Transcription
You're about to hit a million dollars in sales.
I am.
She sold over a million dollars on TikTok Shop and today I'm investigating [music] how she did this.
Kim, it doesn't even smell like you have a potty training toddler. What is that amazing smell?
You didn't even show your face.
No.
You're just mopping.
Yeah. Let me put you on to this mop soap that I found on TT Shop. I was gifted these items and I love them.
So you start with showing in action, you're cleaning up whatever in the bathroom, you're you're relating, and then all of a sudden you're like, "Let me show you this."
Mhm.
Do you feel like it's better to hit the problem first and then jump into the solution?
Yeah.
Rather than just, "Hey guys, this is the mop soap."
Yeah.
Still faceless.
You know, like I'm selling a vibe.
The the the powder.
Yeah. So other products, too, that they are carrying. But you can't link it, though.
No, I can't.
You made so many sales off those?
Well, it kind of like I I think if they have it in the cart and you have it in your showcase, you still are able to make commission. Cuz sometimes I see that they can buy from the video, but there's other things that I haven't done a video on and I get commission for.
They run ads, they can for sure.
Okay. What When was it in July?
And black screen at the end and everything.
I know. Still everything. I know. That's what I'm saying. Like looking at my old videos and looking at it now is like a huge.
But you made.
I did. Yes.
Okay, give us like a newer video that you're proud of then. Boom, you're showing all the makeup at once, super popping, you're wearing the pink, it's popping out.
With a brand new glow reviver lipstick.
Massive difference from your first video to that.
Right? See?
Nourishing lip oil.
Butter. It's going to have squalene. You also have.
You're very passionate about it.
Butter.
[laughter]
Like you're super passionate about it.
Oils in here. This is cherry on top, love slick, mauve mentality, tanger sheen, pink me.
You're showing all the colors.
Yeah.
How long does it take you to make this?
[sighs]
A couple of minutes.
That's it?
Yes.
Just like boom, boom, boom.
Yes. You're getting it for $10.
And you hit the price at the end, the sale. That's a lot of action, that's a lot of movement, and you're talking. Like where did you get that whole like persona?
I think I just realized that I can be myself.
That's amazing. That's amazing. Million dollars in sales. Did you ever think that you'd be doing that off your phone?
No. Like social media was not something that I did naturally. It was just kind of like something to do off the side of just being a mom because I was home with a newborn and it was I was always home. And so I saw mom content was kind of blowing up in 2024. So like I did sensory bins and I did like cooking videos and then I saw TikTok Shop was just kind of blowing up and I was like, let me just request a free sample and Yeah, the unicorn.
And what were you doing before TikTok Shop?
I worked in human resources.
When did the lightbulb moment really click in your head that you're like, "Wow, like TikTok Shop can actually be a career?"
On my fourth video. A unicorn.
What do you mean? Explain to us. Break it down.
I think I started the summer of 2024. So I did like a shirt video. I did like some shorts with like Willow Boutique. But then.
Fashion. You started with fashion.
Yes, yeah. Something that was just easy for me. But then obviously I was a mom. I was always home, cleaning, cooking, things like that. So I applied to get a free sample for a mop soap and I made I think it was my third or fourth video on the mop soap and it just took off.
Mop soap. So you're doing fashion, you're probably passionate about fashion. What makes you think, "Oh, I'm going to do mop soap?"
[sighs and gasps]
I don't know. I think it was just cuz I I had no I was not educated on TikTok Shop. I just knew people were making money. I knew that it was something that we could do online. And so I was just kind of let me just request a free sample and let's see let's see what happens.
Wow. And so what did that video look like?
It was a relatable mom moment where I had a training boy that was potty training, had that smell urine in the bathroom. And so I just related it to a mom moment. And I think the triggering word for it was, "How does your home smell like you don't have a potty training child?" Like it was just kind of like rage bait and I had no idea.
Oh, so people were getting mad in the comments.
Yeah, yeah. So it was kind of like a rage moment type of thing and then it just it took off. I think it's sitting at like 4 million views right now and it made me off of that video.
Where do you go from there? You just replicate the video over and over again?
See, and that was my mistake cuz like I said, I was not educated. I had no idea what I was getting in myself into and so I did not retarget or I did not constantly repost like I should have.
Just trying more products.
Yeah.
Mhm.
Doing that or I just I thought that video was just going to carry me.
That's a mistake that a lot of people made. So, I don't know if you know this, but my mom was the biggest food and beverage seller in 23.
Oh.
She had a chamoy pickle kit that she was selling on TikTok Shop.
Oh.
