How To Increase Sales and Organic Keyword Ranking on Amazon in 2019

Increasing sales and ranking products in the organic search results on Amazon is more challenging than ever. As more people chase the Amazon gold-rush, products are flooding the market, increasing competition, and making it more difficult for a product to stand out. Is it possible that the immense opportunity that Amazon provides has disappeared… lost in the endless sea of products?

Absolutely not.

While competition continues to increase, Amazon continues to carve out a larger portion of ecommerce as a whole. Getting your product in front of your customers is an increasing challenge, but the amount of customers, and the dollars being spent, are increasing as well.

Amazon is still a limitless pool of potential, but the tactics that made people overnight millionaires back in 2015, spurring a movement of ‘gurus,’ expensive courses, and inspirational videos, are no longer effective. The ability to simply list a product on Amazon and find success diminishes with each new day… and each new product. That said, the ability to use Amazon to make money and build a successful business is still extremely viable.

Luck is not replicable. Strategy is.

It may take more time and effort to drive success on Amazon, but if you learn how to source, launch, and rank products effectively, you’ll be able to do it again and again and again.

As a company dedicated to driving success for Amazon sellers, Viral Launch has constantly evolved to meet the demands of an ever-changing marketplace. We’ve delved into the markets, analyzed our data, tested our strategies, and are now bringing you the guide to launching and ranking products on Amazon in 2019. More than giveaways, this comprehensive strategy will walk your product from listing to first sale to success!

Table of Contents:

  • Phase 1: Advanced Keyword Research & Listing Optimization
    • Step 1: Keyword Research
    • Step 2: Review Your Competition
    • Step 3: Listing Builder
    • Step 4: Analyze Your Listing
    • Step 5: Track Your Keywords
    • Step 6: Photography
  • Phase 2: First Profitable Sales Generation
    • Step 1: Early Reviewer Program
    • Step 2: Competitive Pricing
    • Step 3: Analyzing Your Competitors
    • Step 4: Product Targeting Campaigns
    • Step 5: Amazon Auto Campaigns
    • Step 6: Discovery Campaigns
  • Phase 3: Aggressive Amazon PPC & Pricing
    • Step 1: Aggressive Pricing
    • Step 2: Aggressive PPC Campaign
  • Phase 4: Accelerating Rank With Outside Traffic Promotions
    • Option 1: Promotional Launch
    • Option 2: ManyChat Facebook Campaign
  • Conclusion

Phase 1: Advanced Keyword Research & Listing Optimization

To preface the first section of this guide, I’d like to reiterate that this article will focus on ‘launching and ranking’. For this reason, I will be skipping over the stages of product research and sourcing, beginning with listing creation.

Having said that, making intelligent sourcing decisions is a crucial first step towards success on Amazon. Because of this, we’ve put together a comprehensive guide with new strategies for Amazon product research. If you’re just starting on your Amazon journey, or are looking to expand your business, this guide has invaluable tactics to help you think tactically when making sourcing decisions.

As Amazon becomes increasingly competitive, the need for a great product at a great price becomes increasingly important.

Without further ado, Phase 1:

As Amazon has become more crowded, the importance of a product’s listing has dramatically increased. Policies regarding listing content continue to become more rigorous, and market saturation continues to limit potential visibility. Because of this, making sure your listing is strategically optimized is key to building the foundation for visibility and sales while providing valuable selling messages and quality assurance for your customers.

When writing the listing for a product, it’s important to note that this is likely the sole information that customers will read. The title needs to describe the product and lure in shoppers, the bullets need to highlight relevant features, and the description needs to provide a carefully crafted selling message. It’s a minimal amount of information but it has to be enough to tip the scales in your favor.

Even more importantly, listing content serves as the foundation for search engine optimization within the Amazon marketplace. The content used in a listing is the content that Amazon will use to determine relevance for shopper search terms. While the content of a listing may influence purchasing decisions, it will similarly determine whether or not a customer is even seeing the product.

Both sides of this equation are important. Your copy obviously needs to make sense and establish a value proposition, but in order for customers to find your product, you need to meet shoppers where they’re at by establishing a strong network of keywords.

Because Amazon is crowded, it’s unlikely that a well optimized listing alone will provide you with favorable ranking, but it does provide an absolutely crucial foundation for driving success. To use a fishing analogy, a big net will catch more fish than a small net. Simply casting the net doesn’t guarantee a catch, but if you’re in the right location, a wider net will lead to a larger haul. A well-optimized listing allows you to cast a larger net. You still need to find the consumers, but showing up in more searches allows you the opportunity to capture more sales.

Step #1: Keyword Research

When creating a listing for a new product, developing a list of important keywords is a crucial step towards ensuring well-optimized content. Finding the right keywords allows you to make sure you’re using the right keywords. While the development of your listing content may seem obvious, outlining what the product is, what features it has, what it’s made of, etc., without performing thorough keyword research, you may be missing thousands of potential shoppers who are looking for your exact type of product.

It is critical that you use the exact language your prospective customers are using when searching for your product. You may call your product a “posture corrector”, but thousands of potential buyers refer to it as a “posture brace”. Knowing the exact keywords customers are using when shopping is critical to getting your product in front of them.

For this reason, it’s highly recommended that you utilize software for this process. Your main keyword may be obvious, but understanding what other terms are relevant, how competitors are using keywords, and if there are any underutilized terms can give you an incredible competitive edge. The right keyword software will allow you to easily compile a list and maximize your potential exposure, saving you time and providing you with the best possible content. Viral Launch’s Keyword Research is an industry favorite and can make this process painless.

When looking at keywords, it’s important to look at them from three different perspectives: search volume, relevancy, and opportunity.

Search volume is going to involve purely looking at the keywords that are generating the most traffic. In other words, these are the terms searched most often by shoppers through Amazon’s search bar. These keyword markets are likely to be the most competitive, but if you’re able to drive organic keyword ranking for these terms (and you will by the end of this post ), you’ll likely be able to drive a large volume of sales. Despite the fact that high volume keywords are typically accompanied by stiff competition, this is where the bulk of your audience will be shopping.

Using the example ‘white paper bags’, you can filter by Exact Search Volume in Keyword Research to see the most utilized search terms in a market.

While terms like ‘bags’ and ‘paper bags’ are keywords that would obviously be prioritized, terms like ‘goody bags’ and ‘party bags’ could have been easily missed without using a keyword tool, thus missing out on access to a large pool of customers.

You may also notice that the column titled Broad Search Volume next to the Exact Search Volume. This metric refers to searches which contain the keyword phrase (including those which don’t exclusively contain the phrase). So where the keyword ‘bags’ holds an exact search volume of 60,622 searches per month, terms like ‘party bags’, ‘diaper bags’, or ‘nylon bags’ would contribute to the broad search volume, which explains why this term receives almost 8 million broad searches per month.

It’s important to note that just because a keyword has a large search volume does not explicitly mean that you should prioritize it. A keyword also has to be relevant. For instance, the keyword ‘diaper bags’ receives over 17,000 searches per month. However, if you’re selling white paper bags, your product is going to perform horribly for this keyword. In broader context, if sellers were solely concerned with finding large search volume, regardless of product (and disregarding Amazon’s restrictions), their listings would just include terms like ‘Nintendo switch’, ‘Legos’, and ‘iPhone’. The product may show up somewhere in these search results, but it’s not going to convert because it’s not finding the right audience.

This brings us to the next point: targeting keywords based on relevancy. Keyword Research provides a relevancy score based on how related that term is to your seed keyword. With that said, you will also want to review and consider the keywords for relevance. Returning to the example of ‘white paper bags’, a keyword like ‘white paper bag with handles’ may show a high relevancy score based on your seed keyword. That said, if your product does not have handles, you probably want to avoid this keyword because the product won’t convert well. Noting the search volume related to bags with handles may be a valuable insight when making sourcing decisions, but assuming that you’re already selling this product, your keywords have to align with the product that is actually being sold.

While relevance is the second consideration for compiling a keyword list, it’s recommended that you sort by Priority Score, instead of relevancy score if you’re using Keyword Research. The priority score will sort results based on a combination of relevance and search volume. It doesn’t matter how relevant your product is for a given keyword if no one is searching for it. Considering search volume can help to ensure that you’re actually reaching shoppers. So through this metric, we’re helping you prioritize your truly important keywords.

Finally, you should analyze keywords based on Opportunity Score. The opportunity score within Keyword Research assigns a numerical value to the level of competitiveness within a keyword market. Essentially, if an opportunity score has a perfect rating of 1,000, it means that none of the products on the keyword’s page one search results are using the exact keyword in their copy’s front end. This means that, by including the exact search term within your content, you will have an advantage with regards to ranking.

Again, this has to be considered alongside search volume. It’s easy to find high opportunity keywords (severe misspellings are unlikely to be used by competitors), but it doesn’t matter if you’re on page one for a keyword that no one searches.

It may take a few extra minutes to review this section, as you’ll want to typically review the opportunity score between 750-1,000, looking for any keywords that have an exact monthly search volume of 1,000 or more. You can identify high volume keywords that also have high opportunity by using filters in keyword Research. These keywords can provide quick wins to help stimulate sales in the early stages of selling.

Step #2: Review Your Competition

Another important tactic for conducting keyword research and understanding your market involves understanding the strategy of your competitors. While there are a lot of important insights to be gained from your competition, knowing how your top competitors are positioning their product in the market can clue you into where they’re spending on advertising, where they’re driving sales, and what keywords are being missed (which your listing can target for easy wins). Viral Launch’s newest tool, Competitor Intelligence, can help you review and use this data to maximize your keyword strategy.

If you’re not familiar with reverse ASIN tools, conceptually, Competitor Intelligence is a tool that can pull keyword and ranking data from a specific product to reveal insights into the performance of your competition. However, Competitor Intelligence differs from comparable tools through its use of Viral Launch’s Reverse ASIN 2.0 technology. In addition to being able to view the keywords a listing is ranking for, Reverse ASIN 2.0 makes it possible to also see relevant keywords that your competition is not ranking for!

Competitor Intelligence allows you to input your a competitor’s asin and review market and keyword data while comparing it to your product. Through this, you can see your competitor’s ranking for each keyword, their ad placement, and what keywords they are (and are not) indexing for. Using this information, you can review your top competition and either know how to go head to head with them, or drive easy sales by circumventing their strategy.

If there are keywords that your top competitors are not indexed for, which have reasonable search volume, these keywords may be low hanging fruit for you to capitalize on. Additionally, there may be some surprising keywords that your competitors are ranking well for that you may want to target as well. Through Competitor Intelligence, you can easily identify keywords based on your competitor’s strategy and pull them into your keyword bank for reference, listing optimization, and tracking. Along with this, the alert system built into Competitor Intelligence can send you notifications if the ranking or strategy of your competition changes.

If you have an existing product, Competitor Intelligence allows you to measure your product against your competitors, allowing you understand any variables that can be targeted with your market strategy. It will help you to understand what keywords your competition is emphasizing, provide side by side price and review comparisons, and historical performance metrics.

If you’re utilizing Competitor Intelligence for initial keyword research (prior having a product live on Amazon), reviewing your market’s competition can help you to build a keyword framework for effectively launching your product and gaining early sales. While Keyword Research is a great starting point for understanding your market and associated search terms, Competitor Intelligence can take your research to the next level by contextualizing your opportunity in relation to your competition.

In all, Competitor Intelligence provides another tool for researching and implementing keywords. By allowing you to review the strategy of your competition, it can help to inform your tactics for efficiently driving sales as your product’s history on Amazon evolves. Early on, prioritizing quick wins may help you to drive additional sales while avoiding head-to-head strategies. As you develop sales, reviews, and traction, understanding how your competitors are driving sales allows you to efficiently cut into the direct market share of your competition. Using Competitor Intelligence, in combination with Keyword Research and Listing Analyzer, you can ensure that you don’t miss a single valuable keyword.

Step #3: Listing Builder

Once you’ve conducted your research, you’ll want to use your list of keywords to build out your listing. Viral Launch makes this process easy. While you’re conducting your research, you’re able to select and migrate keywords to a bank, using the buttons at the bottom of the page.

When all of your desired keywords are added, you can click on the ‘Create Listing’ button to navigate to Listing Builder. Listing Builder will allow you to create your listing while checking off keywords from your bank. As you write, the tool will automatically cross off used words and calculate your reached search volume, while providing a quality score based on the percentage of total volume reached.

While Listing Builder will cross off words that have been utilized in your copy and automatically update your reached search volume, it’s important to note that not all content fields are created equally. Because of this, keyword priority should also be considered during listing construction. Though you will index for keywords used throughout your listing, your title will hold the most indexing ‘weight’, meaning that you will find it easier to drive keyword ranking for terms included in the title in comparison to other sections.

