Business, Crafting, Etsy

The Secret to Selling on Etsy

Every now and then I peek into the Etsy forums to gather information. It’s a good place to crowdsource… tons of people killing time on the internet who LOVE to share their opinion with you.

Invariably I see a thread asking about what the secret is to sell on Etsy, how people get so many sales, how much to relist in a day, etc. And I think I am fully qualified to answer these questions. I have an active Etsy shop, generally selling multiple items per day. I also used to work at Etsy, so I have an inside view of how the whole system works.

It turns out the secret to selling on Etsy is the same as selling anywhere: hard work and good products.

Ok, maybe that’s not the most helpful answer. So allow me to elaborate with a list of tips.

  • Take better photos.
    I don’t care how long you spent on your photos. They’re not good enough. Mine sure as heck aren’t. You need to do more than just snap an accurate picture of the product. You need to sell it. I’ve seen a lot of Etsy sellers complain that they shouldn’t have to be photographers. BS. You’re a salesman, and your photos are the biggest part of your sales pitch. If you aren’t willing to put serious and continuous effort into them then you’re not serious about selling online.
    For some quick tips, check out my article, Common Photo Mistakes and How to Avoid Them
  • Make something people want.
    Do market research. And no, posting a forum thread titled “do you think people want to buy ____” doesn’t count. Browse the sold items. What’s selling? Read blogs related to what you’re making. What are they featuring? Does your stuff fit in with that? Or are you still making stirrup pants? Stop. Stirrup pants hurt us all.
    Look at not just styles but also what people are selling. Where is there a void in the market? Fill it.
  • Make something other people aren’t.
    I hate to break it to you, but if you’re making snap bibs out of Amy Butler fabric you’re already at a disadvantage. Why? Because there are already 100 other people selling them. It’s like putting a Starbucks up on every corner and then wondering why you’re only getting 1/4 of the foot traffic.

    Do an Etsy search for your product. If you make bibs, search “bibs.” How many of the search results are the same as what you make? What makes yours different? It’s going to have to be something. Better photos, better prices, better selection, better construction, different style, whatever. But it’s got to be something or you’ll just be lost with the other 20,000 search results.

  • Build a cohesive line.
    Lets say you make pouches. Rectangular zippy pouches out of pretty fabrics. Great. So now you’re “that girl who makes pouches.” It’s pretty nondescript, and when I search for “pouch” on Etsy I’m going to get a ton of other people’s stuff, which I might like better.

    Pick a common theme and run with it. Make pouches in different shapes. Now you’re “that girl who makes round pouches,” and that already sets you apart from other people. Or maybe all of your fabric features skulls on it. Or flowers. Or math equations. Or your pouches all come with built in flashlights. Whatever. Transform yourself to “that person who makes generic” to “that person who makes specific.” You’ll stick in customers’ minds better, be easier to find, and sell more.

  • Give up.
    The flip side of building a line and putting all this effort into your products is you have to be able to let it go. If it’s not working out, you may just need to move on to something else. Not all of your ideas are going to be million dollar sell outs. That’s OK.

    A few years ago I had a line of jewelry that I liked, my friend liked, it went well together without being boring… and it didn’t sell. Anywhere. And for whatever reason I just kept trying to sell it other places instead of moving on or changing it. Needless to say it didn’t work, and I’ve still got a ton of stock for it lying around on a shelf. If you really want to sell, at some point you have to evaluate what you’re doing and change if it’s not working.

  • Take better photos.
    No really, it’s important. And yours still aren’t good enough.

Those are the big secrets. As far as relisting and other nonsense… I relist whenever things sell out, which is once a day or so. By selling something unique I find that even days later I’m still on the front page of search results

There’s also a lot of chatter about twittering/blogging, and whether those are good at driving sales. Yes and no. If you have something interesting to say, eventually people will read it, and if you’ve got your products showcased next to what you’re saying then it’s free advertising. But starting a blog and just posting when you list a new item isn’t interesting to anyone except you.

But it all comes back to your products. You can blog, twitter, and photograph all you want but it isn’t going to do a damned thing if you’re not selling an interesting product at the right price. So get off the Etsy forums and take a hard look at your products. Then fix them and try again.

260 thoughts on “The Secret to Selling on Etsy”

    1. Thanks for the tips. Since putting work up I have rephotographed my jewelry multiple times. I built a soft box and figured out the white balance on my ancient digital camera. All very rewarding. The results are improving but always tinkering.

