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This article was published on January 19, 2018

Want to sell on Amazon? 15 strategies for success

Want to sell on Amazon? 15 strategies for success
Scott Gerber
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Scott Gerber

Scott Gerber is the founder of Young Entrepreneur Council (YEC), an invite-only organization comprised of the world’s most successful young Scott Gerber is the founder of Young Entrepreneur Council (YEC), an invite-only organization comprised of the world’s most successful young entrepreneurs. YEC members represent nearly every industry, generate billions of dollars in revenue each year and have created tens of thousands of jobs. Learn more at

There’s no question that Amazon is the go-to e-commerce destination for many consumers. It makes sense, then, that retailers looking to expand their reach would want to get their products listed there.

But successfully selling on Amazon requires more than simply uploading your products. You need a strategy to optimize and market your Amazon offerings, just like with any other platform. We asked members of YEC for their advice on selling with the retail giant.

What’s your best tip for brands looking to sell on Amazon?

Their best answers are below: 

1. Make sure your audience is actually there

Many assume everyone uses Amazon when, in reality, that’s actually not so. Many have moved on to newer retail channels that have more opportunity. It’s important to first investigate if your audience is on Amazon before setting up shop. – Peter DaisymeCalendar

2. Do your homework

If you are already selling through other channels, you’re going to need a game plan to sell on Amazon. You will need a 360-degree strategy. Some things to think about: How will you handle third parties selling your products? Price consistency? Inventory control (if using Prime)? Take your time and do your homework before you start. – Brendon ScheneckerTravel Vegas

3. Find a partner who understands the ecosystem 

While Amazon may make it look easy to sell on, there are many intricacies, from their catalog and how you list your product in it, to the buy box and SEO within Amazon’s results – and that’s just themarketing side. A good partner familiar with the marketplace can help you save precious time and, more importantly, get your revenue growing faster than if you did it yourself. – Michael AvertoChannelApe

4. Study your competition

Look at who is on Amazon now and what they are doing so you can set yourself apart. Position yourself as unique so consumers don’t just assume you all provide the same thing. – Cynthia JohnsonBell + Ivy

5. Research competitors’ sales data

Amazon has many benefits. FBA (Fulfillment By Amazon) makes life easier, and Amazon brings a lot of customers. However, if you don’t want your competitors to see your revenue, stay away from Amazon. If you want to spy on your Amazon competitors, use tools like Unicorn Smasher or Jungle Scout to see their monthly revenue. I can personally attest that the numbers are spookily accurate. – Kevin TaoNeuEve

6. Use Amazon marketing services

Take advantage of Amazon’s new marketing tool, Amazon Marketing Services (AMS). AMS is a powerful tool that allows brands to create headline search ads, product display ads and sponsored product ads. The new tool allows you to target your ads by keyword search phrases and by similar or complementary products. AMS also provides analytics so you can track performance and optimize your campaigns. – Duran InciOptimum7

7. Encourage customer reviews 

Positive reviews will drive your business up with Amazon, but obtaining them can be tricky. Make sure you are covering your bases: that your product is as advertised, that your customer service is atthe top of its game, and that you’re willing to engage with customers when necessary. It’s worth the effort to ask for the reviews; they are what drives customers to your product. – Ben LandisFanbase

8. Connect your social presence to Amazon

Amazon allows you to connect your social presence. That way, people who buy through your store can share what they bought with their social circle, or take advantage of exclusive deals you are offering for following your social channels. – Drew HendricksButtercup

9. Consider international audiences and language barriers

Amazon sells to an international audience, so your photos, copy and other promotional materials need to be welcoming to an international audience. That means thoughtful inclusivity, from how you name your product (consider the Chevy Nova’s problems in Spanish-speaking markets, where “no va” means “doesn’t go”), to every other aspect of your marketing. – Thursday BramThe Responsible Communication Style Guide

10. Become a Prime seller

You can make your product stand out by becoming a Prime seller. Many Amazon customers will filter by Prime merchants when finding the product they want to purchase. This also takes a lot of theresponsibility off of you since Amazon will fulfill the orders. – Syed BalkhiOptinMonster

11. Optimize your Amazon store for search 

Amazon is a very competitive marketplace and getting products discovered can be challenging. Optimize product descriptions, product titles and attributes so you can give your products an edge over organic Amazon searches. Make sure information is accurate and as detailed as possible. – Kristopher

12. Include lots of information

Include multiple pictures of your items and add complete and comprehensive product descriptions. This isn’t necessarily required by Amazon, but it should improve sales, since customers will know exactly what they’re getting. – Andrew SchrageMoney Crashers Personal Finance

13. Hire an Amazon copywriter

There aren’t enough Amazon copywriters out there, but this is exactly the type of writing you want to sell and push your products. Great Amazon copy is at least 60 percent of the sale of the product —the rest is reviews and accurate imagery. – Nicole MunozStart Ranking Now

14. Don’t neglect marketing

It’s true that Amazon has a wide reach and vast consumer base, but listing your product on their storefront won’t guarantee that it will even be noticed. Everyone and their mother sells something on Amazon nowadays, so you’ll need to focus a great deal of effort on exposure in order to drive up Amazon sales for your products. Encouraging customers to leave reviews is one way to accomplish this. – Bryce WelkerBeat The CPA

15. Sell on other sites simultaneously

I’d suggest testing your products on several platforms in addition to Amazon such as eBay or Etsy. This can multiply your profits and let you know which site provides the best results. Relying solely on Amazon can be risky, as there are problems such as hijackers who copy products, and Amazon itself can be unpredictable with its policies. – Kalin KassabovProTexting