Let’s get something straight. If you’re still using the same, tired, old selling strategies from 2016 or 2017–heck, even 2018!–to sell on Amazon, you’re going to have a pretty rough go of it in 2019. Amazon is constantly changing, and you’re either hip to these changes or you’re dead on arrival. That’s why it is important to think smart not hard.
But enough doom and gloom! Here’s the good news: we’ve got the top five e-commerce seller tactics to ensure that not only will you and your brand succeed on Amazon in 2019, but that you end up finishing the year with plenty of green in your pocket.
1 – Master Amazon First
This might be tough to hear, but it needs to be said: master Amazon before you start moving your products to Shopify, your own blog, or another sales channel. Because if you don’t conquer Amazon first, all you’re doing is putting more work on your plate.
Remember: Amazon has its own fulfillment network. It’s got its own customer service army to take care of the people who are buying your products. It’s got 2.5 billion people spending money on their platform every single month.
If you can’t maximize your sales potential using the world’s biggest platform to help you, then think smart not hard and ask yourself how are you going to do it with Shopify or Instagram?
2 – Build An Audience
Brand, brand, brand! You’ll hear the gurus say it over and over again, “You’ve got to build a brand on Amazon if you want to succeed in 2019!” And that’s 100% true.
So what are the key ingredients to building this mythical brand? There are three: product, sales, and audience.
If you’re an Amazon seller (even an inexperienced one), then you probably have the first two down. Product is the thing that you used Jungle Scout to find. And sales are what you’ll get when your product goes live on Amazon.
But what about the audience?
In a world where everyone is selling the same stainless steel garlic press on Amazon, an audience is insanely important. It’s your audience who is going to know what makes you and your product so much better than your competition, and they’ll be your champions.
And if you think your audience is made up of the people buying your stuff on Amazon, then you’re wrong. Those individuals aren’t your audience. Those buyers are Amazon’s audience, and Amazon isn’t letting go of those 2.5 billion audience members easily.
To build your own audience, you have to look outside of Amazon. Again think smart not hard. You need platforms like Instagram, Facebook, and Pinterest. You need to generate email lists and blogs..once you’ve mastered Amazon, that is.
3 – Know Your Customer
Of course, before you can build an audience and a brand, you need to know who’s buying your product and why. This doesn’t mean general demographics either, so don’t say “45-year-old dads who want to cook more” or “18 to 25-year-old gamers.” You’ve gotta go deeper.
Knowing and influencing your customer isn’t about knowing their age, background, or socioeconomic status. It’s about knowing what’s making their lives problematic.
Consider infomercials. You know those corny ads where the person can’t open a jar, or a couple’s lawn is just dead grass, or someone can’t seem to get the hang of drawers? Those are people with a problem.
Sure, the ads are a little far fetched–I mean, it’s not that hard to open a drawer–but they identify their audience’s problem right from the start. And once the problem is identified, the hosts immediately offer a solution: the product.
That’s why infomercials work.
4 – Think Micro, Not Macro
Those 1,000 monthly sales you dream about? Erase them from your mind right now!
Sure, we all want instant success, but it’s like Fredrich Nietzsche said:
He who would learn to fly one day must first learn to stand and walk and run and climb and dance; one cannot fly into flying.
In other words, how are you going to get 1,000 sales if you can’t even sell 100?
So don’t be afraid to start small. Begin by pinpointing a core group of 100 people you want to reach; these people should be your biggest fans. First, identify their problem, and then provide them with a solution to that problem in the form of your product.
Eventually, those sales will expand your audience, and your business will grow from there.
5 – Work Smart Not Hard
A number of people will tell you that your only focus should be on Amazon. “Make your PPC better! Invest in better products!” And while these are all fine things to know how to do, it’s only part of the equation.
While you’re focusing on the other elements of your business–such as building an audience–it’s not a bad idea to automate a lot of the functions that you already have in place. Once you’ve mastered Amazon, why not put someone in place? Then you can turn your attention to the other things
This is how you’ll succeed as an Amazon seller in 2019.
All Amazon gurus always think smart not hard worth their salt could point you to another app or another solution to cure all your Amazon woes. But the reality is that as long as you follow these five key guidelines that I outlined above, you will find success on Amazon–and beyond!
The path isn’t always easy, but it is fun.
And believe me, it’s worth it.
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