      Also added model shots, well a local student/waitress who posed in exchange for a pair of earrings and was really fun to work with. I highly suggest if you do jewelry to put it on someone to better represent the scale. The results look sort of 70s see for yourself http://www.etsy.com/listing/49295286/loop-group-earrings

      I think I’m headed in the right direction.

  1. Wonderful article and comments. Thanks all.

    Aarrrgh, I take DOZENS of photographs to get a couple decent ones. There is a learning curve, but it’s worth it. For small items, I sometimes use a macro lens. Shooting outdoors is not usually an option for me, but I make do.

    My beads are, as far as I know, quite unique. I don’t sell tons (yet!), but I am learning from the people who buy them how to make them as functional as possible while retaining the aesthetic. I have no choice but to be an artist, so it will find a way.

    I don’t have time to tweet, blog, facebook to any great extent. Actually I have never tweeted or blogged.

    Now I have to go ship some beads. Thanks so much.

  2. how do you determine the best price for your products? how long does it take on average for the first sell to occur? would you recommend having a sale if there’s no takers?? thanks!

  3. Thanks a bunch for the info/advice. Helps to get your head into the correct mindset.
    Perhaps you should also consider writing as another ‘thing’ you do.

    Cheers
    : )

    1. Go to Buy on front page, a list comes up. Pounce is on the list. Go to Pounce, just sold and you will get tired of looking. Wishing you were on that list, lol. You can also see all items just listed the same way under Pounce. Check it out. I do all the time trying to figure out why these people are selling and being noticed, and I am not.

    2. Hi Debbie

      if you go to the front page of any Etsy shop, you will find a link on the right near the bottom that says …..sales (ie number of sakes), which takes you to the page of that seller’s sold items. Hope that helps! 🙂
      ~ Judith 🙂

    3. Hi Deborah!

      Go to ‘Pounce’ on the left sidebar. Once in ‘Pounce,’ you have the option of either browsing ‘Undiscovered’ or ‘Just Sold.’ Hope that helps.

      Kiki La Ru

    4. When I hit the computer after work, I check my email and MY shop – and then immediately check Pounce to see where folks have spent their money today. It gives me a feel for where the public is “at” today. If my products are similar – I know I missed an opportunity and I can start taking steps to improve – pictures (without a doubt), ranking in search results, pricing – etc. It is also a great way to find some fabulous shops !
      Have a great day
      Barbara

  4. Thank you for posting! Finally, good tips that aren’t the same blablabla about renewing items and creating a Facebook page.

    I totally agree with your secrets… but I’m not saying that because I just saw it. I’ve been thinking about it for weeks, and I always knew that my problem is not the way I am promoting my shop, but it’s me and the way I am not working in my shop! Then, last week I decided to keep focused in my art (well, I think I do something a bit different), create more stuff and read my camera’s manual… 😛

    Hugs!

  5. This post rocks! Thanks for telling it like it is. My husband (who is a professional photographer and photgraphs all of my soaps) will probably print this post out, burn it in our backyard and rant and rave about how his photos are good enough. Hee hee!

  6. All good advice. Taking good photos is a challenge particularly if you have a large item. Its all worth the effort in learning how to become a photographer. Its an eternal learning curve.
    My advice would also be, if some one is making something similar to you, figure out how you can do it better.
    Great blog.

  7. I dunno. Stirrup pants with mustaches on the ankles seem pretty unique to me….
    I’m so happy to learn that someone else is not enamored of Facebook/Twitter marketing. I’ve heard that many people find being hustled on social networking actually annoying. How does that create a good image with your customer? Marketing is necessary, but I’d rather spend precious hours in R & D and not parked in front of a very SLLOOOWWWW computer.
    Your comments are very common sense. But I’ve been wondering…is it possible some items just don’t translate well on Etsy? I’ve redone my pics several times (OK, OK, more won’t hurt),and tried to produce an appealing, well made product at a decent price. I make glass pendants with real spiderwebs fused inside, and it doesn’t get uniquer than that. I’ve never heard of anyone else even trying to do these, and they are tricky little buggers to produce. When people see them in person, and realize what they are, they have to have one. But I can’t get a nibble on Etsy.
    Thanks for posting your comments! They serve as a good reminder to stay focused on what we make.

    Cathy

    1. Hi Cathy!

      I just had a look at your spiderweb glass pendants, they are lovely! I don’t think the procuct is the problem. I believe the background of your pics should be different, they are not helping the product, they should be more “quiet” (they are too shiny). Also just one pic of every product is not enough, they should at least be four, showing the pendant from different sides. You also should include a chain or cord, I didn’t see a seperate listing for the the necklace you mention in the description. A shop anouncement is missing, talk about the product a bit, it’s special so you should concentrate on that. You also need at least 2 sales and feedback (use your imagination here). I’m not crazy about sitting behind the computer either but it’s part of the job!

