How to Sell on Amazon – The Ultimate Guide

Amazon is the first place that online shoppers go to start their product search. In fact, according to Business Insider, …

Amazon is the first place that online shoppers go to start their product search.

In fact, according to Business Insider, twice as many people visit Amazon instead of Google when they’re looking for a product.

If you’re thinking of selling a physical product, Amazon is the top place to consider as a sales channel. Its built-in user base of 300 million people means that you’ll get your product in front of more eyeballs than any other platform.

This guide will teach you everything you need to know about how to sell on Amazon, including setting up an account, sourcing products, structuring your business model, and launching your product for a quick influx of profitable sales.

There are eight key steps to getting started selling on Amazon, and we recommend you approach them in this order. We will walk you through each one of these steps in detail:

 

  1. Determine your preferred selling model (Arbitrage, Wholesale, Private Label)
  2. Choose FBA or FBM (We’ll explain this shortly)
  3. Figure out what you’re going to sell
  4. Set up a business account
  5. Source your product
  6. Create your Amazon account
  7. List your product
  8. Launch your product

 

Step 1 – Determine Your Preferred Selling Model

 

There’s more than one way to sell on Amazon, and the method you choose will be dependent on how much money you want to make, what kind of risk you’re willing to take on, how many hours you want to work and how quickly you want to scale.

 

This article will cover the most common three Amazon selling models:

Model 1 – Retail Arbitrage

 

Retail arbitrage is the classic “buy low, sell high” business strategy.

 

This is the quickest and least expensive way to get started selling on Amazon. It’s not for everyone, but if you enjoy treasure hunting, this could be an ideal way to start your Amazon business. Once you get the hang of how it’s done, you can apply similar strategies to other Amazon business models.

 

Here’s how it works…

 

Go to your favorite big box or discount store (Wal-Mart, Dollar Store, Target, Grocery Outlet, Home Depot, you get the idea…). Head straight to the clearance sections.

 

You’ll need to have the Amazon Seller app installed on your phone (skip to Step 4 for instructions on how to set up a Seller Account).

 

Now comes the fun part. Using your phone’s camera (the app will prompt you to allow access to your camera), scan the barcode of one of the items in the store. The app will then show you a screen that looks something like this:

 

amazon seller app detail page

 

The first thing you want to look at is the Sales Rank. I opt for Sales Ranks of 50,000 or lower, though I’ve seen other recommendations as high as 250,000. The Sales Rank is how popular the item is on Amazon. A lower sales rank indicates a more popular product, so the lower the number, the better.

 

 

Next, you’ll check to see if you’re eligible to sell the item. Some items are restricted, and if that’s the case, you’ll see a message on your screen indicating that the item is restricted, which means only certain sellers have permission to list it.

 

If you see that message, move on. Down the road, it may be worthwhile to request permission, but for now, keep it simple.

 

Once you determine eligibility and sales rank, the next step is to find out what kind of profit you can potentially make by selling the item. To do this, click on the gray carrot button to the right of the listing. You’ll see the low price, estimated fees and gross proceeds.

To the right of that information is another gray carrot button. Tap that and you’ll see two tabs: Seller Fulfilled and Amazon Fulfilled. For now, tap the Amazon Fulfilled tab.

 

The lowest selling price and the FBA fees are already populated for you. Type in the estimated cost you’ll pay to ship the item to Amazon (typically $0.50 per pound) and the cost of the item you are evaluating. The app will automatically calculate your estimated profit.

 

The amount of profit you require in order to make this transaction desirable is a matter of your personal preference. As a rule of thumb, I recommend only moving forward on an item with a profit of at least $3-$5 per unit. Anything less, and it’s probably not worth your time and effort.

 

Once you determine if the item meets your dollar threshold, you can also calculate your ROI (return on investment). You get this number by dividing the net profit by the cost of the item. So, if your net profit is $5 and the cost of the item is $10, then $5/$10 is equal to .5, or 50%. When you’re first getting started, a 50% ROI is about as low as you want to go.

 

Assuming the item you’re evaluating meets your guidelines, you can and should purchase multiples if they’re available. We tend to get about five or six of the item, but we’ll sometimes buy more if the sales rank is exceptionally favorable.

