Do you find yourself slipping into the hole of looking for that next big product that is going to go viral and make you rich? In a lot of ways, it’s like the old gold rush days. Come strike it rich before it’s too late! But there has to be a better way, a more sustainable business model than hoping that you’ll find the next fidget spinner before anyone else. On this episode of The Amazing Seller, you’ll hear from Scott as he goes over several ways you can locate solid products to sell and build a long-term brand in the process. If you want sustained success, you’ve come to the right place! Hear more on this exciting episode!
Yes, Amazon is still incredibly relevant for ecommerce sellers.
With the constantly evolving state of the ecommerce marketplace, many sellers wonder if Amazon is still the best bet to get their business off the ground and running. According to Scott, Amazon is absolutely the best place to be right now. Given its size and reach, Amazon is still the right place to test products, build your brand, and maximize your profitability. To hear more from Scott on why he still uses Amazon and why you should as well, make sure to listen to this episode of The Amazing Seller! You don’t want to miss it!
Don’t overlook Ebay!
Once a commanding force in the ecommerce marketplace, Ebay has taken a backseat in recent years as Amazon has dominated the headlines. Is Ebay still a good place for ecommerce leaders to sell and test their products? On this episode of The Amazing Seller, you’ll hear from Scott as he shares his perspective on Ebay and how sellers like you can use it to your advantage. Scott points out that Ebay is a great location to conduct product research and to find out what other products people are looking at when they purchase the product you are considering selling. Get more information on this important subject by listening to this episode!
Google can help you get a finger on the pulse of the market.
Did you know that you can use Google to help you understand the demand for products in the marketplace? It’s true! When you search for the keyword of a product you are interested in through the Google search bar, you can see what product come up for sale using the “Shopping” tab. This is a great way to get a larger view of what people are searching for and buying using the keyword you are interested in going forward with. To hear more from Scott about how to use Google to conduct your product research, make sure to listen to this episode!
Why having a suite of products can make you more profitable.
What is your end goal in building an ecommerce business? Seriously? Are you trying to make some quick cash or are you trying to build a long-term, sustainable business that you can be proud of? On this episode of The Amazing Seller, you’ll hear from Scott as he stresses the importance of building a robust brand that can go the distance. Don’t settle for short-term success! The tools are right at your fingertips to build a brand using a proven model. With a little hard work, you can find a great product and build a whole suite of products that work together to form a brand. Learn more about this innovative and successful approach from Scott on this episode!
OUTLINE OF THIS EPISODE OF THE AMAZING SELLER
- [0:03] Scott’s introduction to this episode of the podcast!
- [3:30] Scott gives an example of how to build a brand.
- [7:00] Why it’s important to use Amazon to build your business.
- [9:45] Don’t pass so quickly on Ebay!
- [14:00] How Google can help you understand market interest and demand.
- [17:30] Cross promoting products.
- [19:00] Why having a suite of products can help you succeed.
- [21:30] Scott recaps the info covered.
- [23:00] Closing thoughts from Scott.
TRANSCRIPT TAS 498
TAS 498: 3 Ways to Find More Products to Sell Your Customers [INTRODUCTION]
[00:00:02] Scott: Well, hey, hey, what’s up, everyone? Welcome back to another episode of The Amazing Seller Podcast. This is episode number 498 and today I want to go over three ways to…
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…find more product to sell your customers. This to me is a really, really big deal because a lot of people are out there trying to find the next one-off product or trying to find the next fidget spinner, or you know what I mean like the next garlic press, one product that might make it big for them for a short period of time. And to me, moving forward and you probably started to hear through the latest podcast episodes or even in the past year I’ve been talking a lot about building a brand in a market. It’s really important that you understand that and you’re not out there just saying, “Well, I’m just going to go ahead and find one product and then move on to maybe another one-off product.” It’s kind of like the one-hit wonder, right? You got to have more than one-hit song to continue your success and the same thing goes here.