      Best,
      Claire

    2. Hi Cathy,

      I can relate to your comments. When people see my ornaments in person they invariably say how much they love them and no, that does not always turn into a sale but sometimes it does – or a special order request.

      I suppose I don’t take the best of pictures, its hard to get the light right to pick up the details without causing dark shadows. Also the trims don’t look as good in photos as they do when you see the eggs in person.

      Anyway I guess online is not going to work for me but I’ll keep the shop open anyway since I’ve got it started and have brochures and business cards using the links for it.

      Hope your luck on etsy changes.

      One other thought occurs to me, it seems for most any online “store” a buyer has to sign up with an account. I think that may discourage a lot of people – or at the very least keep items from being found by the general public. That’s the down side to relying on a selling site to handle the payment processing for you. I used to have a buy it now link using paypay for my craft book on my former web site and sold a few books that way. Creating links like that for each and every item is a lot of work though so I didn’t go that route with the egg ornaments.

      Hope your luck improves.

      Dorothea

    3. Hi Cathy, your pendants are unique and poetic, I’d like to see a photo of ot on a neck or a shot which shows more of the necklace its hanging from.Keep it up though:-)

      I believe my stuff is easier to relate to the body in real life too, people want to wear it and touch it, how do really good photos substitute for that?

  8. I am very new to selling on Etsy. Only have a few things in my store, but needed to start somewhere. I appreciate this realistic, straight to the point advice so that I can start off on the right foot instead of waisting a bunch of time. Thanks! ~Sherry w/Scrapping With Sherry

  9. Some great advice. I have noticed a change when I went from making rag rugs to hexagon multi-colored rag rugs, I had an increase in sales because it was something different.

  10. Great advise! All true, good craftmanship, an edge for the difference and good creative photos to draw customers into your shop.

    A lot of people mention professional photographers. I would suggest getting a good (yet inexpensive) digital camera. Then read the directions on all the features for macro (close ups). Google photo tents and look for one that the price and size is right for your budget and products.

    I opened my shop 2 years ago and have been pleasingly surprised with the results. Through trial and error I kept listening to the inner me and followed my instincts. I love the products I create and updating my shops appearance all the time. Relist at least one item a day to get your shop out front.

    Look at your shop set up, products, photos, information and decide if you would buy from you!

  11. I have just started out, so any tips or advice you could offer would be great.
    I realise my pictures are not amazing, but I plan to upgrade soon.
    I’m not sure if etsy is the ideal market for my nightdress what are your thoughts?

  12. I totally agree with your article. I used be retail for over 20 years and same rules apply. I’ve only been on Etsy for just over a month and I read endlessly. If I am not producing I am reading articles like yours or I am in the forum asking questions or reading other Etsian’s issues and help results. I have never been into blogging or twitting. I simply don’t have the time, I rather search other shops and make comparisons with products or prices. I am still working on improving my site with photos and posting and work on it on daily basis. Thanks again.
    Karineh

  13. Yes, great advice…. I started with jewelry… 1 sale…. then dog leashes…no sales, now I’m trying working dog vests, which no one else seems to have, so we’ll see how that goes…. But, yes, must take time to get better pictures!

  14. Superb article. I still think that we can make the most sought after product in the world, but if no one knows we are there it is all for naught. Our photos can be brilliant, but they won’t market themselves.

  15. Thankyou for sharing these valuable comments in easy-to-understand everyday language, and giving us simple, practical tips to follow.

    I opened my first ETSY shop in June, and have been trying all sorts to direct more traffic and get more ‘views’ in the hope that they will translate into sales. Blogging, Twittering and Facebooking.

    I will take on board your suggestions. Thankyou for pointing out these gems which really all come back to common sense.

    Melanie :0)

  16. So true on the photos…so true and so hard! I’ve actually discovered that I’m really enjoying take endless photos. Hoping to someday up my ratio from 1 good photo out of 99 (seriously, this is where I am now!) to about 1 in 10. 🙂 Thanks for sharing!

  17. Loved this post, it was very helpful. I couldn’t agree with you more about finding your own niche in a world where everything i the same. It’ difficult to find what it is that everyone wants but when you find it, you just know. Great post!

