Over 50% of the products sold on Amazon are sold by “third-party sellers”.

These are normal, everyday people who all started where you are right now, the very beginning.

So in this article, we’ll break down the step-by-step process of how to sell on Amazon for beginners, so you too can carve your very own slice of this gigantic pie.

You’ll learn the same process we’ve taught hundreds of other successful Amazon sellers inside Brand Builder University.

Including how to find the best products to sell, work with trusted manufacturers, launch your products with momentum, and grow your business to 6 figures and beyond.

Let’s dive in!

Step 1: Lay Amazon FBA foundations

  • What is Amazon FBA?
  • What are the costs of selling on Amazon?
  • How much can Amazon sellers make?
  • Is Amazon FBA a good opportunity?

Before you start selling on Amazon it’s well worth taking time to lay some foundations.

Just like building a skyscraper – the bigger you want to build, the deeper you first have to dig.

Let’s take a look at some of the key aspects you need to know before you get started.

FREE CHECKLIST

Grow an Amazon FBA business without making costly mistakes

free amazon fba checklist

What is Amazon FBA?

Amazon FBA stands for Fulfillment By Amazon.

As an Amazon seller, you can enroll in the FBA program and send your stock to an Amazon warehouse (or Amazon Fulfillment Centre as they are officially called).

Then, each time you make a sale Amazon will pick, pack, and ship the order on your behalf.

how does amazon fba work

This makes it a great opportunity for anyone looking to launch a business without having to invest in offices, warehousing, or hundreds of other things you used to need.

amazon fba before and after

Amazon will also handle customer service, payment processing, returns, web hosting, and many more time-hungry tasks, allowing you to work wherever you want and at times that are convenient to you.

Then, when you do work – you can work on high-leverage activities to grow your business fast.

What are the costs of selling on Amazon?

The services Amazon offer don’t come free, naturally.

In order to sell on Amazon you’ll need to pay these selling fees:

  • An Amazon Seller account. Start with a free plan, then upgrade when you start selling. $39.99 per month.
  • A referral fee for every sale you make. 15% of the final selling price for most categories.
  • A fulfillment fee for each FBA unit, covering the pick, pack, and send costs. Calculated by size and weight which will depend on the product(s) you sell – more on this coming up in the product research section.
  • Storage fees for goods held at Amazon fulfillment centers. Again, product dependent but usually very minimal for standard-sized products.

The good news is that you only start paying these fees once you have stock at an Amazon fulfillment center.

If you’re starting a new business you’ll also need to consider startup costs such as:

  • Inventory. Samples, bulk orders of inventory, packaging, and shipping.
  • Software. Product research software to find the best opportunities.
  • Legal fees. Company formation, trademark registration.
  • Brand creation. Domain name, website design, and logo.
  • Listing creation. Product photography and descriptions.

Each of these cost categories will vary greatly based on a number of factors which we’ll cover in detail throughout this guide.

The good news, though, is that whereas a traditional start-up can cost five or six figures just to get started, you can launch an Amazon FBA business for a fraction of this budget.

Most Amazon sellers find $2,000-$5,000 gives you a good start, but remember:

“Success in this business is as much about resourcefulness as it is about resources.”

You also don’t have to have all startup costs straight away, and with some focus and dedication, you can continue building that startup pot.

MORE: An Amazon FBA Startup Costs Timeline

How much can Amazon sellers make?

Making the sacrifices necessary to invest some of your hard-earned money in an Amazon FBA business becomes all the more worth it when you consider the potential returns.

A recent report showed that over 50% of all Amazon sellers are generating at least $5,000 per month in revenue.

There are a number of ways to generate these numbers with an Amazon Seller Central account, and these generally fall into 3 main types of Amazon business models:

  1. Arbitrage: Buying discounted products online (online arbitrage) or in retail outlets (retail arbitrage) and then selling on Amazon.
  2. Wholesale: Buying branded goods in bulk from existing manufacturers to sell on Amazon.
  3. Private Label: Creating your own unique brand of products to sell on Amazon (and beyond).

