While most print-on-demand (POD) entrepreneurs poured thousands into Facebook ads, Kate Robb walked through boutiques, taking notes.
This former teacher’s approach to eCommerce success might seem unconventional, but it worked. After years of stretching herself thin in an underfunded school district, Kate discovered the world of POD – and everything changed.
Today, she’s running multiple thriving Etsy shops with hundreds of organic sales and has built a following of over 100,000 entrepreneurs eager to learn her secrets. The best part is that she did it all without spending a dime on advertising.
So, if you think POD is only possible with a big ad budget, think again!
Kate, tell us about your life before becoming an entrepreneur.
“I never imagined I’d be running my own business. Without Print on Demand, I honestly don’t think I ever would have become an entrepreneur.
After college, I went straight into nonprofit education, working as a high school teacher in a predominantly underserved school district. I loved my students and the work, but I felt burnt out by the school environment and the expectations placed on me with minimal resources.
I transitioned into nonprofit grant administration, and while I enjoyed that work too, it was hard to make ends meet. Something had to change, but I had no idea what that change would look like.”
How did Print on Demand enter the picture?
“It all started during a meeting with a colleague working in the nonprofit space. She mentioned starting a print-on-demand business, and I was completely confused. I asked if she’d learned screen printing because I had no idea what Print on Demand was.
When she explained how she worked with Printify and that there were no upfront costs, it planted a seed in my mind.
At the time, I had just started my first remote job in tech recruiting. Suddenly, I had more free time than ever before. That’s when I remembered that conversation about POD and thought I should give it a try.
I just wanted something creative and fun to help me earn some extra spending money – all my regular income was going to basic expenses.”
Why did you choose Printify as your production partner?
“One of the things that drew me to Printify was the ability to pick your Print Provider. When I ordered samples from competitors, they were never consistent because they sent orders to random manufacturing partners.
With Printify, I can control quality by choosing specific providers. The customer service has always been top-notch as well, and the pricing is great.
I’ve sampled products from other manufacturing partners but never used them to fulfill orders – I’ve stayed exclusively with Printify.”
You took quite a different approach to advertising – tell us about that
“I took what might seem like an unconventional approach – I’ve never spent a penny on advertising. I’ve kept my shops completely organic to show people what’s possible without paid promotion.
I’m an ads hater. I’ve never run an Etsy ad or any kind of paid advertisement in any of my stores. Everything has been through organic traffic and SEO optimization.
It isn’t just about saving money but building sustainable growth. One of my newer shops has made over 700 sales purely through organic traffic.
I firmly believe that if you don’t learn how to master customer demand and drive organic traffic, you’ll spend your entire career as an Etsy seller constantly paying for ads. While ads can be a catalyst for growth, they shouldn’t be the foundation you’re building your shop on.”
How do you spot opportunities without relying on paid marketing?
“My approach to product research is probably different from what most people expect. I believe that product research starts long before you ever open any tools or software. It begins with real-world observation and understanding of trends as they emerge.
For example, I walk into stores like TJ Maxx and pay attention to what’s trending – why are there suddenly shirts with bows everywhere? What design aesthetics are emerging?
Some of the best research happens in small local boutiques. Visit your town’s shopping district, study the displays, and see what new items they feature each season.
When the coquette trend started getting popular last year, I noticed a flower brand on Instagram called Fresh Sends posting a reel where they were tying bows around everything in their office, calling it ‘coquetifying.’
That caught my attention, so I researched ‘coquette’ on eRank and discovered it was just starting to pick up on Etsy.
I told my boyfriend, who runs a print-on-demand store with me, that this design style was about to explode. He was skeptical, but I knew it would take off – and it did.”
How can beginners use SEO tools to identify a niche or in product research?
“eRank should be used as a tool to validate the product research that you’ve already done outside of eRank. People think it’s going to be this treasure chest where you just have to make an account, log in, type in ‘T-shirt,’ and you’re going to find the niche.
But the truth is that there’s work that needs to be done before you even log into eRank that people want to skip.
Start with real-world research. Go window shopping because it’s fun and because you are a business owner who wants to know what’s in demand. Etsy stats is a great tool to dig into what people are searching to find your listings and go from there.”
Speaking of trends, how do you handle concerns about market saturation?
“People worry too much about oversaturated markets. It’s not about the product type – it’s about finding the right niche within that market.
You can’t just sell a generic ‘Happy Birthday’ candle and expect success, but a retirement candle specifically designed for mechanical engineers might only have two or three competitors on Etsy. I believe in niched-down shops rather than broad, general stores.