 

Keep on scanning items on the shelf, and don’t worry about looking weird. Most people won’t notice that you’re doing anything out of the ordinary. If they do notice, then they’re weird for watching you so closely.

 

Pricing Your Items to Sell

 

It’s generally a good idea to match, or at least come close to, the lowest selling price on Amazon. We’d rarely recommend pricing below that, as you’ll just start a race to the bottom and no one makes much money that way.

 

To see the price of other sellers’ offers, click on the carrot to the right of the Offers.

 

You’ll be able to see how many other sellers have listed this product as well as the low and high prices. If you’re not in a big rush to sell your item, you can mark your price higher than the other sellers and wait a while longer for it to sell. Otherwise, your best chance for a quick sale is to match the lowest selling price.

 

In Step 2, we’ll explain how to get your items to an Amazon warehouse, but for now, it’s time to talk about two of the other ways to sell products on Amazon.

Model 2 – Buy Wholesale

 

With this model, you skip driving around from store to store, and you buy direct from either a manufacturer or distributor. The advantages are that you can buy in bulk and generally get lower prices. The disadvantages are that you have to buy larger quantities and you could get stuck with excess inventory.

 

A few years ago, this model was much more viable because manufacturers weren’t selling on Amazon in the numbers that they are today. If you were a decent marketer, you could easily make a comfortable living buying direct from the manufacturer and selling their wares on Amazon.

 

Now, however, a lot of those manufacturers have woken up and started selling directly to Amazon themselves. There are still some opportunities, but it’s not as desirable of a model as it once was.

 

Model 3 – Private Label (Recommended)

 

Private label has become increasingly popular, and it’s our favorite way to sell on Amazon.

 

Private labeling is selling your own brand of products without having to actually make anything. The basic idea is to find a product that already exists, and have your own brand and label put on the product and/or the packaging.

 

The advantage is that someone else has already perfected the formula, the way that it’s made, and the way that it functions. The disadvantage is that you have to work harder to be unique and stand out (more on that soon).

 

To give you some idea of the popularity of this business model, 70-80% of the items on the shelves in big box stores are private labeled. Mom and pops and big companies both engage in private label practices. It’s nearly impossible to distinguish between the two, so the barriers to entry are surprisingly low.

 

In a little bit, we’ll talk about how to get started with Private Label on Amazon. In our opinion, it’s the best way to scale your Amazon business to 6 or 7 figures in a relatively short period of time.

 

The next step is to decide the best method for fulfilling your orders. Either you fulfill the orders yourself, or you can Amazon do the heavy lifting for you.

Step 2 – Choose FBA or FBM

 

There are two fulfillment methods you can choose from as an Amazon seller. 1) FBA, or Fulfilled by Amazon, and 2) FBM, Fulfilled by Merchant (that’s you).

 

The difference between the two is how the orders are processed and fulfilled. With FBA, you ship all of your items to an Amazon warehouse and Amazon fulfills the orders on your behalf. It’s definitely a simpler process and usually the best option.

 

If you choose FBM, you, as the merchant, must fulfill the orders and handle returns.

 

There are pros and cons to each fulfillment method. You can opt for one or the other, depending on what you’re selling, or you can do a combination of both. My recommendation is almost always to use FBA.

 

Pros of FBA

 

  • Prime Enrollment: FBA items are eligible for Prime shipping. Amazon shoppers are increasingly on the lookout for items where they can use their Prime memberships.
  • Winning the Buy Box: When you win the Buy Box, that means that your offer is the one that appears on the main product page. All of the other sellers’ offers are on the right-hand side of the page. Amazon rotates the sellers in the Buy Box periodically, but FBA offers will win the Buy Box at least 90% of the time.

  • Time and Scale: Since Amazon does all the packing and shipping for you, your time is freed up to do what you do best – finding products and making deals. You’re also off the hook for doing the bulk of customer service duties, including handling returns.
  • Lower Shipping Rates: Amazon is UPS’s biggest client, and because of that, they pay rock bottom shipping prices. It is pretty much guaranteed that Amazon will be able to ship items to customers at a lower rate than you. And when you ship your items to their warehouse, you get a pretty steep discount, too.