By utilizing the ‘Sort By’ option in Listing Builder, you’re able to arrange your bank by volume, priority, and opportunity. Priority should be your first view, ensuring that you’re reaching keywords that are relative, opportunistic, and have search volume. From there, you’ll want to review keywords with high search volume to verify that your title is covering searches which generate the largest audience of shoppers. Finally, you’ll want to review opportunity (while still keeping an eye on search volume) to make sure you’re not missing out on any potentially easy wins.

Even with all of the right keywords, by building your listing with keyword priority in mind and using your keywords in the right way, your listing will likely see additional benefit.

If you would rather have professionals handle the research and listing construction for you, Viral Launch also offers Listing Optimization services.

Additionally, if you’re already selling on Amazon and your listing is already live, you’re also able to import your current listing to see how it stacks up to your keyword list. Once you’ve got a perfectly optimized listing that will set your product up for success, simply export the copy and upload it to your Amazon listing.

Step #4: Analyze Your Listing

While establishing great listing content is achieved through thorough keyword research, it’s also advantageous to perform comparative analysis. You want to make sure that your listing looks and reads better than your competition. You also need to be aware of your listing’s strengths and weaknesses. Certain variables such as review quantity may be harder to influence, whereas other elements may be improved. If you don’t exceed your competition’s quality or quantity of photos, you might need to improve this content.

While it can be done manually, there are options to streamline this process using software, such as  Listing Analyzer. Where listing builder helps you to construct your listing content, Listing Analyzer helps you to delve deeper into validation.

If you have an existing listing, the research process can be started with Listing Analyzer and you can use its data along with Keyword Research and Competitor Intelligence to more or less work backwards to improve your listing quality. If you’re starting with a new product, Listing Analyzer can be a good reference point for ensuring the quality of your research.

This process begins by opening the Listing Analyzer page within your Viral Launch dashboard and running an analysis. This process can take up to 24 hours to pull relevant info and generate your report, but will typically complete in 5-10 minutes. Once completed, you’ll be able to view your results.

When viewing the ‘report card’ for your listing, you’ll see three tabs at the top of the page: ‘View Analysis’, ‘Find Keywords’, and ‘Find Competing and Complementary Products’.

The default View Analysis tab will show a graded score for your listing. Based on listing copy, photography, revenue, and reviews, this data is compiled into a score between 1 and 100. The total score can provide an overall perspective on how strong or weak the listing content is, while the specific sections of data give perspective on where you can make improvements on your content.

In the next tab within Listing Analyzer, you’ll find relevant Keyword data for your product. This data is generated based on the content of your listing and will show you comparable data to Keyword Research with the addition of noting whether or not each keyword is included in your listing. For convenience, there is also a toggle to include or remove keywords containing competing brands names. While it’s definitely important to understand the competitive landscape, because you typically can’t index for (and in a lot of cases should specifically target) competing brands, being able to filter out these terms can be helpful in order to focus on building your listing and strategy around your product.

Note: Using trademarked terms in your listing’s content can lead to the product being suspended. You can target trademarked names in PPC.

The final tab allows you to look at competing and complementary products. Though this is conceptually simple, this tab allows you to view statistics on listings that compete with, or complement your product. If you were selling a white paper gift bag for instance, a competing product would be another white paper gift bag whereas a listing for wrapping paper or tissue paper would be complementary.

It’s valuable to review competitive information because you can see how well your competitors sell, cluing you into market potential, while also allowing you to compare your product’s review quantity and rating, price point, etc. This can be informative when determining needs and advantages. Is there a consistent variable driving a low review rating? Is your price competitive? Are there products that are selling well with lower review quantities, or does a large quantity of reviews appear to be necessary in order to be competitive? Understanding these questions can help you to frame your strategy. You can highlight a feature in response to a negative quality of your competition, ensure that you’re being competitive on price, and employ a focus on review generation if necessary.

While you’ll work against your competition, complementary products are more likely to be purchased with your product, potentially providing you with more unique marketing/advertising opportunity. Utilizing opportunities to align your product with these complementary comparisons can potentially help you to generate additional sales. While it can be difficult to achieve, obtaining a ‘frequently bought together’ label bridging the relationship between your product with a complementary can provide a unique benefit.

Step #5: Track Your Keywords

Whether through Keyword Research, Listing Analyzer, or Competitor Intelligence, you’re given the option to add keywords to a keyword bank for your product. Adding as many keywords of value to this bank can help to provide you with as much ongoing data as possible as your product progresses.

This tool can provide you with relational keyword data, specific to your product. On top of general search volume data, you’ll be able to see whether or not your product is indexed for the term (visible somewhere in search results), and where your product is showing in the organic keyword ranking and where your sponsored ads are positioned. You also have the option to track keywords within keyword manager and set up notifications which will alert you when ranking fluctuates. This can allow for rapid response if you’re noticing declining trends.

Because Amazon continues to get more competitive, quickly responding to market conditions can provide a crucial competitive edge.

Pro tip: Track your top 5 keywords hourly with notifications to respond in real-time to changes that could be impacting your sales.

Step #6: Photography

Along with Listing Analyzer’s ability to review content, it will also provide a quality assessment with regards to photography. This assessment is algorithmic however, and is therefore only able to assess the quantity of photos, file size, resolution and whether photos are on white background.

That said, due to the scale of Amazon and the depth of competition, it is incredibly important to have quality photography. Pictures taken with a cellphone or pictures of your product photoshopped into a stock image will not cut it. It’s easy to find products that sell well with bad listing photography but this should not be used as justification for taking shortcuts in this department. A product with extensive sales history and a stockpile of reviews may not need to rely as heavily on photography. However, as a new product, you need to take every competitive edge possible to succeed.

Because humans process visual information first, ensuring that your product is visually represented well allows you to draw in more prospective buyers. Top notch photography provides quality assurance to shoppers along with the impression that they’re buying from an established brand. A great set of images can help your product stand out from the crowd and drive an increase your conversion potential.

Photography is one aspect of your Amazon listing that we highly recommend you to outsource to professionals. Viral Launch does offer photography services but there are many options to explore. The primary considerations should be that the product is photographed (rather than photoshopped) on a white background, that you’re also including lifestyle (in use) photos, and that you are not utilizing any stock imagery.

Phase 2: First Profitable Sales Generation

After following the steps to developing quality content for your listing, it’s time to start selling. When launching a new product – with no sales history, no reviews, and minimal visibility – it can be a challenge to get things going. Even with a well-optimized listing and a great network of keywords, it can be hard to get your product in front of consumers. And with no reviews, it can be even harder to drive sales.

During the early phases of a product’s life cycle, there are crucial steps that can be taken to set yourself up for success.

Step #1: Early Reviewer Program

Growing a product’s review base is probably the single most difficult aspect of launching a product. Over the past 2 years, Amazon has enacted strict policies on review generation in an effort to combat the practice of purchasing reviews.

With each new policy, sellers have been developing more creative tactics to circumvent Amazon’s policing. The truth is, review manipulation is still frequently implemented, but it is a dangerous game. Amazon tends to shoot first and ask questions later when it comes to review policy violation. There are still methods of buying reviews, but Amazon frequently deals swift justice, suspending accounts and withholding revenue.

As the landscape gets more competitive, and options for review generation become more limited, the reality is that it’s very difficult to catch up to established players in the market.

The majority of shoppers use reviews as social proof to verify the quality of the product they’re looking to purchase. At the same time, the majority of shoppers are unlikely to return to Amazon to leave a review on purchased products.

While this isn’t the most ideal solution, Amazon has developed a program to provide sellers with an early start.

Essentially, you’re able to enroll in the early reviewer program for $60 per SKU – assuming that you’re brand registered, your product is priced at more than $15, and you have less than 5 reviews. As your product sells, Amazon will send emails to shoppers, requesting that they leave a review while offering a $1-3 Amazon gift card as compensation. Amazon will continue to solicit for early reviews for one year, or until you’re able to generate 5 reviews (whichever comes first).

This program won’t help you to drive 100+ reviews in a short period of time, but it provides initial assistance (which can be few and far between in the Amazon world). Taking advantage of this program will help to drive a bit of early social proof, which can help to get the ball rolling and assist in sales generation.

To learn more, check out our blog post on Amazon’s early reviewer program.

Step #2: Competitive Pricing

If the previous step didn’t provide enough evidence, Amazon can be a bit of a popularity contest. When starting out, it can be challenging to draw the attention of shoppers without the social proof provided by reviews.

Because of this, finding other ways to draw the eyes of customers is crucial for getting some early sales and helping to begin the forward trajectory of a product. With sales history being a major factor in a product’s ability to obtain favorable ranking within search results, finding ways to stimulate sales early in a product’s life is key to building momentum.

One of the most effective ways to cut through the reviews of your competition is to undercut them on price. While it’s not always advantageous to severely lower your price (causing your product to be labeled as an ‘add-on’ or damaging the quality perception), pricing your product strategically low in the early phases can help appeal to more price sensitive shoppers.

Your product may be of higher quality than your lead competitor, but if you have zero reviews, your competitor has 100, and you’re selling at the same price, your competitor will get the sale every time.

In some cases, pricing competitively can even mean selling at a loss. This can be hard to stomach, but if it provides you with a better chance of being successful in 3-6 months, it can be worth it.

As you establish some sales history, reviews, and organic ranking, you should be able to increase your price to a profitable level. Shoppers will buy products at higher prices if they’re convinced of quality (i.e. shoppers will buy your product if you have visibility and reviews to reassure them). In the meantime, it’s important to grab the sales that you can get, and providing a bargain to shoppers who are willing to put faith in your product can be well worth it in the long run.

Step #3: Analyzing Your Competitors

When launching a new product, your listing will not have the sales history or review base of your competition. For this reason, understanding how to competitively position your product to drive initial sales and successfully grow is critically important. Competitor Intelligence can help you to review this information and properly position your product.

By highlighting a few competitors to compare your product to, you can review different metrics such as their sales, reviews, price point, and history. You can also set up automatic notifications to alert you to any changes in these conditions. For instance, If a competitor recently raised their price, you may want to increase your ad spend and/or target their product through a product targeting campaign to draw shoppers away from their listing. If they received additional reviews and/or lowered price, you may want to divert your efforts away from the competitor to better allocate budget and/or implement additional tactics to increase your value proposition.

More broadly, if your comparison have a lower price and/or more reviews, you may need to make adjustments if you’re looking to target them head on. If they have more reviews, you may be able to beat them on price. If they have bad reviews, you may be able to highlight an advantage to your product that may be a disadvantage in theirs. If you can’t necessarily beat them on any head-to-head comparison, you may want to review their keyword data and target keywords that they are ignoring in order to gain some traction.

Along with this, it can be advantageous to be a bit selective with your competitive analysis. Reviewing the top contenders in a market can help you to isolate some advantageous positioning but if you can find competing products that are performing relatively well which have an obvious disadvantage (like a higher price point, less reviews, or poor reviews), you may be able to piggyback off of their visibility through product targeting to drive additional sales.

In all, understanding the strengths and weaknesses of your competition can help to inform your strategy as your listing develops on Amazon. Picking battles in the early phases of your product’s life can help you to drive some early momentum. As you become more competitive, your tactics can become more assertive, leveraging more market advantages that come with a listing’s age.


Step #4: Product Targeted Campaigns

Amazon allows you to not only target keywords with advertising, but to target specific products as well. Product targeted campaigns can help you drive visibility for alongside your competition. This tactic can be especially valuable in instances where there is a strong differentiator between your product and the majority of the market.

Product targeted ads will be presented within the detail page (product listing) of the targeted ASIN. Ads are presented below the listing’s bullets points, providing shoppers with an opportunity to view additional/alternative products when reviewing the details of a listing.

Particularly relevant when targeting complementary products, if your product receives enough sales through a product targeted campaign, it is possible for your listing to be highlighted within the ‘Frequently bought together’ section, allowing for additional sales potential through providing ease of purchase to the consumer. As you can see in the above example, an extension cord and HDMI cable are recognized as being frequently purchased with his product. While it’s difficult to directly influence this, being able to align your listing with a complementary can provide you with some additional visibility, which, in turn, can drive additional sales.

If you have a higher price point, a unique feature, or some other aspect that may make it hard to compete in the high volume/low price market, you can run product targeted campaigns to align yourself with comparable competitors and potentially piggyback off of their success.

Returning to the Competitive and Complementary Products from Listing Analyzer, you’re able to quickly put together a list of advantageous target competitors as well as looking for strategically related products.

The filter menu can be utilized to sort by different metrics such as selling price, revenue, review count, etc.

We suggest applying filters to find products with:

  • Higher price point
  • Less reviews
  • FBM
  • and/or lower review rating

The higher the sales quantity for each ASIN found, the more potential traffic you may receive by showing on that product’s listing. The trick to driving thee most efficient and effective traffic is to have a better offer than the product your ad will be showing on. By using the filter criteria listed above, you are able to help guarantee your product is more enticing than the competitor’s

Using the arrows to the right of each column heading, you are also able to sort by value. This can be helpful to toggle between complementary or competitive listings (allowing you to organize your strategy), as well as sorting by revenue to find products that are generating a large quantity of sales, thus providing you with opportunity to meet more traffic.

