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How to Sell on Amazon: 2019 Guide + 5 Infallible Tricks

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How to Sell on Amazon: 2019 Guide + 5 Infallible Tricks

Did you know that Amazon is the biggest marketplace that exists today? Thanks to its customer service, fast shipping and selling all kinds of products at a very competitive price, many users go directly to Amazon when looking for any product.

But what you may not know, is that approximately half of the products that Amazon sells, are not owned, but are from third-party companies or entrepreneurs. How can this be your case?

Therefore, every day there are more people who want to take the step and register as a insurance agent email list, in order to increase sales of your business taking advantage of the visibility that Amazon has.

So if you have an online store and want to increase sales with another channel, read this guide carefully because I’ll tell you how to sell in Amazon step by step, and also, stay until the end because I’ll tell you 5 tricks and SEO tips for overtake your competition. Lets go see it!

Youtube Social NetworksAdvantages of selling on Amazon
If you have never considered selling your products on Amazon before, you may not know the benefits it can bring. Therefore, before telling you how to sell on Amazon, I want you to know its main advantages.

Multiply the visibility of your products
The Amazon website is one of the most visited in the world, so if you are starting and still very few people know your product, or just want to increase the sales of your online store significantly, with Amazon you can reach a large number of potential customers in a very short time thanks to the great visibility that this marketplace has.

Show your products to people interested in buying them
It is clear that your products gain visibility when put on sale at Amazon. But the best of all, is that users who browse this marketplace have a high purchase intention. Therefore, you are targeting users at an advanced stage of the purchase cycle and more likely to buy from you than if they found you by other means.

No need to set up your own online store
If you do not have knowledge of web development to create online stores, and you do not have a good budget for someone to build it for you, selling on Amazon can be a good alternative.

You just have to create an account how I will show you a little later and start uploading your products with their respective photos and features. It is very simple and does not require that you have technical knowledge of any kind.

Here is a complete guide to create an online store with WordPress and WooCommerce if you want to create your own ecommerce.

Internationalization of your brand
Thanks to Amazon being present in many countries, you can make people from other parts of the world buy your products and thus multiply your sales. For example, if you create an account in Spain, you can sell in the 5 European platforms (Amazon.co.uk, Amazon.de, Amazon.fr, Amazon.it and Amazon.es) and thus reach a lot more people.

You generate trust with your potential clients
Amazon is the most recognized online sales platform worldwide. We all go to this platform to buy almost any type of product because we know it is a marketplace that works like a charm and that if we have any kind of problem, or want to request a refund, we can do it without anyone asking us why. .

icons-02-59Convenience to sell on Amazon
Selling on Amazon has many advantages. However, everything that glitters is not gold. Therefore, it is important that you know what disadvantages you can have before making the decision to upload your products to this market.

Receiving payments through an intermediary
When a customer buys one of the products you have put up for sale, the payment is actually received by Amazon. Then if all goes well, you can withdraw the money in the bank account that you have selected.

However, if customers complain about the quality of your products, they complain about the delivery or they give you bad comments and ratings, the payment can be delayed for weeks or even canceled.

You will earn less than if you sold them yourself
As we will see later, selling on Amazon is not free. They put at your disposal this great marketplace so that you get to many people but in exchange you will have to pay a fee.

Therefore, you have to subtract your usual profit margin from each sale, what you lose by having your products on Amazon.In Amazon there is also competition
Selling on Amazon is a good opportunity for many brands and entrepreneurs, so today there are thousands of sellers in this marketplace, which translates into great competition in certain sectors. This can cause some sellers to put the same product that you have at a lower price, or even Amazon, who is also a seller, prioritize their own products in searches before yours.

icons-02-39 Rates that you must pay if you want to sell on Amazon
Depending on the amount and type of products you want to sell on Amazon, you must create a type of vendor profile and accept a rate or another

Therefore, before teaching you how to sell on Amazon, it is important that you know all the rates and types of accounts that exist to sell in this marketplace to know which is the most appropriate for you.