The other thing is, is when you’re building a brand and I’m not going to make this episode all about building a brand but this is the reason I wanted to go over these different ways to find products to sell to your current customers and right now if you don’t have current customers, think about it as if you’re building a brand then and the customers you will have, you want to start having that in your mind as far as like what could I sell these people? And I’m going to give you some ways on how you can start to learn that and start to really dig into certain marketplaces, not just Amazon and you can understand what they want so this way here you can serve them. If you can figure that out, then you can do a lot more things and it becomes easier because a lot of people, again, and I’m not picking on anyone but it’s just the way it is, a lot of people they will get stuck because they got one product. It started to sell a little bit and then they’re like, “Okay. Now, what do I do? I have to either go on a whole another market or I’ve got to figure out what the next product is. Oh, I didn’t realize that this market doesn’t really buy a lot of products. They just buy this one thing.”
[00:02:10] Scott: So, there are some things you got to think about when you're building that but if you are building that brand right now in a market then you can find submarkets in your market and all of that stuff and I've talked about this in the past and I'm going to be talking about it more in the future because it's things we're doing right now in our new brand, to be honest with you, and I'm really excited. We just got back from an event and I'm really fired up about it because it was all about building outside sales channels, building these mini simple funnels if you will, and this way here we don’t have to rely just on Amazon. If you are relying on Amazon, it’s pretty risky. I think we all know that. I was actually hanging out with a guy that long-time listener, built a very successful business on Amazon upwards of $300,000 per month but he doesn’t really have any outside sales and I asked him, is that a little scary for you and he’s like, “Yeah. It is.” It really is. So, I was here at an event with him and he was attending. I was attending but that’s one of his focuses because it’s something that he needs to think about.
So, again, I’m not going to make this episode about that but just to kind of give you an idea of what I’m talking about, why I’m talking about this as far as like why you need to find more ways or more products to sell your customers because you always should be going through this over and over and over like you shouldn’t stop thinking about your customer and what would be the next thing or what could help them in that thing. And I talk a lot about the bass fishing market lately and I’m not a bass fisherman but I did my share of fishing with my father and with a good buddy of mine but I’m not an expert at all and I probably use some terminology that doesn’t make sense or it’s not even right but I’m not a fisherman and I’m not a bass fisherman so I’m just going to throw it out there.
[00:03:59] Scott: All right. But if I was to go into that market and let’s just say that I knew that they were really interested in buying fishing lures for catching bass, maybe there are certain times of the year, whatever, but let’s just say it's a straight-up bass fishing lure that they would use. So, what I would do then once I have my market kind of established and I've done this homework is I could say, “You know what, I'm going to run a Facebook ad over to maybe a free plus shipping offer,” so then you’d be saying, “Scott, why would you give away a product for free and then only charge shipping and handling?” Well, number one, it doesn’t have to even be your main product. It could just be – maybe you sell a 10-pack and you just pull one out and you have that package up and it’s like $0.50 or $0.75 or something like that, that’s how you would do that. But what you can do here now is we can get the shipping and handling which a lot of times will cover all the shipping and handling and then even some of the product cost but let’s just say it didn’t then I can run Facebook ads over to that offer and then on the backend of that, when they put in their credit card information and say, “Yes,” they would go to a thank you page which would then make them another offer and a lot of times it could be the same exact thing, just maybe more of it.
So, in this case, let’s say I had a 10-pack then I could offer the 10-pack for $29.99. And then let’s say that they say yes to that, I could make them another offer to a pro fishing vest for $49.99 or let’s say that they said no to the $29.99 I could then still ask them if they were interested in the fishing vest because maybe they got enough lures. This would be done off of Amazon but this again if we have enough products to sell our customers. In this case, that was three that I went over. Actually, not even. It’s two because I pulled one out of the ten-pack and I use that as my free plus shipping and then I had the other ones into that ten-pack and I can get them all in for $29.99. So, again, you got to be a little bit creative about it, but you have to know your market. You have to know what they're buying and what they want and what they need. So, again, that'll be for a whole another episode and I'm going to be drilling more into building these simple sales funnels because we're going to be doing in our own brand and I'll be reporting back. So, definitely stay tuned for that but that's where I'm heading.
