Ask a CEO: “Why Aren’t My Products Selling on Amazon?”

1. Your Product Listings Need Some Love

You mentioned optimizing your listings, but have you really given them the VIP treatment they deserve? Customers are skimming through hundreds of options, so you’ve got to make yours irresistible.

• Title & Keywords: Your product title is prime real estate—use it wisely! Make sure you’ve got those relevant keywords in there. Think like a customer: what words would you type into the search bar if you were looking for your product? Make sure those words are front and center.
• Product Description: Don’t just list features; tell a story! Customers need to see themselves using your product. Instead of saying “Stainless Steel Water Bottle,” say, “Your perfect hydration companion for busy workdays and weekend hikes.” It’s not just a bottle; it’s a lifestyle upgrade!
• Images: Do NOT skimp on the photos! High-quality images that show the product from every angle in use, and even with infographics, are a must. Customers can’t touch or feel your product, so your images need to do the talking.

2. Not Selling on Amazon? Price It Right

Now, I know you want to make a profit—we all do! But have you taken a peek at what your competition is charging? Amazon customers are savvy. They’ll compare prices quicker than you can say “Add to Cart.”

• Competitive Pricing: Look at similar products in your category and see where your pricing fits. You don’t have to be the cheapest, but you do need to offer a price that feels fair and aligned with the perceived value of your product.
• Discounts and Coupons: People love a good deal! Consider offering limited-time discounts or coupons to entice those on-the-fence buyers. It’s amazing how a little “10% off” can turn browsers into buyers.

3. Let’s Talk Reviews with Selling on Amazon…

Ah, customer reviews. They can make or break a product’s success on Amazon. If your listings are sitting there with little to no reviews, that might be why your products aren’t selling.

• Ask for Reviews: Don’t be shy; politely ask your customers for feedback. Send a follow-up email a few days after they receive their purchase, expressing that you hope they’re loving it and would appreciate a review.
• Address Negative Reviews: If you have some not-so-sparkling reviews, respond warmly and professionally. Don’t ignore them; customers want to see that you care. It shows you’re committed to your product and your buyers’ satisfaction.

4. Are You Running Ads?

You mentioned running a few ads, but let’s take a closer look. Just putting up an ad won’t necessarily drive sales. You need to monitor those campaigns like a hawk.

• Targeting: Make sure your ads are targeting the right audience. Use relevant keywords, and refine them as you go. Amazon’s advertising platform provides a wealth of data; use it to fine-tune your campaigns.
• Budget: Be mindful of your ad budget. Start small and gradually increase based on performance. And, of course, check your reports to see what’s working and what’s not. If certain keywords aren’t converting, don’t be afraid to make adjustments.

5. Is Your Product Not Selling on Amazon Because Your Product is Not Actually What Customers Want?

Alright, I’m going to be a little brazen here (in the name of love, of course): Are you sure your product is solving a problem or fulfilling a need? Sometimes, our products just aren’t what the market is looking for at the moment.

• Market Research: Take a look at the trends in your product category. Use Amazon’s best-seller lists and keyword tools to see what’s in demand. It might be time to tweak your product offering or explore variations that better match customer desires.
• Read Competitors’ Reviews: This tip is so underrated! Check what customers are saying about similar products. What do they love? What complaints do they have? Use this insight to improve your product or marketing strategy.

6. Prime Day and Promotions

If you’re not participating in promotional events like Prime Day while selling on Amazon, you could be missing out on a flood of traffic. Yes, these events can be competitive, but they’re also a fantastic way to get in front of a large audience. Consider joining these sales events or creating your own promotions during busy shopping periods.