :)

My Blog:

http://monsterkookies.blogspot.com

My Website:

http://www.MonsterKookies.com

My Etsy Shop:

http://www.MonsterKookies.com

My Twitter:

www.twitter.com/monsterkookies

How to reach the right people on Twitter-two tools

I've just discovered two websites that make using Twitter far easier - and can help you reach the right people.

The two sites are:
http://search.twitter.com/
http://tweetbeep.com/


Here's how to use them to find your audience:

It sounds obvious, but the people you want to connect with on Twitter are those who are likely to buy the sort of thing you're selling, right?

Right.

So you need to figure out what these people are likely to talk about (that relate to what you're selling) and then search/set up alerts for those keywords.

This sounds simplistic, but the trick is to really narrow it down and get the most likely prospects.

Here's my example:

I sell art featuring 'quirky, flirty big-eyed girls'. Here are some of the keywords I considered and reasons why I used/rejected them.

♥ ART: (rejected) this is far too broad - people who like Picasso or abstract art aren't likely to like my work.
♥ LOWBROW ART: (unsure) this is far more specific but is still a bit too broad - I'll probably use it when I have more time to search!
♥ FAFI: (accepted) she's a famous artist that my work is sometimes compared to - people who like her art are likely to like mine so this is a perfect keyword to look for.
♥ BLYTHE: (accepted) my work looks a bit like a Blythe doll, so people who love Blythe may be interested in the kind of art I do.

Etc, etc, etc.

The hard bit is really thinking about the right keywords to search for.

If you're an artist, a great way to find the right people is to think of a famous artist (anyone who's likely to be talked about) who does similar work to you.

I'm not sure how it would work in other categories, but I'd love it if you'd share your keyword tips here.

Good luck!

xxx scarlett

My Shop:
http://www.scarlettcat.etsy.com

My Blog:
http://scarlettcat.blogspot.com

My Flickr:
http://www.flickr.com/people/scarlettcat

Discouraged

Ok, first let me say this. It may seem funny to read what I'm posting when you see I have only one sale. BUT, just because I only have one sale here doesn't mean I haven't sold my art before.

Now, to the heart of this post! I see so many people posting about being discouraged, low views, lack of sales, etc. I'd like to step in and say to stop feeling so down! Step back for a moment. Take a deep breath. Let me tell you a little story about me and my photography.

I've always loved taking photographs, I NEVER thought I'd ever make any money from it. It was my passion, my ultimate favorite hobby. I dreamed of being some National Geographic type photographer, but since I am self taught, never imagined anyone other than family would ever hang one of my photos on a wall, much less give me money for them.

A few years ago, I just couldn't help myself-I just had to upgrade my point and shoot to a DSLR. We didn't have a lot of cash, so I made a scary promise to my husband. We buy the camera and I'll find a way to sell enough photographs to pay it back (it was bought on a 6 months no interest credit card). Now I had six months to figure out not only how to use the camera, but also to get good enough photos to sell-and how to sell them!

I remembered a website I saw that sold prints and calendars and stuff-a club we belonged to used them to make t-shirts. I went there, created an account, and uploaded some photos. I knew NOTHING about how to do it. It took me days to get them sized right. I found the forums there, and in those forums were a lot of great folks that helped me learn a lot about not only how to use that website, but to run my business. It took a while, but I made a few sales. I learned more, upgraded things and finally, I paid back the camera. And then I kept making sales! I actually was earning money on my photographs!! People were paying money for my art, and it was hanging on their walls!

Think it was some little, cozy place like Etsy? Think you have a lot of competiton here? It's much, much bigger. It doesn't matter where it is, but for instance, a search on that site for "sunset photograph" brings nearly 2,000 results.

What I am telling you is that if I can do this, you can too. Find your niche. Find what makes you different than the others in it. Play it up to your customers. Get your OWN site. Promote it. Market it. Learn what SEO is. Learn about running your business. Absorb knowledge shared freely like a sponge. Even if you don't agree with someone, read their opinion, there might be a little something you can take from it. Don't get stuck in a rut and stay there. Learn from each mistake. The single most important thing I learned from my past few years is this-it's your business, not "abc company's". Own it. Don't let anyone tell you you can't, and don't believe that you can't. Believe in yourself, your craft and your business. YOU CAN DO THIS.