 

Cons of FBA

 

  • Extra Fees: For each of the items that you send to Amazon, you pay standard commissions, storage fees, pick and pack fees and shipping fees based on weight. Before deciding if FBA is right for an item, use this FBA fee calculator.

 

  • Long-term Storage: Twice a year, in February and August, Amazon charges fees for items that have been in the warehouse longer than 6 months. It’s based on the size of your item, so be careful when sending bulky items that don’t move as quickly.

 

  • Limited Control: If there are any quality problems, or if Amazon warehouse employees make a mistake and send the wrong item, you can’t exactly walk into the warehouse and correct the issue. Your only recourse is to open a case (which may or may not solve the issue) or have the inventory shipped back to you at your expense

 

Pros of FBM

 

  • More Control: If you sell anywhere besides Amazon (eBay or your own website, for example), it may be helpful to keep your inventory on hand. If your entire inventory is sitting in an Amazon warehouse, you won’t be able to move it through any other channels.
  • Lower Fees: FBA has a higher fee and commission structure than FBM. If your profit margins are low, it may make more sense to opt for FBM. Before making that choice, first calculate your shipping fees, cost of packing materials and your time to pick and pack each item, and compare it what you would pay using FBA.
  • Faster Turn Rates on Some Items: If an item is under the $6-$8 range, it may be listed on Amazon as an “Add-on Item,” meaning that customers can only buy it along with other items that bring their total order value to a minimum threshold. This may cause fewer people to buy your item so it would make more sense for you to fulfill it yourself.
  • New Prime Program: There is a relatively recent program that allows you to make your seller-fulfilled items eligible for Prime.

Cons of FBM

 

  • Risk to Your Selling Account: Amazon is known for taking excellent care of customers. If your business practices don’t involve immediate shipping, stellar customer service and the willingness to absorb returns for even the most ridiculous reasons, Amazon may suspend your selling account.
  • Lower Selling Price: To win the buy box with the FBM model, the only competitive lever you can pull is price. So, unless you’re willing to undercut all of the other sellers, you’ll rarely, if ever win the Buy Box.

 

Conclusion: Start with FBA, and see how you like it. It’s the quickest way to get started, and it frees up time for you to source more inventory and do product research.

 

Sending Your Items to Amazon

 

When you create the listing for your product (more on this in Step 6), you’ll have the option to choose whether your item will be fulfilled by Amazon or by you, the Merchant.

 

If you choose Fulfilled by Amazon, you’ll follow a short series of simple steps to prepare your item for shipment. It’s relatively self-explanatory, but I’ll go through some of the basics so you don’t get tripped up or confused when it’s time for you to do it yourself.

 

The first question you’ll need to answer is whether you’re sending individual products or case-packed products. In most cases, this is a straightforward answer, but here’s one exception: let’s say you have 20 units of an item, but they’re not technically a case. It’s in your best interest to say it’s a case. Otherwise, Amazon will make you break up those 20 units into multiple shipments to different warehouses.

 

Next, you’ll answer who will prep the item. Whenever possible, say Merchant, and do any prep work yourself. This could include bubble wrap, warning labels, or some type of plastic bag. If Amazon preps for you, they also charge you.

 

In many instances, there is no prep required, but if there is, you’ll see a link to Prep Instructions.

 

 

Now it’s time to print individual labels for each product. Take extra care in printing and placing these labels on the packaging. They should be placed on top of the original manufacturer’s UPC (if there is one). Make sure the label is lying flat and can be easily scanned. Amazon scans these labels and adds them to their inventory, so if the labels are smudged, wrinkled or falling off, Amazon may not be able to process your items.

 

You’ll also need label sheets. There’s a drop down menu where you can select how many labels you’ll be printing on a page. I personally use Avery Labels and print 30 labels per page.

 

Next, Amazon will tell you which warehouse to use ship your items. You’ll click the button that says “Approve Shipment” and then “Work on Shipment” on the screen right after that.