  18. Great information and guess what my pictures are not good enough LOL I do well out there at shows and open air markets etc. But my pictures need to get better so I shall work on that. And you are righ. Alot of people do jewelry but i do healing stone jewelry. I have a great following out here and now I need to get one here on Etsy!!!

  19. Blunt, but to the point. Thank you : ).

    I get told by friends that I am making pretty jewelry, but I don’t think the photography is doing it justice. So me thinks that’s where I should start..

  20. Of course, you’re right….
    Good photos, and etsy gives us 5 spaces for different views, which I always appreciate seeing. Even for those stirrup pants!
    Thank you for for the tips!

  21. Thanks for the straight up advice. We need a kick in the pants every once in a while (or at least I do 🙂 It also allowed me a huge sigh of relief. I had stopped working at my shop for a little over a week because I was just feeling too overwhelmed. Having one thing to focus on is truly a blessing and gives me the impetus to get back on it.
    Thanks!

  22. Great article! I have to say I’m with all the others who are tired of everyone saying you have to blog, or have an awesome facebook page. I believe that photos are the biggest obstacle. Without good photos its almost impossible to sell your item. I certainly can say my photos aren’t that great, but I’m learning! Thank you so much!

    Miranda

  23. Thanks for the valuable, down-to-earth advice. I’ve spent a lot of time changing things around on my shop, photos, descriptions, etc., but just this week I started a new section and am trying something different- on the dark side. Still working on photos, though.

  24. Find your niche! Thanks fir the great advice. I too sold other items and still have stock left. We should have a huge stock that didn’t sell sale! Do you think it would sell then? Hmmmm.
    Pictures are key. You can see the same item butthe one that has the best picture 9 times out of 10 will sell over the ugly betty’s. People are just so visual.

    Thanks again!

  25. Thanks…. i’ve only just started selling on etsy & this confirms much of what I suspected. Think its too easy to idle time away ‘marketing’ when it’s really just social.

  26. Good photos make a huge difference, and for me, 50% of making my photos shop-worthy is by using Photoshop.

    Not only am I not interested in buying an item that I can hardly see because of poor lighting, but I have also been forced to refrain from adding poorly lit photos to Treasuries, even though they were a cool, unique product.

    One thing you didn’t mention was tagging….I think tagging is really important.

    Thanks for the advice! Wishing you continuing success!

  27. Thank you for the candid advice.So right about the photos-one of the things I find most frustrating when viewing items for sale.I’m new to ETSY,so am still revising my shop.One tip I would suggest is to take a look at your items as if you were a buyer,not a seller.If an item isn’t drawing any attention,change the presentation or the item info.Also look at the category of the listing-it only takes a moment to adjust it.When you list a new item ,rearrange your shop as well as putting up new photos of existing items.Last but not least-use spell checK!

  28. Unique pieces people desire and great photos = most important. Speaking of photos – It’s important to take the back side of many things – i.e. ceramics, pottery, etc… It gives so much visual information. We sign and decorate the backs of our pieces and can’t tell you how many times people give positive comments about this.

  29. it’s the first time I hear something about sales that really helps me with my shop. I’ve been hearing about forums, and blogs, and facebook, and blablabla, and I’ve been trying to follow every step but I’m not still satisfied with results. I can now realize that a correct way for searching may do the difference. My product is a no-conventional one, and maybe it’s lost in the middle of thousands on Etsy. I’m going to find the way for making my work visible and specific in searching. I want to thank you for the best advice I’ve heard!
    cheers!
    Nel

  30. I just opened my etsy shop and I will be spending today taking more pics of my items so I can list them. I have a question regarding using a live model for earrings. I like the idea for the purpose of scale but doesn’t it create a sanitation issue? I would imagine some people being turned-off by the thought of someone else wearing the earrings. Or is it enough to sanitize them with alcohol swabs (or whatever)? Any thoughts?

  31. This made me laugh outloud and nod my head at the same time. Great advice!! I am one of those ones who keeps re-doing her photos and yes I am still working on them.

  32. I love this post. I don’t usually post on people’s blogs but I am off work today and had the time. I love people who tell the truth. I just love this article. I have been reading Etsy “tips” about relisting every so many days, and blah, blah, blah. The truth is that you will only get out of it what you put in. I love the process. I am becoming a better photographer but as with anything you do, you can always improve. I am so saving this post and thank you for posting it. Good luck to you and all the rest of us.

    Fabulous post!!!!!

  33. Great advice! I have re-photographed and listed items more often, expanded into destash and vintage, and have seen a drastic increase in sales. Still, I think that for hand-made jewelry, I need to find a local boutique and take it all off of Etsy.

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