When identifying valuable competitors and/or complements to target, you’re able to select individual products and export your list to a CSV file to reference when establishing your campaigns.

Using the ‘white paper bags’ example, your bags may have handles (which justifies a slightly higher price) while most of the competition does not. As a way of circumventing the bulk of the competition, you could focus on running product targeted ads against well performing competitors that also have handles. If your price point is slightly lower, you may be able to grab some of the sales from customers who are viewing your competition. This tactic allows you to reach customers that are looking for a very similar product.

Additionally, product targeted campaigns can be used to focus on complementary markets as well for similar results. If your white paper bags are primarily designed as gift bags, running ads targeting gift wrap tissue papers might help you snag some auxiliary sales. A shopper may be looking for gift wrap items, and will be able to kill two birds with one stone when viewing your ad alongside the other gift wrap items that they’re shopping for.

While it’s highly likely that white paper bags would convert poorly for a campaign targeting a keyword like ‘tissue paper’, there still might be opportunity to drive some sales through aligning your product with specific products in a complementary market.  

While Listing Analyzer can provide you with products to review, it’s important to employ a bit of critical thinking along side the data as well. If your product is a white paper bag with handles, it may not be the best strategy to focus on competition without handles. You may also want to avoid lower priced competitors and/or competitors that sell packs of 50 bags if you’re selling in packs of 5. By targeting asymmetrical competitors, you’re likely reaching a less receptive audience. With regards to complementary products, this point is equally relevant. If you’re selling white paper bags, you may want to avoid (or at least test the effectiveness of) targeting white tissue paper as opposed to color options. Understanding your product and how people are shopping for it will help to drive success for these campaigns

As a final (but critical) point on this topic, while product targeted campaigns will not provide the same degree of benefit to organic ranking that you’ll find with keyword based PPC, a major advantage to product targeting is that it’s typically one of the most cost effective advertising options.

In the above example, by targeting competitive and complementary products, we were able to generate $1,095.60 with less than $200 in spend and an average cost per click of $.40. Because it’s newer and less understood, and because targeting a product is typically less competitive than targeting a keyword, product targeted campaigns are usually relatively cheap and can be a really effective method of driving additional visibility and sales. There are definitely additional benefits to keyword targeted campaigns (which will be discussed next), but a sound strategy using product targeted campaigns can be a great tool in your belt for driving low cost sales.


Step #5: Amazon Auto Campaigns

When listing a new product, regardless of listing quality, it’s likely that it will be buried in a sea of similar products. The listings with strong sales history are the listings that rise to the top of Amazon’s search algorithm. Because of this, it’s important to try to get your product in front of consumers through pay-per-click advertising.

Reflecting on Phase 1 of this article, keyword optimization was heavily discussed. Ensuring that you understand your product market and the keywords utilized will help to ensure that you’re opening yourself up to as many sales as possible.

That said, in practice, you can’t necessarily dictate the search terms that will generate the highest returns for your product. Sometimes, well converting keywords can be a bit of a surprise. In other cases, you may convert well for high traffic keywords, but it may be incredibly costly to actually obtain visibility, thus nullifying the benefit.

Early on, running closely monitored automatic pay-per-click (PPC) campaigns can help you discover profitable keywords. These can be quick wins to help drive ranking and build momentum.

Amazon’s algorithm is primarily based on sales generated through a specific search term, regardless of whether or not that traffic is purchased. By running PPC, you can start to drive keyword ranking. While it may take an immense amount of traffic to drive ranking for some of your high volume keywords, you can sometimes drive ranking for lower volume/longer tail keywords with relative ease.

It’s recommended that you set up an automatic campaign with a manageable daily budget. As the campaign runs (and hopefully generates sales) you’ll want to download your advertising reports and review the search terms that drove sales at a reasonable ACoS (advertising cost of sale). As you find profitable (or at least effective) keywords, you’ll want to start setting up manual campaigns targeting those specific keywords. You may also consider adding the word as a negative keyword to your automatic campaigns to avoid redundant spending, however in some instances, we find that the automatic campaign will continue to deliver cheaper traffic than the manual . This strategy will effectively ensure that you’re continuing to drive visibility for the keywords that work, while allowing your automatic campaign to continue to seek out new terms.

The above example is an automatic campaign for a product being managed by Viral Launch. As you can see, ACoS has stayed extremely low, along with CPC, while generating fair volume of sales. While great keyword targets may be identified through this campaign, it is also driving sales through really efficient spend. While it may make sense to break out keywords into individual campaigns, an average spend of $.18 per click is really low, meaning that it may also make sense to leave these keywords in the campaign.

In some instances, advertising may not be initially profitable (particularly if you’ve lowered your sales price in tangent) but getting your product in front of your market and driving early sales can benefit the long-term sales history of the product and provide you with some powerful insights on how and where to focus your efforts.

Step #6: Discovery Campaigns

While an auto campaign can be helpful to identify keywords for which your product will convert, the major downside is that you can’t focus your spend. Auto campaigns will push ads through a wide breadth of keywords, meaning that while you can add negative keywords to your campaign, some of your ad spend will inevitably go to non-advantageous searches. It can also sometimes be hard to get enough data on a specific keyword to understand whether or not they’re profitable.

This is where your keyword research will yet again come to your rescue. In addition to setting up an auto campaign to help clue you into any surprises, what we refer to as a discovery campaign can help to more quickly isolate beneficial PPC targets.

Through the phases found in keyword research, you should have collected a list of high volume, high priority, and high opportunity keywords. Using this list, you can establish manual discovery campaigns targeting 10-20 keywords to test conversion potential.

With regards to high opportunity keywords, you may find instances during research where low-mid volume keywords have a high opportunity score, meaning that they’re underutilized by your competition. In these instances, paying attention to these keywords can pay off, allowing you to exploit them with PPC. High opportunity keywords may not have a large volume of searches when comparing to other terms, but they’re typically easy to drive ranking for. Because your competition isn’t prioritizing them, typically being indexed (including the term in your content) and driving some engagement through PPC can quickly improve your ranking for the targeted terms.

Additionally, it’s relatively common to find that high opportunity keywords are affordable to target (again, because of lower competition). Therefore, driving traffic to drive ranking for these terms can regularly be pretty cost effective. You may not be able to drive a large volume of sales with a high opportunity keyword, but, provided it’s affordable, an extra few sales still make sense to go after.

To do this, you’ll want to select manual campaign, input your keyword list, and run a campaign with broad or phrase match targeting (which will allow for slight variations on your search term list).

Using your keyword research to your advantage can drastically improve and expedite the discovery of profitable keywords. While an auto campaign can be a great opportunity to gain insights, a discovery campaign uses research to better focus your strategy. By isolating search terms that quickly convert, you can begin to construct profitable campaigns which can help to jump start the success of your product.

Phase 2 Conclusion: In very low competition markets, or micro-niche’s as we call them, simply scaling a product through Phase 2 of this guide can be sufficient for achieving keyword ranking and maximizing sales potential within the given product market. Within no time, successfully completing Phase 2 will have allowed you to build a very solid foundation of efficient and effective sales. If this traffic is not enough to move the needle and/or you want to move faster, then Phase 3 is the next step in growing a product’s success on Amazon.

Phase 3: Aggressive Amazon PPC & Pricing

At this point, the foundation for establishing your product should be underway, some sales volume is presumably being driven through PPC advertising, and reviews are (hopefully) beginning to trickle in. Perhaps most importantly, you’ve gained some valuable insight into your market and where your product performs best.

It’s now time to be aggressive!

Step #1: Aggressive Pricing

While you may want to start raising the price for your product, you still want to be careful at this point. It’s likely that you still don’t have a large depth of reviews in comparison to the competition, meaning that the primary sales proposition is going to have to be value (outpricing your competition).

Any increases in price should be carefully monitored to gauge market reaction (changes in click through rate, conversion, etc.). Keep in mind that the primary objective is still sales volume. You’re trying to establish a product for long-term success.

For this reason, you want to carefully review your market when setting your price. Make sure that you’re pricing competitively in comparison to all of your keyword markets. While one keyword, such as ‘white paper bags with handles’, may have a higher average price, another keyword, like ‘paper bags’, may have a lower price. Because you’re competing in both spaces, you need a price that is competitive in both spaces.

Reviewing your initial keyword research along with your advertising performance can help you determine the markets to prioritize (and the prices that you need to beat). As you start accumulating reviews and drive a reliable flow of sales, you can start slowly stepping up your price point to see if you can squeeze more revenue out of your products, but if this price increase leads to a decline in sales, you should always opt to drive more sales until the product starts to really gain momentum.

Step #2: Aggressive PPC Campaigns

Along with a competitive price point, now that you have collected some early insights from your advertising, it’s time to get aggressive with PPC as well. At this point you’ve presumably collected some data on your advertising campaigns. You should be looking for keywords (or products) that have led to continued sales without an astronomical ACoS.

When reviewing this data, you’ll want to begin to isolate keywords that perform well and break them out into their own manual campaign with a dedicated budget. Targeting a single keyword will ensure that you’re continuously providing a budget to the term, increasing your impressions. As long as keywords continue to perform well, targeting these keywords will provide you with a steady stream of sales.

When doing this, you’ll create your own list of keywords that are targeted by your campaign. You can absolutely create multiple campaigns and it’s recommended that you put each keyword into its own campaign, or at the very least, keep the keyword list to a minimum. You want to be sure that the keywords that are driving profitable sales have the necessary (and dedicated) budget to reach their potential.

Additionally, you’ll have the opportunity to select broad, phrase, or exact targeting for these terms. Broad match will run ads for any search term that contains all of the keywords from your target, in any order and including plural/singular form (ex. paper white gift bag). Phrase match will run ads for any search term that contains the full keyword in correct order (ex. white paper bags with handles). Exact match will only run ads when the exact keyword is searched (ex. white paper bags). Typically when trying to direct ad traffic through specifically profitable keywords, you will want to run exact match campaigns. It can sometimes be worth testing to see if variations of the keyword perform comparably well.

It’s also important to understand the broader context of your cost and spend during this phase. Rather than solely reviewing your ACoS when looking at your campaigns, you should also be noting how total sales are affected. When running steady campaigns, you should ideally be seeing organic ranking improvements for the keywords that are driving sales. Through this, your organic sales potential is similarly increased.

Even though your ACoS may not be at a profitable level, if it’s contributing to an upswing in organic sales, the overall impact of the campaign may be profitable. In many instances, you may find that even when your product is ranking on page one, running ads to a keyword may still stimulate an increase in organic sales. Because repetition impacts consumer behavior (which is why you see the same commercials several times), you can usually see an increase in organic traffic if customers are seeing your ad first. While advertising on Amazon still proves to be very effective, savvy shoppers may mentally filter out the sponsored product results when conducting their search. That said, seeing the same product more than once still has the potential to leave more of a mental impression.

Overall, many sellers make a huge mistake by not reviewing advertising data. The data can be one of the most valuable aspects of advertising in general. Through it, you’re able to learn where your product competes well and where your specific target audience is most receptive. Through this, you can advantageously direct your advertising and ranking efforts to reach markets where you’ll see the most benefit.

Learning from your automatic campaigns and aggressively targeting valuable opportunities can be the key to driving success for a product long term. While these tactics are a strategy for stimulating growth for a new product, this method is something that should be utilized throughout a product’s life in order to continuously maximize success and retain competitiveness in a dynamic market.

Viral Launch Results:

At Viral Launch, we have been experimenting with new ways to drive sales and ranking since our foundation. Knowing that Amazon would become more saturated, it has been a crucial emphasis to understand how to remain competitive in an ever changing market.