Rates and commissions for selling on Amazon
Depending on the type of account you choose, you will have to pay some commissions or others. For now we will see all that exist today and then we will see which one would apply in each account.

Rate by reference: is the percentage that Amazon charges you for each sale and that is calculated on the total price of sale of the product including shipping costs. Depending on the category to which your product belongs, the percentage can vary from 5% to approximately 45%.
Closing sale rate: a closed commission of € 0.99 on each product that is deducted from the benefits. It does not matter what type of product or what the cost is.
Rate for sale of article: it is the cost that Amazon affects you for each sale you make through the marketplace. The most common are between € 0.81 and € 1.01 and only apply to books, music, DVDs, software and video games.
Fixed monthly subscription fee: the fee that Amazon charges monthly for having products on sale in its market to professional sellers. It has a fixed cost of € 39 per month.
If you want to know more details, here is a link to the Amazon rate table with more information.

Types of seller accounts
Before signing up as a seller, you should know that there are 2 types of accounts: the individual and the professional. Each one has its characteristics and conditions, so let’s see each one in detail.

Individual seller account
This account is focused on people who will sell less than 40 products a month and who only want to pay Amazon when they make a sale. In this way, if you want to start selling in Amazon little by little to prove that it works, this is the best option.

Example of commissions for each sale:

Pablo has a kitchen appliance store and he starts selling his € 400 ovens to try out the platform. In this case, Amazon would charge the following commissions:

Rate by reference: 15% = € 60
Closing price: € 0.99
Rate for sale of article: does not apply in this type of products
Result: € 400 – € 60.99 = € 339.01

Professional seller account
These types of accounts are better if you sell online regularly (more than 40 products per month) and you want to obtain some of the advantages that this type of profile has.

If you choose this account, unlike individual profiles, you can sell in all categories of Amazon, create new products that are not currently in the Amazon listing, access more detailed reports on your orders, upload your inventory in an automated way and, most importantly, you will have the possibility of getting your products bought with a click.

Example of commissions for each sale:

Sergio has a smartphone store and he is selling his 200 € mobiles. In this case, Amazon would charge the following commissions:

Rate by reference: 7% = € 14
Rate for closing sale: does not apply to PRO vendors
Rate for sale of article: does not apply in this type of products
Result: € 200 – € 14 = € 186

If you want to know more details, here is a link to the Amazon website with all the information on the 2 types of accounts.

icons-02-19How to start selling on Amazon?
Now that you know the rates, it’s time to get down to work and start selling on Amazon. The process to do it is very simple.

Decide what you are going to sell on Amazon
Whether you already have a store, or want to start a small business and start selling on Amazon to earn extra money, it is important that before registering you do a small search and really see the products that may be interesting.

Do the products you want to sell on Amazon have enough demand?
The easiest way to see if a product sells well on Amazon is to go to the category of that type of product and see the list of best sellers. If the product you want to sell is in the top positions, it will be a good indicator. However, in this way we will not know the dema.Look at a column called “Sales”. There you will see the sales generated by each product in that list of results, so we can get an idea of ​​the model that sells the most.

In addition, we can also see the estimated income generated by each product in the “Revenue” column.

Are the products you want to sell on Amazon dominated by a few sellers?
Now that you know if a product has a lot or little demand, it is important to see if the sector is dominated by a few sellers or not.

If it were the case that there are one or more vendors that bring together almost all sales, I recommend trying to sell another product at Amazon, since it will mean that those vendors have a high level of customer loyalty, have very good opinions and it will be difficult to advance them in the results listings.

To know this data, we can again go to the Jungle Scout extension and see if the sales numbers are distributed among several vendors or not.

sell on Amazon
 

As you can see, when looking for “kitchen knives” we see that sales are widely distributed, so there is no clear dominator and in principle the competition will not be very high.

