Look, what you are gonna read is probably going to make my millionaire Amazon clients want to kill me for telling you…
But I will tell you anyway.
Because these censored strategies for selling on Amazon are only known in the ranks of Sellers who are making a million before breakfast.
Private secrets that are being well-kept and have not been revealed in the mass (until now).
Now it’s the moment that every Amazon Seller is going to have the power to make a killing on Amazon FBA.
This is not some temporary technique that is working now but will stop working in a week.
I am talking about a complete Amazon FBA Blueprint that is going to teach you how to sell on Amazon more effectively and more profitably, above all.
So, let me ask you a question.
I want to know how bad you want it.
Would you like to be the KING of Amazon FBA in your niche?
To wake up in the morning looking at your revenue over the past month and seeing the numbers soaring into the 6 or 7 figure range.
Are your product sales struggling?
Including 2 deadly mistakes 95% + of Sellers make that cost them 6...maybe 7 figures a year!
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To take a quick glimpse at your sales statistic and seeing the “total orders” data going up and up and up…almost thinking that it’s going to JUMP out of your screen, on its way to the sky.
If this is what you wish to happen with your Amazon FBA Business, then you need to find a “back-door” to give you access into information that will turn you into an FBA king…
I am not going to lie and say it’s easy to find the back-door.
But I am going to give you the key to open it when you find it.
Having worked with five thousand something Amazon Sellers has taught me what key opens the back-door. I have seen first hand the difficulties, the common problems, common mistakes as well as the common denominators of success.
I am talking about specific things that if you understand, you will have found the back-door and you will have the key to open it.
And these are things that 99% of Amazon Sellers ignore.
In fact, I have only met and worked with a few Amazon Sellers who know these things (which I am gonna reveal to you in this Amazon FBA Guide.)
Although my million-dollar clients have kept this specific FBA Blueprint protected for years, this is the moment it goes public.
And as I said, this is going to be working FOREVER.
A fully Amazon-compliant business strategy that is proven to create million-dollar Amazon businesses over and over again.
It’s all yours.
So, if you are ready for it, get a cup of coffee, turn off your mobile phone and tell everyone not to disturb you for the next 20 or so minutes.
This is critical for the success of your Amazon FBA Business, so take it seriously and stay focused while reading it.
This guide is for:
- Those who are looking into starting an Amazon FBA Business
- Those who have started an FBA business but are still new and want to grow fast
- Those who have been on Amazon for a while but their business is struggling
- The Amazon FBA seniors who want to go past the million dollar mark in yearly sales
- The Amazon Pros who want to break past the 8 figure mark in sales.
Since this guide is also appealing to new Sellers or those who are about to start selling on Amazon, I will share the universal rules that are applicable to any Seller, regardless of the phase you are in at the moment.
Let’s do this.
From “No Idea” To Serious Sales:
The 3 Ps of Amazon FBA & How To Engineer Them For Insane Profitability
If you’ve ever studied marketing, you would have heard about the four Ps of marketing.
Let’s briefly explain why these matter in general, and how these are applicable to your Amazon FBA Business.
If you noticed, I mentioned that Amazon FBA Businesses have 3 Ps and not 4 Ps.
This due to the inherent nature of the Amazon marketplace. But will get into that later.
Product: Whatever you are selling, you need to have a clear grasp of what it is, who it’s appealing to and what makes it unique from other solutions in the market.
(Hint: If nothing makes it unique, then your product strategy is flawed and you need to re-evaluate it, or you are out of business.)
Pricing: It determines profit margins, marketing strategy, cash flow and product demand. Depending on your pricing model, you may need to position your brand differently.
Think how Apple positions themselves as a maker of premium products, and thus charge premium prices. Compare that to a cheaper alternative like Motorola. Their marketing strategies are completely different due to their difference in pricing.
Placement: In traditional marketing, the real estate location of a brick and mortar business is the place where the transaction happens.
If Nike opens a 4 story department store in the middle of nowhere Nepal, would that store be very profitable?
In the online world, your placement is equally important, but abides to very different rules.
From setting up additional platforms you own like a business website or social media to expanding in different channels such as eBay to ranking high in the search results, placement is much more complicated than you think.
Promotion: There is a saying that goes “If a tree falls in the woods and no one is around to hear it, does it make a sound?”
This is a smart philosophical argument. When it comes to product promotion, things are fairly simple.
If you have the best product in the world, but no one knows about it, then how do you expect people to buy it?