Figure out exactly who your dream customer is and how to serve them specifically.
New niches are born daily, and Printify regularly adds new products to its Catalog. If you’re struggling to make sales, try exploring less saturated product types.
For instance, when pickleball paddles were just added to the Catalog, I saw that as a great opportunity – it’s a growing sport with passionate players, and there’s less competition than in traditional categories.”
How do you handle customer service, especially during busy periods?
“My first holiday season was definitely a learning experience. I had decided to launch a candle business two months before Q4, and I made the rookie mistake of not paying attention to Printify’s shipping deadline emails. So, the week before Christmas, I had to message a couple dozens of customers about delays.
But I learned that most Etsy shoppers are incredibly understanding because they want to support small businesses. When you’re transparent and say, ‘Hey, I’m so sorry about this delay. Let me make it right with a discount code or special offer,’ they usually respond positively.
Now, I do a lot of custom orders, and I always send customers a mockup before production for approval. This extra step has led to more reviews because it gives me a chance to connect personally with customers. Most of my reviews now mention how nice the seller was and how well I communicated – that builds trust with future customers.”
How do you manage the seasonal nature of Print on Demand?
“My first January slump after Q4 was tough. I had seen consistent growth from summer through December, and then suddenly, orders dropped off. I started questioning everything – was I failing? What was happening?
But I’ve learned that the year for POD sellers is very cyclical. Don’t beat yourself up if you see a drop in orders during January and February. Use that time to recover, rest, and get creative. Whether that’s coloring, reading, going for walks, or whatever helps you detach from your business for a bit – that downtime pays dividends in the long run.”
You’ve built quite a following on social media, too, right?
“When I lost my tech recruiting job, I still had my print-on-demand income, which was a blessing. I started making TikToks sharing my story and teaching others about POD.
It became this beautiful full-circle moment where I found my way back to teaching, but in a completely different context.
The amazing thing is that I get to wake up every day and teach people about starting their own businesses, and they’re genuinely excited to learn.
Unlike my teaching days, I never have to ask anyone to pay attention – they’re eager to do their homework because it could lead to their own success. Hitting 100,000 followers really showed me how many people are looking for alternative income streams.”
How have you approached building different revenue streams?
“When I lost my job, it opened my eyes to the fact that one income stream isn’t enough, especially if it’s a nine-to-five, because it can always be taken away.
POD was my first stream, but I’ve expanded into Etsy digital products, content creation, and coaching.
I love how diverse my income sources have become because they provide security and different growth opportunities.”
What’s the most important lesson you’ve learned so far?
“Starting out, I wasted a lot of time trying to figure everything out on my own instead of learning from those who’d already succeeded. I was doing everything through trial and error, which probably doubled the time it took to optimize my store.
That’s actually why I now create resources for new sellers, both free and more in-depth tutorials. You can find them on my website. I want to help others avoid my mistakes and accelerate their journey to success.”
What’s that one moment that you’re the proudest of?
“One of my proudest moments was when a customer used my bachelorette-themed shirts for their wedding party’s exit photos. They sent me their professional wedding pictures showing the whole party wearing my designs.
It reminded me that when you’re selling products, you never know where they’ll end up or what special moments they’ll be part of. These customers will have these pictures forever, and something that started as an idea in my head became part of their permanent memories.”
How has your business evolved?
“I’m now in a phase where I’m allowing my print-on-demand stores to work more passively. While POD always requires some work, and it’s fun for me – it doesn’t feel like a job when creating designs I love.
Recently, I’ve been busy moving into my first house and growing my TikTok presence, so I’m letting my mature stores run themselves more. My handle is @KateRobbLLC on both TikTok and Instagram.
Just during this interview, I received a $279 order, and I haven’t posted a new design in that store for weeks. It’s amazing that I can have this as a reliable, passive form of income while only designing when I feel passionate about it.”
What advice do you have for those just starting out?
“First, don’t get too caught up in strategy when you’re first starting out. Your initial designs probably won’t be your best sellers, and that’s okay. You need to put in those repetitions and get the not-so-great designs out of the way to reach the successful ones.
Focus on connecting with your customers rather than obsessing over making your first sale. When people ask me when I made my first sale or the first thousand dollars, I honestly don’t remember because the money was just a bonus – I was doing it because I enjoyed it.
Remember that it’s okay to make mistakes – every error I made led me to where I am today. Focus on building genuine connections with your customers, and don’t get discouraged by slow periods or initial setbacks.”
