← How to Sell Your Stuff on Etsy
How to Sell Your Stuff on Etsy
Ep 185 | The Secret to Getting Repeat Buyers in Your Etsy Shop – with Caroline Nichols
00:51:19
This week, I’m chatting with Caroline Nichols, Etsy seller and handmade product seller, about how to turn first-time buyers into loyal, repeat customers. Caroline shares her strategies for building lasting relationships with customers and why repeat...
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- [00:01]
Lizzie Smiley
Hey, my name is Lizzie Smiley and I absolutely love helping people connect with their calling and all the tools they need to kick roadblocks and excuses right out the door so they can cultivate the life they dream about. If you want to launch, grow, pivot or scale your Etsy shop, or you've always wanted to develop the mindset and skills to run your own business, then I'm your girl. I've had that entrepreneurial spirit going strong since my very first lemonade stand. And now I'm a work at home mama with multiple online companies and a full time Etsy shop, all while being present with my kids for the everyday chaos and most important milestones. On this podcast, we'll talk about all things business, mindset, Etsy, creativity, dazzling our customers, and so much more. There's plenty of room at this table for you, so scooch on in and let's go. I'm holding nothing back. Welcome to how to sell your stuff on Etsy. I'm so glad you're here. Hey guys. Welcome back to the podcast. Oh, you're in for the most precious joy filled success story conversation. If Caroline does not just encourage you and make you feel grateful and inspired and excited about Etsy, I don't know what will. She's such a joy. So we are interviewing today. Caroline Nichols is my is a coach for how to sell your stuff. She's my project manager over here and does enormous amounts of amazing work for me. She's like, she does the trend spotting reports for me. She finds the opportunities and records them and I do the, I actually do the trend guide part, but she's like a wizard at trends and SEO. She's a former preschool teacher who found her groove in the world of Etsy. She's going to tell us her whole story. What began as a simple creative outlet turned into a thriving business and a heart for helping others to do the same. These days she wears many hats. Coaching Etsy sellers, managing projects behind the scenes, raising a family, all while encouraging others to chase their dreams and build businesses that work for their life, not the other way around. So we are going to talk about all of the things her story is, is just lovely. And her energy and joy are even more lovely. So please help me welcome Caroline to the podcast. Yay, Caroline. Welcome to the podcast. We're only on video, like all the time together. Everyone else is going to listen. Welcome to our world, you guys. We're really glad to pull you in. Let's go down the rabbit hole.
- [02:31]
Caroline Nichols
We're so excited.
- [02:33]
Lizzie Smiley
I'M so glad you're here. I'm so glad you suggested it because what's been happening for you lately on Etsy has been so fun to watch and listen to. But I want to start. Caroline, tell us like what's been the most surprising part of your Etsy journey?
- [02:44]
Caroline Nichols
Okay, the most surprising part has definitely been just like the excitement that bubbles up over all of this stuff. Like, because, okay, so I'd say like 10 years ago I, I was like, I really want to start an Etsy shop. That was a pipe dream. Something far off in the distant future that I wanted to do one day. And so how. I just want to give a little quick backstory of like how my Etsy journey began. So I had signed up for a craft fair, me and my sister in law who I just love so much. And I had no idea what I was going to sell. I just knew that I was going to sell something. And so I got on Etsy and I started looking at, okay, what is something simple, fun and you know, just that people would buy and I found would be. Garlands were really hot at that time. And this was, let's see, three. About three and a half years ago, I believe. 2022. Nope. Yep, yep. 20, 21. Okay, so. So three and a half years ago. And, and so I started like I bought the wood beads, I bought the, the twine, I bought some paint and I got to work and, and so I wanted an Etsy shop to open up like alongside the craft fair. So I opened my Etsy shop like a week or two later I had the craft show and that is where it all began. And it has been such a fun ride. And that's also about the time that I found you, Lizzie. It was all just in the beginning. But, but yeah, I'd say the most surprising thing has just been, oh goodness, I could go on and on about.
- [04:39]
Lizzie Smiley
Like just you're supposed to, we're interviewing you, so please go on and on.
- [04:42]
Caroline Nichols
I. So I will. Okay. I would say something that gets me so fired up is sending something to somebody and knowing that they're going to receive it like across the entire country. I'm never going to meet them in my entire life. And they're going to have something that I made by hand in their home that's like out for display. Like something that they're going to enjoy for years to come. Like, that's. Oh, it's just, that's the sweetest part. And then just like the connection that we get to have with our customers. Is so fun. Like, it's, it's something that I did not expect, and it's really been my favorite part of the whole entire Etsy experience.
- [05:32]
Lizzie Smiley
That is weird in the best way. But do you know what? There are so many people right now who are, who, who chose this episode because of the title, who are like, somebody gets me. It's not about the bottom line. It's not about, like the hustle. It's about this. This special thing of something I made is going to end up in someone's home. Well, okay, rewind, my friend. How did that first craft fair go? And like, how many pieces do you remember? How many pieces you took with you?
- [05:58]
Caroline Nichols
I know my goal was 100 and I know that I got close to it. I don't remember the exact amount, but I had at least, I'd say at least 75 garlands that I had made, some of which I still have. No way.
- [06:12]
Lizzie Smiley
Yeah. So did they. Did it. Did they sell well at that first craft fair?
- [06:16]
Caroline Nichols
They did. I was actually shocked because I made. I made some that were really long. This was right before Christmas. And so, like, the mantle garlands were really big, which they, they're still really big right now. But that was like my best seller. And I was selling them for like $50 each for like a four foot one.
- [06:38]
Lizzie Smiley
You made a killing. No wonder you were so motivated. Although, you know, this is the thing, though, that is something that people walk by at a craft fair and they're like, I have to have. It's one of those impulse buys because we have the emotional connection. How do you display them?