(Hint: A common mistake Amazon Sellers make is putting their listing up on Amazon and expecting that the platform is going to take care of the promotion part for them. So wrong.)
Here is just a glimpse into the available promotion methods:
- Public relations
- Social media marketing
- E-mail marketing
- Search engine marketing
- Video marketing
Now that you know the basics of marketing, it’s time to take the 4Ps formula and adjust it to Amazon’s platform.
So, instead of thinking in terms of Product, Pricing, Placement and Promotion, you are now thinking in terms of:
- Product performance
- Product presentation
- Product promotion
Amazon FBA is a product centered business model, so it all revolves around individual products.
Branding is not to be taken lightly though, because the way all your products are being sold is the signature of your Brand.
It’s imperative that each product is perfectly optimized to meet the 3P criteria and that all your products consistently meet these criteria.
If one of your products is not given enough attention in the areas of performance, presentation and promotion, then your brand is going to appear as INconsistent.
Here is an example to illustrate my point:
Andy has a private label Amazon FBA business that is selling fitness products in the Sports & Outdoors category.
Among his products you can find a jump rope and resistance bands.
If someone buys the jump rope he is going to do it because he was reached through successful promotion, sold by the presentation and then impressed by the product performance
(See how it works in reverse? Promotion -> Presentation -> Performance. More on that later!)
Anyway, Andy’s jump rope is so exquisite that the customer starts trusting Andy’s brand more. Therefore, he decides to buy another product from Andy’s catalog.
The customer receives the resistance bands, only to realize that their packaging has a different logo than the one that was on the jump rope or on Andy’s listing.
Also, the packaging’s colors seem different. From black and gold premium packaging, he now got a simple white box with the logo on it.
Weird, he thinks as he continues with opening the package.
Where is the nicely designed instructions and exercise manual that was included in the jump rope box?
Nowhere to be found. Also, this time Andy did not follow up with the customer via e-mail to make sure that his experience with the bands was equally satisfying as with the jump rope.
The customer will shop again from Amazon, yet never again from Andy, because his experience with Andy’s fitness products was incredibly inconsistent.
So, they 3Ps marketing model works like a charm for an FBA business, as illustrated in the jump rope purchase, that made the customer want to buy again from Andy.
The point is that the 3Ps model is incredibly powerful (you will see how much once you start applying it).
Yet, to get the most out of it, it must be consistent along ALL of the products being offered by your brand.
Now, let’s take the 3Ps of Amazon FBA and analyze them on by one, to see how you can use this model to sell more on Amazon.
Let’s repeat the 3Ps:
- Product performance
- Product presentation
- Product promotion
And clarify WHY these work in REVERSE order.
Product promotion is essential for making sure that “when your tree falls in the woods, there is someone there to hear it making a sound”.
Because, regardless of how good your product is (performance) and how well converting your product listing is (presentation), it’s not going to sell if it cannot get eyeballs on it, right?
This is the first step, getting attention to your product and traffic to your listing.
As for how to do that, it’s going to be explained soon.
For now, keep in mind that Product Promotion is your strategy for getting the attention of shoppers and letting them know about the goods you are selling.
Product presentation is what converts a curious shopper into a buyer, and sends funds to your bank account.
Regardless of how good you are at product promotion, your product is going to fail if the presentation is not persuasive enough.
So, the second step is to get the curious shopper that you attracted with your promotion techniques and persuade him to buy with your strategically designed product presentation.
This is the last but not least step in the customer acquisition procedure.
Not all sales are valued equally:
What do you think is worth more?
Type 1 Sale: Someone that buys your product for $19.99 yet never purchases again and does not leave a review?
Type 2 Sale: Or someone who buys a second or third product from your catalog, leaves raving reviews and talks about your brand to their friends and family?
The 2nd type of sale gives you a customer worth 10x more than the 1st sale.
Regardless, Amazon Sellers treat all their customers equally, as they are overly focused on making the sale and not on creating an experience.
To put this in proper perspective, Howard Schultz (Starbucks Founder) had once removed a very profitable line of sandwiches from the Starbucks catalog. He felt it diluted the customer experience.
Shultz’s Starbucks were unique because of the overall environment and the smell of the freshly brewed coffee that was spread in the air.
This was being negatively affected by the smell of the burnt cheese inside these sandwiches.
They would have to be put in the microwave for a few seconds, yet some employee would leave them inside the microwave for a couple more seconds, leading to cheese melting on the plate.