Employing the tactics we’ve covered, we have been able to drive success for several recently launched products:

Category: Toys and Games

Date Listed: October 16, 2018

VL Start Date: October 26, 2018

First 30 days performance (10/26 – 11/24)Next 30 days (11/25 – 12/24)
Ad performance:
Spend: $2,503.73
Sales: $7,508.83
ACoS: 33.34%
Clicks: 3331
Average CPC: $0.75
Orders: 330

Organic:
Organic sessions: 1676
Organic orders: 277
Organic sales: $6,084.13
PPC/Organic sales: 54.37%
PPC cost/sale: $4.12
Ad Performance:
Spend: $2,583.19
Sales: $14,135.14
ACoS: 18.27%
Clicks: 3,455
Average CPC: $0.75
Orders: 509

Organic:
Organic sessions: 7,312
Organic orders: 2265
Organic sales: $71,149.87
PPC/Organic sales: 18.35%
PPC cost/sale: $0.93

Category: Grocery & Gourmet Foods

Date Listed: October 10, 2018

VL Start Date: October 15, 2018

Lifetime Performance Prior to VL (10/05 – 10/14)First 60 days performance with Viral Launch (10/15 – 12/13)
Ad Performance:
Spend: $341.67
Sales: $2,275.06
ACoS: 15.02%
ROAS: $6.65
Clicks: 699
Orders: 93
PPC cost/sale: $3.67

Organic Performance:
Sessions: 2,239
Units Ordered: 184
Organic Orders: 91
Revenue: $3,959.16
PPC/Organic Sales: 50.54%
Ad Performance:
Spend: $2,320.17
Sales: $11,950.80
ACoS: 19.41%
ROAS: $5.15
Clicks: 4,592
Orders: 564
PPC cost/sale: $4.11

Organic Performance:
Sessions: 33,208
Units Ordered: 4,196
Organic Orders: 3,632
Revenue: $90,247.15
PPC/Organic Sales: 13.44%

Category: Baby

Date Listed: June, 2017

VL Start Date: June 15, 2018

Lifetime Performance Prior to VL (3/15 – 5/14)Last 60 days performance with Viral Launch (11/8 – 1/7)
Ad Performance:
Spend: $1,382.76
Sales: $5,963.3
ACoS: 23.2%
ROAS: 4.31
Clicks: 3249
Orders: 336
PPC cost/sale: $4.11

Organic Performance:
Sessions: 12832
Units Ordered: 2890
Organic Orders: 2554
Revenue: $48,866.60
PPC/Total Sales: 11.6%
Ad Performance:
Spend: $17,645.86
Sales: $30,840.04
ACoS: 57.22%
ROAS: 1.75
Clicks: 14066
Orders: 1525
PPC cost/sale: 11.57

Organic Performance:
Sessions: 70623
Units Ordered: 12474
Organic Orders: 10949
Revenue: $236,709.61
PPC/Total Sales: 12.23%

The third example is a perfect representation of how this strategy can work. As you can see, upon taking over managing ads for this product, spend and ACoS skyrocketed. Assuming a profit margin of 50% (for simplicity) while only looking at ad performance, it would appear that this campaign has been unsuccessful. Our campaigns were in the red and the client would not have seen a return on investment for their product.

What is frequently overlooked, however, is that advertising also impacts organic performance. While spend and ACoS increased dramatically under our management, organic performance similarly increased. Where the product previously saw a total revenue of $48,866.60, our methods generated 4.8 times more revenue over 60 days ($238,709.61).

The end game of any business should be generating profit. In this example, while ad spend may have been less efficient, the total effect drove more profit for this product. Again, assuming a 50% profit margin, the initial performance resulted in a profit of $23,050.54 after ad spend. Using our tactics, total profit was $87,514.77 after the first 60 days of management.

Phase 4: Accelerating Rank with Outside Traffic Promotions

Now that the foundations for launching a product and establishing early sales has been covered, there is one last tactic that can help accelerate your products growth. While typically costly, a promotion to drive external traffic can rapidly drive organic keyword ranking, pushing your listing to page one and opening you up to a massive inflow of sales.

There are numerous options for driving external traffic and certain functionalities and implementations will vary, however the overall strategy is relatively consistent. The intent is to reach an audience of traffic outside of Amazon, provide an incentive (typically an exclusive discount) to stimulate buyer interest, and funnel the traffic to Amazon to drive a high velocity of sales.


Option  #1: Promotional Launch

An external promotion essentially involves advertising your product to an audience of customers (most commonly through social media or a third party deal site), typically while promoting a dramatic limited-time discount. As customers see your offer, they’re directed to Amazon to purchase your product. If targeted, an external promotion can direct the flow of traffic through a specific keyword target, resulting in a large influx of sales associated with keyword. As sales volume increases, your product’s relevance for the search term increases within Amazon’s algorithms, thus leading to a ranking improvement.

It is important to note that any sort of promotion can only directly increase visibility. If your product or price is not competitive, if you’re targeting a keyword with low search volume, or a keyword for that your product does not convert well for, it is unlikely that you will see a dramatic increase in sales. However, when run properly, this tactic can rapidly unlock sales potential.

Viral Launch’s foundational Launch platform is a quick and easy way to implement this tactic. Using a cultivated buyer group, the Viral Launch platform, and guidance of trained Amazon coaches, this tactic can be harnessed to quickly and effectively improve your sales potential. For reference (and without revealing client information), here are a few examples of recent results:

Category: Vitamins & Supplements

Units Given: 175

Keyword Search Volume: ~4,000 searches/month

Starting Rank: 42

Ending Rank: 4

Category: Office

Units Given: 225

Keyword Search Volume: ~8,000 searches/month

Starting Rank: 56

Ending Rank: 11

If you’re looking for more information on how our launch platform work and/or would like to discuss strategy for your product, feel free to reach out to us through service@viral-launch.com, or by opening the chat window in the bottom right corner of the Viral Launch website.

Option #2: ManyChat Facebook Campaign

If you’re looking to utilize social media to drive sales velocity, a Facebook campaign using a chatbot like ManyChat can also be an effective strategy. ManyChat is a platform which allows you to build a chatbot in order to engage with consumers and distribute coupon codes.

While requiring a bit more tech savviness (and while results can be a little less reliable than a promotion platform), utilizing social media campaigns can provide you with more control over your promotion and provides you with more ability to create a brand voice and social media presence.

Essentially, the process works by creating a Facebook ad which offers a discounted product. In order for customers to receive the discount, they’re asked to click the send message button within the ad.

When customers engage, a chatbot initiates, guiding customers through the steps of receiving the coupon before leading them to Amazon to finalize the purchase.

The ManyChat platform allows you to establish quick reply buttons to simplify customer engagement. It would provide the discount code, and instruct them to copy it before clicking on a button to be directed to Amazon.

When crafting this type of campaign, it’s important to develop copy that will draw in customers and make the process simple.

The following steps can help simplify this process:

1) Start with a question that grabs your customers’ attention.

2) Use emojis to enhance emotions and help the customer engage with the ad

3) Use the “send a message” feature to drive the customer to your ManyChat sequence

4) Keep it simple and explain how and why this offer is so great

5) Use scarcity to get the user to redeem the promotion quickly

Keep in mind that the objective is to drive engagement while minimizing customer effort as much as possible. The process has to be quick and easy to follow while hitting on main value propositions.

This process can allow you to run promotions yourself, while simultaneously establishing some social media presence. It’s important to note that this will require some understanding (or homework) on how to establish an effective campaign. You will also need to utilize an additional service such as Zapier to distribute unique coupon codes to your buyer. This can require a bit of technical work.

When using a launch service, you’re able to better control the flow of traffic to drive consistent sales in accordance of a daily schedule. A campaign through Facebook, on the other hand, is subject to organic demand. Because you’re not reaching active shoppers/deal seekers, consistent engagement can be harder to achieve.

As a point of caution, Amazon’s ToS is ambiguous with regards to use of external promotions. While the promotions themselves are technically ToS compliant, applications of them are not. Using a promotion to drive reviews, spamming customers with marketing messages, etc. has the potential to lead to a suspension.

Think of external promotions like a power saw. It can be a powerful tool to rapidly get the job done, but if you’re trying to use a saw as a hammer, it’s not going to fix your problems. A promotion can rapidly drive visibility and ranking, but if your product isn’t poised to convert well, or if you’re targeting the wrong market, it’s may not drive sales.

When used correctly, a power saw can make work quick and easy. When misused, it can cut your finger off. When a promotion is used properly, it can make ranking fast and simple. When misused, it can get your Amazon account suspended.

All in all, an external promotion is a tried and true method for increasing sales velocity, providing an opportunity for a product to realize sales potential. In the face of ever increasing competition on Amazon, ensuring that you have a solid foundation provides a greater assurance of long-term stability. Beginning to establish a review base while developing a strategic PPC strategy is key to fostering a successful product in 2019. External promotions can provide the extra push to allow a product to take off, the history and data provided through the previously mentioned tactics will help you to better understand your product and your market while setting you up for success.

In Conclusion…

The Amazon landscape continues to change and a new product inevitably faces more difficulty than the products launched in previous years. Amazon continues to be more restrictive, markets continue to get more saturated, and competition continues to increase.

If you’re making intelligent sourcing decisions and using your resources to your advantage, there is still an immense opportunity to launch new products. The gold-rush may be all but over, but there’s still plenty of gold in Amazon’s river for savvy sellers with a good eye.

When launching a new product, it’s important to be aware of Amazon’s Terms of Service, generate reviews wherever you can (within Terms of Service), take opportunities to drive visibility and sales (through PPC), and learn from the data to refine your tactics.

These strategies may keep you from making immediate profits, but you’re not panning for gold, you’re building a business. You can succeed but you need to play hard and smart while thinking long term.

Build your base, understand your product, use data to your advantage, and invest in making the product successful. Working on stimulating growth early in a product’s life will plant the seed for future success.
If you have any questions about this process or how Viral Launch can help you to drive success, we’d love to hear from you! And to get started with Viral Launch tools, loaded with capabilities to help you take your business to the next level, create a free account here.

Powerful Amazon Keyword Tracker; Notifications, Hourly Tracking, and More

If you have had any degree of success on Amazon, you know how important keywords are. And if you are one of the elite sellers who have made millions on Amazon, then you know keywords are everything! “Everything” is a pretty bold statement, and of course having a great product, an appealing price point, and a significant review quantity are all crucial to success, but all of those would amount to nothing if prospective customers were unable to find your product in the search results. Your Amazon keyword rank tracker is imperative to success in your business.


In this guide, we’ll talk about how you can use Viral Launch’s powerful new keyword tracker and manager to simplify Amazon keyword tracking and stay on top of all of your most crucial metrics in real-time to maximize your Amazon sales. There are six key ways in which our tracker is unlike any others, so that your Amazon sales can be unlike any others.

  1. Sponsored Ads Placement Tracking
  2. Rank Notifications
  3. Hour-by-Hour Amazon Keyword Tracking
  4. Digital Shelf Mapping
  5. Ranking to Sales Correlation
  6. Instant Historical Keyword Tracking

The Viral Launch Amazon Keyword Tracker is a feature within our Keyword Manager tool only available through our Pro package.

Sponsored Ads Placement Tracking

One of the biggest mistakes sellers make when running Amazon Sponsored Product ads is not paying attention to how rank position impacts every single thing. Your ad’s position has an impact on your click through rate, conversion rate, impressions, clicks, cost per click, and ultimately your ACoS (profitability).

To put it simply, ad position significantly impacts the amount of sales you can drive with Sponsored Products and how profitable those ads are.

Uhh….so then why is no one paying attention to ad position?! Let’s just say, we think there is a lot of opportunity for increased sophistication of other Amazon tools. And that is why we are so excited to bring this tracking to you inside Keyword Manager!

For each keyword you decide to track, we will automatically begin showing you where your sponsored ad is positioned, both currently and historically. If your product is not showing at all within sponsored ads, we will show a “-”.

Access to this level of insight for thousands of keywords is extremely powerful for your business! Data is critical to being able to make smart decisions, and we want to make sure you have more access to data around your keywords than you can get anywhere else in the world.


Rank Notifications

Keeping track of where your product is showing up in the search results at just a glance is extremely helpful. But, rankings can change at the drop of a hat. Occasionally, a keyword will fluctuate a position or two throughout the day, but sometimes it can fall dramatically and have a major impact on your revenue. The same is true for your product’s placement within Sponsored Ads, where exact position can be even more volatile.

The whole point of an Amazon keyword tracker is to automate the process of keeping track of where your product is showing in the organic and paid results. But in order to make sure you are going to hit your sales goals for the day, you find yourself logging in multiple times throughout the day to make sure you haven’t dropped in the rankings.

To give you peace of mind and to automate checking your ranking results constantly throughout the day, we’ve built a notification system that automatically tells you when your product’s rank changes in the organic and/or sponsored ad results. Now you can rest assured knowing that your product is maintaining its rank position without even logging in! If there is a change in keyword ranking or ad position, you will receive an email from us letting you know it’s time to take action.

We’ve built our notification system to be extremely flexible, allowing you to fine tune your notification triggers based on:

  • Organic and/or Sponsored Ads
  • Drop or increase in position
  • Number of spots moved (example: drop in at least 3 positions

Hour-by-Hour Amazon Keyword Tracking

Imagine one of your best products is ranking in the top 5 for some of your biggest keywords, and the sales are just pouring in. You check your ranking first thing in the morning to make sure none of your competitors have propelled past you overnight. But then, just hours later, a couple competitors jump ahead of you in the search results, pushing your product out of the top 5. Ouch.

This is critical, and the sooner you know, the sooner you can boost your ranking and take those sales back. If you are only checking your rankings once per day, it’ll be almost an entire day before you notice that you’ve dropped in ranking, meaning a day of lower sales. Keyword Manager allows you to track your most important keywords hourly. Paired with notifications, this allows you to rest easy throughout the day knowing that if there are any significant changes in your keyword ranking for your most important keywords, you’ll know right away.