- [06:52]
Caroline Nichols
Let's see. I. I had some of them just like, like. Well, I know that I had one that was kind of like a picture, one that was displayed like on the front of the tablecloth so you could like, see how it worked. I'm trying to think. I'm sure I have a picture of what the, of what the table looked like, but. Yeah, just.
- [07:15]
Lizzie Smiley
Were they hanging? I'm just curious. Did you have a whole, like you. This was so impulsive for you. Which. Kind of funny. Kind of funny. Did you have like a, like something where you were hanging them behind you?
- [07:25]
Caroline Nichols
No.
- [07:26]
Lizzie Smiley
Okay, so it's hanging on the front of the table and then like basically laying on the table.
- [07:29]
Caroline Nichols
It was. Yeah, I was laying on the table. Yeah.
- [07:33]
Lizzie Smiley
Yeah. Okay. How did you know what would look? Okay, so because you and I are different, you definitely have a better eye than my intuitive one. I've. I had. Had to grow and learn. How did you know like, what colors to paint, like, what order did. Like, how did you figure that out to make something that would actually convert?
- [07:46]
Caroline Nichols
It was definitely just based on, like, okay, what is already on Etsy? What is selling? And I mean, I used a lot of, like, the terracotta colors were. Were really, especially at that point, because I'm pretty sure I want to say Joanna Gaines had some, like, terracotta type paints out at that time.
- [08:04]
Lizzie Smiley
And so you took the trend and ran with it.
- [08:07]
Caroline Nichols
Yes. Yeah. Imagine that.
- [08:10]
Lizzie Smiley
Wow. So fun.
- [08:13]
Caroline Nichols
Yes.
- [08:13]
Lizzie Smiley
Also, I love that you and I were following the same trends. We were both like, what's Joanna doing? Because that's what I'm gonna do.
- [08:19]
Caroline Nichols
I'm like, I love her. One day I'm gonna meet her and I'm just going to hug her and say, thank you. Thank you for being you.
- [08:27]
Lizzie Smiley
I still get, like, the. The Magnolia Journal, the. They're her magazine, and I haven't read one in years, but I have a stack of them that I admire every time I walk by.
- [08:35]
Caroline Nichols
Yep. You know, children.
- [08:37]
Lizzie Smiley
Okay. So did you immediately then come home and open an Etsy shop?
- [08:41]
Caroline Nichols
Yes, I believe I opened the shop before, like, right before the craft fair itself. And then after that, it was. I know my best friend bought from me, and I posted on a local Facebook group. And so I had a couple of sales from there. And then after that, it was like, oh, like, I remember the first random sale. I was like, somebody that doesn't know me just bought from me. That means that this might actually be good.
- [09:14]
Lizzie Smiley
Okay. But so this is so interesting, though. So first of all, you have this. You have wild success at this craft fair with this completely impulsive decision that you made. You're selling them for $50 a piece. You come then back to your Etsy shop, and it is not necessarily going as well as the fair did. Did the pricing at the fair need to be different than the pricing on Etsy?
- [09:35]
Caroline Nichols
Yeah, I'd say so. I mean, you know, when. When you're the only person in the whole room that is selling what you're selling, that's one thing. But then if somebody hops on Etsy, you kind of need to, you know, get. Get alongside the other people that are selling something similar. So. So I did. Which I did use the pricing on Etsy to list my products in person, too. So. But, like, you have to take into consideration the fees and the shipping and all of that. Right. So, yeah, so it had to. I had to be tweaked a little bit.
- [10:14]
Lizzie Smiley
And so. So sales were a Little slower in the beginning, but clearly at some point it changed. Can you kind of pinpoint what, like, what were you missing in the beginning or what did you need to tweak or change or adjust?
- [10:26]
Caroline Nichols
Um, in the beginning, my pictures were not great.
- [10:30]
Lizzie Smiley
Um, Marlin would be tricky. Like, that's kind of a long thing. How do you like the, the, what am I trying to say? The, like, background would need to be really good. Like, that would take some, some skill, right?
- [10:43]
Caroline Nichols
Yes. And I'd say definitely, like, like my shorter garlands are the ones that I sell the most on Etsy. Like, I, I think I've only sold maybe one or two long ones, but which is even better because the smaller ones, it's.
- [10:58]
Lizzie Smiley
It's cheaper, better profit margin. Well, and that. So here's my question. Are you listing your long ones separately or does your listing just have the variations for the different sizes?
- [11:08]
Caroline Nichols
So I have some listings that have the different variations and then others it's just like, here's, here's a giant garland. Here's, you know.
- [11:17]
Lizzie Smiley
Yeah, that's exactly how I would do it. That's so, so smart. But I'm surprised that you're not having people come in on the pricing for the lower one and be like, oh, no, I actually want four feet. And then they're picking the bigger one from the variations.
- [11:27]
Caroline Nichols
Yeah, yeah, that totally happens too. Although I. For the variations, I don't love making the huge ones. And so usually for the variations it's like 15 inch or 30 inch, but. But people will come in, they'll click, probably because it's so cheap, and then realize, oh, I want the. I want the bigger one. And so then they end up. End up with an upsell, basically.
- [11:49]
Lizzie Smiley
Perfect.
- [11:50]
Caroline Nichols
Yeah.
- [11:51]
Lizzie Smiley
So pictures had to tweak. How was your SEO in the beginning? Were you getting views?
- [11:54]
Caroline Nichols
I mean, views were not great. I did not know what I was doing. Really?
- [12:01]
Lizzie Smiley
Now you're a freaking wizard. Like, now you are an SEO goddess, girlfriend. I mean, the things we have done.
- [12:08]
Caroline Nichols
Oh, I know, I know. It's crazy. I'm like, wow, you, you really can get good at something the more you do it. That is how life works. Did you have any idea?
