Selling on Amazon with a sales strategy: the perfect pairing for success.
As you well know, Amazon and business strategy go hand in hand when it comes to selling in earnest (and not having stationary products just for showcase purposes, products that no one will ever buy).
Gone is the cakewalk where salespeople knew they could make decisions somewhat by feel and still hope for success!
Today Amazon has over 3million retailers globally, so no: there is no room for everyone. Especially since the products that customers buy are only the top-ranked ones, while already those on the second page do not exist.
Invisible.
And instead you have to focus precisely on visibility , which, on Amazon, is a direct consequence of a strategy based on informed choices.
By informed choices we mean data-driven decisions, which you can find through the (good) use of Amazon analytics software, comprehensive market research or – and this is new – with Amazon ‘s signature Central Marketing Intelligence market analysis reports!
Why, to sell on Amazon, do you need a data-based business strategy?
On Amazon, it’s not your brand that matters: all products have an equal chance to stand out by optimizing images, descriptions, and titles. You just have to have the right information and draw the right conclusions–and that’s it.
Don’t you believe it?
Then we’ll bring you a real-world example right away: in the UK, BE-KIND bars have surpassed sales of the much more popular Mars bars thanks to a well-structured strategy between video/photo content, messaging to the right target audience, pricing, and other tricks!
In Jeff Bezos’ big world, it works the same way as it does at Google: the Amazon search engine prioritizes results that respond to customers’ questions and needs, thus the items that can sell the most (otherwise the platform would be a failure!). We talk about so-called “search intent,” but also about prices and logistics.
What happens if you do not meet these needs? Here is a real scenario:
- Zero (or almost zero) sales, because you don’t sell what people are really interested in, and Amazon doesn’t give you visibility.
- You don’t use the right words to intercept customers when they search for your products, so consumers can’t find you.
- You don’t send the right messages to make people choose just your product among many–and you don’t stand out from the competition.
- You set wrong prices, so you don’t set the price consumers would like to find. Many of your competitors could do markedly better.
In short: invest in Amazon without making money or growing in your target market. A waste of time and money.
Intercepting interested customers, using the right words so that they can find you, gaining visibility on Amazon and setting the right prices are the most important foundations for getting off on the right foot and setting a solid strategy.
And to lay this foundation you need some very specific data.
Read also: Strategies for selling on Amazon? This is the starting point.
What data are needed for a successful Amazon strategy?
Before you go blasting off with Amazon sales, stop and think.
Ask yourself questions.
What are my customers looking for on Amazon? What information do they want to read to decide to buy a product? Which logistics do they prefer: FBA, FMB, or Amazon? At what price would they like to find the products they are looking for, and what do they think is too high or too low?
The answers to these questions come to you from competitive analysis (i.e., analyzing what the top vendors in your industry are doing), but also from studying consumer habits.
And you need these answers to give customers what they want, resulting in greater visibility of your products on Amazon.
To find them accurately, you cannot improvise: you need data present online, left by your own customers and your competitors!
This data is exactly:
- The words consumers use to do searches on Google and Amazon (yes, even on Google, because many people start from this search engine to get to the sales platform).
- The profiles of your target customers (gender, age, consumption habits etc.).
- Top-selling products on Amazon in your industry, the revenue they generate, the number of pieces sold per product, and reviews.
- Profiles, strategies, and logistics of sellers operating on Amazon regarding your particular industry + the costs and success of various strategies.
- Average, minimum and maximum prices of products similar or equal to your (and monthly sales).
Once you get this information you can determine your personal strategy for selling on Amazon: the formula with which to sell, the products you will sell, the words to use in titles and within product sheets, pricing, and much more.
Read also: Best practices in Amazon market research
But wait a minute-how can this data be obtained?
Reporting, comprehensive market research or using software independently: 3 solutions for your Amazon sales strategy
As we anticipated, to find the right path for your strategy you need very specific information, which you can get in 3 ways:
- Purchasing and making good use of the specialized software (our CMI Academy is the right way to learn how to best use these tools!). There is one problem: If you are in a hurry to get answers and if you don’t want to pay for software every month, then it is not the right choice for you.
- Commission comprehensive market research from our agency, a perfect solution if you need to study the entire market (not just Amazon).
- Ask for our new interactive Amazon market analysis reports: immediate, available within 48 hours of your request, and customizable to your needs!
Do you want to know the right way for your needs?
Contact us now and we will recommend the perfect path for you! We are waiting for you!
