By Selling on Amazon can seem straightforward, but it’s more challenging than it first appears. While the platform connects you to millions of potential customers, standing out among thousands of other sellers takes strategy and effort. It’s not just about listing a few products and waiting for the sales to come in. To thrive, you need a game plan, from competitor research to pricing strategies.
This guide will provide the essential steps to succeed on Amazon and expert tips to help you grow from a beginner to a pro seller.
Getting Started: Essential First Steps for Beginners
If you’ve decided to sell on Amazon, you’ve made a great choice! However, jumping in without preparation is like attempting a marathon without proper gear—it’s going to be a struggle. Follow these essential first steps to set yourself up for success.
1. Research Your Competitors
You don’t want to launch a product only to realize that competitors are selling it at a lower price with better reviews. Conducting competitor research helps you avoid this pitfall.
How to do it right:
- Check Competitor Prices: Understand your competitors’ pricing. If you can’t match their prices, highlight your product’s unique features or offer better value.
- Analyze Product Listings: Study how competitors present their products—images, descriptions, features—and spot gaps that you can fill with your own offerings.
- Read Reviews: Dive into negative reviews to identify common customer complaints. You can then use this insight to improve your product and listings.
2. Select the Right Product Category
Choosing the correct category for your product is vital for visibility. A poor category choice can result in your product being lost in irrelevant search results.
How to do it right:
- Follow Successful Competitors: List your product in the same category as your competitors, especially those with best-selling products.
- Check for Requirements: Some categories, like electronics, have additional requirements. Make sure you’re prepared for any extra steps.
- Be Flexible: If you’re unsure, choose the closest match and adjust later. Amazon’s “browse tree” can help guide your decision.
3. Prepare for Potential Roadblocks
There are several hurdles you may encounter when listing products on Amazon. Knowing these potential risks and how to avoid them can save you time and frustration.
Key blockers:
- Category Restrictions: Certain categories require approvals or certifications. Make sure you’re aware of these before listing your products.
- Compliance Issues: Products like cosmetics or health items may need safety certifications or lab tests.
- Inventory Problems: Running out of stock can harm your seller rating, and overstocking can lead to high storage fees.
- Account Suspension: Violating policies, like using fake reviews, can result in account suspension.
- High Return Rates: Low product quality or misleading descriptions can cause returns, negatively affecting your ratings.
4. Obtain GTIN/UPC Codes
A GTIN or UPC code is essential for listing your products on Amazon. Without it, you won’t be able to sell your product.
How to do it right:
- Get Official Codes: Purchase your barcodes from GS1, the official provider. Avoid cheap, unverified sources.
- Match Data Accurately: Ensure the GTIN/UPC information matches your product’s details exactly to avoid issues with your listing.
5. Create an Optimized Product Listing
Your product listing is your pitch to buyers. If it’s not optimized, your products won’t get the attention they deserve.
How to do it right:
- Title: Use clear, keyword-rich titles to describe your product and its features.
- Images: Include high-quality, multiple-angle photos that showcase your product effectively.
- Bullet Points: Highlight the top 3-5 benefits of your product in concise, easy-to-read points.
- Description: Explain how your product solves a problem. Use relevant keywords naturally for SEO purposes.
- A+ Content: If you’re brand registered, use enhanced content to create comparison charts and rich media.
Expert Strategies for Selling on Amazon Like a Pro
Once you’ve mastered the basics, it’s time to level up. Here are the expert strategies that can help you increase your sales and outshine the competition.
1. Drive External Traffic to Your Listings
Amazon won’t automatically drive traffic to your product listings. To stand out, bring external traffic to your Amazon page through other marketing channels.
How to do it right:
- Use Meta Ads: Run Facebook and Instagram ads that link directly to your Amazon listings.
- Influencer Marketing: Collaborate with influencers to review and promote your Amazon products.
- Email Marketing: Drive your existing customers to your Amazon listings using email campaigns.
- Pro Tip: Boost external traffic during peak shopping seasons like Black Friday and Prime Day to improve sales velocity and product visibility.