- [12:19]
Lizzie Smiley
By the way, thanks for doing so much SEO for me.
- [12:24]
Caroline Nichols
Anytime, anytime.
- [12:26]
Lizzie Smiley
No, but now you geek out about it. I love how I like hand you this task that I'm just like, I could do this, but it will take up a lot of time and you're like, can I do the SEO? Come back with this color coded situation. I'm like you're, you know what? I found someone who can do it better than me. Let's do that. But like, so, so interesting. Like SEO is so important, right? You're not going to get views even if you go after the micro niches, even if you use all the tactics, even if you've got the skill, if your product won't convert, if that picture, that mockup, that image is not where it needs to be. It like SEO is just one piece of the puzzle. I've even seen sometimes, like the SEO is trash and it's a bestseller because it was just such a high converting image. Do you know what I mean? Like, it even just came in the ballpark because the way the algorithm works is when you first list something. Actually this is so interesting. Someone was asking in the coaching, our coaching group, which we'll talk about here in a little bit, just yesterday, they were like, hey, I have some of these old listings that don't do anything. Am I better off to see like an faq? Am I better off to update an old listing for a new thing and like reuse that, like save the 20 cents or am I better off doing a new one? And I'm like, oh my gosh, every time start with a new one, take the 20 cent hit. Because you get an automatic bump in the algorithm. Like, a new listing is sent out very broadly to see how people will interact with it. Etsy's trying to starting to gather information. Like, does it take a few months or can it take a few months for things to perform as well as they're going to? It can, but it can also be a runaway hit. So when something is like super emotionally connective, super on point and it gets listed, even if the SEO is trash, it can go crazy and become a bestseller really fast. And like, I look at the SEO and I'm like, how did this happen? I'm like, because this is literally the most baller product image ever.
- [14:11]
Caroline Nichols
Yep.
- [14:11]
Lizzie Smiley
Like this person nailed it. And not necessarily, like, sometimes it's not even a great picture, but the item is just so on point. So like that part is so, so important. And when these things come together, it's just like a collision of, you know what, just set yourself up for success with all of it. But yes, I told her 100% new listing every single time. It's the advantage. How did you get good at the photos? How did, how did you like, level that up? Lots of scriptural lighting. The script is long. Natural lighting. Yes, it's right.
- [14:40]
Caroline Nichols
Natural lighting, yes. And having Just a simple background. So I went to. I don't remember what crafts. What craft store, maybe hobby lobby or something. Grabbed one of those just plain poster boards and.
- [14:57]
Lizzie Smiley
Like a foam poster board.
- [14:58]
Caroline Nichols
Yeah. Yes.
- [15:00]
Lizzie Smiley
Like a white foam poster board for like 97 cents. Okay, keep going.
- [15:07]
Caroline Nichols
And then my. I have a covered back patio. And so I just went out there was like in the. In the morning. There's not direct sunlight over there, which is perfect. You don't want direct sunlight.
- [15:19]
Lizzie Smiley
Right.
- [15:20]
Caroline Nichols
And just went out there with my phone, took pictures, just laid the products out in different ways and. Yep. And then a fantastic other little tip is to do to get the Lightroom. The Adobe Lightroom app.
- [15:38]
Lizzie Smiley
Yeah.
- [15:39]
Caroline Nichols
And it's free. They of course want you to pay, but you certainly don't have to pay and just make little edits and. Oh, my goodness. Like, that was. That was definitely the game changer because my SEO, my tags were not great.
- [15:56]
Lizzie Smiley
In the beginning, like, especially with what you know now. Right, right.
- [16:01]
Caroline Nichols
But. But once I changed my pictures, it was all right, like, here we go. And just adding in different variations of product. Products. Products like I, you know, I had would be garlands in the beginning, but then I switched to. I saw that teacher lanyards were selling like hot cakes. And so then I started making teacher lanyards. And then after a while, I, I didn't love that the teacher lanyards were breaking because teachers would. Would like put their keys on them and. And so they weren't quite sturdy enough for that. And so, so I would remake them and send them to them. However, I did get a lot of repeat customers out of those teacher lanyards specifically because teachers loved them because I had a different spin on them. And this is like, this is a great tip for anybody. Like, if you can take what you already make already love creating and figure out like, where the little holes are of like, oh, I know my customer would love, like, this variation of that product. Then that's a sweet spot because mine were like, super fun and like bright colors and, and that type of thing. And there wasn't a whole lot of that. There was a lot of like, neutral type stuff. But like, but there are a lot of teachers that love just like bright, like bright pops of color. And. And so, yeah, that was definitely. That was a huge, A huge thing that helped my shop gain sales, gain great reviews and, and gain repeat customers. But. But then, then after that, I started doing like a door tags, so stocking tags, that type of thing. Like, here's an example of my. Of One of my door tags, that's like, oh, my God, this is my bestseller.
- [18:07]
Lizzie Smiley
And you guys have to watch on YouTube if you want to see. I'm sorry.
- [18:12]
Caroline Nichols
Yes. But, yeah. So anyways, I don't even remember where we were going.
- [18:22]
Lizzie Smiley
How did you come up with the idea for the door tags?
- [18:26]
Caroline Nichols
You know, that's a great question.
- [18:28]
Lizzie Smiley
You know, if you don't remember, I wouldn't remember.
- [18:30]
Caroline Nichols
I seriously don't remember. I. I remember seeing something similar to it.
- [18:34]
Lizzie Smiley
And.
- [18:34]
Caroline Nichols
And this is a thing that, like, people don't search for, like, door tags. You know what I mean? Like, that's not a thing that people think. I. I don't think. I don't know. Maybe.
- [18:45]
Lizzie Smiley
Did you paint that? Yeah.
- [18:47]
Caroline Nichols
Yeah.