[00:06:05] Scott: Now I’m not leaving Amazon, not at all, like I’m growing Amazon and I want to keep growing Amazon and I keep wanting to grab new products and launch new products and get them to market but I have the focus of the brand or the market that we’re going after in this brand but then we can take some of those products and bring them outside of that.
[00:06:24] Scott: All right. So, let’s get into this and I’m a little bit in rant mode right now so I’m going to get back to what we’re going to be going through here which was really the three ways to find more products to sell your customers which I think is really important. Now, if you currently have a brand right now and you’re struggling to figure out the next product then you’re definitely going to want to pay attention to this because this will definitely help you as well. If you’re brand new and you’re just starting, then you’re going to be able to really get started on the right foot because you’re going to be able to know this stuff beforehand. So, let’s go to the obvious one.
So, number one way is and it’s not meaning it’s number one like the only way that you should use but it’s a pretty good one. It’s just the first on my list is Amazon. We all know that like if you’re going to Amazon to buy something and then I buy something, it’s going to give me other options. It’s going to say frequently purchased together. So, it’s going to give me that. It’s going to say, “Hey, you just bought this fishing lure. You might want the fishing rod or you might want a new reel,” like whatever was frequently bought together that Amazon has history on, that is where they will be making these suggestions for me. So, now what I would do as a seller is I can go in there and I can see these things frequently bought together and this might be something that you know but it’s something that you might not be using so definitely do this.
And here’s the other thing before I move any further. You definitely want to make sure that you just keep adding these different product ideas to your bucket or to your list, however you want to phrase it. But you want to continually add more products to your list because you don’t know when you’re going to want to reach into that bucket and grab one and then say, “Let’s go start sourcing this because this makes the most sense for my customer.” But you want to have these. You don’t want to stay like just in the mindset that you’re only going to sell three products forever. We want to keep expanding and that one product could lead to another product and so on.
[00:08:24] Scott: Because here’s the deal, let’s say that you went to frequently purchased together and the second product that they were adding was like I said maybe it was the fishing rod or bass fishing rod and then from there, what you would do is maybe go and keyword search that one specifically and then see what was frequently bought together on that search and that’ll give you maybe different ones. It might even come back to the one thing that you just kind of showed up for which again would then validate that, yeah, the first product does go with the other one then the other one but a lot of times they’ll do three. Sometimes they’ll only do two but sometimes they’ll do three. Write those down.
All right. The other place to look for on Amazon is customers who bought this also bought this. So, again, they’re doing the same thing as frequently purchased together. Frequently purchased together is really for you at checkout. The customers who bought this, also bought this, is a lot of times for a search but it’ll show up both places a lot of times too. So, again, those are places that they’re giving it to you. There's Amazon saying this is what those customers are buying. This is what they want. This is what they need. So, because it's not like this shiny object tool where you're like, “Oh yeah, pulls in all these stuff for me.” No. Don't worry about that. Amazon is our tool. It's a place for selling but it’s also a tool for us. We can use this information to fill out our list for future products.
All right. So, number two, moving on to number two. Number two is eBay. Now, a lot of people don’t realize it, but eBay is still a pretty powerful search engine for buyers and the other thing is you will find more product ideas over there. Sometimes products that are selling over there aren’t selling on Amazon yet. So, you might want to go over there and do a little bit of a product research. You might want to go over there and just get some ideas or you can also go over there and search for your same product and then see what other things are showing up because they do the same thing. They’re starting to, well they’re not starting to. They’ve always done it but just not as well as Amazon, but they will start to give you different things that you might be searching for in those searches or maybe something that is searched for by a keyword is also showing up there because whoever was the eBay seller knows to put that keyword in there and then it shows up. So, that’ll give you ideas.