Being able to track sponsored ad rank position hourly is a game changer when you are focused on maximizing PPC sales. Imagine getting notified within just an hour of a competitor out-bidding you for top ad positions for some of your largest revenue-driving keywords. The beauty of being alerted in near-real-time is that you can take immediate action to control placement and profitability.

Hourly tracking paired with notifications will be your biggest sigh of relief, giving you the confidence that your revenue streams are being monitored constantly. I hope it also gives you plenty of time back in your day so you don’t feel the need to check your keyword ranking constantly. Focus on the big picture for your Amazon business, while we do the tedious monitoring.

*Important to note, that hourly tracking only checks the rankings for the first two pages for each keyword as anything important that happens that quickly, will happen in the first two pages!

Digital Shelf Mapping

In retail, brands pay for specific shelf placement. The better the shelf position, the more shopper’s eyeballs on your product, and the more likely customers are to purchase. But the better the positioning, the more that shelf placement is going to cost. The same is true for sponsored ads.

Where your sponsored ad shows in the search results is critical. For some searches, having the third ad position means your product is showing above the fold on desktop, meaning your product has a better chance of driving more traffic.

For other searches, having the third ad position means you are buried in the middle of the search results, and that results in less eyeballs and lower sales potential.


Knowing exactly where and how your product is being presented to customers is critical to building out your best PPC campaigns. With our Digital Shelf Mapping icons inside Keyword Manager, you can see exactly which of Amazon’s digital shelves your product is on and in which position for each keyword.

In this example, the sponsored ad is currently being shown on Amazon’s first page (denoted by the top icon with the number one), the second row of sponsored results (denoted by the blue middle horizontal bar), and in the first ad position on that row (denoted by the first of three boxes being filled in as blue)

Make sure when managing your sponsored ad campaigns, you know exactly which shelf you are paying for, because as in retail, which digital shelf your product is being displayed on has an impact on your product’s performance!

Ranking to Sales Correlation

At the end of the day, we care about keyword ranking because ranking well in the search results for a specific keyword, should help to improve our bottom line. We wanted to make it incredibly easy for you to identify correlations in sales improvements with increases in keyword ranking (and hopefully never in your case, declines in ranking and drops and sales).

As a quick option to monitoring changes in sales within the context of changes in keyword rankings, we’ve given you the ability to overlay your product’s historical and real-time BSR with your keyword ranking. This will allow you to see just how big of an impact a change in rank has had with a change in your product’s sales!

Organic keyword ranking for this term has trended down, as has the product’s Best Seller Rank (sales)

Instant Historical Keyword Tracking

Automating how you monitor keyword ranking for thousands of keywords across your catalog is an absolute must in today’s hyper-competitive Amazon landscape. Not tracking your organic keyword rank is like not cashing in a lucrative check. If you are still manually doing your Amazon keyword tracking  in an incognito window of Google Chrome, it’s time to reassess your priorities and your ability to scale!

If you already use a keyword tool, it can be hard to switch to a new one with more data and features. One of the worst parts of moving to a new keyword tool is that you usually have to start over completely. You have no historical data, so it takes a while to build up its value. And if there is any significant rank change, you have no idea by how much they have increased or decreased. We understand this pain completely, and we wanted to make sure it was not an issue with our Keyword Manager.

Here at Viral Launch, we view ourselves as a data company. We track everything! So, there is an extremely high chance that we’ve already been tracking your product for your main keywords, and we give you access to that data right off the bat. That means when you begin tracking your products, we’ll show you all the historical rank trend data we have for that product even though you’ve never used our keyword manager before! It’s extremely refreshing to log in and see all that historical data immediately upon entering a keyword into our Amazon keyword tracker.

Conclusion

At Viral Launch, it is our mission to provide you with the software you need to become increasingly successful on Amazon. With access to the world’s most powerful Amazon keyword tracker and digital shelf mapping tool, you’re more prepared than ever to save time and increase revenue. It’s important to mention that, as with any tool, it is only as great you use it. It’s up to you to take action, and there’s no better time like the present! I want to encourage you to go and take action now!

And additionally, while all of the data and automation provided in our Keyword Manager is incredible, knowing how to use and appropriate that data is crucial! Feel free to chat with a member of our customer success team or check out our other available resources to learn more.

Try Keyword Manager for Free

Comment with questions down below! Have you used our tool for Amazon keyword tracking? Any additional feature requests? What do you think of the concept of “digital shelf mapping”?

Amazon Terms of Service: A Quick Recap

When you signed up to be an Amazon Seller, you agreed to a long list of seller policies and terms of use. Over time, the Amazon Terms of Service can become a distant memory and as Q4 ramps up, you may be looking for tactics to push your sales. In the flurry of the holiday season, it is easy to make a rash decision that might fall on the wrong side of the rules, risking future sales or your entire Amazon business.

 

 

Luckily, we are here to give you a quick refresher on the important policies and regulations to help keep your account safe. We have compiled an overview of Amazon Terms of Service, including code of conduct, selling policies and prohibited actions to jog your memory and help you avoid any questionable tactics.

Let’s get started!

Seller Code of Conduct

Amazon strives to provide a safe and trustworthy online marketplace for millions of customers across the globe. They require sellers to adhere by a strict code of conduct to ensure shoppers trust their purchases and continue to return to the site. This code of conduct also protects you as a seller in that it keeps your competitors from using unfair tactics to outsell you and other rule-following sellers.

If Amazon discovers that you have violated their Code of Conduct, they typically take quick action. This can include suspending your seller privileges and/or removing you from the entire Amazon Marketplace.

Amazon Selling Policies

In order to protect consumers, Amazon has rules and requirements on what types of products can be sold on their site. Be sure you are not planning to sell any questionable items on the marketplace. Amazon does not allow you to list products that:

Prohibited Seller Actions

Amazon prohibits certain actions by sellers in order to protect both sellers themselves and shoppers. The site does its best to keep the playing field level for all sellers, so any action that gives you an unfair advantage over your competitors is not permitted. Chances are if you are worried whether a tactic you are considering using may be against the rules, it probably is. Here is a quick recap of some prohibited actions:

1. Diverting traffic from Amazon

Sellers are not permitted to use any sort of language or web links that push traffic away from the Amazon website. This includes any advertisements, special offers or calls to action that encourage shoppers to leave the site.

2. Unauthorized business names

All business names must accurately identify the seller, must not mislead shoppers and must be a name that the seller is permitted to use (i.e. it cannot be a brand or trademarked name that you do not have appropriate permission to use). Business names cannot contain an email suffix (i.e. .com, .biz, .net, etc.).

3. Inappropriate email communications

Sellers are not allowed to send any unsolicited emails to customers other than those needed for order fulfillment or customer service. Marketing emails to customers are not permitted.

4. Improper use of customer phone numbers

Customer phone numbers are provided to sellers who fulfill their own orders so they are able to comply with carrier label requirements. These phone numbers must be handled in accordance with Amazon’s customer personal information policy, which can be found in the Seller Agreement.

5. Multiple seller accounts

Sellers are not permitted to operate and maintain multiple seller accounts. If you have a legitimate business need for multiple accounts, you can apply for an exception by visiting the Contact Us section of your seller account. Click on Selling on Amazon, then select Your Account, then Other Account Issues. You must provide an explanation of your need for multiple accounts in your submission.

6. Misuse of the Amazon seller service

Sellers that upload excessive amounts of data repeatedly or use the service in an excessive or unreasonable way may face restricted or blocked access to product feeds or any other function they are misusing. Amazon decides what constitutes this misuse at their own discretion.

7. Misuse of ratings, feedbacks or reviews

Sellers are strictly prohibited from engaging in any action that may manipulate ratings, feedback, or reviews. This includes offering incentives to customers for their reviews or ratings, posting feedback to your own account, etc. You are allowed to ask for reviews in a neutral manner, but you are not allowed to ask for positive reviews. Sellers must also comply with Amazon’s Community Guidelines when dealing with customer reviews.

8. Misuse of sales rank

Sellers are prohibited from engaging in actions that manipulate sales rank. This includes soliciting or knowingly accepting fake orders, placing orders for your own products or providing compensation to shoppers for buying your products. Sellers are also not allowed to make claims about their sales rank in their product information.

9. Misuse of search and browse

Any attempt to manipulate the Search and Browse experience of shoppers is prohibited. This includes artificially stimulating customer traffic through internet bots, etc., providing misleading catalog information about your product, or adding product identifiers to hidden keyword attributes. Follow Amazon’s guide to properly optimize listings in order to write your listing in compliance with Amazon’s rules.

10. Misuse of product customization

Those products that are listed as being customizable must be able to deliver on this claim. Any attempt to manipulate custom functionality in a manner which bypasses existing Amazon policies or misrepresents customized products is prohibited.

Know the Rules, Follow the Rules

Amazon does not take violations of their terms of service lightly. At best, you may get flagged and temporarily suspended. At worst, you could be banned completely by the online retailer, stopping your cash flow and dashing all hopes of future sales.

Though it may be tempting at times to try questionable tactics to boost sales, it is not worth the risk. You may see some of your competitors breaking the rules to get ahead, and while they may not get caught immediately, Amazon almost always catches up to sellers who are abusing their terms of service.

We at Viral Launch are here to provide TOS compliant solutions to help your listing pick up speed and generate sales. From professional photography to optimized listings, we have a team of experts ready to get to work for you. Get in touch with us today to learn more about how we can help you!

How To Sell Books on Amazon

A Beginners Guide (Part 1)

We’ve all been there. You look around and notice you have somehow collected enough books to open a mini library. There’s old textbooks you’ll never use, books that were given to you as gifts, and the stack of books you keep saying “one day” to.

No? Just us? That’s fine.

The point is, sometimes you find yourself with a stash of books, and you don’t know what to do with them. You could donate them, but sometimes those books cost a small fortune. And you don’t want to lose out on all that cash you spent on that geology textbook you didn’t even use (Sorry, college professors). So, what do you do with them?

 

Solution: Sell Used Books on Amazon

 

If you’re looking to get into the Amazon selling game, selling your new or used books is a great place to start. There’s no risk of spending a small fortune sourcing a product that may or may not sell and no need to worry about manufacturing or importing costs.

And if you’re already in the Amazon selling game, adding books to your inventory is a no-brainer if you’re looking to make a few extra bucks here and there.

 

How to Sell Used Books on Amazon – Getting Started

First things first, you’ll need a stash of books to sell, and you’ll need an Amazon seller account to access your dashboard, Seller Central. Amazon offers two types for you to choose from: Individual Seller or Professional Seller

 

Individual Seller: $0.99 per sale closing fee, NO monthly subscription

Professional Seller: $39.99 monthly subscription fee, NO per sale closing fee

 

If you’re unsure which option is right for you, consider how many books you are wanting to sell per month. Amazon allows a maximum of 40 items per month on an Individual seller account. If you are planning on selling more than 40 books, or you are planning on selling books in addition to other products totaling more than 40, you will want to opt for a Professional seller account.

 

Listing Information – What You Need to Know

Once your Seller Account is all set up and ready to go, gather the appropriate information about your books. This allows you to have all your information readily available when it comes time to actually list them on Amazon.

Whether you just make sure you know where the information is located in each book or you write it down so it’s all in one place, here is the information to gather:

  • Title
  • Author(s)
  • ISBN
  • Publisher information
  • Book condition

 

What’s an ISBN and where can I find it?

ISBN is an International Standard Book Number. They always consist of 13 digits and are assigned to each edition and variation of a book. It can be found on the book’s barcode.

How do I know what the book condition is?

When selling pre-owned books on Amazon, you are required to list the book’s condition. This is applicable to hardcover and paperback books.

Your books can be one of six types of conditions:

  • New
  • Used – Like New
  • Used – Very Good
  • Used – Good
  • Used – Acceptable
  • Used – Unacceptable

Books categorized as Unacceptable are not sold on Amazon. This includes books that are sale of advance reading copies, including uncorrected proofs, of in-print or not-yet-published books.

 

Listing Books to Sell on Amazon

Once you have all the information, you’re ready to list your books for sale. When it comes to actually listing books, Amazon is by far the easiest platform to use. Creating a listing for your book can take as little as one minute.

When starting a listing, there are three different options for you to choose from:

  • “Sell Your Stuff” and enter the Title or ISBN number
  • Search for the book as if you were wanting to buy it and click “Start Selling”
  • List a New Title if no results come up for the ISBN you’re wanting to sell

 

Sell My Stuff

Go into your Seller Central and find the “Sell Your Stuff” tab. Type in the title or the ISBN number and search. Make sure your category is set to “Books.”

Click “Start Selling” and begin your listing.

Start Selling

Go to the Amazon homepage and use the search bar to find the book you are looking to sell. Once you find it, go to the listing detail page.

