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1
HOW TO SELL ON
AMAZON
SUCCESSFULLY
2
1 |UNDERSTAND AMAZON’S
SEARCH ALGORITHM
AMAZON’S BEST SELLER RANK
Every product page on Amazon
displays its Best Seller Rank or
‘BSR’
3
Example: this product is the
1,047th best selling product
in the Grocery category
v
BSR indicates how well an
item is selling within its
product category.
The lower the BSR, the more
units are selling for that
product.
PRODUCTS WITH A LOW BSR SHOW
HIGHER IN THE SEARCH RESULTS
4
Product 1:
BSR of 1,047
Product 2:
BSR of 7,862
Search term: xylitol sweetener
Result: Product 1 shows up first
Your goal: ensure your product has a LOW BSR
WHAT DRIVES BSR?
Amazon’s ranking algorithm
prioritizes 3 factors:
1. Volume of Sales over time or
‘sales velocity’
2. Conversion Rate. Amazon asks,
“What product is the searcher
most likely to buy?”
3. Product Reviews by customers.
Reviews indirectly affect BSR by
increasing trust (and
conversions)
5
6
2 |SELL A
POPULAR PRODUCT
IS THERE ENOUGH DEMAND FOR
YOUR PRODUCT?
If you’re investing time, money and effort in launching products on Amazon,
you’ll want to ensure there is existing demand first.
7
GET A QUICK & DIRTY SALES ESTIMATE
One way to gauge the demand for a product: look at the
number of recent product reviews.
We know that less than 10% of Amazon customers
actually leave product reviews, so you can get a rough
estimate of the monthly sales by multiplying the number of
product reviews left in the last 30 days by 10.
This product had 11 reviews left in the past 30 days, so is
potentially selling around 110 units per month.
8
3 |OPTIMIZE YOUR
PRODUCT LISTING
TWO FACTORS IN OPTIMIZING
YOUR LISTING
1 | GETTING FOUND
9
2 | GETTING THE SALE
● Use strategic keywords in your
product name, description, and
back-end
● Boost your BSR by increasing the
‘velocity’ of sales in a short period
● Running Amazon Product Listing
Ads
● The better your product listing
converts browsers into buyers,
the higher they will rank you in
search results
● Having lots of genuine product
reviews to build trust
● Compelling, benefits-focused
descriptions, bullet points, and
product title
● Product photos and images
that tell your product’s story
A COMPELLING PRODUCT LISTING
10
Turn browsers into buyers: tell the story of how your
product solves the customer’s problem
The right mix:
features tell,
benefits sell
Attractive product
images, and
lifestyle photos
that tell a story
Copywriting: headlines,
bullet points and product
descriptions
Trustworthiness and
social proof from
genuine reviews
THE SALES/REVIEWS PARADOX
To get sales, you need
reviews
To get reviews, you
need sales
11
Less than 10% of Amazon customers leave product reviews
12
4 |PRIORITIZE
& COMMIT
AMAZON IS NOT A ‘SET AND
FORGET’ PLATFORM
CONDUCT A DAILY ACCOUNT REVIEW
Your Seller Rating is impacted by your responsiveness to buyer questions,
returns, shipping delays, and other metrics. Don’t wait more than 24 hours
between checking your key account metrics
BE AWARE OF POLICY VIOLATIONS
Amazon is known for a “shoot first, ask questions later” approach with
policy violations. Policies change over time, so follow updates and
announcements to avoid potential restrictions and suspensions
CHECK COMPETITOR ACTIVITY
Unauthorized resellers may ‘squat’ on your product listing and erode your
good reputation; new competition may appear and bring new challenges
RESPOND TO REVIEWS & FEEDBACK
Especially in the case of negative feedback and reviews, its imperative to
respond quickly and do damage control. Other potential customers will
judge your company & product based on the speed and thoughtfulness of
your response
13
14
|BONUS
ROUND
15
WANT TO KNOW EXACTLY
WHAT’S WRONG WITH
YOUR PRODUCT LISTING?
Get a free AUDIT of your existing product listing
an existing
Seller
1. A 5-minute video walkthrough of your listing,
showing where to make immediate changes
2. Actionable bullet-point tactics for reference
Learn more about our free
Amazon Product Listing Audit
Click here for a free, honest review
of your product page
if you’re...
16
WANT TO KNOW HOW MUCH
MONEY YOUR COMPETITORS
ARE MAKING?
Get a free, customized REPORT about your industry
not yet on
Amazon
1. A detailed spreadsheet showing the estimated
monthly units sold & revenue of your
competitors’ products
2. Concise market analysis, showing you the
opportunities and challenges in your niche
Learn more about our free
Amazon Opportunity Report
Click here for your free competitor
& market opportunity Report
if you’re...