[00:10:38] Scott: Another thing you can do is just look at the sellers, look at the bigger sellers that are in your market on eBay that are selling in your market and really have built a brand. Go look at those products. Now, you won’t really be able to get a ton of like data as far as like, “Oh there’s been 50 sold a month or 100 sold a month.” You can kind of do it and they don’t always show this but sometimes it’ll say 261 sold right on the listing and then you can click on that and then once you click on that, it’ll show you the dates that they were purchased. So, even though you might say, “Oh it was 261,” and you’re like, “That’s great. That’s a lot,” but it might have been over the past six months or a year. So, you got to look at the dates on that too. The other thing too is if you wanted to, you could go into the reviews that were left there, the feedback that was left there on eBay and it’ll give you a lot of times what the item that someone left a review for, the feedback for, it’ll show what it was. So, even though a seller on eBay it’s kind of like I said that it’s like their feedback/review but you can leave feedback on an item, but it won’t go on the item necessarily. It’ll go on the seller’s feedback. So, you’d have to go through and kind of look through and see how many of that thing sold because that’s how they left a review.
It’s a lot of work. I don’t necessarily think I would do – I wouldn’t go that far. I would just go there to get some intelligence. I would just go there to kind of look at some people that are selling similar products over there but aren’t selling them really on Amazon or that well and they’re just really power sellers on eBay maybe or maybe not. Maybe they’re just people that are just getting started on eBay but they’re starting to sell similar products together. So, it’s again another way just to get more ideas. Now, one little tip here and I can’t really show you here in this audio but I can kind of explain it but if you go to advanced search, you can search for items that have sold in the last 30 days and I believe it’s 30 days, maybe two weeks, I’m not 100% sure but if you just go to advance search on eBay and this is again while you’re searching for your item and you type in, you only want to look at listings that have been completed or sales or products that have been sold, it’ll pull back all the ones that have recently sold. I know it’s at least two weeks, but I think it might be up to 30 days.
[00:12:52] Scott: There’s also a tool out there. I haven’t really used it in a long time called Terapeak. I probably should look into that because that’s another cool tool that’ll give you all that information. Again, I’m not an affiliate for Terapeak. At this time, I haven’t used it so if I’m not using I’m not going to recommend it but maybe in the future I will, and I’ll play around with it and I’ll come back but, yeah, it’s a decent tool that I used to use three years ago when I was really going into eBay a little bit more full force but anyway, so that’s eBay. So, don’t discount that. Go there. Now, the other thing I want to say here before we move on to the third is like the things that I’m talking about right now, just go do it like just go to Amazon and do what I said and just start making notes. Just spend 15 minutes, 20 minutes and do it. eBay, same thing, just go ahead and do it. There’s nothing that you’re going to lose from this, a little bit of time, but I think you’ll get some intelligence and I think it’ll also start to build out a product list for you that you can then expand because one thing could lead to the other to the other. You kind of know how that works so just do this stuff. It’s not hard. It’s just something you got to do. So, Amazon, eBay.
The third one is Google. So, if you go to Google and you search for your keyword or a product, so I did two searches here recently and I did one for kayak bass fishing and that one there came up with some kayaks and stuff. So, actually, I should probably back up. Let me back up for a second. If you go to Google and you search for that, let’s say Kayak bass fishing, you’re going to get results back for results that are just on the main page, on the main results that are pulled back. You can go up to the top at least at this time it’s at the top. You go to the top and it’ll say images, maybe videos, and then it’ll say shopping. If you go to shopping, that will just bring back all of the products that are for sale using that keyword. So, again, if you go to the top, I believe it’s at the top and you just look for that shopping tab, you click on that and it’ll return all of the items that are for sale for that.
[00:14:53] Scott: The other cool thing is now you’re going to see, there’s going to be some filters. Now, in those filters, you can then start to refine so you're not getting everything under that search without just going in there and creating a new search. So, one that I use a lot is products under $100 and maybe newest. So, you have under $100 and newest. You don't have to use them all, but I would play around with them because the newest ones might be something that’s new to the market or if you don’t want to do newest because you don’t want to miss the stuff that’s doing well, that’s been up for a while, well you uncheck that. The other one they have there is like near you but that doesn’t really pertain to us because we don’t really care unless you wanted to go and find one in retail and check it out but, yeah. So, you have those are filters to use. Okay. Now, remember, Google is a pretty powerful search engine too and people do go there and buy stuff. Believe it or not, people buy elsewhere, not just on Amazon. So, why not go there and get some ideas that again might not be on Amazon yet or that we could bring into our brand.