- [18:47]
Lizzie Smiley
Did you paint the lettering on it, too?
- [18:49]
Caroline Nichols
Yeah.
- [18:50]
Lizzie Smiley
Is that painter. Is that. Is that a sticker?
- [18:52]
Caroline Nichols
No, it's paint. Yeah, I just did, like, the. Like, the cricut stencil type thing. Yeah, right. So, yeah. But, I mean, these, like. Oh, I love. I love making them. And, like. Okay. Like, talking about, like, all the things that get me excited about Etsy, like, just writing a handwritten note.
- [19:12]
Lizzie Smiley
Oh, my gosh, I love you.
- [19:15]
Caroline Nichols
And sticking it in, like, oh, my goodness, it's my favorite. And I actually, just recently, I put, like. Like, I started putting little. Not handwritten, but, like, typed out instead notes. Just, like, a little about me type thing. But I'm like, I can't handle it. I still have to write it.
- [19:35]
Lizzie Smiley
Oh, my gosh. I don't know.
- [19:38]
Caroline Nichols
I just love that about it. That, like, you know, just knowing that somebody is gonna open it up. And my husband was just saying, yesterday, he. For some reason, his boss was talking about, like, when's the last time that you opened up a. Like, a package and received a handwritten note from the seller? And I was like.
- [20:01]
Lizzie Smiley
No, but you're right. Doesn't it give us, like, a little dopamine hit when there's, like, a handwritten note in there? You're right. There's, like, a thing. And I will say I did it for as long as I could, but my hands started cramping because I'm painting and then I'm writing, and I'm like, I. And so here we go again. What did I do? I had ordered a bunch of stuff from Magnolia, and they put. Put these beautiful cards in there. It's like a thank you card. Super, like, elegant, but understated. Pure Joanna. And I was like, I'm gonna model after this because I can't keep doing the handwriting. It's like, my hands are gonna. I want to be able to knit when I'm 80. Okay.
- [20:34]
Caroline Nichols
Right.
- [20:34]
Lizzie Smiley
So you get to a point where you get so many orders you can't do it anymore. But I'm with you. Like, yes, the customer experience. There's for sure. Adobe. But I will tell you, when I modeled after that card, I got so many compliments. People would, would. And I'm just like, all I did was set like Vista print for the win, you know, but they'd say, I just loved your card and seen your sweet family. And the note was so kind. And so I felt like, I felt like it was almost there. Do you know what I mean? Like, as good as I could. And we would wrap ours in craft paper and like wrap it in twine. So there was this very handmade. Right, you do that too. I think there's something about that, that it like just screams human touch.
- [21:13]
Caroline Nichols
Yes.
- [21:14]
Lizzie Smiley
So there's ways we can still automate it. We can still create that feeling without having arthritis, right?
- [21:20]
Caroline Nichols
Yes.
- [21:22]
Lizzie Smiley
So you're so good. Like, I love, like, let's actually like really get into it. Talk to me about how you've fostered such a base of returning customers. I mean, do you build an email list? I want to say you, you don't. No. So you're keeping it, you're keeping it so simple. There's no right or wrong way. Tell us all about that. I want your whole, like, your thoughts on repeat customers.
- [21:44]
Caroline Nichols
Okay, so I don't know for sure, but this is. All that I can think of is probably, is probably people see the items that they already bought and then they think, oh yeah, I bought that off of Etsy. And then they go back, look in their orders, find my shop, and then they find something else that they also want to purchase. And so like, I can't, I can't for sure pinpoint it, but at the same time, I've had enough repeat customers to where there's gotta be something to the whole experience that they receive as a customer. Whether it be like that personal touch feel or the item itself. Probably a combination. I'm telling you, like, Etsy buyers are the sweetest.
- [22:38]
Lizzie Smiley
They're just, they can really be so sweet.
- [22:41]
Caroline Nichols
Yeah. Seriously, the best. And I mean, oh, like, I get the sweetest reviews. Like, some of them literally make me cry. Actually, if I can find one quickly, do it.
- [22:56]
Lizzie Smiley
I want to hear it. But I think you're, I think you're sweet spirit spot. And is, is customer service, like from the moment they order to the actual thought and care that goes into the packaging. You're using the words experience, but really it's this customer service magic. So, yeah, share the review, but then I want you to talk through all the ways that you offer customer service.
- [23:16]
Caroline Nichols
Okay, so here's the review. Don't cry. It's for this God is good door hanger. Okay, here it is. My family decided we wanted to start saying a prayer together before leaving the house each morning. But with the chaos of everyone dressed for the activity with shoes, drinks and bags, we often forget. I bought this and hung it, hung it on the doorknob that leads to the garage so we have to touch it to get to the car. It works great. And our five year old twins know why it is there. It is also beautiful and adds a good reminder to our hallway. I mean, that one I was like, like just the sweetness. And I'm like, and this is why I do what I do. I can't tell you how many times I've replied to, to these reviews and said, and this is exactly why I continue doing this. This is exactly why I have an Etsy shop. Exactly why I continue selling on Etsy. Because of the impact, like, because of the ripple effect of like something tiny that I did that is making a lasting impression on somebody else's home, their family, their atmosphere. Like, it just all of those things. I'm like, yep, that's it.
- [24:31]
Lizzie Smiley
It's so amazing because it's not like, like just the idea of a stranger buying something that we made is so special. But it's not like this is ending up in some junk drawer. This is something they're looking at every day that is reminding them of a habit they want to build. And it's like fostering thankfulness. Like they're having a moment of gratitude together. They're having a moment of like stopping in the chaos to just be present. And it's just because of a door hanger that you made. Like, that's really, that's really cool. And I actually think that's why we could say all kinds of things about what Etsy's become. You know me, I'm like the eternal optimist. But like, that's what it was made for. Like, that's what it was designed for, was to connect products and people like you with families around the world.