Arbitrage and wholesale can certainly help you learn the ropes, get used to the Amazon Seller Central dashboard, and build up your confidence.

But if you want ultimate control over the future of your business, building a private-label brand is the way to go.

A private label brand is where you as the seller work with manufacturers to create your own improved version of a proven product idea and sell it under your brand name.

private label visual

Creating your own brand helps you build a true eCommerce asset and gives you the ability to earn in two ways:

  1. As cash flow in the present by selling profitable, in-demand products that customers will always need.
  2. As a cash-out in the future by selling your business to one of the growing number of investors paying 3-5x multiples on annual profits of eCommerce brands.

Of course, this won’t all happen overnight.

But if you commit to a proven process and stay disciplined in your application, you can build a significant-sized Amazon business and take back control of your financial future.

MORE: How Much Can You Make With Amazon FBA?

Is Amazon FBA a good opportunity?

Selling on Amazon is an incredible opportunity.

But that doesn’t make it an easy “get-rich-quick” opportunity for lazy people.

Instead, it’s a marketplace that has evolved considerably over the last ten years and requires dedication and discipline to be successful.

But the good news – if you’re someone that’s willing to put the work in – is the maturing of the platform brings with it new opportunities.

Billions of dollars of investment capital has flooded the market in recent years:

aggregator-funding
Image: marketplacepulse.com

So-called ‘aggregators’ have huge sums of investor capital to deploy and are looking to buy brands just like this article will teach you how to build.

This gives you the opportunity to get your head down, put a few short years of hard work in, and have the potential for a lucrative exit like many others:

amazon bbc millionaires

So what are you waiting for? Let’s get started.

MORE: Is Amazon FBA Still Worth It?

Step 2: Find products to sell on Amazon

  • Assessing demand and competition
  • Calculating profitability
  • Differentiating products to stand out
  • Checking for any potential restrictions

The reality is there are quite literally millions of potential products you could sell.

But the question every new Amazon seller is asking is what product should I sell in order to build a successful Amazon FBA business?

Pretty much every soon-to-be Amazon seller I speak to has a “great idea” of a product they’d “love” to sell.

But the harsh reality is, the market doesn’t care how you feel.

The market has specific demands and it’s your job as an Amazon seller to locate that demand and serve it better than your competitors.

In order to help our community do just that, we distilled our proven process into something called the Product Potency Formula:

product potency formula

It’s built from our experience of selling millions of dollars worth of products on Amazon and is the same process we’ve taught to many other 6 and 7-figure sellers.

It’s built around three core objectives:

  1. Creating high-quality products you’re proud of
  2. Solving problems customers have found with existing competition
  3. Serving people within a specific demographic (ie. a brand)

To achieve these objectives, we look for products that pass six unique validation checkpoints:

1. Demand

To build a strong, growing business we need to launch products that people are actually looking to buy.

I recommend all our students look for products that have:

  • Proven demand. We’re not looking to take big risks and invent anything here – if “no one else is doing” it, there’s usually a reason why. Instead, we’re looking to improve on existing in-demand products in the market and get some low-risk wins on the board.
  • Manageable demand. There’s no use in trying to launch a product generating $100k/month if we have a startup budget of $3,000. You’ll get swallowed up by the demand and never be able to stay in stock.
  • Consistent demand. Seasonal products that peak at various times of the year can be lucrative, but as a beginner, it’s much better to target products that sell consistently throughout the year.

The fastest and easiest way to locate products with the right level of demand is by using a product research tool.

Save 20% on the industry’s #1 suite of Amazon seller tools.

helium 10

I use Helium 10’s Black Box which allows you to filter through all products for sale on Amazon by specific criteria.

First, select a product category (or categories) you’re interested in:

black-box-categories

then add a filter for revenue:

black-box-revenue

I recommend setting this at a few thousand dollars either side of your startup capital amount.

For example, if you have $5,000 to put towards inventory, set the revenue filters to $3,000 – $7,000 per month.

You should aim to source products for 20-30% of your sales price, which means with these filters you can order approximately 3 months’ worth of inventory.