Since everybody would be busy, nobody would have time to clean the melted cheese from the plate. It would be heated over and over again, which would make the entire coffee shop smell like burnt cheese.
Schultz removed this sandwich line, even though it was massively profitable and increased the average purchase of a visitor.
He was adamant on preserving an exquisite customer experience, that would create Type 2 Sales.
Raving fans that would come to Starbucks again and again and again, bringing friends and family with them, after having been delighted by the overall buying experience.
So, after you’ve attracted curious shoppers with your Product Promotion and converted them to buyers with your Product Presentation, the 3rd step is to complete the experience with the Product Performance.
This is critical for your brand, as Product Performance determines what type of sale you make.
And remember, Type 1 Sales are not worth as much as Type 2 Sales.
Product Performance is critical for creating a loyal brand following.
This eventually takes a burden away from your Product Promotion as customers do the marketing for you!!
The SPXMAC Underground Guide To Amazon FBA Domination, Vanquishing Competitors & Quadrupling Revenues
Now that you know which the 3 Ps of Amazon FBA are and why they work in reverse, you might be wondering how exactly you can make them work for you.
- How do you go with product promotion?
- What’s the best strategy for product presentation?
- Which parameters impact product performance?
- How can you create a remarkable experience for your clients?
These are justifiable questions to have.
As soon as you finish reading this guide, they will have all been answered.
You will be MILES ahead of your ignorant competitors who are going to be fighting each other for breadcrumbs.
On the contrary, you will be sitting at the top of your niche, like a true FBA King.
As I said earlier, it’s not easy. Otherwise everybody would do that. Yet, it’s incredibly rewarding and well worth the effort you put into it.
Especially when you have a guaranteed result-producing strategy, like the 3Ps and an advanced understanding of Amazon’s sales dynamics.
1st P of Amazon FBA: PRODUCT PERFORMANCE
Although the 3 Ps of Amazon FBA work in reverse order for selling the product, they are engineered in their normal order which is:
Performance -> Presentation -> Promotion
Because it does not make sense to:
- Start with promotion if you don’t have a high performing product in place.
- Promote a product with poor presentation because it won’t convert high enough
- Work on the presentation of a product that does not add value to the marketplace.
Only when you have a high performing product in place, you can start working on its presentation and then on promoting the heck out of it.
It’s important to clarify that Product Performance is different than product selection.
Selection precedes performance, because by definition the performance of the product is judged by the buyer after the product is bought.
Product Performance defines the customer experience which is something that’s determined after the sale is made.
However, product selection does have a major impact on product performance, the 1st P of Amazon FBA Domination.
If you source a product that sucks and does not offer real value to the customer, then you instantly downgrade the potential experience they might have.
So, even though this is not a guide on product research, sourcing and selection, these things really affect the 1st P.
Here are the factors that determine Product Performance:
- Wow factor
- Follow up sequence
The most significant of all is the Quality – which is measured by how well the product 1) solves a particular problem or 2) satisfies a market need IN COMPARISON to the competition.
Most sellers associate Quality with the actual physical characteristics of the product like how well constructed it is.
However, quality is far MORE than just the durability of the product.
Think about why most people buy something, let’s say a baby bandana bib.
The reason why is protecting the teething baby from all dribble and spit ups. Essentially it solves the problem of wet clothes.
At the same time it satisfies the mom’s need to make her baby look cute and stylish.
If you want to start selling baby bandana bibs, you need to source it from a supplier who can offer you something superior than what’s in the market.
Otherwise, why should anyone bother to buy your product over a more established one?
Of course, you might be able to get an edge over your competitors in the other aspects of Product Performance such as the follow up sequence, the packaging or the wow factor.
However, having an inherently better product gives you an instant advantage.
A product superior than what’s in the market saves you tons of advertising dollars and makes customers do the marketing for you.
It’s utterly wrong to avoid investing a great deal of time in product selection, because you will be struggling later on.
When you source the exact same product as someone else, you instantly limit yourself in what you can accomplish and are forced to outperform them on presentation and performance.
After product selection, comes what I call “the wow factor”.
This is achieved by exceeding your customers expectations and over-delivering on your promises.
From something simple such as including an instruction manual to giving them a discount code for their future purchases to some other benefit, the “wow factor” is anything that will make the buyer’s reaction to using your product being WOW.
There is no generally approved tactic to hit the “wow factor”, yet the standard practices include bonus e-books, instruction manuals, discount codes, VIP memberships, free upgrades or even bonus products (!).
