Selling on Etsy is often painted as this dreamy way to turn your hobbies into a business, and it absolutely can be— but it’s a whole different ballgame in the beginning!
There’s so much more than just crafting cute products and waiting for the sales to roll in.
When I first started selling on Etsy, I thought it was going to be a fun side hustle that made a few thousand dollars if I was lucky!
Fast forward to now, and I’ve made over $375,000 in profit in 2024 alone.
Looking back, there are several things I wish I had known before diving in.
These aren’t the usual “take good photos” or “write clear product descriptions” tips — they’re the behind-the-scenes secrets that transformed my Etsy shop into a six-figure business.
And I’m here to spill it all.
Here are the 9 major things I wish I knew before selling on Etsy that skyrocketed my shop to success.
Top 9 Things I Wish I Knew Before Selling on Etsy
1) It’s All About Niching Down (But Not Too Much)
When I first started selling on Etsy, I thought the key was to offer as many different types of products as possible.
More variety means more customers, right? Wrong.
What really made my shop explode was niching down. But here’s the thing — you don’t want to niche down too much.
In the beginning, I was all over the place: jewelry, home décor, even some pet accessories.
The problem? I was competing in crowded markets, and nothing I made felt unique or special enough to stand out.
Once I honed in on a specific product category, like personalized wedding gifts, my shop finally started gaining traction.
But don’t box yourself in too tightly either.
I found my sweet spot by specializing in one niche but offering variations within that category (think personalized items for different life events like weddings, anniversaries, and baby showers).
That way, I appealed to different types of customers without straying too far from my core product.
Pro Tip:
Use Etsy’s search bar to explore sub-niches. Type in keywords like “personalized gifts” and see what specific phrases pop up. Those are your potential niches!
Related: Best Things to Sell on Etsy To Make a Ton of Money ($5,000+ a Month!)
2) Pricing Isn’t Just About Being Cheap
When I first launched my shop, I thought the key to attracting buyers was to undercut the competition.
I was selling my products for way too low, thinking that would get me more sales. Spoiler alert: it didn’t!
In fact, people were probably skipping my shop because my prices seemed too low to be legitimate.
Once I raised my prices (and even priced more than the competition), something magical happened — I started getting more sales.
Why? Because my products were no longer seen as cheap and low-quality.
Here’s the deal: price yourself based on value, not competition.
If your product is unique, handmade, or customizable, people are willing to pay for it.
Don’t be afraid to charge what you’re worth. And don’t forget to account for fees, shipping, and the time it takes you to create each product.
Pricing isn’t just about being competitive — it’s about being sustainable.
Pro Tip:
Test different price points. I raised my prices gradually and tracked how it impacted sales.
You might be surprised at how much you can charge when your product stands out.
Related: 17 Digital Products that Sell Like Crazy on Etsy
3) SEO is Your Best Friend (Seriously)
If I had to credit one thing for my success on Etsy, it would be SEO. Etsy’s search algorithm is a beast, and learning to tame it is critical.
When I first started, I wasn’t optimizing my listings properly.
I had pretty pictures and fun descriptions, but my products weren’t showing up in search results. I was essentially invisible!
Once I took SEO seriously, everything changed.
I started researching long-tail keywords (think “personalized gold bar necklace with clear quartz” instead of just “gold necklace“) and stuffing those keywords into my titles, tags, and descriptions.
This made my products much easier to find in Etsy search results.
Pro Tip:
One non-obvious tip? Use as many tags as Etsy allows. You get 13 tags, so fill them with all the keyword variations you can think of.
Use tools like EtsyRank or Marmalead to help you discover which keywords are trending, and sprinkle them into your listing.
4) Don’t Rely Solely on Etsy Traffic & Build an Email List
While Etsy’s internal traffic is great, you can’t solely rely on it if you want to grow into a six-figure business.
I made this mistake in the beginning — I assumed Etsy’s search engine would do all the heavy lifting for me, and it did to a certain point, but I wanted to grow beyond low six figures.
I realized I needed to take control of my marketing.
That’s when I started using social media (Instagram & Pinterest) to drive traffic to my shop.
I created a brand identity on these platforms and posted consistently, showcasing new products, behind-the-scenes glimpses, and even customer testimonials.
This not only drove more traffic to my Etsy shop but also helped me build a loyal customer base.
Another game-changer? Email marketing.
I added a simple “sign up for 10% off” banner to my shop, collected emails, and started sending out regular newsletters with promotions, new product launches, and discounts.
This kept my shop top of mind and turned one-time customers into repeat buyers.