Staying in stock is vital for maintaining organic ranking on Amazon and therefore vital for your business, so setting these parameters is a good guide to follow.

PRO TIP

Verify the demand levels you should be using with our free Demand Assessment tool.

Start looking through products, and if one seems interesting open it up on Amazon.

To check the demand is proven and consistent, install the free Helium 10 chrome extension.

Then scroll down the product page and you’ll see a graph:

amazon-sales-graph

Filter by ‘All time’ and make sure there aren’t too many peaks and troughs in sales rank throughout the year.

Sales rank is how Amazon ranks the popularity of each product and a consistent rank means consistent sales.

Once you’ve got a feel for the first set of filters, it’s time to move on to the next criteria.

PRO TIP

Inside Black Box use the ‘Keywords’ tab to find specific words and phrases that customers are using on Amazon that meet your criteria. It will give fewer results than the ‘Products’ tab but they will be more reliable.

2. Competition

The next step is to ensure you’re not entering a market that has competition levels that make it difficult for you as a new seller.

We look for three aspects of competition:

Brand Domination

Search the main keyword of a product and open up the Xray tool inside Helium 10’s Chrome extension:

helium-10-xray

Then check that no single brand dominates the niche:

brand-domination

If one brand name appears in 50% or more of the top 10 listings, you know customers come searching for this product looking for this brand.

Product Domination

Search the main keyword and ensure no single product dominates the niche and there is a good spread of revenue across the first page of products:

product-domination

If one single product attracts a large proportion of the revenue in a niche it’s likely customers associate that product with that keyword.

Review Domination

Finally, search the main keyword and ensure there are multiple examples of products making good sales that have less than 1,000 reviews:

review-domination

You don’t need to look for products with very low review counts, but you should avoid niches – like yoga mats! – where every product has thousands of reviews.

However, the more you differentiate, the less review count is an issue.

3. Differentiation

If you try to sell products that are an exact copy of what everyone else is doing, you’re doomed to fail.

Instead, set a filter in Black Box to only show results with a maximum rating of 4, or 4.5 stars:

black-box-review-filter

This ensures the products you’re looking at have room for improvement.

To find out what that improvement might be, head to the product listing and study every negative review.

You can save time with the Review Insights tool inside Helium 10’s Chrome Extension:

review-insights

This will summarize the negative reviews and give you a list of ways to improve on any given product.

Validate your product ideas inside the Amazon FBA Starter Checklist.

free amazon fba checklist

The perfect case study of this is BBU member Kevan.

He launched his first product and was making around $1,000 per month. A start, but certainly not the level he was aiming for.

He realized he hadn’t put the work in to differentiate his product enough and went back to the drawing board.

He differentiated so well on his second product that instead of $1k months, he started hitting $1k days.

The momentum of his business was so impacted by this that he was even invited on to Dragon’s Den, the UK version of Shark Tank.

Listen to his full story here:

4. Profitability

For your Amazon business to be sustainable you need to strive for a healthy profit margin and return on investment.

You can manually calculate profitability by noting down the dimensions of a similar product and using our free Amazon FBA profit calculator.

Or you can go to a product page and open Helium 10’s Profitability Calculator:

profitability calculator

You should strive for a profitable product with a 30% margin before advertising costs and 20% after to ensure you’re growing a profitable business.

NOTE

Don’t rely on the product unit cost figure in the Profitability Calculator as it is just the selling price divided by 5.

Use it as a guide, then be sure to get accurate quotes from suppliers (more on that coming right up!).

5. Scalability

A big part of building a real brand that goes beyond just an Amazon business is understanding who you’re selling to.

By selling a clearly defined range of products that a specific group of people would be interested in you can create a loyal audience of buyers.

Plus, each time you go to launch a new product you don’t have to start from scratch and can sell to your existing customers.

Before moving on to the final step, make sure there are other products you might be able to launch as follow-ups to this first launch.

