Hobby or Business? Why Your Mindset Matters More Than You Think

If I were to ask you if you view your business as a business, a side line or a hobby that pays for itself what would your answer be?

Recently, during one of our lunchtime chats inside the Soap Suite, my membership supporting UK Soap & Skincare business owners,  someone raised a topic that really got me thinking. She’d been to an event and noticed that it was those that were running their stalls as a business rather than as a sideline that were doing the best. They didn't necessarily with the fanciest packaging or the lowest prices, but they clearly had a different mindset. They need to make the business work as it pays the bills. End of story.

I’ve seen this over and over again. Whether you’re making soap or skincare, there’s a big difference between someone who sees it as a hobby, and someone who’s decided they want to build a business.

It shows in the little things. Their product range is considered and not a hotch potch of things they fancied making. Their labelling tends to be more professional. They’ve usually got a website, or they’re working on one. They’re thinking about SEO, looking at how they can get stockists, choosing events that make sense for their brand, not just the one round the corner because it’s easy. They’re learning the business side, not just focusing on what they enjoy most. And they keep going, even when things feel hard. That last one is probably the biggest,

I’m not saying there’s anything wrong with doing it as a hobby. But if you say you want to make a proper go of it, then you’ve got to act like a business owner. That means showing up, doing the boring stuff sometimes, putting in the hours, and being prepared to reinvest in your business.

The ones who are still in that hobby mindset tend to get a bit of shiny object syndrome. If they’re not making sales, they start creating new products, hoping that will fix things. But that’s rarely the answer. I see it all the time in my business audits. They’re not doing the long term work, like building a mailing list, or thinking about how they’re going to build an audience outside of craft fairs. And I get it, because that kind of work doesn’t give you a quick buzz like selling a few bars at a market. But if you’re serious about growing, it’s the stuff that matters.

The makers who really commit, they don’t make excuses. They do the work, even if that means getting up early, saying no to things, or using the money from last weekend’s market to buy better equipment instead of treating themselves. They think ahead. They know that buying ingredients in bulk will save them money, or that a decent cutter will speed things up and improve their product. They’re not just thinking about today, they’re thinking about next year too.

One of the best examples I’ve seen was a couple I did a business audit for. They had such a brilliant niche, but they were thinking so small, local events, local shops. When I said, 'You do realise you could go nationwide with this?' they were shocked. But also excited. And now, a few months later, they’ve started a collaboration with another company and it’s just the beginning. Sometimes you just need someone else to say, 'You can go bigger.'

Something else I see a lot, especially in Facebook groups, is people asking things like, 'What sells well for you?' or 'What’s your best seller?' And I know this might sound a bit blunt, but honestly, it’s irrelevant. What sells really well for one person might not work at all for someone else. It depends on your ideal customer, your location, your messaging, your brand values, your price point, everything. If someone says bath crumble is flying off the shelves for them, that doesn’t mean you should suddenly start making it. Not if it doesn’t fit your business or your brand.

And while we’re at it, pricing. This one comes up all the time. Pricing is absolutely key, and cheap is just not sustainable. Not if you’ve got a bigger picture in mind. If you’ve priced based on what feels ‘reasonable’ or what someone else is charging, but haven’t factored in your time, your costs, or your long term goals, then it’s going to trip you up later. That’s why the strategic thinking matters. It’s not just about what’s working right now. It’s about building something that lasts.

If you’re sitting there thinking that maybe you are just dabbling a bit then consider this question. If your business was already turning over £50,000 a year, would you still be booking that school fair where nobody ever buys anything? Probably not. Would you take the risk on a bigger event that could give you better visibility and more return? I’d guess yes. So why not start thinking like that now?

This is where my work as a strategist really comes in. I’m not emotionally attached to your products, so I can look at your business clearly and spot what’s missing. I can see when someone says they want to sell online but they’re not doing anything to support that goal. They’re not collecting email addresses, not contacting stockists, not starting a newsletter because it feels uncomfortable. But that’s the work that moves you forward.

Whenever I do a business growth audit, one of the first things I ask is, 'Where do you want the business to be in five years?' Because if you don’t know that, how can you possibly know what you should be doing now?

So here’s a gentle nudge. Have a think. Are you dabbling, or are you building something? There’s no right or wrong. But they do take very different decisions. And if you are ready to take it seriously, you don’t have to figure it out on your own. That’s exactly why the Soap Suite exists, to support makers who are ready to grow.

Action leads to clarity. You won’t always know the full path. But taking the next step is how you find out where it leads.

5 Key Takeaways to Help Your Handmade Business Grow

If you’re serious about turning your soap or skincare side line into something bigger, here are five mindset shifts that will make a real difference:

1. Stop Asking What Sells for Others, Figure Out What Sells for You

What works for one business won’t necessarily work for yours. Your bestsellers should align with your brand, your ideal customer and your values. Stay in your lane.

2. Price for Profit, Not Just Popularity

If it’s not profitable, it’s not sustainable. Don’t base your prices on what others are doing know your costs, know your worth and plan for the future.

3. Events Are a Strategy, Not Just a Saturday Out

Choose events with your ideal customer in mind. Be selective. A big fair with high footfall might seem scary, but it could bring in far more visibility and return than doing five tiny local events that don’t fit your brand.

4. If You Want Long Term Results, Do the Long Term Work

Email lists, SEO, stockist outreach, it’s not always fun or fast, but it’s the work that builds a sustainable business. Don’t skip it just because the results aren’t instant.

5. Mindset First, See Yourself as a Business Owner

You don’t need to be a big brand, but you do need to start making decisions like one. Be honest with yourself about where you want to go, and start showing up accordingly.

And if you would like my eyes on your business with a Business Growth Audit, you can find out more about those here.