Click “Sell on Amazon” on the right side of the screen to begin your listing.

New Title

On the rare occasion the above two options don’t work, Amazon will provide you with the option to create a brand new listing.

This will happen when you search for an ISBN and no results come up, meaning there is no existing listing for that book. Amazon will then direct you to begin a new listing.

For a new listing, you will need to provide the following:

  • Title
  • Author
  • ISBN
  • Publisher information

 

Setting the Price – What’s the best price to sell my books for on Amazon?

When listing your book, Amazon shows you how many other offers for the same book are being sold and what price range the books are selling within.

This is super convenient and helpful, as it will allow you to determine your price point. If you’re a new seller listing a single copy of a book, you should list it as the lowest price in the price range. This will boost the chances of a quick sale.

For some books, it might make more sense to list in the higher price range. This could be for current edition textbooks, first edition novels, or special edition books.

 

Shipping and Costs

Once you input all the required information and click “Save,” your listing will go live on Amazon and will be ready for potential buyers to search for.

You will need to decide on your shipping method: FBM vs FBA.

 

FBM – Fulfilled by Merchant

If you’re only selling a handful of books, this might be the option for you. Because you already have the books, you just keep them in your house until someone buys them. No additional storage fees! Once a book is sold, you are responsible for boxing it up, labeling, and shipping it out. Shipping costs can be calculated into your initial price point.

FBA – Fulfilled by Amazon
If you’re selling more than 40 books, multiple copies of a book, or you don’t want to have to worry about shipping, FBA is a great option. For extra fees, you ship your inventory to an Amazon Fulfillment Center and they take care of the rest when an order is placed.

 

Make sure you fully research the pros and cons of FBA and FBM before deciding. Deciding on a fulfillment method is important as additional steps and fees may apply.

 

The Pay Out

Getting paid is arguably the best part about selling on Amazon. If you already set up your seller account and have everything approved, you probably remember Amazon requesting your bank information.

Amazon will directly deposit payments into your account every two weeks. Each deposit can take up to 5 business days and Amazon will send you a notification when the payment is sent.

 

Other Ways to Sell Books

If you’re looking to sell books that aren’t pre-owned or used, there are definitely options. Amazon offers 5 book selling portals for you to sell from if you wish. These portals are for selling e-books, audio books, and even self-published books. But that’s a blog for another day!

 

If you’re interested in learning more about how to become an Amazon Seller, subscribe to the Viral Launch blog, YouTube channel, and our podcast: Follow the Data: Your Journey to Amazon FBA Success.

 

While Amazon is now the second largest ecommerce platform in terms of sales, it actually got its humble beginning as an online bookstore in 1994. It all began inside of Jeff Bezos’ rented garage in Bellevue, Washington!

Jeff Bezos chose books due to the high demand of literature worldwide and their low price point. This still stands true today so selling used books on Amazon is a smart move to make some extra pocket change and relieve your overcrowded bookshelves.

The Ultimate Amazon Q4 Strategy for Third Party Sellers

It’s the most wonderful time of the year! Almost 50% of online holiday shoppers bought from Amazon in 2017, and we’re expecting to see that number increase in 2018. So, to help sellers ensure they have a lucrative Q4 this year, we’re going to walk through how to best prepare for Amazon Q4 traffic, what dates you need to remember, and how to get in front of as many buyers as possible to drive your sales through the roof.

Are you ready?

Let’s dive in.

Crucial Q4 Dates

One of the most common mistakes sellers make during Q4 is missing or forgetting important dates. Amazon events tend to happen on similar dates, so you can safely assume that the timeframe for these events will be nearly the same in 2018 as in 2017. Also, be aware that Amazon just enacted a new shipping policy in late August that will cause shipments with irregularities in quantity or delivery address to be delayed. Keep that in mind as we go over important dates during Q4.

Reduced Fulfillment Fee – Runs October through December

Last year, reduced fulfillment fees started on October 1 and continued through November and December. If FBA sellers reduce their storage space during these months, they could drastically reduce their total amount of FBA fees.

Increased Inventory Storage Fee – Runs October through December

During this timeframe, Amazon increases storage fees by 200-300% for standard and oversized items. This can really affect your profit margin, even with holiday sales, so make sure that you have room in your budget for higher fees.

Cutoff for New FBA Seller Accounts and Shipments – After Mid-October (Possibly)

Last year, new sellers weren’t allowed to sign up for FBA or send FBA shipments in after mid-October. This has been account based rather than ASIN based, so in the past sellers have sold retail arbitrage using FBA to get around the cutoff. But as long as you create a shipping order before the cutoff, you should be okay.

Cutoff for Black Friday / Cyber Monday Inventory – November 5

Last year Amazon also instituted a deadline for sending inventory for Black Friday and Cyber Monday. Black Friday (November 23) marks the official start of the holiday shopping season, and Cyber Monday (November 26) is a huge day for online retailers, especially Amazon sellers. Make sure you have enough inventory in your Amazon warehouse to cover your Black Friday and Cyber Monday orders by November 5, or mid- to late October, just to be safe.

Cutoff for Inventory to be Delivered by Christmas – December 1 (Probably)

The craziness doesn’t stop after Cyber Monday! All of your inventory that you plan to deliver by December 25 must be in the warehouse by early December.

Don’t forget these dates. FBA sellers have to be on top of their game from now until Christmas in order to capitalize off of massive Q4 revenue opportunities.

Planning A Launch

Your next challenge is to determine the best timeline for getting your inventory into the warehouse and for starting a launch so you can get onto Page 1 at just the right time.

First, look at market data from previous years to determine when sales have historically started to increase (not sure where to find data for your product? Our Market Research Chrome extension can help with that). You can expect that sales will follow the same pattern for 2018. Make sure your inventory is in stock before the sales spike.

Looking at past data for travel sets, you can clearly see when sales begin to spike during Q4. If you are selling travel sets, you can use this data to estimate when you need to get inventory in, and to determine the best time to start a launch.

Then plan to start a product launch at least a week before the sales spike. A launch typically takes 7-10 days and will help increase sales and drive ranking so you can ride the wave of Q4 sales all the way through the holidays.

Timing is crucial. If you launch too early, you’ll have to maintain your ranking all throughout the holiday season. Launch too late, you’ll have to give away too much inventory and run out before the sales wave ends – or even worse, you’ll miss the wave completely. If you are unsure about when exactly you need to start your launch, our coaches can help you research past trends to determine the best launch strategy for your product market.

Preparing Your Listing

Before you launch your product, you need to make sure that your listing copy and photography are both fully optimized and follow Amazon style guidelines. A well-written listing and high-quality photo set work together with product launches to increase organic sales and drive ranking for a successful final quarter.

Listing

Make sure that you’re using high volume and high opportunity keywords in your product listing. You have to plug in the best Amazon keywords in the best order in a way that reads well and follows Amazon style guidelines. Piece of cake, right?

Ranking is largely determined by your title, followed by your bullet points and backend search term keywords. Our Keyword Research and Listing Builder tools allow you to discover which keywords have the highest search volume in your market, which high opportunity keywords you might be missing out on, and how many potential searches your current listing could rank for.

Your listing also needs to be written well enough that buyers are convinced your product is worth buying, but without using restricted phrases or claims that could get you flagged by Amazon. If you don’t have the time or skillset to create an optimized listing, our team of copywriting professionals can do it for you.

Photography

Product photography is crucial for converting clicks into purchases. Because they can’t see the product for themselves before buying, online shoppers heavily rely on photos for information. To convince shoppers to add your product to their cart, your photos need to look professional, display important details of your product, follow Amazon guidelines (or risk being flagged), and establish an emotional connection with buyers.

If you’re a new seller or have little to no photography experience, hiring a professional photographer might be the best choice for you. Your photo set has to convince buyers that your product is better than your competitor’s product, but it’s only one of the many moving parts of a successful Q4 strategy.

Crafting Your Amazon Q4 Strategy

A successful Amazon Q4 strategy depends on planning, preparedness, and deliberate action. Now is the time to do your research and start prepping your listing and inventory for the busy holiday season. For more tips and tricks, be sure to check out our recent video on Q4 sales strategy.

At Viral Launch, we want to provide you with all the information you need to become successful on Amazon. For more Amazon selling strategies during every quarter, we encourage you to subscribe to our blog, check out our Youtube channel, and listen to our Follow the Data podcast.

And best of luck!

Amazon Advertising: Tools for Increasing Product Visibility

As an Amazon seller, your main goal is to get your product in front of as many buyers as possible. But with competition high, where do you even start? Thankfully, there are several Amazon advertising tools designed to help sellers promote their products.

From sponsored ads and video ads to storefronts and more, sellers have plenty of options for how to advertise their Amazon products and brands. In this guide, we’ll cover what each of these advertising options are and how you can use them for your business. But first, let’s discuss a big change Amazon recently made to its advertising platform.

What’s in a Name? Amazon Advertising Rebrand

Come with me on a journey through time and space to August 2018. It was a different, more confusing time in the Amazon ecosystem. Back then, Amazon sellers looking to advertise their products had to wade through three different marketing channels and decide which one was best for their business. Amazon offered AMG (Amazon Media Group), AMS (Amazon Marketing Services) and AAP (Amazon Advertising Platform) as their three marketing pillars.

However, the disjointed nature of having multiple advertising platforms was seen as unnecessarily confusing to a lot of sellers. Many people found it hard to decipher where you needed to go to run the types of ads you wanted with so many different acronyms and platforms.

In September 2018, Amazon began phasing out the three-headed monster of AMG, AMS and AAP, opting rather to combine them all into one advertising platform. Now anything that has to do with advertising on Amazon falls under the umbrella of Amazon Advertising.

Head over to Amazon Advertising if you’re looking for any of these services or features:

To make sure you understand all the options at your fingertips, let’s dive into each one.

Sponsored Product Ads

In short, Sponsored Ads are pay-per-click advertisements that allow brands to promote their products with keyword-targeted ads. As you’ve shopped on Amazon before, you’ve likely seen these ads. These appear with a small “Sponsored” tag after you’ve typed in a related keyword. Sponsored Product ads can show up at the top or within search results and on product detail pages. They will also appear on mobile and tablet browsers, as well as apps. As an example, when searching “garlic press,” I was given these Sponsored Ads:

How Much do Sponsored Product Ads Cost?

As previously mentioned, these types of ads use a cost-per-click, auction-based pricing model. This means you are bidding against other sellers to get that spot within search results. You set the maximum amount you are willing to pay when a shopper clicks on your ad. The more competitive your bid is, the better chance it has to be displayed.

As you can see in the image below, this is what the Sponsored Ads user interface looks like. In the first column, you can enter your bid for the ad. To help sellers choose the right bid, Amazon will provide you with a suggested price range. As you’re getting started, bid within or just slightly over the suggested amount. You can always adjust from there if you are not getting desired results from your campaign.

Once you’ve got campaigns ready to go, you can also set your budget: the maximum daily amount you’re willing to spend over a calendar month.

 

Ready to Start Building Your First Campaign?

Check out this webinar from Amazon:

Now that you have a basic understanding of what Sponsored Products are, let’s move onto the next advertising option.

Sponsored Brands

Formerly known as Headline Search Ads, Sponsored Brands are keyword-targeted ads that allow brands to have a custom headline and logo within their ad. Brands use these advertisements to drive shoppers to a custom landing page or their Amazon Store. These ads show up on the left side of search results and at the top and bottom of the page. They can also appear on both desktop and mobile browsers, as well as the Amazon app.

 

Who is Eligible for Sponsored Brands?

Only third party products that are enrolled in Brand Registry are eligible to utilize Sponsored Brands. The products must also be new and fall into one of the categories below.

Note: Adult products, used products, and refurbished products are not eligible for the Sponsored Brands program.

How Much Do Sponsored Brands Cost?

Similar to Sponsored Product Ads, Sponsored Brands use a cost-per-click, auction-based pricing model. You set the maximum amount you’re willing to pay when a shopper clicks your ad. The more competitive your bid is, the more likely it is that your ad will be displayed.

While there are a lot of similarities with Sponsored Product Ads, the daily budget works a little bit different for Sponsored Brands. You set the maximum daily amount you’re willing to spend on ads, but it does not roll over to the next day. This is unlike Sponsored Product Ads, which uses an average for the month.

Display Ads

Like sponsored ads, Display Ads also use a pay-per-click model. However, there are some differences. While sponsored ads are keyword targeted, Display Ads allow you to target your ad based on shopper interest or a specific product. Display Ads can appear in a number of places for both desktop and mobile users, including:

  • Detail pages
  • Below search results
  • Customer review pages
  • Top of the offer listing page

This image shows a Display Ad appearing directly under the checkout options on the right side of the page.

In addition to the areas listed above, these ads may also appear in Amazon merchandising emails.

Want some more information about Display Ads?