Do your competitors’ products have many reviews? They’re good?
The amount of reviews a product has is a factor that Amazon takes into account when positioning a product in search results. Therefore, if your competition has many reviews on the products you want to sell, it can give you an idea that it will be difficult to beat them.

However, if there are few products that have many reviews, and are also distributed among several different vendors, it will be an indicator that there is not much competition.

You can enter the products and look at their scores and reviews one by one, or use the Jungle Scout extension again

But you should not only look at the number of reviews, but also the quality of them. If you see that the products that are in the top positions have mediocre or even bad valuations, it is a good indicator to launch yourself to sell yours.

In fact, if you are in that case, I recommend that you read the ratings that have 2 and 3 stars and see if your product can correct those shortcomings that are criticized in the similar products of your competitors. In this way, you can put on sale at Amazon a better product that will take positive reviews and with better score.

What profit margin would you get?
Finally, before starting to create the account and put your products on sale at Amazon, it is very important that you calculate the benefit you can get with the sale of each product.

It does not matter that you already have your prices fixed because you already sell them to that amount in your own store. Maybe that price in Amazon is not competitive and no one buys you. Therefore, one of the first things that you have to fix, is the prices of your competition and think if you can really put a similar price.

If you can not put your products at a similar price, I recommend not selling them on Amazon, since all things being equal, users will choose the cheapest ones.

Create an account and sign up in Seller Central
Once you know what products to sell on Amazon, the next thing you have to do is register at the Amazon sales center, providing the country, the type of company, a credit card, a phone number, your personal data and your bank details. .

In addition, you must choose between the 2 types of accounts. Remember that there are 2: individual seller and professional seller.

create account to sell in amazon
 

Most sellers opt for professional accounts, but you can always start with the individual account to test and then move on to the pro.

Create your first listing or listing of products
To add your first product, you must go to the “Inventory” section and click on “Add a product”.

Now Amazon will ask you to look for your product among those that are already sold. You can search by barcode or EAN code, or by the name of the product directly.

Unless you’re selling an item that you’ve made yourself, you probably do not need to create a new product.

IMPORTANT: If for some reason you do not have an EAN code because you have imported your products from a supplier that is not European, such as from China, you will have to create one to be able to sell on Amazon. There are several companies to get it, such as Aecoc.

Once you have searched for your product, you will surely see several options that other competitors in Amazon already sell. Just select it and it will take you to a page so that you finish filling in the missing data. The good thing about doing so, is that the product will already appear in the category and appropriate subcategories, since this work has already been done by someone before you.
Then you can start filling in the information fields of the product such as title, brand, weight, color, etc.

At the end of the guide I will give you a series of tips and tricks so you can complete this information so that your product will rank in the first Amazon search results.

Upload good photos of your products
In addition to the features, as you can see in the screenshot above, in this step you will have to upload the photos of your product and create the variants, in case you have them. It is very important that you do it well, since the graphical section is the first thing that the user will notice.

Look at the difference between these 2 products:

Featured images-products-exploited
 

As you can see, the first of them puts a photo of quality and good size and the second one has uploaded a smaller image and without taking full advantage of the margins of the image.

Tips for the images of your products:

Upload quality photos so that when zooming you can see the details of the product.
Cut out the photo by removing as much space as possible from the margins, so that the product occupies the entire image.
Photograph your product from various angles.
Cut out the object and put it on a white background.
 

I recommend investing as much time as possible in this phase, as it will make your products more attention and minimize the returns. Why? Because if for example the colors of the photo of your product do not correspond to the reality, probably the client is not satisfied and submit a refund and give you a negative review.

Put a competitive price on your products
Once you have completed all the fields, it will be necessary for you to establish a price for each of your products. This is something that you have to think very well, since it will directly affect the amount of sales you make and the return on investment.