 

 

Almost done! Here you can review and modify units if needed and then select your shipping service. I typically leave the default options as is, select if I have one box or multiple boxes, enter the shipping weight and dimensions, and then Amazon provides you with a shipping fee, which is deducted from your account later.

 

You’ll have to click that you agree to the terms and conditions and click the button to Accept Charges. Again, you won’t pay anything until your items are received. Then you can print the shipping labels. There will be two labels that print. Affix them both to your box, and then drop off your box, or boxes, at the nearest UPS, FedEx or Postal Annex.

 

You’ll be assigned a tracking number so you can track your package and know when it arrives at the warehouse. Once your shipment arrives, it can take 24-48 hours for Amazon to process your packages and add them to inventory.

 

Step 3 – Figuring out What to Sell on Amazon

 

If you’ve chosen the Private Label route, you’ve come to the fun part – starting the search for your first private label product.

 

I have two recommendations for starting your search:

  1. Choose a product that you’re passionate about, or at least have a personal interest in. This isn’t an absolute requirement (you can sell anything you please), but it helps to be excited about the thing you’re selling because you’re going to be spending a lot of time researching and marketing it.
  2. Find something that can be a brand, not just a product. For example, beard oil is just a product and there’s a multitude of sellers shilling the exact same thing. If you can expand that product into an entire line of men’s facial care products, you are now a brand. Being a brand allows you to scale and grow this venture into a real company.

 

Now that you’ve got this basic framework in mind, it’s time to look through the Amazon catalog for potential products to sell.
You can start by going to the main Amazon site directory and browsing through the categories, or you can enter a product you already have in mind. In the search bar.

 

You want to evaluate the following factors:

  • Best Seller Ranking (BSR) – This number indicates how well an item is selling relative to other products on Amazon in the same category. You can drill down from the main category into subcategories to get a feel for what’s popular in each.For example, going back to our bead oil example, I can see how well a particular product ranks in the main category, Beauty & Personal Care, as well as how well it ranks in its subcategory of Beard Conditioners and Oils.Ideally, you want to see items that are in the top 1,000 of the main category and top 100 of the subcategory. There are exceptions, but this is a good rule of thumb to begin with. It also helps indicate healthy overall demand if there are three similar products all ranked within the top 1,000 for the main category.
  • Number of Reviews – While you want to work with items that have demand, be careful if there are too many competitors that have gotten such a massive head start that competing with them would be next to impossible. Products that have a few hundred up to about a thousand reviews are fair game. But if you come across a product with several thousand reviews, proceed with caution.
  • Optimized Listings – An optimized listing will have at least half a dozen high-quality images, a long title with extensive use of keywords, a detailed product description and maybe even some video. If you can find popular products that don’t have well-optimized listings, you have stumbled upon a huge selling opportunity.

Optimized Listing Example:

Unoptimized Listing Example:

 

As we get inspiration and ideas for products to research, we like to keep track of what we’ve looked at with a basic spreadsheet. That way, we don’t keep going back to the same products, forgetting that we already researched them.

 

This method also allows us to track trends over time. For example, if we looked at the top 3 best sellers in beard oil last month, we can compare the number of reviews, the quality of the listing, the price and even see if a new player has made waves recently.

 

 

  • Daily Sales Volume, aka the 999 Trick – Here’s a ninja trick that will give you insight into how many units per day are being sold for a particular item. Add the item to your cart (make sure you don’t have 1-click ordering enabled on your Amazon account). Change the order quantity to 999. If the seller has less than 999 units available, you’ll get an error message saying how many units the seller actually has on hand for sale.Write that number down and keep checking back each day at the exact same time. After a few days, you’ll get an average of how many units are being sold on a daily basis. Bonus points if you track the daily sales volume in your product research spreadsheet.

 

 

Step 4 – Set up a Business Account

 

Before you start listing products on Amazon, you should be able to present yourself as a legitimate business. This involves three basics: a business checking account, a Tax ID number and a domain name.

 

First, decide whether you’d like to be a sole proprietor or an LLC. Being an LLC adds a layer of protection between your business and your personal assets, but it’s also more expensive to set up and maintain.