Check out this video from Amazon:

 

Video Ads

Video Ads are a great way for advertisers to really tell their brand story and engage customers in a unique way. These ads show up in brand-safe environments via trusted channels like Amazon, IMDb or on exclusive Amazon devices like Fire TV or Fire tablet, as well as across many third-party sites and apps. As you can see below, videos are showing up on the bottom of a webpage as well as on a smartphone.

One major point to remember about video ads is they require a budget of $35,000 or more in the United States. These are typically going to be utilized by sellers or brands that have bigger advertising budgets.

Stores

Stores allow sellers to create their own website within Amazon with its own branded URL. This is a great way to showcase your brand story and product portfolio in a curated customer destination while providing a place to drive advertisements to. They don’t require any coding skills to set up and, as you can see below, provide a multi-page shopping experience.

Amazon DSP

Known formerly as Amazon Advertising Platform (AAP), Amazon DSP is a demand-side platform. This allows sellers to programmatically reach audiences on Amazon sites as well as through publishing partners and third-party exchanges. Unlike other advertising options where the main goal is to have a direct impact on sales, the main goal of DSP campaigns are to build brand and product awareness. This is more for companies that understand the nature of brand advertising and are already running display ads on other platforms.

Measurement

The Measurement tools of Amazon Advertising allow sellers to see how their campaigns are performing. Here are some of the most important terms to understand:

  • Impression: An impression is generated every time your ad is displayed.
  • Click: A click is generated when a user clicks or taps your ad.
  • Click-through rate: Click-through rate is the number of clicks your ad generates divided by the number of times your ad is displayed (impressions).
  • Detail page view: A detail page view, or DPV, occurs when a customer visits one of your brand’s product detail pages after clicking your ad.
  • Total sales: Sum of sales attributed to your campaign. A sale is attributed to your campaign each time a customer clicks your ad and purchases your products within 14 days. It takes 3 days after your first click for this data to begin showing in your report.
  • ACOS: The average advertising cost of sales (ACOS) is the amount you’ve spent on a campaign divided by the total sales attributed to your ad.

In this section of Amazon Advertising, sellers are able to run many different reports to check how their campaigns are performing.

Advertising on Amazon: Find What Works for You

While standing out on Amazon can be difficult, these days sellers have plenty of tools to advertise their products. However, running Sponsored or Display Ads or utilizing any of the other marketing strategies won’t automatically ensure success.

A lot of the Amazon game (advertising included), comes down to good old fashioned research along with trial and error.

If you’re going to jump into running Sponsored Ad campaigns for your product, you need to be fully aware of what you’re willing to spend on your advertising campaign as a whole so you can properly set bids and your budget. It also might behoove you to start with a wider net of keywords, let the campaign run, and then pick out a few of the keywords that perform the best.

The point here is, you need to figure out what strategy and advertising options work for you and your goals. If something isn’t working, take note and adjust accordingly before moving forward.

Here at Viral Launch, we want to provide you with all the information you need to become a successful Amazon seller. For more on Amazon selling strategies, we encourage you to subscribe to our blog, check out our Youtube channel, and listen to our Follow the Data podcast.

Selling FDA Regulated Products on Amazon: Tips, Tricks, and Warnings

The U.S. Food and Drug Administration (FDA) oversees the regulation of products, medicines, and foods that affect public health – and that includes products sold on Amazon. Even though a product may check all of the boxes – low competition, affordable manufacturing costs, high demand – the risks of running afoul of a federal agency may cancel out the rewards of selling FDA regulated products on Amazon.

As a general rule, anything that has not been cleared for over-the-counter use by the FDA or is considered dangerous by the FDA is barred from being sold on Amazon. But what about products that might or might not have FDA restrictions? Are derma rollers medical devices? Is hand soap a cosmetic? How can you be sure that your product fulfills both the legal requirements of the FDA and the selling policies of Amazon?

For private label sellers, understanding this information and integrating it into product research is crucial for avoiding disastrous financial consequences. Listen to our recent podcast for more details on selling in restricted and niche markets. 

Am I Selling FDA Regulated Products?

Generally speaking, the FDA is in charge of regulating foods, drugs and biologics, medical devices, electronic products that give off radiation, cosmetics, animal drugs, and tobacco products. Some of these products need FDA approval before being sold, and others do not. All of these FDA regulated products fall into Amazon restricted categories.

Categories that require the most regulation from the FDA – tobacco products, drugs, biologics, animal drugs and foods – are outright prohibited or require special permission to sell on Amazon. We will focus on products that do not need FDA approval and may be easier for private label sellers to market successfully.

Keep in mind that these products are restricted by Amazon and may have additional requirements other than those stated in this blog. Amazon takes restricted categories very seriously. If you list a restricted product without the proper FDA approval or complying to listing guidelines for that category, you could permanently lose your Amazon selling privileges.

Label Requirements

All Amazon products, even those that do not require FDA approval before being sold, must follow certain labelling guidelines:

  • Labels must not state that the products cure, mitigate, treat, or prevent a disease (this includes conditions like dandruff and acne) in humans unless that statement is approved by the FDA
  • Labels must not state that the product is “FDA Approved” if it is not FDA approved
  • Labels must not use the FDA logo

The FDA logo is for federal government use only. Displaying the logo on a product, a product’s label, or a listing detail page may violate federal law and will likely lead to the removal of the listing from Amazon as well as to possible legal consequences.

The FDA logo cannot be used to suggest the FDA endorses a product or service. We have seen Amazon remove many listings that do not follow guidelines.

Third party sellers must ensure that their manufacturer understands these Amazon labelling guidelines, especially since they often do not get a chance to see the finished product until it has already been manufactured. And though it may be tempting to use “FDA Approved” to advertise the safety and effectiveness of your product, misleading buyers can lead to negative reviews and returned orders, which in turn can cause your seller account to be suspended. It is always better to be open and honest about a product’s functionality and to rely on keyword optimization and advertising strategies, rather than false claims, to gather reviews and boost sales.

Medical Devices

All sellers are permitted to list medical devices that are authorized by the FDA for over-the-counter purchase that are not otherwise restricted and are appropriately described and labeled. All products that have not been cleared for over-the-counter use, are considered dangerous, or have been recalled by the FDA are barred from being sold on Amazon.

Medical devices that do not need approval and can be marketed by all sellers include:

  • Eyeglass frames
  • Tanning devices
  • Otoscopes
  • Ionized or ionic bracelets
  • Personal Sound Amplification Products (PSAPs)

For sellers in the Professional Health Care Program, the list of permitted products is more extensive and includes Class I, II, and Class III medical devices that have been cleared by the FDA, like tongue depressors, powered wheelchairs, and some pregnancy tests.

Some products ride a fine line between being considered a medical device or not. Derma rollers, for example, are commonly used to treat acne scars. But the FDA considers any device that treats a disease or condition, like acne, to be a medical device. In addition, features like the length of the needles and method of use could cause a derma roller to be classified as a medical device. To avoid breaking FDA regulations, both the seller and the manufacturer must be careful of how they make and describe the product.

Dietary Supplements

Dietary supplements do not require FDA approval before going on the market. The only exceptions are supplements that contain a new dietary ingredient, in which case the manufacturers are required to notify the FDA at least 75 days before selling.

Amazon requires that supplements be correctly described and labelled. Most importantly, supplements cannot make structure-function claims on their labeling or listing, unless the claim has been approved by the FDA. Structure-function phrases make claims that the product can affect the structure or function of the body. This includes phrases like “reduces pain” “anti-bacterial” and “fights Parkinson’s Disease.”

If the label includes structure-function claims, the manufacturer must submit a notification to the FDA and include a disclaimer on the label that states the product has not been reviewed by the FDA and is not intended to diagnose, cure, treat or prevent any disease. Any content on the listing that includes these claims must also have the disclaimer.

Cosmetics

The FDA does not approve perfumes, makeup, moisturizers, shampoos, hair dyes, hair relaxers, face and body cleansers, shaving preparations, or ingredients within those cosmetics. The only ingredient that has FDA oversight is color additives (an extensive list of additives can be found here). The FDA also monitors reports of adverse reactions to these products.

Some cosmetics may count as drugs, and would therefore require FDA approval. Products that intend to make people more attractive are generally classified as cosmetics, but if a product intends to affect the structure or function of the skin or body, it is classified as a drug or even a medical device. Soap has its own set of definitions and may be monitored by a separate regulatory committee.

For example, Face Cream A claims to make people more attractive by making wrinkles less noticeable: it would be classified as a cosmetic. Face Cream B claims to remove wrinkles or increase collagen: it would be classified as a drug or a medical device. Even if Face Cream B could not actually remove wrinkles or increase collagen, the claim alone is enough to cause the product to be reclassified and fall under FDA scrutiny (this is why avoiding structure-function claims in your product listing is so important!)

Amazon prohibits the sale of cosmetics that have been determined to present “an unreasonable risk of injury or illness” to users. If you are unsure as to whether your product falls under this category, a complete list of prohibited items can be found in Seller Central.

Medical Foods

Medical foods are used to manage a disease or health condition that requires special nutritional needs. This includes gluten-free foods, but does not include meal replacements, diet shakes, or products for the management of diabetes which can be managed by modifying a normal diet. Medical foods are intended to be used under the supervision of a technician. If your food product is gluten-free but is not intended for the management of Celiac disease, it cannot be marketed as such and does not fall under this category.

The FDA does not have to approve medical foods before they are marketed, but medical food manufacturers must comply with other requirements including good manufacturing practices (GMP). Medical foods do not have to include nutrition information on their labels, but the same substance-function claim restrictions apply.

Final Thoughts on Selling FDA Regulated Products

Because private label sellers do not manufacture their products themselves, it is more likely that they will be penalized for not complying with Amazon restricted category listing guidelines rather than for going against FDA violations. But the FDA can take regulatory action if safety issues arise with a product after it has been sold, which could be disastrous for a seller’s reputation. These requirements are as much for the seller’s safety as for buyers.

All of these regulations prove just how important product research is to becoming a successful seller on Amazon. Of course, the easiest way to stay out of trouble would be to choose an unrestricted product that does not need FDA approval in the first place. Luckily there are millions of profitable products just waiting to be discovered.

If you decide to move forward with selling FDA regulated products, do not hesitate to reach out to us for market research tools, listing optimization services, and more. At Viral Launch, we want to provide you with all the information you need to become successful on Amazon. For more on Amazon selling strategies, we encourage you to subscribe to our blog, check out our Youtube channel, and listen to our Follow the Data podcast.

Amazon Enhanced Brand Content: Your Complete EBC Guide

Amazon Enhanced Brand Content (EBC) is one of the most customizable tools in a private label seller’s marketing toolbox. With EBC, you can add your own creative touch to your product listing to build brand recognition with high quality photos, graphics and video.

Two of the largest challenges for private label Amazon sellers are differentiation and instilling buyer confidence.  First, your product must somehow stand out from the thousands of others in that market. Second, you must convince online shoppers that your product will fulfill their expectations, even though they won’t have the chance to see the product for themselves until after it arrives at their doorstep. Luckily for private label sellers, Enhanced Brand Content can help with both.

What is Enhanced Brand Content on Amazon?

Enhanced Brand Content is a simple way to visually enhance the product descriptions of specific ASINs in your catalogue. EBC is one of several marketing services available to private label sellers, though it is currently only available for sellers who are enrolled in Amazon Brand Registry. EBC is still in a “promotional period” and is free to use – though that may change in the future.

Enhanced Brand Content is your chance to share special details, additional information and instructions that do not fit in your main listing. EBC is especially useful for complex products, new or innovative products, and products in highly competitive markets.

Your EBC differentiates your brand from other brands in your market – generic and name-brand alike. Using consistent colors and fonts across your registered ASINs will increase brand recognition and provide a more coherent look across your catalogue. If you are competing in a crowded market, well-designed EBC could be the deciding factor between you and your competitors.

Consider the example below. Stackable steamer inserts is a fairly competitive market with not a lot of variation between products. Which stackable steamer insert do you think buyers will choose, if everything else is equal: one with a block of text, or one that visually informs the shopper through the use of infographics, cooking tips, and in-depth instructions for care? Any way that you can set your listing apart from competitors can help you claim more market share.

 

Though the copy is not indexed by Amazon, EBC indirectly helps your ranking by providing extra details that make shoppers feel more confident about purchasing, thereby driving sales, increasing conversions, and potentially decreasing the number of returns. To help your listing’s organic rank, remember to ensure complete optimization of your title and bullet points and add back-end keywords. EBC is indexed by Google, so do not forget to add alt text to images within your EBC modules to help rank higher in Google Search results.

How to Add Enhanced Brand Content to Your Amazon Listing

EBC can only be added to ASINs registered under your brand. In Seller Central, access Enhanced Brand Content under the Advertising menu and enter the SKU of the product you wish to enhance. If you choose a parent SKU, all variations will show the same EBC content.