6. Possibility

Finally, ensure the product you’re looking to sell is not protected by:

  • Trademarks. A trademark is a symbol, word, or group of words that a company has legally protected. You can’t use someone else’s trademark to sell your product. Check the USPTO site for US trademarks, and the IPO for UK trademarks.
  • Patents. A patent is a protection given to a particular design of a product, and you can check for existing patents by googling “patent” + “product idea”, or searching the Google Patents database.
  • Other restrictions. There may be category-specific restrictions you need to research too, for instance, if you are looking to sell children’s products in the US you would need to produce a Children’s Product Certificate.

Remember: all these metrics and checkpoints are in your product validation checklist.

Step 3: Source from trustworthy manufacturers

  • Finding the best suppliers
  • Testing samples to ensure quality
  • Negotiating for the best prices

So… you’ve got some product ideas? Now it’s time to turn them into reality.

If you’re looking to sell anything that goes on your body or in your mouth (pets included!) then the best place to start is Google.

Simply search “product idea” + “private label” and you will see a range of local manufacturing options you can begin to reach out to.

google-private-label

For everything else, I recommend Alibaba.

Alibaba is one of the most trusted companies in the world and trades on the New York Stock Exchange.

alibaba nyse

Despite what some people will tell you, the quality on Alibaba is not poor.

In fact, it can be outstanding – some of the best manufacturers in the world are listed on Alibaba.

The key is understanding the process to follow in order to find them.

Here are the steps:

1. Filter

First, head to Alibaba.com and enter your product name.

Then select the drop-down next to the search bar and choose suppliers instead of products – this will eliminate any double-up listings from the same suppliers.

Finally, tick both the Verified Supplier and Trade Assurance boxes.

alibaba filters

This will make sure each supplier you’re looking at has been verified by Alibaba, and any order you place is backed by a quality guarantee.

I also like to filter for manufacturers who have been in business for at least 5 years so I know they’re experienced operators.

PRO TIP

Short of time or lacking confidence? Use a sourcing agent to help you manage this entire process.

2. Communicate

Once you’ve found a long list of potential suppliers, it’s time to start reaching out to them.

Contact at least 5-10 suppliers (the more the better), with the detailed specifications of the product you’re looking to source and ask them:

  • How much a sample will cost
  • How long is their lead time (i.e. the total manufacturing time)
  • The cost per unit for a bulk order

PRO TIP

Ask for two quotes: one based on the number of units you want to source (e.g. 500) and one based on a much larger order size (e.g. 2000).

This will give you an idea of how much room for negotiation there is, and how much you might be able to save in the future as your order sizes grow.

3. Test

Once you start hearing back from potential suppliers, you’ll need to start narrowing them down.

Look for the best price, naturally.

But also look for suppliers who communicate quickly and are willing to be flexible to make your ideas for differentiation become a reality.

Once you have 2-3 suppliers you’re making progress with, it’s time to order samples.

Samples should cost you around $50 each door-to-door.

Don’t cut corners here–ordering (and thoroughly testing!) a sample is a vital part of the process of finding the highest quality manufacturer.

4. Negotiate

Once you’ve tested your samples and have an idea of which supplier you want to work with, it’s time to negotiate for the best price possible.

Here’s where you can use the two prices you asked for to find a middle ground you and the supplier are both happy with.

Remember: these will be your trusted partners and a mutually beneficial relationship is key for longevity, so rock bottom prices aren’t the only consideration.

The price will vary slightly for different “Incoterms” – standardized transport terms published by the International Chamber of Commerce.

BBU Incoterms Infographic-01

The most common Incoterms are:

  • Ex Works (EXW): Your supplier is responsible only for producing the products, then you (or your freight forwarders) are responsible for collecting them from their warehouse.
  • Free On Board (FOB): Your supplier is responsible for getting your goods on board the ship at the departure port, then you assume responsibility.
  • Direct Duties Paid (DDP): Your supplier assumes responsibility for the shipment until they arrive at their Amazon warehouse destination.

DDP shipping via your supplier can have some risks, so I recommend opting for either FOB or EXW.

Suppliers tend to prefer EXW as it is less work for them and they will quote a cheaper unit cost to reflect this.

However you will often find that once you factor in freight forwarder costs, the best overall pricing combination is with FOB terms.