- [25:08]
Caroline Nichols
Yes, ma' am. And I tell you what, this is something else that I was thinking about, like reflecting on, like, are you guys.
- [25:16]
Lizzie Smiley
Are you guys obsessed with her yet? Can you see why she, why we work together every day? She's literally. She's a unicorn. Keep going. Keep. Please keep bubbling up with joy. I love it.
- [25:28]
Caroline Nichols
Okay, so. So just thinking about, like, all of, you know, like, what surprises. What was that first question? Like, what surprised you most about, like, like, about your Etsy experience? Okay. My family, so I have a husband, a son and a daughter and a 13 year old, a 10 year old. We literally just like cheer over every sale that I get. And so. Okay, so, so, like, yes, I have this physical product shop. I also have a digital product shop and a print on demand shop. The print on demand shop, it just kind of is like hidden away right now. But. But the digital product shop has been like, you know, a big thing this year specifically.
- [26:15]
Lizzie Smiley
Yeah, sorry about that.
- [26:16]
Caroline Nichols
I mean. Oh, no, I love it, I love it, I love it. And. And we just get so excited. Like, you know, like, the kids will hear the cha ching on my phone and they'll be like, mom, mom, you just got another sale. I'm like, I mean, it's just. It's so fun. It is so fun. That's. And, and it's just. It's like a whole family effort too, of like, you know, hey, I need to go work on this. Do you want to come sit and hang out with me in the room while I paint these beads or whatever? And I don't know, it's just sweet. It makes me happy and like, thinking about, you know, what my kids memories will be like. I'm excited that this gets to be a part of their.
- [27:00]
Lizzie Smiley
Of their childhood segue, sort of. How do you paint beads? Do you like, put them on a stick so that you can paint them or.
- [27:08]
Caroline Nichols
So I don't know if I do it like the most efficient way, but I, I put them like on a string and then tiny tie it so it's kind of like a necklace and then I just paint.
- [27:21]
Lizzie Smiley
Okay, that kind of makes sense. Yeah, you're like, you're okay, that makes sense. Oh, my gosh. You need to do like videos of that. Okay. No, but I'm gonna go back to the original subject, which was customer service.
- [27:28]
Caroline Nichols
Yes.
- [27:29]
Lizzie Smiley
Talk to us about. No, please. It's so. It's the best ever. Caroline, you're infectious. Are you a print on demand or digital product Etsy seller who's tight on time or still learning all of the Etsy sell secrets? I totally remember the days of having no idea what product to create next before I learned how to make those informed decisions. So I can really identify with where you're at. I know how stressful and frustrating it can be to just create listing after listing and see little to no results. You wonder what you're doing wrong and just. You just want someone to tell you what to create that's actually going to sell. Where are those opportunities? So let me give you a leg up with my weekly trends and opportunities report. You just join my membership and every Monday I'm going to send you an email with a list of exactly what is trending right now, with a video tutorial showing you how I found those trends and how to apply them in your shop. We're taking guesswork and time, extensive time off of your table. I'm also going to send you five print on demand and digital product opportunities that are growing in demand right now, helping new shops make sales and still have very low saturation in the marketplace. So your tight schedule, your newbie status doesn't have to hold you back anymore. I'm going to help you earn while you learn. You can grab my free demo to start and see an example of what the weekly trends and opportunities email looks like right from the show Notes. See what you're going to get and I will see you on the inside soon. Talk to me. Because you came to me with this idea. You love to talk about customer service. Most people glaze over and they're like, that is such a boring thing. That's not sexy. But in your experience, first of all, it brings you so much joy to connect with people. And I know there's other people out there who feel that way, but it also affects your bottom line because you have more repeat customers than I've ever heard of. Tell me how you're touching people with customer service. Like, let's talk about all the different ways that you do that.
- [29:15]
Caroline Nichols
Okay, so first of all, like, okay, just thinking about like the customer. You know, I'm gonna go back to this word of customer experience because you know, that is a part of the whole service. But like when somebody finds a listing of mine, I like, my goal is for them to feel welcomed, like, for them to feel invited in and so feel like I feel like I do a pretty decent job of that, of like, you know, the listing, that listing image, man, like, that is so, it's so key, so important. Like, oh, because that is the ticket into, into your world as an Etsy seller. And, and so like, you know, first of all, listing image and then just make sure that. Making sure that, that they get exactly what they need once they're in, so making sure that they have options that they want and Making sure. Obviously we talked about, like, price. Like, making sure that the price point is. Is good, appropriate. And then. And then once they check out, which, you know, my. Like, of course the descriptions are important too, of just making sure that you. I like to use, like, fun, bubbly language because that's who I am. And I'm pretty sure, like, in the beginning, I was not, like, I was kind of just like. Like, what do I need to put? Like, kind of like more like it's.
- [30:50]
Lizzie Smiley
Overwhelming in the beginning. So you kind of don't necessarily infuse the personality right away.
- [30:54]
Caroline Nichols
Yes, yes, exactly. So I. I feel like once I stepped into. Okay, like, what do I like to read when I'm looking at a description? And then, I mean, I. I think that's such a key part.
- [31:09]
Lizzie Smiley
Like, just your brand tone. It's a. It's a brand tone.
- [31:13]
Caroline Nichols
Yes, yes. Like. Like just recognizing what you are drawn to. And so then, you know, so once they check out, I send them a message saying, hey, you know, thank you so much. You know, like, here's when you can expect to get your stuff. All of that really.
- [31:31]
Lizzie Smiley
And then.
- [31:31]
Caroline Nichols
And then, of course, like, like the packaging of the product, like we talked about, like, like packaging it up all cute. And, you know, I like to do like, man, if I could. I think it's. Yep, that's over.