Choose one of the 5 pre-made EBC templates or create a template of your own. Modules include text, images, images with text overlay, comparison charts, sidebars, highlights, and specifications.

You can use up to 7 modules per template, but you are not required to use them all. It is far more important to provide high quality relevant photos and informational content. If you decide not to use all 7, Amazon will automatically reformat the content to make up for the extra space.

Not every template will work with the type and amount of content you have. For example, if your product has detailed instructions, choose a text-based module. If you have several infographics you’d like to use, choose a template that favors large images. You can always preview how the content will look and make any necessary changes before submitting to Amazon.

Consider using an infographic instead of a text block to share information in a visually engaging way.

Photos or graphics must be equal to or smaller than the maximum size allowed per module. Text can be bold, italicized or underlined, and can include bullet points and numbered lists. Some content will cause Amazon to reject your submission, including but not limited to:

  • Contact information including addresses or numbers
  • Blurry or low quality images
  • Images with unreadable text
  • Warranties, guarantees, boastful comments or promotional claims (like “cheapest pepper grinder on Amazon” or “#1 best selling item”)
  • Use of copyright, trademark or registered symbols
  • Grammatical errors, punctuation errors, misspellings, strings of all-capitalized words
  • Any violations to Amazon’s Terms of Service or Selling Policies

Amazon will approve or deny your submission within 7 business days. If denied, Amazon will include suggestions on how to edit your content to remove violations. If approved, your EBC will go live on the product’s detail page. You can submit up to 20 templates for review at a time.

Adding Video to Enhanced Brand Content

As of summer 2018, brand registered sellers can also add video content to brand registered ASINs. Video content appears with the main images tiles at the top of the listing. Short videos are a great opportunity to assure buyers that your product looks and acts as you say it will, and to share information with buyers who will not take the time to scroll down for the rest of the EBC. You do not need EBC in order to add video, but the more information you can provide buyers, the better.

Add video the same way you would add EBC: choose an SKU under Enhanced Brand Content in Seller Central, and then click Upload Video. Amazon may reject your video submission if it goes against their content policy. Once your video is approved, it will appear in your product listing in a few hours.

Final Thoughts on Amazon Enhanced Brand Content

There is no single marketing strategy that guarantees overnight success, but combining Amazon Enhanced Brand Content with other proven marketing strategies can help you perform better in the long run.

Here at Viral Launch, we want to provide you with all the information you need to become a successful Amazon seller. For more on Amazon selling strategies, we encourage you to subscribe to our blog, check out our Youtube channel, and listen to our Follow the Data podcast.

Amazon Loans: A Good Choice for Your Ecommerce Business?

Most small business owners require loans in order to grow their business and succeed. But as the owner of a small ecommerce business, or any business for that matter, you may find it difficult to get the lending you need. About 80% of small business owners who apply for a bank loan get rejected. That’s an incredibly high number. And if you can’t get a loan from a bank, where do you get one? Some businesses find success using business credit cards, but even those require approval and usually come with hefty fees.

Amazon has answered this question for many sellers with the introduction of its Amazon Lending program in 2011. But is this option the best choice for your ecommerce business? We’ll give you all the details you need about the Amazon loans program so you can make the best decision for your business.

What is Amazon Lending?

You may be asking yourself what Amazon Lending even is. There currently isn’t much information readily available on Amazon.com because it’s an invitation only program. Not just anyone can apply for a loan through Amazon. Instead, the company identifies sellers they believe might be good candidates for the program and sends them an offer in their seller account.

These loans are meant to help sellers grow their business by giving them necessary funds for inventory replenishment. If you get an offer in your seller account, you still must go through an approval process, but it’s usually very quick.

How Do Amazon Loans Work?

As mentioned above, this is an invitation only program. The offer you receive will usually contain all of the following:

  • Loan amount (offers range from as low as $1,000 to as much as $750,000)
  • Interest rate
  • Repayment period
  • Total amount you’d be paying back.

There’s no massive amount of paperwork to fill out since Amazon already has your personal info and sales history. If you decide to accept the offer, your application is sent to Amazon for approval and you can be approved in as little as 24 hours. Once you’re approved, funds are then deposited as soon as the next day.

Amazon will then begin deducting fixed monthly payments from your account until the loan is paid back in full.

How Do I Qualify?

Though no one knows all the minute details of the qualification process for an Amazon loan, we do know that less emphasis is put on personal credit and is instead focused more on the performance of your business.

NerdWallet reports that Amazon’s loan agreement states they can pull a credit report. However, they also take into consideration your sales history and customer satisfaction rating. The application process is relatively simple with one seller reporting to NerdWallet that it only took a few clicks.

What are the Terms of an Amazon Loan?

Amazon doesn’t disclose the rates of their loans publicly, but some have reported that they are similar to or less than those of credit cards. The loans are meant to be short term and used to help you replenish inventory so the repayment period is capped at 12 months.

Payments are fixed and the same amount will be deducted out of your account every month regardless of how well or poorly your account is doing. So, if you have a bad month of sales, the payment will still be taken from your account. If you don’t have enough funds in your seller account to cover the payment, Amazon can deduct the remaining amount needed from your personal bank account.

These loans can be a great way to get the funding you need to continually replenish your inventory and continue to grow your business. If you repay the loan in the time period allotted, Amazon will typically offer you another loan to keep the growth moving.

Are Amazon Loans Right for Your Business?

Though these Amazon loans may seem like a great option, they may not be the perfect solution for your unique business needs. Before you jump in blindly, there are some things you need to consider before you sign any loan agreement:

  • Will you be using the loan funds for inventory? If the answer is yes, you’re all good. If not, then this isn’t the lending option for you. Amazon loans are meant to be used only for replenishing your stock. According to Fit Small Business, if you accept Amazon’s loan offer, but they do not see new inventory added to your account, they can report you for breaking the agreement and take legal action.
  • Are you prepared to pay the loan off quickly? These are short term loans that are meant to be paid off in 12 months or less. If you’re planning to take out a loan for a large sum, but aren’t prepared to make high monthly payments to repay it in that short time period, this isn’t a good option for you.
  • Know the risks if you default. Just like with any other loans, there are risks if you for some reason can’t make your payments and default. Amazon will automatically deduct the monthly payment from your seller account, but if there aren’t sufficient funds to make the payment, they can use your Amazon inventory as collateral. Fundera reports that Amazon may seize your inventory and hold it hostage until you pay them back. Or they may choose to sell the inventory themselves and keep the profits to pay off the loan. Even if you’re an FBM seller who fulfills their own orders, Amazon can choose to keep your profits until the loan is paid in full.

Grow Your Amazon Business!

In order to experience growth and turn a larger profit, most small business require some sort of loan or credit line. Amazon’s lending program can help you do just that, but there’s more you could be doing, too.

Make sure you’re picking the right product by doing thorough product research beforehand and identifying a market that will be easy to break into.You can also position your current products for even bigger success by investing in professional product photography or an optimized listing. The team at Viral Launch is here to help you grow your business, and our customer success coaches can provide expert advice about all things Amazon. Get in touch today to take your business to the next level!

Amazon Renewed: How To Make Money With Refurbished Items

There are many ways to make money on Amazon. Whether your goal is to simply make some extra cash or build an entire business from the ground up, Amazon provides incredible potential. You can choose to sporadically sell random household goods around your house or start a full-time private label company. And get this – you can even make money selling open box items on Amazon. Refurbished items are a great money maker as many shoppers are looking for deals and are willing to buy open box items to save money.

The Amazon Renewed program was launched in 2017 as one of Amazon’s newest selling categories designed to bring refurbished items to its millions of customers. This exclusive seller group requires an application process and only those sellers that meet the outlined criteria are allowed to participate. Sellers who are approved are then qualified to sell their used items as “Certified Refurbished.”

The criteria to sell on Amazon Renewed includes a combination of both quality and sales requirements. Becoming part of this group means less competition since members must be approved.

Source: amazon.com

What Types of Products Can You Sell with Amazon Renewed?

Amazon Renewed allows you the opportunity to sell refurbished products in many different categories across the ecommerce site. This means you can probably find a product that falls under your area of expertise. Refurbished items often refer to electronics, but they don’t have to be. You can sell Amazon refurbished products in all of the following categories:

  • Laptops and computers
  • Smartphones
  • Tablets
  • Cameras
  • Video game consoles
  • Headphones and audio
  • Televisions
  • Office equipment
  • Home and industrial tools
  • Watches
  • Home appliances
  • Kitchen appliances
  • Automotive parts
  • Outdoor and sports
  • Musical instruments

Requirements to Sign Up and Get Approved

Becoming certified to sell on Amazon Renewed is no walk in the park. You’re required to provide details of your experience selling “like-new” products, including sales data and more. Amazon will only approve you if you meet the following criteria outlined on their website:

  • You can supply invoices showing a minimum a total value of $50,000 in qualifying refurbished purchases in the previous 90 days from the date of the application. You may black-out the unit purchase amount on the invoices. Note that sellers intending to offer products related to Home, Home Improvement, Tools, Lawn & Garden, Outdoors, Kitchen, Sports, Toys, or Automotive, you may supply invoices showing a minimum total of $20,000 in qualifying refurbished purchases in the previous 90 days.
  • If you are an existing seller on Amazon, we require an ODR of 0.8% or less, with a minimum 700 orders in the trailing 90 days.
  • If you want permission to list factory refurbished items (with no manufacturer warranty) you need to submit a minimum of 8 images of a sample unit for product and packaging review (box in which the product will ship, inside packaging and padding, product from top and bottom, product from all four sides).
  • Your company provides a minimum 90-day warranty on all of your Certified Refurbished products
  • For approval to list on Apple and Samsung brands in Consumer Electronics categories (Excluding Wireless), we require invoices dated from trailing 90 days that total $100K in Apple/Samsung products (non-Wireless). For approval to list on Apple and Samsung brands in Wireless category, we require invoices dated from trailing 90 days that total $2.5 million in Apple/Samsung wireless products. Invoices have to be directly from a national Wireless carrier or retailer with over $5 billion in annual sales (Example: Verizon, AT&T or Target) or the manufacturer (Apple or Samsung). We also accept Wireless invoices from Assurant, Brightstar, PCS Wireless, and Vertex.

These requirements can be hard to meet, especially if you’re just starting out. Sellers who don’t meet this criteria are still able to sell their products on standard product ASINs in “used” condition. Selling products this way will give you the time to build up your business and eventually meet the demands of Amazon’s Renewed program.

Finding Refurbished Items to Sell

If you’re completely new to selling used items on Amazon and are wondering where to start, the first step is to do some research. Find products that are in demand by using a market research tool. Our favorite is Market Intelligence from Viral Launch.

This tool pulls data from all the top sellers on Amazon for a specific market. You can then use this data to help you identify markets with high demand, but low competition, as these are the best markets to be in. Look for products that are getting a lot of search volume. A low average review count also indicates that you could easily compete in this market as products with a high number of reviews often get the most sales.

Once you identify a good product market, you have to source refurbished items to sell. Maybe you already have a connection to a manufacturer, but if not, one place to look is Alibaba. Just like finding new products on this online marketplace, you can also search for refurbished items to source. Alibaba can help you connect with manufacturers who offer open box items that you can then source and sell on Amazon.

Source: Alibaba.com

You can also purchase refurbished items in bulk from various online liquidation companies. These companies work directly with retail stores to liquidate surplus inventory, which you can then purchase in bulk, often below wholesale prices, and sell for a profit. Many of these liquidation sites use an auction system with the products going to the highest bidder.

Source: DirectLiquidation.com

Advantages of Selling on Amazon Renewed

Selling any product on Amazon comes with a long list of advantages. First of all, this huge marketplace gives you access to millions of already loyal customers. Amazon has built a global platform that has the potential to bring high visibility of your product across the world.

You can also utilize their other capabilities, such as their fulfillment process, so you don’t have to package and ship items yourself. By selling in the Amazon Renewed program, you get access to customers and also face less competition since only select members are allowed to sell in this category.

How to Drive Sales for Your Amazon Refurbished Products

Even though you face less competition as an Amazon Renewed seller, you still need to take steps to ensure your product will sell well. First of all, you’ll need to set the right price for your item. Shoppers don’t want to pay a high price for open box items, so it’s best to shoot for a price that gives the customer a significant discount, but still allows you to make a profit.

Next, if you have control of your listing’s content, you’ll want to be sure your listing is optimized to get your product seen and to convert sales. You can use a keyword research tool to help you identify the highest volume keywords for your product market and ensure they’re placed in your listing. Or you can even hire a professional copywriter to identify keywords and write the listing for you.

Start Your Amazon Renewed Journey

Amazon has tons of opportunities to make some extra cash or even start a full-fledged business. The Renewed program is just one of many. Take advantage of these tips and start your Amazon selling journey today! We’ll be here to help you succeed whenever you need us.