NOTE

While some suppliers will try to insist on 100% payment upfront, standard terms are a 30% deposit, then 70% once production is completed. Stand your ground on this one!

5. Finalise

Once everything is agreed upon, your supplier will create the order on Alibaba and ask you to supply things like packaging design files.

You don’t need to have these ready right away, but the sooner you can get them to the supplier the better that will be for your production timeline.

If you need help with creating the design, there are options for all budgets on Fiverr.

Finally, be sure to carry out an inspection of your goods once production is complete and before you pay the final 70% balance.

Your supplier may push back on this but it’s a non-negotiable to maintain product quality, so don’t take no for an answer.

MORE: What Is A Third-Party Inspection? (Complete Guide)

Step 4: Structure your business

  • Forming your new company
  • Choosing a brand name and logo
  • Opening your Amazon seller account
  • Setting up a business bank account

So, your products are on the production line and things just got real.

You’d better get your business affairs in order then, wouldn’t you say?

Ok, strap in.

We leave this ‘setup’ part until now because:

  1. It’s best to know what kind of products you’ll sell on Amazon before deciding on key aspects like a brand name, website address, and so on.
  2. Some aspiring Amazon sellers spend months designing logos, creating websites, and a million other things to procrastinate and never actually make real progress.
  3. You’ll now have – at an absolute minimum – six weeks (and likely longer) between placing your order and inventory arriving at Amazon. This gives you a lot of otherwise wasted time to get these aspects sorted.

There are four main things you need to get set up:

1. LLC

You can sell on Amazon as an individual.

However, for most people, forming a registered business will be the best option over the long term as it provides a number of taxation and personal liability benefits.

Business formation services are very affordable and are the easiest way to make this happen.

If you’re in the US, the best solution we’ve found is Zen Business.

If you’re in the UK, we recommend 1st Formations.

MORE: Do You Need An LLC For Amazon FBA?

2. Brand

There’s a lot that goes into creating a brand, but the three foundations you’ll want to start with are a brand name, a logo, and a website.

Brand Name

The key here is finding something that is unique so that you can register a trademark.

You’ll need this to access Brand Registry on Amazon which opens up advanced advertising features and gives you protection over your brand and Amazon listings.

If you’re struggling for ideas, try a business name generator.

Once you’ve found something, start the trademarking process in the country you’ll be selling in.

Need some help? A trademark specialist is a valuable contact to have in your Rolodex.

PRO TIP

Register the word(s) of your brand name, not the logo. This gives you the flexibility to update your logo in the future and still be protected.

Logo

Don’t overcomplicate this step.

Easily create a free logo with a Canva template or find a cheap option on Fiverr.

Remember, the best logos are simple, and design trends continue to confirm that:

simple logos

Website

To create a website, you’ll first need to buy a domain name.

Ideally, you’d register the .com, but if it’s not available either use something like a .co or add a prefix to your brand name, e.g. getbrand.com.

To create a website, the best and easiest option is Shopify.

You can use a free theme like Debut – you don’t need anything fancy, just a home base where customers can come back and buy from you again.

3. Seller account

After getting your brand details in order, the next step is creating an Amazon Seller Central account.

You can choose between an “individual” seller account or a “professional” seller account.

seller-account

The terminology is a little misleading – individuals and businesses can both choose either option.

The main point of difference is actually pricing and features.

The individual Amazon seller account will charge a small per-unit fee on each transaction but not incur a monthly subscription.

However, the features are somewhat limited.

A professional selling plan incurs a monthly subscription ($39.99 in the US) but removes the per-unit fee.

A professional seller plan is highly advised once you launch your first product, but you can start with an individual Amazon account and then upgrade when your stock arrives.

4. Finance & legal

We don’t want to get too deep in the weeds here, but now would also be a good time to set up a dedicated bank account for your new business.

Once you start generating revenue you can employ the services of an accountant, but for now, simply track your expenses on a spreadsheet.

It’s also worth getting quotes for product liability insurance as Amazon will require this once you hit a low threshold of sales (and it will help you sleep better at night!)