Since each Brand is unique and there are hundreds of niches and product opportunities on Amazon, your “wow factor” depends pretty much on what you are selling as well as on your brand’s identity.
Furthermore, the packaging is something that reinforces your brand identity as it makes you look more professional and trustworthy.
Crappy packaging may indicate that your product is not really promising or that your customer service will be equally disappointing.
Not only can premium and well-thought of packaging distinguish you from your competitors, but it instantly send the customer a message about your business.
This plays a major role in determining their overall experience with your business.
Last but not least, your follow up sequence is really crucial for making a great impression and further enhancing the customer experience.
If you don’t care enough to follow up, why should your customer care enough to buy again or leave a review?
Even if you follow up, you need to have a well-created sequence that increases your chances of getting reviews, repeat business and ensures that customers are satisfied with their purchase.
And all these individual factors constitute the 1st P of an Amazon FBA Business, which is Product Performance.
2ND P of Amazon FBA: PRODUCT PRESENTATION
- Bad presentation = low conversion (1-5%)
- Good presentation = good conversion (10-20%)
- Insane presentation = Insane conversion (25% +)
One reason that our Amazon product listing service on Fiverr has been trusted by over 5000 Amazon Sellers in 116 countries, is that we take a listing with Bad presentation and turn it into one with Insane presentation.
All this experience has taught us one single thing.
That sellers do not pay serious attention to their presentation. This KILLS their conversion rate.
To better understand that, here are the major aspects of proper presentation:
- Sales Copy (title,bullets, description)
ALL these must be in check if you want to have solid chances for insane conversion levels (25%+)
This obviously takes a heck of a loooooooot of work and time and energy.
But that’s a good thing.
Because not every seller is committed enough to put in the necessary work in order to nail it in all those areas.
Here is what most Amazon sellers tend to do:
- Outsource the listing creation
- ZERO reviews (holy crap…)
- Upload product images their manufacturer sent them (usually low quality)
- See how others price their products, and randomly pick a price based on that
- Branding what?
As you can imagine this is a recipe that’s destined to failure.
It’s ridiculous to expect that an effort like this is going to lead to meaningful results for your business.
The conversion is going to be low because you have no reviews, the images are nothing sort of spectacular and there is no strategy behind your pricing and branding.
In sort, you expect the sales copy of the listing to do all the work for you, whilst you ignored all the other factors that impact the conversion rate.
For instance, a quick search for a garlic press led me to the following product listing:
As you can see, the only reason I would possibly buy from this company is the super low price.
Garlic presses tend to be sold in the $10-$16 range, so this is almost 50% cheaper. If I am overly price conscious I might buy it.
Nevertheless, the low number of reviews, inexistent information and overall poor presentation do not promise much…
On the contrary, take a look at this listing.
Although their images and sales copy are nothing sorts of spectacular, they are still much better than the previous one.
What is more, they have 2287 reviews and an average rating of 4.5 stars. It should be a safe purchase.
I would have personally gone with the latter.
Apparently, a quick look into their estimated sales statistics proves my point.
The main reason ORBLUE sells that much is because of their 2287 reviews.
If we would put a rating on their Product Presentation, that would be:
- Sales Copy -> C (It could have been much better)
- Reviews -> A
- Images -> B (they could have been better)
- Pricing -> A (Because they are charging a relatively premium price very effectively)
- Branding -> A
You might be wondering “why do they get an A in branding?”
Here is why. I just clicked on their brand name which redirected me to their Amazon storefront.
Check how it looks. Pretty decent, huh?
(Note: In order to have a storefront like this, with social media added on top and a banner like that, you need to set up Amazon Marketing Services)
A quick look into their social media reveals that they have put a significant amount of effort to separate their brand and make it stand out.
What is more, they have a website, which makes them look much more professional.
They are also active on Twitter where their presentation is still pretty good and consistent with their overall branding, colors etc:
This is a great lesson that shows how your Product Presentation is extended OUTSIDE of your product listing.
Most Amazon sellers fail to recognize that and have ZERO presence outside of Amazon.
This is called “leaving lots of money on the table”.
3RD P of Amazon FBA: PRODUCT PROMOTION
Remember the saying: “If a tree falls in the woods but there is no one there to see it, it doesn’t make a sound”
It’s the same with Amazon products. Unless you know the right Product Promotion strategies to put your offering in front of ready-to-buy customers, then you are in serious trouble.