 

If you’re on a shoestring budget, you can start off as a sole proprietorship and form an LLC when you become profitable.

 

Once you’ve made that decision, you’ll need a Federal Tax ID, also known as an EIN. You can get your Tax ID number from the IRS.

 

As soon as you have your EIN, visit the bank of your choice and open a business checking account. Make sure you get a debit card, which you’ll link to your Amazon account. Opt for a bank that will open an account for you with low fees and no minimum balance requirements.

 

Finally, register a domain name. You don’t have to set up a website or do anything with the domain name. The sole reason for the domain name is so that you can link it to a professional email address.

 

Here’s why a professional email address is important…

 

For example, when you begin contacting manufacturers for private label deals, you’ll get much farther with an email that says JohnSmith@johnswidgets.com rather than JohnSmith67@gmail.com. I’ll discuss why in the next step.

 

Step 5 – Source Your Product

 

Now that you’ve decided what you want to sell and you’re a real business, it’s time to look for suppliers for your new private label brand.

 

In today’s marketplace, the majority of your potential suppliers will be overseas. A good place to start your supplier search is on Alibaba. However, if you want to sell supplements, consumables, beauty products, and most pet products, stick with US suppliers.

 

Another place to look is Google (that’s pretty much the standard answer for everything, right?). Take the list you made earlier of all the potential products to sell on Amazon, go to Google, type in the name or type of the product, and add the words private label.

 

For example, type in ‘beard oil private label’. You can also try ‘private label beard oil’. Both queries are likely to provide different results.

 

Another search qualifier to try in addition to “private label” is “contract manufacturer.”

 

 

Caution: before you go too far down the sourcing path, it’s wise to make sure the product you want to make isn’t protected by a patent. A supplier in China (or even in the US) may be more than happy to make a product and sell it to you, but that doesn’t necessarily mean you have the right to sell that product.

Here are two places to start your search:

  1. US Patent and Trademark Office
  2. Google

If you decide to go the Alibaba route, do some due diligence. You can protect yourself by only working with certain, reputable suppliers, particularly the ones that have achieved Gold Supplier Status.

 

Also, check the supplier’s profile to see how long they’ve been selling on Alibaba and how many years they’ve been in business overall. Request a sample and start with small orders to make sure that quality and turnaround time meet your expectations. If you’re especially cautious, you can also enlist a third party service to do the due diligence for you.

 

Tips for Contacting Manufacturers

 

The increase in private label businesses on Amazon has resulted in manufacturers getting bombarded with phone calls and emails from hopefuls just like you. To open up a serious dialogue with a supplier, you must prove right away that you’re a legitimate lead and not a tire kicker.

 

  1. Be a Business – Remember when I told you to set up your business early on in this process? This is why: you need to be a real company or most people won’t bother to work with you. One of the first things a manufacturer will do when they get your email inquiry is check your email address. Since your email address is johnswidgets and not gmail, you have successfully passed the first test.
  2. Talk about the What – Approach potential suppliers like you are already an established business. Talk about what you are doing, not what you are “thinking” about doing or “want” to do.
  3. Introduce Yourself – State your name, the name of your company, where you’re located and explain that you are expanding your product line. Use phrases like, “this is what we’re doing,” and “this is our strategy.”
  4. Exude confidence and discuss your strategy in a way that makes them want to be a part of it.

 

What Not to Do

 

Never, ever, ever, ever start the conversation by asking about price or Minimum Order Quantities (MOQs). Think of this as building any type of business relationship. Focusing on price and how little you can offer them is NOT the way to start things off on a positive note.

 

Instead, wait to talk about price and MOQs for as long as possible. Ideally, you’ll have multiple conversations with the supplier over a period of days or weeks, where you’ll iron out all the details about the product before you even have a formal discussion about price and MOQs.

 

Here’s why this works…

 

By the time that price comes up in the conversation, they are invested in your process. You’ve already had lengthy discussions about design variances, customization options, shipping, lead times, production time, turnaround time, etc. Through the course of this dialogue, they’ve become invested in making sure that your product actually goes to market. And once that happens, you now have the leverage to negotiate things like pricing and MOQs.