Step 5: Ship your products to Amazon

  • Creating a shipping plan
  • Preparing your shipment
  • Working with a freight forwarder

As your products enter the final stages of production, your manufacturer will need to know where to send your products.

There are a few things to take care of in order to ensure they arrive in the best possible condition:

1. Create a shipping plan

Once your Amazon seller account is open, you’ll need to create a listing for your product.

If you haven’t done that already, pick up a UPC code from GS1 and then follow the instructions in this video:

Once your listing is created, go to the Manage All Inventory area:

manage-all-inventory

Then select the edit drop-down arrow next to your product and choose the “Send/Replenish Inventory” option:

send-replenish-inventory

Then follow the steps inside the Send To Amazon workflow to create a shipping plan and print carton labels to send to your supplier.

MORE: How To Ship To Amazon FBA: Send To Amazon Workflow

2. Prepare your shipment

Ask your supplier to apply the carton labels to the outer shipping cartons, along with a “shipping mark” like this:

shipping mark

You’ll want to make sure it includes, at minimum:

  • The product SKU
  • The country of origin e.g. China
  • Gross weight
  • Net weight
  • Carton dimension
  • Carton count (X of X)

Once your cartons are all ready, it’s time to get them on the move!

3. Work with a freight forwarder

By using the services of a trusted freight forwarder you can lean on their expertise in bringing your goods overseas without a hitch.

In order to get a quote for air or sea shipping you will need to provide a freight forwarder with the following information:

  • Port of departure (FOB) / Suppliers Address (EXW)
  • Type of goods
  • Total volume of goods
  • Total weight of goods
  • Destination address

PRO TIP

Calculate the volume and weight of your shipment accurately with our free CBM Calculator.

I have always had great service from Westbound Global, but other good options are Freightos and Forceget.

Step 6: Create the perfect Amazon listing

  • Carrying out keyword research
  • Creating engaging images that sell
  • Writing descriptions that turn browsers to buyers
  • Generating a flood of 5* customer reviews

Product listings are the most important piece of digital real estate for an Amazon FBA seller.

It’s where you have the opportunity to turn browsers into buyers and leverage the trust and convenience of Amazon’s brand to supercharge yours.

Here are the key steps to take:

1. Investigate

investigate-4-key-amazon-listing-opimization-stages-infographic

There are three core aspects you need to research and prepare in order to create a high-quality product listing:

a. Relevant keywords

How do you shop on Amazon?

Do you browse category by category and trawl through hundreds of pages?

If you do, you’re in the minority.

The vast majority of Amazon shoppers arrive on the website and instantly head to the same place – the search bar – and enter what they are looking for.

Amazon standard search bar

That’s why it’s so important you carry out keyword research and include as many relevant keywords in your listing as possible.

That way, you can appear as high as possible in search results following a customer’s search query.

MORE: Find The Best Keywords Fast With Cerebro

b. Unique selling points

If you’ve followed the Product Potency Formula and worked hard to differentiate your product, you need to make sure your product listing shouts about them!

Create a list of USPs that separate you from your competition so you can make sure they feature in your product description and images.

c. Product benefits

You’ll also want to turn those features into benefits.

A feature is what a product does, but a benefit is what a product does for a customer.

For example, a baking tray might have the feature of being non-stick, but the benefit to the customer is that they can spend less time cleaning and more time enjoying baking.

keywords-benefits-and-features

Take each of the core features of your product and try to describe a clear benefit to the end user.

This will really help you in the next section because remember…

Features tell, benefits sell!

2. Create

Now it’s time to use your research to create highly engaging product images and descriptions.

create-4-key-amazon-listing-opimization-stages-infographic

When creating product images, don’t just settle for basic images from every angle on a white background.

Instead, follow the lead of top Amazon sellers and create informative images that sell the benefits of your product:

These images don’t need to cost a fortune.

You can hire freelancers on Fiverr, or even use Canva templates to create them yourself.

In time, you can also look to create:

  • A product video that further demonstrates your product
  • A+ Content that goes deeper on the features and benefits of your product

Finally, you’ll also need to create a pricing strategy.