17
| WHAT WE DO
1. Launch your products or optimize
existing listings
2. Boost your product ranking in
Amazon search
= significantly more sales
3. Increase conversion by generating
genuine customer reviews &
compelling copy
4. Deal with Amazon’s fussy rules &
systems so you don’t have to
5. Daily account management &
customer service
Website: bobsledmarketing.com | Phone: 347-356-2260 | Email: kmasters@bobsledmarketing.com

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How To Sell On Amazon Successfully

  • 1. 1 HOW TO SELL ON AMAZON SUCCESSFULLY
  • 3. AMAZON’S BEST SELLER RANK Every product page on Amazon displays its Best Seller Rank or ‘BSR’ 3 Example: this product is the 1,047th best selling product in the Grocery category v BSR indicates how well an item is selling within its product category. The lower the BSR, the more units are selling for that product.
  • 4. PRODUCTS WITH A LOW BSR SHOW HIGHER IN THE SEARCH RESULTS 4 Product 1: BSR of 1,047 Product 2: BSR of 7,862 Search term: xylitol sweetener Result: Product 1 shows up first Your goal: ensure your product has a LOW BSR
  • 5. WHAT DRIVES BSR? Amazon’s ranking algorithm prioritizes 3 factors: 1. Volume of Sales over time or ‘sales velocity’ 2. Conversion Rate. Amazon asks, “What product is the searcher most likely to buy?” 3. Product Reviews by customers. Reviews indirectly affect BSR by increasing trust (and conversions) 5
  • 7. IS THERE ENOUGH DEMAND FOR YOUR PRODUCT? If you’re investing time, money and effort in launching products on Amazon, you’ll want to ensure there is existing demand first. 7 GET A QUICK & DIRTY SALES ESTIMATE One way to gauge the demand for a product: look at the number of recent product reviews. We know that less than 10% of Amazon customers actually leave product reviews, so you can get a rough estimate of the monthly sales by multiplying the number of product reviews left in the last 30 days by 10. This product had 11 reviews left in the past 30 days, so is potentially selling around 110 units per month.
  • 9. TWO FACTORS IN OPTIMIZING YOUR LISTING 1 | GETTING FOUND 9 2 | GETTING THE SALE ● Use strategic keywords in your product name, description, and back-end ● Boost your BSR by increasing the ‘velocity’ of sales in a short period ● Running Amazon Product Listing Ads ● The better your product listing converts browsers into buyers, the higher they will rank you in search results ● Having lots of genuine product reviews to build trust ● Compelling, benefits-focused descriptions, bullet points, and product title ● Product photos and images that tell your product’s story
  • 10. A COMPELLING PRODUCT LISTING 10 Turn browsers into buyers: tell the story of how your product solves the customer’s problem The right mix: features tell, benefits sell Attractive product images, and lifestyle photos that tell a story Copywriting: headlines, bullet points and product descriptions Trustworthiness and social proof from genuine reviews
  • 11. THE SALES/REVIEWS PARADOX To get sales, you need reviews To get reviews, you need sales 11 Less than 10% of Amazon customers leave product reviews
  • 13. AMAZON IS NOT A ‘SET AND FORGET’ PLATFORM CONDUCT A DAILY ACCOUNT REVIEW Your Seller Rating is impacted by your responsiveness to buyer questions, returns, shipping delays, and other metrics. Don’t wait more than 24 hours between checking your key account metrics BE AWARE OF POLICY VIOLATIONS Amazon is known for a “shoot first, ask questions later” approach with policy violations. Policies change over time, so follow updates and announcements to avoid potential restrictions and suspensions CHECK COMPETITOR ACTIVITY Unauthorized resellers may ‘squat’ on your product listing and erode your good reputation; new competition may appear and bring new challenges RESPOND TO REVIEWS & FEEDBACK Especially in the case of negative feedback and reviews, its imperative to respond quickly and do damage control. Other potential customers will judge your company & product based on the speed and thoughtfulness of your response 13
  • 15. 15 WANT TO KNOW EXACTLY WHAT’S WRONG WITH YOUR PRODUCT LISTING? Get a free AUDIT of your existing product listing an existing Seller 1. A 5-minute video walkthrough of your listing, showing where to make immediate changes 2. Actionable bullet-point tactics for reference Learn more about our free Amazon Product Listing Audit Click here for a free, honest review of your product page if you’re...
  • 16. 16 WANT TO KNOW HOW MUCH MONEY YOUR COMPETITORS ARE MAKING? Get a free, customized REPORT about your industry not yet on Amazon 1. A detailed spreadsheet showing the estimated monthly units sold & revenue of your competitors’ products 2. Concise market analysis, showing you the opportunities and challenges in your niche Learn more about our free Amazon Opportunity Report Click here for your free competitor & market opportunity Report if you’re...
  • 17. 17 | WHAT WE DO 1. Launch your products or optimize existing listings 2. Boost your product ranking in Amazon search = significantly more sales 3. Increase conversion by generating genuine customer reviews & compelling copy 4. Deal with Amazon’s fussy rules & systems so you don’t have to 5. Daily account management & customer service Website: bobsledmarketing.com | Phone: 347-356-2260 | Email: kmasters@bobsledmarketing.com