- [31:47]
Lizzie Smiley
She's looking around her office.
- [31:49]
Caroline Nichols
I'm not gonna. I'm not gonna go find it. But I like to do, like, cute wrapping, not wrapping paper. Tissue paper. That's the word I'm looking for. Cute tissue paper that goes very much with, like, all of my brand stuff is very much like greenery. Just cute greenery. That's how my thank you cards are. And so everything, coordinates. And then, of course, you know, the handwritten note just.
- [32:14]
Lizzie Smiley
I don't know.
- [32:15]
Caroline Nichols
I mean, like, I think. I think that's basically it, right?
- [32:18]
Lizzie Smiley
You're leaving personal touches everywhere you go. I wanted to ask you this. Do you. You've got a really, like, a great listing description. Have you found a way to translate that into your listing photos for the people who won't go down into the listing?
- [32:29]
Caroline Nichols
Oh, yes, yes, yes. Okay. Okay.
- [32:31]
Lizzie Smiley
I was curious.
- [32:32]
Caroline Nichols
So, like, for instance, like, these things, like, for a while, I wasn't putting anything about, you know, the size or anything, but at one point I finally was like, oh, they probably need to know what size this is. That it's not meant for like a. Like an outside, like your front door hanger. That's not what this is. It is A. It is just. It's just a little tag.
- [32:55]
Lizzie Smiley
It's a little kind of postcard size tag.
- [32:58]
Caroline Nichols
Yes, yes. So.
- [33:00]
Lizzie Smiley
Or maybe an index card. I'm probably saying that wrong. It's probably more index card. Like a three and a half by five type of a size.
- [33:05]
Caroline Nichols
It's even smaller than that.
- [33:07]
Lizzie Smiley
It's like.
- [33:08]
Caroline Nichols
Yeah, yeah.
- [33:09]
Lizzie Smiley
So that kind of thing is so important to have in the. So that people know what they're going to get.
- [33:13]
Caroline Nichols
Yes, yes. And visually, okay, I forget who it was that you had on here, but I want to say it was Kaylee. Kaylee. Was it her? She does like the tallow.
- [33:25]
Lizzie Smiley
Oh yeah, Good memory.
- [33:28]
Caroline Nichols
Okay, so she. I remember she said something about how she puts a listing image of just like a. Hey, like this is me, like. And so I started doing that too. And I think, I mean, I pretty sure I have it on every one of my listings now. So cute. I mean. Yeah. And I think that's just a fun little like, oh, this is a real person. You know, just anything that can connect us with the customer.
- [33:59]
Lizzie Smiley
I'll link her episode. That was a really good one. People liked it. Actually, one person wrote me a zero review and said, ew, she makes stuff from beef fat. And I was like, well, first of all, I do not. Although I love tallow. But second of all, really, like, it was so funny.
- [34:15]
Caroline Nichols
But you know, do you know how good beef tallow is for your skin?
- [34:21]
Lizzie Smiley
I. I know. I like, who knows? There's all different kinds of opinions. I respect every single one of them, but it was just so funny. Otherwise, rave reviews on that episode is a really good one if you haven't listened to it before. And you're a handmaid. Also. She's just so cute. She's like a teenager on her parents farm running this robust Etsy shop. She was a queen.
- [34:38]
Caroline Nichols
It's amazing.
- [34:39]
Lizzie Smiley
How are you balancing all of this, girl, like your, your kids and your family and work and all the work I give you. How's that going?
- [34:48]
Caroline Nichols
It's going. It's going. It's going well. It's like, okay, a huge part of like balancing everything for me is like just remaining in gratitude of like, these are the things that I prayed for. Like, you know, you know, the sign of like, like, you know, the things that I prayed for or what I have now. I don't know. I don't know what the actual like phrase is, but. But that's literally like what did I want to be like growing up? I wanted to be a wife and a mom. That's what I wanted to be. And like, you know, check, check. Like, you know. And I used to be a preschool teacher. Like, what did I want to do when I was, when I was teaching preschool? I wanted to do something that was my own thing. Like I wanted to, to be some sort of a business owner doing something really fun. And what am I doing now? Like, I, I'm an Etsy shop owner. I get to work with you. Which is the most fun, fun thing ever. Like, oh my goodness. Absolutely.
- [35:52]
Lizzie Smiley
It takes a special person.
- [35:56]
Caroline Nichols
No, it's so much fun. Oh my goodness. It's. Oh, just wonderful. So, yeah, like, it's just so many things that like I have like, worked towards, prayed over, like, just wanted, like, and so like, is life full? Yes. And it's wonderful. Like, it's good. And so as far as like balance goes, I would say I'm really good at like bulk, like batch, batch working, very efficient things. Doing things in bulk, like, that is my sweet spot. I learned that about myself I don't know, maybe a couple years ago or so. And like, and I think that's such a key to like, to just life in general is like learning what works for you. Because there's so many things out there that are like, you know, this is the way to, you know, this is the way to be productive. This is like the one and only way that you will go about, you know, being a successful human being. And it's like, no, like, there are so many different ways also. Like, you're going to have days where you feel super successful and like you got it done. And you're going to have days where you feel like everything is just falling apart.
- [37:14]
Lizzie Smiley
I don't know what you're talking about.
- [37:20]
Caroline Nichols
And like, it's just so important to like have grace with yourself, have grace on other people around you. Like just all of those things. Because yeah, like, I, I don't know that I really do balance super well. However, I think that on a day to day basis it's like, okay, what are the most important things? And then just not worrying about the stuff that isn't like crucial to today. Like, that is something that I'm learning is like, let go, let go of the past. Like, stop worrying about the future. Like live in today. What are the important things? Who are the people right in front of you that you need to care for and give attention to? And like, how can I care for my own body? Like, you know, just all of those important pieces of this whole life thing.
- [38:20]
Lizzie Smiley
Are you brand new to Etsy about to get started or struggling a bit to find your groove? What I'm about to say is just for you, okay? I can completely relate to where you're at because I think I can help you achieve success faster. When I first started my Etsy shop, it was not one of those success stories that we hear, you know, on the big YouTube channels, even on this podcast where I just had crazy success and it took off right away. I all but failed for my first six months, just like a lot of new sellers. And so it's very relatable. And the issue for me was I didn't understand demand for one, I didn't understand SEO. I was way too broad in my search terms and I didn't know how to position my product so that customers just couldn't help but click add to cart. And so once I learned those things, I went from making about $25 a month in sales to $6,000 a month and up. And in the holidays, I would even have $13,000 a month like at my shop's peak. And the thing about me, if you've been here for a minute, you already know this. I'm a terrible gatekeeper, okay? When I figure something out, when I crack a code, when I get excited, I cannot help but tell everybody who wants to listen. It's like either my, my best asset or my toxic trait. I can't decide. But I put everything that you need to know to fill that beginner knowledge gap into a list low ticket, just under three hours beginner course that I have called six figure secrets to getting started on Etsy. In it, I'm teaching you how to find what's in demand for your niche, how to find and use trends, how to start your shop if you're worried about that part. SEO strategy to find the micro niches where the opportunity is, how to understand the Etsy algorithm and a ton more. The whole thing is bite sized videos. Not long form, just small bite sized videos. Zero fluff and to the point. You could get the course today, go through the less than three hours over the next couple days, launch your shop this weekend and have sales coming in as soon as Sunday. So let's get you the few missing pieces of the Etsy success puzzle, those little tweaks you need to make so you can start making the sales that you deserve. Because I have never been more convinced that there is room at this table on Etsy for everyone. And the opportunity is so ripe right now. I am in the, in the numbers, in the data every day. And my mind just keeps expanding on the possibilities. Okay, so as a special treat, use the code save50 to save $50 on the six figure secrets course today. That's $50 off with a coupon. Save 50. And by all means DM me or shoot me an email when those sales start popping, because I want to celebrate with you. I love the integration with your family. Like, I love that everyone's cheering at the Cha Ching. I love that the kids are, like, following you into the craft room, maybe helping, but they're, like, excited about it. It's this whole positive thing. I think you do a really good job. Like, we tend to do stuff in the morning if we're gonna meet, if we're gonna work on stuff. And, like, we might exchange a text in the afternoon or evening. Because I'm out here, my schedule is a little bit different. Like, your kids get home from school and you're on mom time, whereas I'm handing the toddler back and forth all day. Like, it's a little different. But for the most part, I try to leave you alone at night. You've got. You do have good balance. But I love what you said about batching. And I wish more people would consider it. Like, I know for me, okay. Also, when I turned 40, I feel like my brain changed. Like, hormones, all of the things adhd, which I never would have been, like. And I'm not diagnosed still, but I have so many markers. It's insane that I never noticed. When I was younger, like, nobody ever said anything. I was always high, you know, high performing, high focus, got my stuff done, self motivated. Nothing like the. If you guys listen to the ADHD episode with my sister, you hear all about that. Such a good episode. It was right. If you have ADHD or you think you might, it's very, very encouraging, empowering. You'll feel like sitting with your friends. My two Carolines love it. It's so fun. But I feel like, so, like, I work really differently than I used to. I think before I used to be able to maybe like. And I can still switch tasks pretty quickly. But do you know what is ridiculous about me, Caroline, is I forget what I was doing. Yeah, like, all the time. And I forget how to do something all the time. It's actually embarrassing when I get emails from people and they're like, hey, what is the resizing thing for such and such type of digital product? And I'm like, I haven't done. I don't know. And I have to go back and watch my own course to answer the question, do you know what I mean? Something ridiculous like that. Yeah, I'm working right now on this massive project, well, you know, massive project of like done for you Digital products for, for Etsy sellers that they can like combine with their own to make big bundles. Because, hello, it is all about the no brainer listings with like a lot of value packed in it. And so I literally like finished SVGs and I moved on to, by the way, plug for the SVG workshop because I just cracked that code and it is nuts. I can't believe we can make those with AI because I didn't think I could find a way to scale them well enough, like a good enough converter. It's bananas. But I then moved on to coloring pages and then I moved on to PNGs because I'm making like hundreds and hundreds of amazing files for people. And then I had to go back and do some of the SVGs and I couldn't remember. I had to like, I had made notes though, girl, because. So my point is I'm supporting your thing about like batch work because if you do something, if you create enough time, let yourself do the same thing long enough, you're going to create a better system. You're going to get faster, you're going to have enough time to get into a flow state. And what it did for me is it forced me to find tools that could help me do it faster and better. Like your efficiency. If you let yourself do one thing long enough, your efficiency improves. And then if you're like me and you forget what that efficient workflow is, you just make sure and write it down on a sticket note or somewhere that you'll remember it on your phone so that the next time you need to do it, you don't have to go back and refigure out what that efficient way was. You've got it. You've got it captured. So I freaking love that you said that because it is like by far the best way for me, especially someone with a brain like mine, to do things and also to not just wear myself out. So there's also this capacity factor of like, if you're having to switch gears in your brain a lot, you're going to be a lot more tired at the end of the day. You're going to get burned out a lot faster than if you let your brain like flow focus on optimizing one activity.
- [44:07]
Caroline Nichols
Yep.
- [44:08]
Lizzie Smiley
Anyway, I digress. It's beautiful. Throw out your top tips for struggling sellers.
- [44:12]
Caroline Nichols
Struggling sellers. Keep going, keep going. Don't give up. Don't give up. Like, there is success.