When launching a new product, I like to be as aggressive as I can with pricing to drive early sales and establish organic ranking.

I recently launched a new product in a competitive category and priced it at 50% off my target price to supercharge some early sales.

Two weeks into the launch and we’ve just picked this beauty of a badge:

new release badge

I’ll begin to push that price up over time and get it toward our target price as the reviews start to come in.

3. Populate

Reviews and customer questions are two aspects that you can’t create, but you can work to populate your product listings with them over time.

populate-4-key-amazon-listing-opimization-stages-infographic

To get more reviews you can:

  • Create a packaging insert that asks customers to leave a review
  • Create follow-up review request emails with Helium 10
  • Individually ask customers you engage with over social media

The more high-quality reviews you can generate the better the conversion rate will be from browsers to buyers, so use every strategy at your disposal.

If this all feels like a lot to manage on your own, don’t worry.

There are a growing number of high-quality Amazon seller tools that can help streamline many processes within your business.

MORE: How To Get More Reviews On Amazon

4. Iterate

Once your product listing is active and you start to gather some performance data, the final stage of optimization is continual testing and improvement.

iterate-4-key-amazon-listing-opimization-stages-infographic

You should optimize around the three most important metrics on Amazon:

  • Impressions: Get your products seen by more shoppers by introducing more new keywords over time and growing your advertising.
  • Clicks: Attract more browsers from search results to visit your product listing by testing your main image, pricing, promotions, and generating more reviews.
  • Conversions: Turn browsers into buyers by testing and improving images, benefit-driven copy, A+ content, videos, and reviews.

Remember: A good Amazon product listing is never finished and can always be improved with testing and iteration!

MORE: Amazon Listing Optimization: The Ultimate Guide

Step 7: Launch your product on Amazon

  • Launching Amazon PPC campaigns
  • Creating a pre-launch audience
  • Driving external traffic to Amazon

When you start selling on Amazon, sales won’t just magically appear in your account.

Instead, you need to proactively drive traffic and sales to show the Amazon algorithm that your product is worthy of a high ranking in search results.

You’ve laid the foundation for this with a well-optimized listing, but here are three options you can use to kickstart some momentum:

1. Launch Amazon PPC campaigns

Amazon PPC (pay-per-click) is a form of advertising where you only pay when someone clicks on your ad.

This makes it a cost-effective, results-driven method of advertising you can use to launch your private-label products.

Ads will appear in search results:

And on the detail pages of competing products:

Sponsored display positioning

When customers search certain keywords and then find and buy your products this will give you a keyword ranking boost and help you climb higher in organic search results.

Over time, using Amazon PPC to drive more keyword ranking will cause your organic sales to overtake advertising sales and grow your overall profits.

There are a number of PPC strategies to explore, but the simplest way to get started is by creating one campaign targeting 10-20 of your most important keywords.

MORE: Amazon PPC: A Complete Beginner’s Tutorial

2. Build a pre-launch list

If you want to try your hand at building an audience for your brand off-Amazon, this can also help with your product launch.

You can use social media to document the journey of the brand or run paid ads to an opt-in page that generates an initial list of interested subscribers.

Then, when your product launches, hit this list with an enticing discount and send them straight to Amazon.

PRO TIP

Use Amazon Attribution tags when sending people to Amazon to get a 10% Brand Referral Bonus.

3. Drive external traffic 

Amazon loves it when sellers send them traffic from external sources as it helps grow their user base.

As a result, you can get extra ranking benefits by sending external traffic to product detail pages or your Amazon store.

You can send traffic through organic channels like your email list or social media profiles.

Or you can use paid ads on social media or Google Ads which have a very similar structure to Amazon PPC.

Step 8: Grow your business to 6 figures and beyond

  • Using the Law of Least Effort
  • Expanding internationally
  • Adding new products
  • Building a brand you can sell

Once you’ve launched your first product and started to see some sales come in, you’ll naturally look to the future.

The best way to build your Amazon business to six figures and beyond is by following a manageable and sustainable growth pathway.