 

Explore Differentiation

 

In the competitive world of private labeling, you can have the advantage of customizing your product. Check with your supplier about customization options to easily and inexpensively make the product your own. You may be able to change the color or imprint your logo or name of your company on the product.

 

Another, more aggressive approach, is to think of ways to improve the product as a way to differentiate yourself and start building your brand.

 

As I mentioned, more and more manufacturers are selling directly to Amazon. Before approaching a manufacturer, I’d double check to see if they are indeed selling on Amazon. While this isn’t necessarily a deal breaker, it’s crucial to realize that the manufacturer will always be able to undercut you on price and will have much better margins than you can ever hope to achieve. Being able to differentiate your product in some way will make you more competitive.

 

Design Your Packaging

 

Packaging and design are critical success elements when it comes to private labeling. It’s often the main reason why one brand is successful and another is not, even if the product itself is identical.

 

A lot of your competitors will take the easy approach and have the manufacturer handle their packaging. You’ll get better results if you DON’T allow the manufacturer to do the design work for you.

 

Typically, manufacturers are good at what they’re meant to do – making stuff. Most of them are not designers, and if they have a designer on staff, it’s not going to be a designer that will do Madison Avenue caliber work. Even if they offer to do the design work for free, I urge you to decline.

 

Instead, ask them to provide you with the art specifications and have your own designer make the design for you. If you don’t have an in-house designer, you can get quality work done inexpensively at 99 Designs. I prefer 99 Designs over Fiverr because it’s a contest structure where multiple designers submit options for your design project, and you get to pick the winner.

 

Final Tip – ALWAYS ORDER SAMPLES FIRST. Yes, it costs extra time and money, but it’s a necessary step for your success. Also, get samples from 3-4 suppliers because there will be differences in quality and price.

 

Barcodes/UPC Codes

 

Since you’re creating a new product, you’ll need a UPC label in order to sell your item on Amazon. Head on over to Speedybarcodes.com, and purchase a 5 or 10 barcode package. Buy this size package even if you’re starting with only a single product because it’s more economical and encourages you to continue to add to your brand portfolio.

 

Step 6 – Create Your Amazon Account

 

Finally, right?

 

The actual set up of your Amazon account is blissfully short, only about 15-20 minutes.

 

Go to: www.amazon.com/sell
Click the Start Selling Button

 

Enter your name and your brand spanking new professional email address.

 

Choose a selling plan. You have two choices: a Professional Plan for $39.99 per month or an Individual Plan for $0.99 per item. Opt for the Professional Plan. The monthly fee comes out of your sales, so you won’t even notice it once you start selling.

 

The next screen will ask for your legal name and you’ll need to check the box that you have read and accepted the terms and conditions of the Amazon Services Business Solutions Agreement. Most of it is standard and boring, but you’ll want to print it and reference it later. It defines a lot of Amazon-specific vocabulary and outlines different types of services you may want to use in the future.

 

Check the box and let’s keep moving.

 

The rest of the steps are very straightforward. You’ll simply fill out the online forms telling Amazon your contact information, bank information, and your Tax information. Remember to use your newly issued Tax ID from the IRS, not your Social Security Number.

 

You may be prompted to begin listing products during your account set up. Skip that part for now because we’ll go over to Seller Central to do the actual listings in a moment.

 

Step 7 – List Your Items on Amazon

 

Time to list your items!

 

First, log in to SellerCentral.com.

 

Click on Inventory at the top left part of the screen. Click “Add a product,” and click the link that says “Create a new product listing.”

 

 

Type in the name of the product to find the appropriate Amazon product category, or use the drop-down menu. Continue following the steps on the screen to provide information about the product. You’ll go through about 6 to 8 different screens to enter all the product details. Fields marked with red asterisks are required. The others are not, but if they are relevant to your product, it’s recommended to fill them out.

 

Remember, you can put in placeholder information and come back to make edits later.

