AF 340 - Rethinking Your Amazon Listing Strategy? Price Isn't Everything!

Uncategorized Mar 04, 2024

Let's dive into the depths of Amazon's selling strategy and uncover the mysteries behind effective bundling, decode the complexities of Amazon's algorithm, and discover how to revitalize your listings for peak performance. This is a journey filled with actionable tips, heartfelt advice, and the insider secrets to turn your Amazon slumps into sales success!

Unlocking the Secrets to Amazon Sales Success: A Deep Dive with Kristin Ostrander

Hey Hey friends, I’m Kristin Ostrander. If you are new around here welcome and if you’ve been here a while…welcome back!

As the host of the Amazon Files podcast, I've had the privilege of guiding countless sellers through the labyrinth of Amazon's marketplace. In my latest episode, I took a moment to reflect on the critical importance of optimizing product listings and shared some invaluable tips for boosting sales. I'm excited to bring these insights to you in a more detailed format through this blog post.

The Art of Bundling on Amazon

Bundling products on Amazon isn't just about throwing together related items; it's a strategic move that requires a deep understanding of the platform's algorithm and customer behavior. I recently discussed a case from my mentorship group, the Amazon Files Hub, where a client was facing challenges with their underperforming bundles. It was a classic example of the need to dissect the problem and implement targeted solutions.

Cracking Amazon's Complex Algorithm

Amazon's algorithm is a proprietary beast, shrouded in mystery. While we may never fully grasp its inner workings, there are clues and indicators that can help us improve our visibility. I always stress to my clients that understanding these subtle hints is crucial to success on the platform.

Pricing Strategies: When Not to Drop Prices

A common knee-jerk reaction to slow sales is to slash prices, but this isn't always the right move, especially for unique bundles. I've seen many sellers fall into this trap, particularly when transitioning from retail arbitrage to launching proprietary bundles. It's essential to differentiate your approach to optimize visibility and sales without devaluing your product.

PPC Advertising: Not Always the Answer

In the episode, I shared examples of successful organic launches that didn't rely heavily on PPC advertising. While PPC can be a powerful tool, it's not a panacea. Building a strong foundation and honing your research skills are far more important for long-term success.

Crafting Effective Product Titles

The title of your product is your first impression on potential customers. Using tools like MerchantWords for keyword research is a game-changer. I've emphasized time and again the significance of the first four words in a product title and aligning your wording with how customers actually search for products on Amazon.

Cultural Nuances in Product Naming

Understanding the language and terminology used by different cultures and backgrounds is paramount when naming and positioning products. A client of mine saw a dramatic improvement in visibility and sales by repositioning their stationery set to "pen pal stationery set" from "journal notebook set for girls." It's all about tapping into the customer's journey and the specific keywords they use.

The Customer's Journey: Thinking Like Your Audience

To effectively position products, you must think like your customers. Whether it's a busy soccer mom or a middle-aged man looking for a retirement gift, understanding these customer journeys and the specific keywords they use is key to attracting the right audience.

Being the Big Fish in a Small Pond

Sometimes, targeting keywords with lower search volume and competition is the smarter move. It's about capturing a larger share of the market by focusing on niche keywords where you can dominate as the "big fish in a small pond."

The Road Ahead: Organic Searches and Strategic Positioning

Before you even consider paid advertising, make sure your product listings are optimized to attract the right audience through strategic positioning and keyword targeting. Conduct thorough research, understand customer behavior, and think outside the box.

Stay Tuned for Exciting Announcements

As we wrap up this deep dive into optimizing Amazon product listings, I want to remind you that there's always more to learn and more strategies to implement. Keep an eye out for a special announcement coming at the end of March. I promise it's something you won't want to miss.

In conclusion, the journey to Amazon sales success is multifaceted and ever-evolving. By focusing on the customer's perspective, conducting thorough research, and strategically positioning your products, you can significantly improve your visibility and sales on Amazon. Remember, it's not just about working hard; it's about working smart.




“Your business needs a foundation. Not just your business, you do, you need a solid research style platform and skills to do this business well, even if you're only doing arbitrage, even if you're only doing wholesale or anything like that, your research skills need to be quick." - Kristin Ostrander


The mindset of a bundler (00:00:00)

Kristin discusses the mindset and experiences of a bundler, sharing insights and experiences from a mentorship group.


Optimizing product listings (00:01:10)

Kristin talks about the importance of optimizing product listings on Amazon, sharing a case study of a client's listing that wasn't performing well.


Understanding Amazon's algorithm (00:02:19)

Kristin delves into the complexity of Amazon's algorithm, highlighting the challenges and providing insights on how to better position products.


Avoiding price reduction for low sales (00:03:16)

Kristin advises against lowering prices when a product or bundle isn't selling, emphasizing the ineffectiveness of this strategy.


PPC and organic launch success (00:04:19)

Kristin discusses the use of PPC and shares success stories of organic product launches without PPC campaigns.


Research skills and efficient decision-making (00:09:14)

Kristin emphasizes the importance of research skills and efficient decision-making for successful e-commerce, highlighting the need for a solid foundation.


Title optimization using merchant words (00:11:21)

Kristin explains the process of optimizing product titles using merchant words and the importance of choosing relevant keywords.


Troubleshooting and revamping listings (00:15:20)

Kristin discusses troubleshooting strategies for underperforming listings and the potential for revamping products to appeal to a different audience.


Picking the Right Keywords (00:18:25)

Importance of researching and choosing the right keywords for Amazon product listings.


Repositioning Products (00:19:22)

The significance of repositioning products with different names to target specific customer searches.


Understanding Amazon Algorithm (00:20:35)

Insights into how the Amazon algorithm ranks products based on customer searches and purchases.


Creating Customer Avatars (00:22:42)

The process of creating customer avatars and understanding their search behaviors.


Optimizing Product Descriptions (00:24:43)

The importance of concise and descriptive product titles and descriptions for better customer engagement.


Targeting Specific Customer Searches (00:26:34)

Understanding customer search behaviors and tailoring product listings to match specific search criteria.


Adapting to Changing Customer Behaviors (00:27:32)

Adapting product presentation to match evolving customer shopping behaviors and preferences.


Competing on Lower Searched Keywords (00:30:26)

Strategies for competing on lower searched keywords to gain visibility and sales.


Revamping Listings (00:31:25)

Tips for revamping product listings to optimize visibility and attract the right customers.


Upcoming Announcement (00:33:25)

A teaser for an upcoming special announcement at the end of March and how to stay connected with the podcast.


  1. FREE Masterclass: How to Confidently Start & Scale An Amazon Business
  4. Why Wholesale Bundles?
  5. Best Tools for FBA Sellers!




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