Because, again, once we understand that we’re building a brand in a market, we want to start understanding our customers and our customer’s journey. When they buy one thing, what do they buy next? What do they buy in six months? What do they buy over and over and over again? Which is again another thing you should probably start to think about if there’s a way that you can figure out a product that’s in your brand that could be something that wears out or something that they have to replenish or just something that they maybe even give as a gift. So, those are things to think about when you’re thinking about products too. Because if you can land one of those, that’s a whole another advantage to have in your business and in your brand, because now you have something that’s recurring which is pretty cool. All right. So, start building a list of potential products that you could sell your customers right now today. Like there’s your homework, very simple. All you have to do is go to Amazon, go to eBay, and go to Google.
[00:16:52] Scott: Now, there are other platforms out there you can play around with too. I mean, heck, you can even go to Alibaba, AliExpress. You can go to Etsy. You can go to Walmart.com. You can go anywhere you want to go, you can go. I mean, heck, if you’re selling into the sporting goods and you’re selling let’s say softball gear, go to Dick's Sporting Goods like go to a sporting goods store and look through and see what's on the shelf. Go to Lowe’s and look through the aisle that is in barbecue grilling and then go and see everything that's there that they are bringing into the store because obviously, they vetted it out already. So, get out of the just the norm. Everyone is really just kind of like going on Amazon and then looking at the frequently purchased together which I think you should do but that's where they stop. They don't go any further than that. So, I would start there for sure because it's so darn easy and then also customers who bought this, also bought this. The other cool thing is when you do this as well when you get these products that can be cross-promoted, the cool thing about that is you can cross-promote your own products.
So, inside of your seller’s account, you can go ahead, and you can start to link these products back and forth together in the promotions area of your listing. I mean, that's really powerful. So, let's say you do have one product that sells better than some of your other ones. You can use that as a way to get advertising. Because if there's a lot of traffic there, they're going to see that. The more people that see it, the greater chance that they're going to click over to buy and you can entice them by putting in a promotion of some kind, buy this, get this one for 50% off, whatever. Buy this, get $5 off of this and then they'll just click on one button. The other cool thing is when you are able to have your own products in your own storefront, now you have, again, someone comes to that storefront, they have more things, more options that they can buy and fill up their shopping cart. That's what we want to do, right? We want to give them what they want but we want to fill up that shopping cart a little bit and then from there, we’re going to be able to increase the size of our orders.
[00:18:53] Scott: And then when you have all this stuff, let’s say that you have three to five products that are all linked together in a sense selling to the same market. One person could buy all five of those if they wanted to but here’s the cool thing. We could take those same products and build ourselves a nice little simplified funnel that we can take Facebook ads and drive it over to a frontend offer and then we can have a backend offer and then from there we can also retarget them in the future with some other maybe new products that we’re going to be launching. We can build our email list like we have all of that stuff that’s in control now because we have a nice little suite of products selling to a market in our brand. So, again, I can’t stress it enough. That is really where you should be focusing and that’s where I’m going to be focusing because it’s really, really important that we understand that. If we can find the market or submarkets or sub, sub, submarkets, it will become easier for you to be able to, number one, build that brand which by the way if you’re ever looking to exit your brand, it will be worth more and it’ll be easier to sell so just keep that in mind too but it makes it easier for when you want to think about what’s the next products you’re going to roll out. What is the next thing that my customer would want or buy?