Now go create! Go work on tags and descriptions and things Google likes! OWN YOUR BUSINESS!!

My Online Shop:

http://www.scenicnewyork.etsy.com

How to Get Rid of Customers

I know, I know - most of us are trying to attract customers.

But knowing how to keep them away also tells us something about how to attract them - just do the opposite!

So here's what I've done over the past month or so to slow my shop down (NB. I'm not totally insane - I've just been extremely busy preparing for gallery exhibitions and couldn't deal with a rush in my Etsy store at the same time):

1. I stopped posting in the forums.
2. I stopped relisting my items.
3. I stopped mentioned and linking to my Etsy store in my blog posts.

It's incredible what a braking effect these three things made. I still had the odd sale, but nothing like my usual business.

Now I need to gear up again - so (you guessed it) I'm posting, I'm relisting and I'm blogging about my Etsy store.

I'll let you know how it goes.

My Shop:
http://www.scarlettcat.etsy.com

My Blog:
http://scarlettcat.blogspot.com

My Flickr:
http://www.flickr.com/people/scarlettcat

Better Photos-Framing Your Shots

My Road to Better Photo's...

Here's a quick summary with the full post with pictures here:

http://www.addtwist.com/2009/05/road-to-better-photos-lesson-2-framing/

One of the top reasons for leaving a shop without looking further is because the photos don't tell me what the item is. There is no idea of what they’re selling nor does it generate interest.

To remedy this, frame your item in a way that shows what it is, clearly. Crystal clear.

Here are questions to ask yourself when evaluating your own photos:

1.) Can I tell what this item is?

2.) Can I tell what this item is for?

3.) Does this photo clearly convey what this is?

Other topics covered are:

How to frame a good shot
A.) Take an action shot.
B.) Put your item in its habitat
C.) Show its size

Things to avoid
1.) Using a super up-close shot as the first picture.
2.) Using a far away shot of the item.

My Etsy Shop:
http://www.addtwist.etsy.com

My Blog:
http://www.addtwist.com/

My Twitter:
http://www.twitter.com/addtwist

My Flickr:
http://www.flickr.com/photos/addtwist

Some Secrets of My Success

Since I consider myself a successful Etsy seller, I'm taking the opportunity of my 2nd Etsyversary to share some thoughts. While I know everyone finds their own path and my experience won't reflect everyone's experiences, I hope you find this interesting or even helpful.

When I started making jewelry based on molecule shapes, I expected it to be a hobby. I was planning to work freelance writing jobs for a living and sell jewelry to produce some retirement savings. Yet within a year the jewelry became my full-time job that pays the bills. The freelance writing I do is extra.

I believe much of my success comes from having an unusual offering. At first, I thought my jewelry would appeal to a very small niche. I was uneasy about joining Etsy because I thought people interested in my stuff would not find me here. I was wrong. First, my work appeals to a wider audience than I suspected, and, second, people found my stuff through searches and - more importantly - through other people. Despite my expectations to the contrary, having such a narrow focus in my work has been a benefit.

I'm a generalist and I love making all sorts of things, like textiles, sculptures, and paper goods. But in my Etsy store, I've largely remained focused on just the jewelry. Every once in a while I'll throw something else in, but I think having a focused inventory looks professional.

Since this is my job, there are things I love to make that don't make money, so I can't offer them in my shop. I don't like that this is true, that I need to pay attention to profit margins. But it is necessary, especially since my extra time has been dwindling.

I love what I do. I have even found ways to enjoy the more business-sided aspects. It's important to have passion about your work when you work for yourself. I work long days [disclaimer: I still need to figure out work-life balance!], but often it doesn't feel like all I do is work when my hobby and my work are one and the same.

Every day I am thankful to have stumbled upon this way to make a living. I'm also very appreciative of Etsy and the Etsy community. Through Etsy forums I've learned the importance of great customer service and how to sell in person. I also appreciate the camaraderie in the Forums and in the street teams.

Thank you all, and good luck in all of your Etsy ventures!

My Etsy Shop:
http://www.molecularmuse.etsy.com

My Newsletter:
http://www.madewithmolecules.com/list.html

My Blog:
http://www.madewithmolecules.com/blog/