Remember that trend?
I think yes.
That was that was them and she was telling me like, "I don't understand why my affiliates, they're making so much money with these pickle kits and they move on to different products. Like, do it over and over again." So, that's what got me in. I stepped in and me and my wife started doing only chamoy pickle kits. And we were doing crazy numbers. I mean, it was it was insane, but yeah, I think doing the same product back then really worked. So, walk us through your transition from that to like your beauty where you at now.
Seeing the traction that I was making on TikTok Shop, I I was like, "Okay, this is possible." And I also think that alone, I was in a very, very tight like paycheck. Like, I mean, I was negative all the time in my bank account. So, I was like, "This is this is actually possible." Cuz as I think also at the same time Wyatt started TikTok Shop was like, "If I can just get a couple hundred bucks." Like, you know, just a little bit more breathing room because like I said, I was just a mom living paycheck to paycheck. I was like, "I want to feel like a girl again. I want to feel like myself again, you know?" And so, I think that's how the transition went into beauty is making moms feel like themselves.
Everybody talks about like you're making like hundreds of thousands of dollars or whatever, but nobody talks about like it's possible for people to actually go make just a couple hundred dollars more as a mom.
And I think that's the main thing why I wanted to sit down with you is that I feel like it's a little bit relatable cuz I think everybody talks about these huge amounts and it's like, oh my gosh, but they've been doing this since the beginning. And it's like, if you have something where it's like it's just a couple hundred bucks, maybe a hundred, you know, a few thousands, like 2,000 a month. Like, that can actually be, yes, huge for someone.
What does your day-to-day look like?
Okay, so I do try to wake up early before my kids. Um, I try to pump out some videos, batch create. The way that I can create my content is batch creating. I can't do it in life in real time because I got kids yelling and screaming and, you know, all of those things. So, um, I try to pump it out first thing in the morning and then I'm with my kids in the morning. When they go down for nap, I try to pump out more videos or I'm editing. And then.
That story so many times when the kids go down.
Time is is when you make money. Yeah. And then when they go down, uh, for bed, I live stream.
While they're asleep.
Yeah.
That's wild.
If it's really popping, I'll be on there until 2:00, 3:00 in the morning. And then they'll wake up.
How many TikTok videos are you posting a day now?
So, I try to aim for at least five to seven.
Okay, five to seven videos per day. How long does it take you to make one video?
30 seconds.
Really? You're just talking organically.
Just going with it. Yeah. Now, if it's like a brand deal or something, you know, they might send over a script and it might take a little bit more production, um, to try to shoot that video out, but I mean, I just try to fly through it.
Use anything to edit?
I do use CapCut for a lot of things, but I I feel like if it's not a brand deal or if it's not something that I need to do B-roll style for, I just try to do it in the in the app.
And you How many hours do you live stream a day?
So, minimum is three. But that's taking time.
Minimum three hours a day.
Mhm. I mean, when I first started, you know, when the mop soap was was popping off, you know, and I tried to do the live streaming, I would go on for maybe an hour, maybe two hours max, but I think over time you've built the endurance and you realize it takes a little bit of time to get the traction in. So, a minimum three.
Explain to us like what a live stream for you looks like. Like how do you pick the products that you're going to sell? Like how often do you switch products?
Yeah, so it's a lot of like product research. It's a It's a lot of trying to figure out what is is something that people are trying to pick up on. Is it a good sell? Cuz I feel like live streaming is good for demonstrating, but it's also really good like if it's a hot sell that's happening right now and maybe they haven't seen it through a video. But, having multiple products like swatches when it comes to foundations, concealers. I feel like that's where it really picks up for me because people want to say, "Oh, I don't know what shade I am. Can you know, can you show me this shade?" And if you have it, I mean you know you can probably lock them in with shade matching.
Literally like kind of like helping customers decide what shades they're going to get.
Yeah. Yeah, and trying on different lip colors for them and yeah, I I feel like that is where I thrive and I feel like that's where you can kind of make a little bit more quicker income and connections because you're trying things on for them in like real life time.
Do you have like a threshold of like I got to make this much GMV within the first hour if not I'll turn it off?
Mhm. Yeah.
What does that kind of look like for you?
At least 1K a GMV per hour. If I am getting close to that, I'll stay on. But, if it's something that I haven't made a sale like within the first 15 or 20 minutes, I need to move on to something else or I need to close the live down.
Live streams, are you more faceless or are you more with your face on there?
It just depends. Like if there's just days when I'm just like, "Oh my gosh, I'm too exhausted." I will do faceless, but more Most of the time I am more on camera. I think it just depends on the product.