Pro Tip:
Pinterest is a secret weapon for Etsy sellers. It’s a visual search engine, and your Etsy products can live forever there.
Pin your products regularly, use keywords, and watch your shop traffic grow.
5) Fast and Thoughtful Customer Service is Key
Etsy is built on community and trust, so customer service is more important than ever.
I didn’t realize this in the beginning, but responding to messages quickly and resolving issues thoughtfully is a major factor in getting repeat customers and great reviews.
I made it a point to respond to every customer message within 24 hours.
Even if I didn’t have an immediate solution, I’d at least acknowledge the message and let the customer know I was on it.
And for any issues like delayed shipments or mistakes with orders, I always went the extra mile to make things right — whether that meant offering a partial refund, sending a replacement, or giving a future discount.
Your reviews matter, and great customer service directly impacts those reviews.
When customers feel valued, they’re more likely to leave glowing reviews and recommend your shop to others.
Pro Tip:
Personalize your responses. Don’t use canned replies — people can tell. A friendly, personalized message can make all the difference.
Related: Top 10 Free Courses to Help You Make More Money Online & in Your Career
6) Plan for Busy Seasons and Offer Exclusives
Lastly, if I had known how seasonality would affect my shop, I would have prepared a lot better.
Certain times of the year (like holidays, weddings, or back-to-school) can send your sales through the roof, but only if you plan for it.
The first time I experienced a holiday rush, I was completely overwhelmed — I didn’t have enough stock, and my turnaround times were way too long.
Now, I start preparing for busy seasons at least two months in advance.
I add new holiday-themed products, stock up on supplies, and adjust my shipping times to account for the influx of orders.
I’ve also learned to offer exclusive, limited-time products that only appear during certain seasons (like Christmas or Valentine’s Day).
This creates a sense of urgency and encourages people to buy sooner.
Pro Tip:
Use Etsy’s sales feature to offer seasonal discounts or bundle deals. Customers love a good sale, and it helps move more products during busy times.
7) Leverage Etsy Ads — But Be Smart About It
Etsy ads can be a game-changer, but only if you use them strategically.
When I first started using Etsy ads, I thought throwing a bunch of money at it would automatically result in more sales. Big mistake.
I ended up burning through my ad budget without seeing much return because I didn’t focus on promoting my best-performing listings.
What I wish I had known earlier is that you don’t have to promote all your products. Instead, focus your ad budget on your top sellers and high-margin items.
Etsy ads are most effective when you promote listings that already have some traction.
Once I started using ads to push my best-sellers higher in search results, I saw a significant boost in both traffic and sales.
Pro Tip:
Start small with your ad budget and test what works.
Once you see which listings perform well, scale up your budget for those products to maximize your return on investment.
8) Create a Strong Brand Identity
One thing I seriously underestimated when I first started was the importance of having a strong brand identity.
I treated my Etsy shop like a side hustle, so I didn’t think much about branding. Big mistake….people don’t just buy products — they buy into brands.
Once I developed a cohesive brand identity (from my shop name to my logo, packaging, and even my social media presence), I noticed customers started to trust my shop more.
They weren’t just buying products — they were buying into my brand’s story and values.
Whether it’s eco-friendly packaging, a unique aesthetic, or a fun brand personality, make sure your shop has a clear identity that resonates with your target audience.
And be consistent with it across your shop, social media, and customer interactions.
This will help you stand out in the crowded Etsy marketplace and build customer loyalty.
Pro Tip:
Use consistent colors, fonts, and messaging in your shop’s visuals and descriptions.
This creates a memorable brand experience and makes your shop more professional.
9) Invest in High-Quality Photos (It’s Worth It!)
Yes, I know you’ve heard this a million times, but trust me — I learned the hard way that photos make or break your sales.
Etsy is a visual platform. Customers can’t touch, feel, or try on your products, so your photos have to do all the talking.
At first, I used my phone camera and thought I could get by with basic lighting. I was wrong.
It wasn’t until I invested in a good camera (and eventually once I was making over $60,000, hired a professional photographer) that my sales skyrocketed.
My photos became bright, clear, and showcased my products in the best possible way.
Plus, I started using lifestyle shots, where I showed my products in real-life settings.
People want to imagine themselves using your product — and lifestyle photos help them do that.
Pro Tip:
Make sure your first photo is the best one. It’s the image that will show up in search results and determine if someone clicks on your listing.
Focus on good lighting, clear focus, and a clean background.
Related: 15 Lucrative Photography Side Hustles To Turn Your Passion Into Profit!