Therefore, I recommend that before setting a random price, keep in mind the following points:

Calculate the costs and benefits: put aside the costs you have to manufacture or get the product, and management costs. Then, establish a minimum price at which you would have to sell said product to obtain a profit margin.
Analyze your competition: look at what price your competition sells your products, or very similar items. Keep in mind that if a user sees your product cheaper in another seller, this may make you decide for him and not for you.
Look at the prices of other stores: something you have to think about, is that you not only compete with other sellers within Amazon. You also do it with external vendors who have their own online store.
Based on all this, you can already know what price you should put and if it is profitable for you to sell said product through Amazon.

Send the products yourself or have Amazon order them
After a person has made a purchase of any of your products, Amazon will notify you by email and with a notification in your Seller Central panel.

When you go to the details of the order, you will have all the data of the buyer so you can make the shipment of the product within the agreed time. However, if you do not want to be in charge of managing the shipment and the possible returns of products, you can contract the Amazon Logistics service, also called FBA (Fulfillment by Amazon).

But what is Amazon’s logistics?

It is a service that lets you not worry about everything related to the shipping and storage of your product and that can bring you many advantages.

In this video you can see how it works:

When you sign up, you have to send your products to the Amazon stores beforehand, so that when someone places an order in any of the 5 European marketplace, Amazon will manage it without you having to do anything and send it quickly to the recipient.

Advantages of Amazon Logistics:

Shipping and return management: Amazon will be responsible for making all shipments and returns to buyers automatically.
Customer service: Amazon will answer the queries that users make to customer service in the local language of the market.
Get the distinctive Prime: Having this badge, your products will get more attention from potential customers because they will have the product at home in a short time due to fast shipping.
It shows the “Managed by Amazon” badge: Users trust Amazon because they always comply with the client in terms of quality and time, so they prefer to buy products managed by Amazon. If you have this badge, you will increase your sales.
Get the “Buy Box”: The Buy Box allows the user to add your product directly to the basket, without having to see other purchase options from your competitors. By hiring Amazon Logistics, you will be more likely to get it.
 And if we want a bigger list that we can export and join with more keywords, we can use the Amazon tab that has Keyword Tool.

Simply select the country, the language and enter the main keyword and the tool will display the Amazon keywords in the same order in which they were extracted from the autocomplete function. In general, Amazon will place the most relevant keywords above the least popular ones.

Once you have the list of interesting keywords, you will know what products to start selling, how to call them and what keywords to include in Amazon product listings.

Create an optimized SEO product listing
Now that you have chosen good keywords, you would have to do the SEO On Page of the product card so that you have positions in the first results for the chosen keyword. But not only that, but it will also be important that you try to position for other related keywords and long tails.

Title
The title is the most important field when it comes to positioning your product and, in addition, it is the text that appears in the results lists after a search in Amazon.

Therefore it is very important that you include the main keyword and the related in this section, as early as possible to give priority to Amazon. However, not only do you have to include keywords, it is also essential to insert other elements that we will see later.

Attributes
The attributes or enumerations are the characteristics that differentiate and highlight your product.

attributes-chips-product-amazon
 

Taking into account that it is probably the second that users will read after the title, we must find the balance between entering related keywords and sales arguments.

Description
The next section that we must optimize is that of the description. It is a section where we will describe our product using the main keyword and its derivatives. However, we must avoid putting a single block of text and use lists, highlight some words, make short phrases, etc.

Amazon Meta Keywords
Yes, you read it right. We all know that for years the meta keywords have no influence on Google’s organic ranking. However, this does not apply to Amazon, which for now if you take into account to position, as long as they are not used in an abusive way by putting exactly the same keyword several times.

In this regard, I recommend that you include long tail keywords, synonyms and features of your product.

Other factors
In addition to the above factors, there are many more variables that influence the positioning of your products on Amazon:

Average score: good scores on your products directly influence a better positioning.
Number of comments: it is important to try to get many comments on your products, since Amazon takes them into account when positioning your products.
Quality of the comments: if the users rate positively the comments of other people, Amazon will see it with good eyes.
Number of sales: if your product starts to sell well, it means that users like it and Amazon will take note of it by positioning it higher.
 