- [44:21]
Lizzie Smiley
She said that with her chest, by the way. There is. Sorry. There is success out there.
- [44:30]
Caroline Nichols
Oh, there is. And yeah, I mean, that's a huge part. Don't get discouraged. Like, allow, like, if, if you are discouraged, then just like look for friends who are Etsy sellers. Come find us. Like, you know, just. I, I think something that helped me in the beginning especially is just listening to other people's success stories. We have a whole podcast playlist that is inspiring success stories. And so can we link that? Can we do that?
- [45:08]
Lizzie Smiley
I'm going to, I'll link the playlist. Great idea.
- [45:10]
Caroline Nichols
Like that. In the beginning I was like, okay, like, yes, these people may have been doing this for, you know, several years. However, like, if you start now, like, if you keep going now, like, you will see the payoff later. And I think a lot of it too is just realizing or recognizing like what the, what the things that you're not doing so great are. And so because we're, we're usually blind to like what it is that we're doing wrong. And so reaching out, saying, hey, you know, this, this has been happening a lot within our coaching group is somebody will post saying, hey, can, can others look over my shop and just tell me what you think, what are your thoughts? You know, just do, do your own little audit, which I think is so helpful because the more eyeballs you can get on your shop, then, then the quicker that you'll realize what you're doing that needs to be changed. So, so there's that and then just, yeah, like, keep looking for the, for the holes. Keep looking for the holes. Like, what are the things that are already trending? How can you pull in something from somewhere else? Like all the trend combining type stuff? Like, how can you go about that in your own way that, that feels aligned with you? Because like, there's plenty of products out there on Etsy that never in a million years would I sell. However, like, I found what I love to sell. So I mean, I think that's a big piece of it too. Like, be true to, you know, to who you are. And I fully believe that the success will come.
- [46:59]
Lizzie Smiley
Isn't she the best? So Caroline's like head moderator in the coaching group. We are growing, we're growing so well, but not so crazy that people are not getting the one on one help that they need. We, we have a bunch of other coaches in there, like Caroline, success in different areas. You know, we've got like really strong Digital people, really strong print on demand. I'm not trying to do it all myself, because I will fail you guys if I do it all myself. So I've assembled a team of people who I trust. I know their businesses. I've coached them. At some point, they'll answer the way I will. My favorite comment, Caroline, was someone came in and they were like, I was going to post because we have like a welcome thread where people can, you know, introduce themselves, share what their goals are, what their. What's going on with their shop. I love that. It's like a trusted, safe space where people are just going to be kind, they're going to be helpful. You don't have to go it alone. It's. It totally removes the isolation from your journey. And someone said, I was going to post a really low ball goal. And now I'm seeing what you all are doing and I'm totally. Did you see that? And I'm totally fired up. She's like, I'm going to increase my goal to this. And I was just like, this is exact. I was just like, wow, I got the chills. I'm like, yes. Because all of a sudden you go from being all alone in this journey, really frustrated that you have struggles, you don't have all the skills that you need, you don't know what you're doing wrong, and you're just alone. And you don't necessarily have people around you who get it at all into a community of people who are all different levels. You are all of a sudden inspired. Because you know what I always tell my daughter, she's 10, and I tell her, hey, you become like the five people you spend the most time around with. So choose. Choose carefully. And so again, if you're like, needing to be inspired, see what's possible and have it not just be some pie in the sky thing you hear on a podcast, but like the people that you can dm, someone can share their story and you can be like, wait, what? Tell me how you did that. And they will. That's bananas. And then you guys get access to Caroline as well. Not just me, but her joy, her encouragement, her skill, which is insane. So I'm so glad that you, you mentioned that. And I think your tips are top notch. Where can people find you and connect other than the coaching crew?
- [49:03]
Caroline Nichols
I mean, you can.
- [49:04]
Lizzie Smiley
Or is that where we're leaving it?
- [49:05]
Caroline Nichols
You can come join me on Instagram for sure.
- [49:09]
Lizzie Smiley
What's your handle?
- [49:10]
Caroline Nichols
I can't think of what it is right now. I think it's these simple things co.
- [49:14]
Lizzie Smiley
So we'll link your Instagram and that's perfect. That's perfect. Because you're a joy. I feel ridiculously grateful to. I'm going to cry to have you in my life and to have you helping me and to have your just joy and hard work and nurturing, lovely personality as a part of this movement brand, whatever movement, community. Because the how to sell yourself community is different. There are so many other amazing people. You guys know I cheerlead everybody. But if you want to make your best girlfriends and guy friends, we actually have a lot of dudes and I kind of. I'm here for it. Like, you know, and you want general. Like you want people to just be open hearted and open handed with help and encouragement and inspiration. This is the place to be. And like Caroline, you embody that. You're. You're a treasure beyond treasures. Thanks for coming on the podcast.
- [50:10]
Caroline Nichols
You. Thank you, thank you, thank you. Oh, and your words just means so much to me. This is just a dream. It's all just a dream. I keep expecting to just wake up, but I haven't yet.
- [50:25]
Lizzie Smiley
We're not waking up anytime soon. My love. You guys, thank you so much for hanging out with us. I hope that you've enjoyed this as much as we have. It's just our pleasure to be with you. And until next week, go make something awesome. Bye guys. And that's a wrap on this episode of how to sell your stuff on Etsy. Thanks so much for hanging out with me today. If you're looking for more resources, head on over to howtosellyourstuff.com where you'll find podcast show notes, all the links from today's episode, the blog, courses, coaching and more. If this episode was helpful to you, awesome. The greatest compliment I can receive from you is a rate, review and subscribe on this podcast. Not only will it allow us to connect again on a future episode episode, it lets me know I'm providing you with value and helps other people find this content more easily. From the bottom of my heart, thank you for your support. Have a great day and see you next time.