Inside our Amazon FBA course, we teach a pathway that is adapted from the ‘Law of Least Effort’ principle shared in James Clear’s highly acclaimed Atomic Habits.

1. Marketing

If you launch too many products too quickly, you’ll soon run into inventory management issues.

Trust me, I learned this the hard way.

Instead, maximize every opportunity with your first product to establish strong organic ranking while consistently staying in stock.

This will give you a firm foundation of predictable revenue to build from.

2. Marketplaces

The next best step is usually expanding to international marketplaces.

I recommend this before launching more products as it means you don’t have to:

  • Research new products
  • Find new suppliers
  • Order a large number of units
  • Create a new listing, and so on.

Instead, you can take a much lower-risk approach and tack some extra units onto your next order with your current supplier.

Then create a listing in one (or more) of Amazon’s 20+ global marketplaces:

Source: Teikametrics

You already have the images, copy, and reviews on your listing so you’re off to a much quicker start than with a new product.

3. Products

Once you’ve maximized other opportunities, launching additional products will be the fastest way to add fuel to the fire of your brand.

So, once you have the foundations and cash flow to manage it, plan to launch additional complimentary products.

Follow the same process in this guide, yet this time narrow your search to the particular category you’re in.

Then, rinse and repeat!

Remember: it only takes 3 products each selling 30 units per day at a $30 price point to give you a 7-figure business.

4. Assets

Finally, you can look to grow your Amazon business further by expanding onto other channels like Shopify, Walmart, and eBay.

You can also add other assets like traffic-generating websites or even related but separate brands.

You can then look to continue building the business or sell it for a lump sum leaving you a lot more freedom to choose what you spend time on in life.

That’s exactly what 7-figure BBU member Emre has put himself in a position to do just a few short years after driving Uber to make ends meet.

You can listen to his whole story in our podcast interview:

Remember, this is your eCommerce business, and you can grow it as big as you want.

If you want to make an extra few thousand dollars a month to ease the burden of bills or shoot for a life-changing 7-figure sale, the choice is yours.

But by following the process in this guide you can sell on Amazon successfully, build the business you want, and ultimately take back control of your financial future.

It won’t happen overnight, and there will be bumps in the road ahead.

But entrepreneurship is all about solving problems.

If you can solve those that come your way and not give up, there is a world of opportunity for you.

If you want our full support along the way, explore our BBU Pro membership below to access everything you need to make your Amazon FBA dreams a reality!

Selling on Amazon FAQs

Getting started with Amazon FBA first involves learning the business model and understanding what makes a good product to sell on the platform. Then you will need a startup budget of at least $1,500-$2,000 to invest in some inventory and marketing. Finally, you’ll need to open an Amazon seller account (separate from a buyer’s account) to start selling products.

This Amazon FBA for beginners guide is the perfect place to start. It teaches you all the key steps you need to take when getting started with FBA. For the vast majority of sellers in our Brand Builder University community, selling on Amazon was their first business. Remember: Everyone has to start somewhere!

As an Amazon FBA beginner there will be many new concepts and strategies to learn. Some new sellers can find this overwhelming, but the key is to take things one step at a time and follow a proven, step-by-step guide. Building an Amazon store is no harder than most business models, but by leveraging Amazon’s existing services it can be less work to get started than many.

In short, yes. Many Amazon sellers make a healthy income from selling on the platform. Of course, like any business, there are no guarantees. But by following this Amazon seller tutorial to the best of your ability you’ll be laying great foundations for building a successful Amazon business.

No, a website is not a requirement for selling on Amazon but is recommended if you are aiming to build a brand.

Share:
Ben Donovan

WRITTEN BY

Ben Donovan
Ben is the founder of Brand Builder University and has a passion for helping normal everyday people create financial freedom by building successful eCommerce businesses. He lives in Manchester, UK with his wife and 2 children and loves to play sport and watch continual re-runs of The Office (US version, obviously).

FREE CHECKLIST

Your step-by-step Amazon FBA startup companion.

Download
FBA Checklist example