And here’s a little pro tip for you guys. You could ask your email list or your Facebook page or group, what are the top five things that you couldn’t live without when you go fly fishing? Like, you could just ask that question and then they’re going to come back and go, “These five things.” Well, maybe one of those five or maybe three of those things on that list are not in my product suite that I sell. I could start looking into those. See, that’s a little pro tip there because you need an email list to do that, but you can totally do that. Heck, if you did any retargeting which again I don’t want to get too, too advance here but if you did some retargeting on someone that landed on your free plus shipping offer but maybe didn’t buy, you could still follow up with them with another offer or a different offer or a reminder or a survey. You could do a whole bunch of stuff.
[00:20:54] Scott: That’s a little bit more of a pro tip like I said, and you can definitely graduate there. It’s not hard. It’s just if you’re not already launched on Amazon yet and again I would say I would still launch on Amazon. That’s where I would launch today. If I were starting from scratch, any new brand that I’m involved in, that’s what I’m doing. I’m setting everything up, so I can launch on Amazon but I’m building these assets outside of Amazon so this way here I’m not just held to what Amazon does or they’re in control off. All right. So, it’s just really important that you understand that.
So, let’s just recap here real quick, guys. So, number one, go to Amazon. Go there. Check out the frequently purchased together. Look at the customers who bought this also bought this area down in the bottom of the listing area or in the middle, wherever it is for you or in mobile. Look at that stuff. Really, really important because it will give you the answers and it'll start to build out that product list for you. That's a no-brainer. Number two, eBay. Search for your product using keywords and then look at sellers who are bigger brands that are selling your type of products. Start to look at that stuff and start to get more ideas that might not be on Amazon yet.
Number three, Google. Do a Google search. Go to the top, look for that tab that says shopping, click on that and then just start to filter down. Look at products that are maybe under $100 or if you want to look at products that are over $100, you can do that too. Look at also newest items and then also look at past items or older items I believe. You just uncheck newest. It’ll show you all the past items as well. But you got to start building a list of potential products so this way here you can offer these to your customers. I’m telling you, it will become so much easier than you thinking about what’s the next product, what’s the next market? Like, that stuff becomes old and honestly frustrating because then you’re like scratching your head all the time not knowing if it’s the right market or the right product.
[00:22:51] Scott: Once you get this, this clear like vision of what you’re doing then you’re really just looking at the market and seeing what they want and then you’re just going to figure out a way to give it to them then you can look at all of the reviews and make better products. You guys know the drill. That’s what you do.
All right. So, guys, at this point, if you are stuck and you have not picked a market, you have not picked products, then I would invite you to check out our new training called Product Discovery Bootcamp and I am really excited about it because it’s officially open now to the public. We did a small group of 100 people. We went through that. We taught it and we had a blast. But the cool thing is everyone that’s going through it is going through this exact thing that we’re talking about here today and that is how to find a good market that buys products and then how do we build a brand in that market. That’s exactly what we do for Product Discovery Bootcamp. So, we are finding products but we’re only finding products in this training that will be sold in your brand in a market.
So, that’s what we’ve done here. We’ve really narrowed it down and just put that focus on that because I believe it will become so much easier once you get clarity and once you go in this direction. So, definitely go check out ProductDiscoveryBootcamp.com if you’re at all interested. If you own a brand right now or what you think might be a brand and you only have one product and you’re struggling to think about what else am I going to offer them, this is still a great training for you because, again, we are able to now look at your market and start to drill in and start to really see and expand into these submarkets or even sub, submarkets which a lot of times are a lot less competitive. So, definitely check that out, ProductDiscoveryBootcamp.com. I’m really proud about this. It’s really an awesome training. It’s affordable so definitely go check that out if you’re at all interested.
[00:24:50] Scott: All right. So, the show notes to this episode can be found at TheAmazingSEller.com/498. All the show notes, transcripts, links, all that stuff will be there, and you can go ahead and grab all the goodies over there. All right. So, guys, that’s it. That’s going to wrap it up. Remember, as always, I’m here for you, I believe in you and I am rooting for you, but you have to, you have to, come on, say it with me, say it loud, say it proud, take action! Have an awesome amazing day and I’ll see you right back here on the next episode.
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