 

Things to know about your product before you get started to make the process smoother:

 

  • UPC number
  • General idea of the title
  • Finished dimensions (size, weight, etc.)
  • Product description
  • Key attributes and bullet points
  • Ingredients list (if applicable)

 

Note: You may encounter certain product categories that require permission or approval to be able to sell. If your desired product is in one of those categories, Amazon will walk you through the required steps to get the approval. You may need to reach out to your supplier for receipts, purchase orders or other documentation to be able to sell these items.

 

When you have finished filling in the fields, you’ll see the item in your inventory and you’ll be able to see what the listing looks like. It won’t be live because you haven’t added units, but you’ll have control over the listing so you can add to it and edit it until you’re satisfied.

 

Tip: Prepare for Hazmat Review

New products listed on Amazon are often flagged for a hazardous material or Hazmat review. It’s a way for Amazon to make sure that your product is safe to store in fulfillment centers and sell to customers. There’s a list of their so-called “dangerous goods” here.

 

You can still sell these types of items on Amazon. You’ll just have to go through a couple of extra steps as well as provide Amazon with an SDS (Safety Data Sheet) or MSDS (Material Safety Data Sheet).

 

Tips to Optimize Your Listing

Once you have the basic information about your product filled out, it’s time to optimize your Amazon product listing so it can rank in search results and convert customers.

 

These are the crucial elements of your listing in order of importance:

 

Title: Your title is THE most important part of your listing. It should contain the top keywords that people are using to search for your product. The title may be different from the actual name printed on your product, and that’s perfectly okay. The purpose of the title is to rank your listing and get the click.

 

In addition to keywords, the title should contain other key attributes and benefits, plus descriptive terms such as color and size.

 

Photos: Just like any online store, buyers can’t touch and feel your product before they buy. Product images are extremely important to give customers a clear preview of what they’re getting. If you don’t have your final product on hand yet, you can hire a designer on Fiverr or 99designs to create a mockup of your label on the product.

 

Bullet Points: You get five bullet points to make your product shine. This is where you list the most important features of your product in an easy-to-digest format. Standard practice is to use the first three bullet points to highlight specific features. Then use the final two bullet points to overcome objections. You can state your 100% money back guarantee or ‘Made in USA’, for example.

 

Back End Keywords: When creating your Amazon listing, there is a “search terms” field that you’ll want to pay special attention to. The information you put here is not seen publicly on your product page. Instead, it’s used by Amazon’s search algorithm to direct traffic to your product page. You can also list competitor brand names here. To find the best keywords to use for your product, try out the Overgrowth software tool.  It comes with a free 14 day trial.

 

Product Description: Your product description has the least impact on search ranking, but it’s definitely important for your customer. Generally, people have already made a decision about buying your product by the time they scroll down to this part of the page, but if a buyer is on the fence, this could be the thing that pushes them over to the other side.

 

Instead of rattling off more bullet points, use this section of your product page to tell a story and show your brand’s personality. Wrap up the description with a call to action reminding them to add the item to their cart.

 

 

Step 8 – Launch your Product

 

Congratulations! Your product is one of 10 zillion products available on Amazon. It has zero traffic, zero sales, zero reviews, and no one knows it’s there.

 

It’s time for you to launch your awesome product and start making sales.

 

The quickest and most effective way to get your product into the rankings is to build social credibility through reviews. Ideally, you’ll need to get 15-20 reviews as quickly as possible.

 

Here’s how to do it: Make a list of 15-20 friends to buy your product. Offer to either reimburse them or give them a coupon code so they can get your product for free or a reduced price.  Do this before you start promoting your product so when people come to your listing there will already be favorable reviews.

 

Once you have a dozen or so reviews you can do a launch of your product to your followers and your email list.

 

For Facebook, build a following of several thousand fans related to your product line. Advertise to your Facebook audience and give them a substantial discount for a review.

 

If you have an email list (and you should have one if you’ve been building your Facebook following), send a blast and offer a discount in exchange for a review.

 

Closing Thoughts

 

While anyone can sell on Amazon, it takes time, thought and effort. If it was easy, everyone would do it. Luckily, it’s not terribly difficult. With a systemized approach and a plan, you can be up and running in no time.

 

As always, if you have questions, let me know and I’ll personally answer each one.

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