No matter how much time you’ve invested in your Product Performance to ensure that the customer experience is flawless, no matter how carefully you’ve designed your product listing, no matter how spectacular your presentation is, if your promotion game is not top-notch, it will be hard for you to successfully sell on Amazon.
It happened to us dozens of times on Fiverr, with Amazon clients not being able to understand why their sales numbers are low.
They have done NO promotion whatsoever.
Their tree fell in the woods of Amazon but no one was there to hear it falling.
It’s a disastrous mistake to expect that Amazon will promote your product for you.
Amazon works by “validation”.
They will only promote your product (by ranking you higher organically), ONLY IF your product is proven to be successful.
Stop for a second and think how Amazon works, or how Google works.
Their search algorithms are engineered in such a way that they bring the most validated results in the 1st page.
Google does it by looking at clues such as the Backlinks a page has received or the authority of the website.
Amazon does it by looking at how many units a product sells and how many reviews have been left on a listing.
In both cases, their goal is to display the potential buyer results that are MOST LIKELY to live up to their expectations.
They want the customer to have a great experience with what they buy, and what better way to determine it other than reviews and sales volume?
So, if you’ve done zero work promoting your product to get sales and reviews, Amazon will put zero effort into ranking you high in the search results.
It’s ridiculous to see Sellers complaining that they cannot find their product when they search for their keywords, when they have put no real effort whatsoever into their listing.
Listen, you have to BLEED on your computer to make this work.
You have to dedicate yourself to crafting a spectacular customer experience, a mind-blowing presentation that converts and then promote the heck out of it!
Unless you do that, you are joking and your chances of making it as an Amazon FBA seller are pretty slim.
When it comes to Product Promotion, the essential aspects are:
- PPC sponsored ads
- Social media marketing (particularly Facebook & Instagram)
- E-mail marketing
- Enticing and attention grabbing offering
Amazon Sponsored Ads are perhaps the easiest way of driving ready to buy shoppers to your listing.
You pay a small fee to Amazon to place you on top of the search results but only if your ad gets clicked.
If it does, then it is upon your 2nd P, your presentation to do its job and convert.
And then it’s up to your 1st P to complete the cycle and leave the customer satisfied with their purchase.
Nevertheless, Amazon Sponsored Ads are the most ridiculously easy way to get sales and reviews.
The mistake most Amazon sellers make here though, is that they do not know how to set them up.
They choose the wrong keywords, the wrong targeting or the wrong bid. Then they overpay.
Other Amazon sellers are just to afraid to invest in PPC ads, and these sellers are probably the first to go out of business.
For better or worse, PPC ads are a necessary evil.
They can largely contribute to your product’s success if you set them up correctly, leading to sales, reviews and enhanced organic rankings.
Or they can be costly and inefficient, if they are not properly targeted.
Social Media Marketing is a really powerful driver of free traffic and sales, albeit pretty advanced for the majority of Amazon Sellers.
If harnessed correctly (like in the Orblue example above) it can become a pretty lucrative promotion channel for any FBA business.
Giveaways and Contests are two more amazing promotional weapons in your arsenal, that can be used in conjunction to Social Media Marketing for driving massive amounts of sales and reviews.
Then, you have Email Marketing, the driving force behind multiple multi-million dollar companies.
Unfortunately, it’s not really used that extensively by Amazon FBA sellers, as most sellers rely on PPC ads for promotions or just basic Facebook giveaways.
Nevertheless, a properly executed e-mail marketing strategy and campaign can be the tipping point of a small Amazon business, skyrocketing its numbers into the 7 and 8 figure ranks.
Last but not least, the most significant aspect of ANY promotion channel or strategy is how attention grabbing and enticing the offer is.
I don’t care how many advertising dollars you have available and which strategies you are going to utilize.
Without an attention grabbing and enticing offer, you are making a hole in the water.
Consumer psychology has proven that humans are largely reward-driven.
Therefore, an enticing offer is imperative in order to make people pay attention. Give them too little and they won’t bother.
Give them lots of value and they are going to travel to the edge of the world to get what you have to offer.
Conclusion On “How To Sell On Amazon FBA”
The 3Ps of Amazon FBA is undoubtedly the single best effective method for selling on the Amazon marketplace.
This is an ever-green strategy that worked 5 years ago, still works today and will keep working for years to come.
It’s not a fad or a quick money technique.
It’s a complete Amazon FBA business blueprint for the every seller.
If you want results, that’s what you do.