2. Utilize Seller Tools
While it’s possible to sell on Amazon without tools, it’s much harder to succeed without them. The right tools will help you track competitors, optimize your listings, and find profitable product opportunities.
Essential tools for Amazon sellers:
- Helium 10: An all-in-one platform for product research, keyword optimization, and listing management.
- Keepa: Tracks product price histories and sales trends.
- Jungle Scout: Great for discovering trending products and estimating profitability.
3. Develop a Fulfillment Strategy
How you fulfill orders plays a critical role in your Amazon success. Most sellers use Fulfillment by Amazon (FBA), but there are some hidden fees to be aware of.
How to do it right:
- Ship in Bulk: Shipping large quantities can reduce storage costs.
- Avoid Overstocking: Excess stock will incur long-term storage fees.
- Use FBA for Faster Shipping: This helps improve your seller ratings and shipping times.
- Forecast Demand: Analyze historical data to prevent stockouts and overstocking.
4. Win and Maintain the Buy Box
The Buy Box is where most shoppers click to purchase, so winning it is crucial for driving sales. When multiple sellers offer the same product, Amazon chooses one seller to feature in the Buy Box.
How to win the Buy Box:
- Competitive Pricing: Use repricing tools to stay competitive.
- Maintain High Ratings: Aim for 4.7 stars or above with excellent customer service.
- Offer Fast Shipping: Using FBA improves your chances.
- Avoid Stockouts: Keep enough inventory in stock to prevent losing the Buy Box.
5. Optimize for Amazon’s Algorithm
Amazon’s A9 algorithm determines which products show up in search results. Understanding how the algorithm works can boost your product’s visibility.
How to hack the A9 algorithm:
- Keyword Optimization: Place your primary keywords in your title, bullet points, and backend search terms.
- Sales Velocity: The faster you sell, the higher you rank.
- Click-Through Rate (CTR): Increase CTR by using better images and titles.
- Conversion Rate (CR): Optimize your listings to convert traffic into buyers.
6. Build a Brand Beyond Amazon
Relying solely on Amazon leaves you vulnerable to policy changes or account suspensions. To ensure long-term success, consider building your own brand outside of Amazon.
How to do it right:
- Launch a Shopify Store: This gives you control over your business and an alternate sales channel.
- Engage on Social Media: Build a community to create loyal customers.
- Collect Customer Emails: Use package inserts to encourage reviews and sign-ups for your mailing list.
7. Optimize Your Ads
Effective ad management can significantly increase your sales. Pro sellers know that ad campaigns require constant optimization to be effective.
How to optimize your ads:
- Use Negative Keywords: This helps filter out irrelevant traffic.
- Test Different Ad Types: Sponsored Products, Sponsored Brands, and Sponsored Display each have different benefits.
- Pause Underperforming Ads: Monitor your ad performance and pause those that don’t convert.
8. Aim for “Amazon’s Choice”
Products with the “Amazon’s Choice” badge are more likely to be purchased. While you can’t buy this badge, there are ways to earn it.
How to get the badge:
- Optimize for Conversions: Higher conversion rates increase your chances of earning the badge.
- Outperform Competitors: Focus on positive reviews and higher sales velocity.
9. Play the Long Game
There are no shortcuts to long-term success. Pro sellers don’t rely on quick tricks—they build strong, sustainable businesses.
How to build a long-term strategy:
- Focus on Evergreen Products: Choose products that have lasting demand.
- Use Data for Decisions: Base pricing, ad spending, and inventory management on data-driven insights.
- Automate Where Possible: Use tools to streamline your strategy and ensure consistency.
Conclusion
Selling on Amazon is not an easy feat, but with the right strategy and persistence, it can be incredibly rewarding. From conducting competitor research and optimizing listings to driving external traffic and mastering the Buy Box, success comes down to consistently making smart decisions.
Stay proactive, keep learning, and adjust your strategy as needed. With the right approach, your Amazon business can thrive, and you can climb to the top ranks of Amazon’s Best Seller list.