Create good titles and optimize them for Amazon’s internal SEO
Like Google, Amazon also gives great importance to the title that we assign to our product, so we will have to optimize it following its indications of best practices.

However, the title does not have an infinite length. In fact, the maximum number of characters changes depending on the device where you consult and where your product appears.

ads amazon titles
 

Depending on where it appears, the length is as follows:

Titles in computer search results: Approximately 230 and 250 characters.
Titles in mobile search results: Between 65 and 80 characters.
Titles of related articles: Between 65 and 80 characters.
Therefore, we must include all or almost all the elements that Amazon indicates, but in an order that benefits us.

If it is a generic product that people search without including or importing the brand, it is best to first place the most relevant and searched keyword and then the brand of the product and the rest of the attributes that differentiate it and make it stand out. In the end we will put the size and the units, if it is important or several units are included in the same package.

However, there will be times when the most searched word by users is the name of the brand and model, so that will be what we will place at the beginning of our day.Increase the CTR of your results by sharing the URL of your product
Have you stopped to look at the URLs of Amazon products? The same product, depending on how it is arrived at, can have several URLs. For example, when you click on a product from the search list, some parameters that are not in the original product URL are added.

If for example I search for “iphone x cases” and click on the last result of the first page, the URL that is generated is different from the original one:

As you can see, I have indicated in bold the parameters added by the Amazon system automatically and that determines who reaches the second URL, are people who have searched and clicked on that result from Amazon.

And as it happens in Google, one of the parameters that Amazon takes into account when positioning an article above, is a good CTR. Therefore, if we send traffic to that URL, sharing it on social networks, for example, Amazon will believe that people are clicking on us from the list of results, which will result in an increase in the CTR and an improvement in its positioning.

If you want to learn more about the CTR, here is an article with 10 actions to optimize the CTR and improve SEO positioning

Get ratings and reviews even if your products still do not have much visibility
As consumers, we always have an opinion of the products we buy. However, we rarely leave it written as a review, especially if it is a good opinion.

The importance of the reviews:

It is proven that a product with opinions increases the confidence of the buyer. So much so, that even some buyers do not buy products that do not have reviews for the lack of confidence that implies,
The algorithm of Amazon always recommends in the first positions of the categories and results of search those products that accumulate a few reviews.
And to get them, I bring you a couple of tricks that few people know.

Offer discounts in exchange for reviews
One way that sellers have to combat the lack of opinions and reviews on their products, is sending the products for free or at a significant discount to people who are willing to make an honest review of the product once they have tried it.

The operation is simple. The seller publishes in facebook groups focused on getting reviews the “ad”. Then the reviewer pays for the product, proves it and then scores it and makes a review about it. Finally, the brand returns the full amount or the equivalent of the discount agreed externally to the Amazon system.

This practice is not approved by Amazon, since it violates their policies, so I do not recommend it to you unless you do it with great care and caution.

Request reviews from your buyers through Amazon
Did you know that through your Amazon Seller Central account you can request reviews from people who have already bought you?

Within your Amazon Seller Central account, in the Orders section, you have a sub-section of order management where you can see all the orders that you have received.

request-opinions-amazon
 

There you can see the date, time, name and other information related to each purchase order. If you click on the name of the buyer, a text box will open with which you can send a message to the buyer asking him to make a review of your product.

Of course, it is very important that in the field of “Subject” you select the option “Request for valuation” and that in the message you send, you agree with Amazon’s policies. That is to say, it must be a short and formal text, in which we thank the user for his purchase and in which we kindly and respectfully ask him to make an honest assessment of our product.

Mini Hack:

And if you have not had sales, make a very aggressive offer lowering a good amount of the products you want to get reviews. In this way you will be able to sell your product to more people that you can later ask to make reviews with the method that I have just mentioned.

Is it worth selling on Amazon?
As you can see, Amazon is a very accessible marketplace for all kinds of sellers, from entrepreneurs who want to launch a product and small businesses that want to try new channels, to larger companies that sell hundreds of products every day.