How did you learn how to live stream?
I didn't. I just did it.
What does a good live stream look like for you?
I would say.
1K every hour.
Yeah, so I would say 1K and I'm minimum is three hours. I mean, I I think I've done close to 10K, but it was not with beauty products though.
Break down that 10K live stream for us.
It was MLB tote bags that were popping off and it was all different teams. It was like Astros, it was uh Rangers, it was Dodgers, all kinds of teams and they were MLB tote bags.
You get that? MLB reached out?
No, I just bought the tote and I made a video and it went off and I was like, "Okay, let's see if we can do a live stream with this." And so I bought several different teams, went live with it and it was just going crazy. And then that's when the company messaged me and they said, "Hey, we'll give you a code. Every time you go live, tell your audience use this code and they'll get an additional $5 off on top of the flash that we're giving you."
You have multiple incomes, right? You have the QVC thing, you have your page. Break us Break it down like how you all the ways that you make money.
So, brand deals is a huge thing for me. Is it Is brand deals? Yeah. Like getting uh retainers at least like like for 3 months, you know, trying to lock in those cuz I feel like you're always going to have your ebbs and flows and like that's why I say it's always big on networking because when you have your ebbs and flows, those days that you or those months that you're low, you know you have your brand partnerships, you know that you're able to contact your contacts and you can try to make up for that loss.
You said that you went You asked for 3-month retainers.
Mhm. Yeah.
I've never heard anybody talk about that.
Well, not like 3 months, but at least like locking in like if you want to do a brand deal, let's try to let's try to extend it for 3 months. So, instead of like, "Oh yeah, let's just post one video and here's here's a brand deal." You try to lock in more months and more videos than it just being like a one-and-done.
What's the longest retainer that you've done?
Three.
[clears throat]
Three months?
Yeah.
Okay. Do you have like set rate cards that you give brands?
Not set, but.
See what their budget is and kind of like go from there.
Especially if I like make good already organic videos for them, then you know, we can kind of negotiate and kind of you play with the numbers, but if it's something that's brand new, a new brand that I've probably never have done anything with then you know, I probably just give them a standard rate for them.
So, you got involved with QVC at an early stage.
Yeah.
Explain to us that whole story. How did you connect with QVC?
Last February. And QVC was one of the vendors that was going to be there or one of the brands that was going to be there. So, I connected with their brand rep that was there and I said, you know, like and that's why it's it's really important with these events to network. And I think that's a lot of things that a lot of new creators forget is like the purpose is to network.
Right.
So, I was, you know, giving her my information and everything told her my live streaming what my metrics were in that time. That next month they reached out and they said that we're going to start live streaming with QVC and we want you on board.
Were you the first creator of that?
One of, yeah. One of the first ones, yeah.
How does one get involved in something like that? Like going live for a brand?
Oh, man.
Just connections and events?
Connections, yeah. I I would say emailing is obviously one thing, but I think if you can get yourself into these events, I think your main purpose needs to network. And I I know everybody gets so excited. No. I think everybody gets really excited about the free samples and everything, but I just.
Oh, yeah. Open bars. [laughter] They have free food, but I just feel like you your main purpose to make it is is everything.
Super hyper focused on like, let me let me see if I can take this brand to dinner. Like I would go to dinner with the brands after the event.
Yeah. Ask them, are you having a dinner tonight? Like I would love to.
Invite yourself.
Yeah. I mean, yes. And they they will.
You eating? They want affiliates.
Yes, you have to you have to put your face and your name in front of them.
What are your best selling products of all time? Like give us the top three.
The mop soap, the keto kits, like the little water things that you make for the kids. Hey dudes.
Was there ever a moment that you felt like giving up? Like any hardships that like you had to go past?
I think it was when I started to notice that just the GMV and the income and everything was going down. And I think it's hard when you're when you're first coming down from the high from like a unicorn or like a viral video and you're trying to figure out what what's happening what what's going on and you're so stuck into what's happening and you're so like down on it instead of like okay well I just need to turn around and I need to pump out more videos or I need to retarget and things like that. So.
So what advice would you give to the mom at home that's watching that wants to make a couple hundred more every month they see where you're at now what would you tell them right now?
Find what you truly love what makes you feel good about yourself like for me it was cooking and cleaning and then it went from okay now I'm finding my pink back and I'm feeling like a woman I'm feeling like a girl again. So find what you're passionate about and talk what you truly feel about it and and it will show through and just keep going.
Guys if you have not already go follow her down below and we'll see you guys in the next one subscribe.