AF262 - What to Sell on Amazon: Decode the Customer

 A lot of people have been coming to me lately, saying, “Oh my god, my stuff won’t sell!” and wondering what the problem is. So today, I’m talking to you guys about understanding your customer and their wants and needs so that you can sell more product to them. First, it’s important to acknowledge that Amazon customers are a little different from eBay or Walmart customers, and they have specific intents when they shop. They want speed, convenience, trustworthiness, and, most important, product selection. Amazon can carry more than any brick-and-mortar store, which means there’s room for as many products as you want to sell. In fact, Amazon’s dominance of the online shopping space is a result of its leveraging the power of two million Amazon sellers to bring new products to the table. So your focus doesn’t need to be on finding products to sell but on taking the time to figure out your customers’ problems and needs and how your products can solve them. Then, if you set up your listings right and use the proper keywords to sell something that has demand, you’re filling in the gaps and adding to the variety of products that draws customers to Amazon in the first place.

So how do we capitalize on this information and figure out what our customers want? One of the best ways is to use your knowledge bank and focus on a niche you understand—that way, you already know the problems that require solutions and can create or order products that solve them. Bundles are particularly great for this because they meet all the things your customers want—speed, convenience, variety—and can target specific problems and needs. By defining who your bundle is for, you can refine your listing with keywords and search terms specifically designed to speak to your customer and direct them to your product. And if you’re struggling to come up with ideas, I close the episode by summarizing what you need to keep in mind when choosing bundle components, from how many items to include to setting your profit point, in order to ensure you’re appealing to all of your customer’s needs while staying competitive.

You can find out more about wholesale bundling by joining the Amazon Files and Mommy Income community. Join our Facebook group with today’s codeword BUYER to learn more about bundling, ask questions, and participate in the conversation with other sellers. And if you’re ready to take your business to a whole new level, visit to schedule your one-on-one coaching call today.

This week on the Amazon Files:

  • Discovering your customers’ problems and needs
  • Defining the Amazon-specific customer
  • The appeal of product selection
  • The who, what, when, where, and why of your customers
  • What to keep in mind when choosing bundle components

You can sell products all day long. But if you really figure out what the customers are wanting and needing, who they are, and what makes them tick, and what makes them pick up their phone and click on Amazon and make a purchase, then the sky is the limit of what you can sell.”

- Kristin Ostrander





People are looking to buy things, and they look at reviews, trust, free shipping. But product selection, friends, don’t miss this. Other people are talking about PPC and how to do this and this strategy and that strategy. Don’t miss the simple things. Product selection is the number one reason people go to Amazon.”

Have you ever searched on Amazon to try to find something, and you looked for maybe four or five pages, and you still didn’t find the thing that you were looking for or the exact thing like, oh, that’s kind of what I was thinking but not this. Your customers are doing the very same thing, which also means that there’s room for variety.”

Bundles save your customers time. It’s time, money, convenience, variety. Now bundles work because when we understand our customers, we can give them the proper products we need to solve their problems and meet their needs. It’s speed and convenience, plus the variety built right in.”

Before you even look at products, and digits, and data, and widgets, and things like that, define the who, what, when, where, why, and how of any product or any service or any anything that you’re bringing to the table. Once you understand your customer and what they want and need, it’s very easy to provide them those very things.”

Related Content:

Grow Your Amazon Business!

Thanks for tuning into this week’s episode of The Amazon Files, the show to help Amazon sellers along their business journey one step at a time with Amazon expert and your host, Kristin Ostrander. If you enjoyed this episode, head over to Apple Podcasts, subscribe to the show, and leave us your honest review. Don’t forget to share your favorite episodes with your friends on social media! Use the codeword BUYER to join us on Facebook. Each week, Kristin hosts a live discussion on how to grow your Amazon business. Don’t forget to check out our website and subscribe to our mailing list for even more resources.

Latest Blogs

In today's instant culture, we're bombarded with images of immediate success and easy money.  But the truth?  Success is a journey filled with hard work and...
Navigating the complex legal landscape of e-commerce can be daunting, but it's essential for safeguarding your business and ensuring long-term success.  This week's...
If you sell on Amazon I’ve got to congratulate you.  You have climbed the highest ecommerce mountain on earth.  And if you have established a foundation on...

50% Complete

Two Step

Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua.