Leveraging Video to Elevate Your Amazon Brand with Justin Willhite – Episode 44 of the Agency Operators Podcast

Leveraging Video to Elevate Your Amazon Brand with Justin Willhite – Episode 44 of the Agency Operators Podcast Unknown Speaker: Hey, everybody. Speaker 1: Welcome to the Agency Operators Podcast. Today, I'm joined by Justin Willhite of ComQuest. How are you doing, Justin? Speaker 2: I'm good. How are you? Speaker 1: Very good. Sorry about that. I cut you off, right? Speaker 2: No, yeah, we got to talking. We got to talking on topic before we started the live stream. Speaker 1: But yeah, yeah, you know, I'm really happy to have you here just because it's something different, right? Like what you're offering is helping Amazon sellers, e-com brands, but in ways that I think are not traditional. I mean, I know that you guys are kind of expanding your service offering as you were just Tell me getting more into social and video production there. But I've seen some of your work in what we're going to be talking about now in a second. And it's really something that I haven't seen done anywhere else, just kind of focusing on a really particular subset of the Amazon listing and getting videos put there. And it's actually quite brilliant. So I'd love to kind of hear more about that. But before we kind of get into that, I want to first take a step back because I know that you're involved with Twitch. I know that you've been doing the Conquest thing for a number of years. I'm curious, you know, what's your story? How did you get into all of this? Speaker 2: Yeah, so it's been, it's kind of a long story. So I've been, I've been, I am, I'm currently the Senior Influencer Marketing Manager for Twitch. So I do all of our in-house influencer marketing placements. I do discovery, I do contracting, payments, everything. So basically I'm the internal influencer marketing platform for the Twitch marketing organization. So I do all that for them internally. We don't use any external influencer marketing agencies to source creators because Twitch is the platform and the creators are, the people that we're working with are the people that are on our platform. So I kind of manage that for Twitch. I've been there for, we're going to be nine years in October. I've been there for a long time. But simultaneously to me doing, to being at Twitch and even before I was at Twitch, I was a YouTuber. I have a tech channel that I've been running for years, still doing that. But that's kind of how I got really into the weeds with video production and how I got introduced to a lot of brands just in the e-commerce space, right? So, you know, I was doing videos for a long time, doing reviews, doing unboxings, things like that and, you know, slowly but surely as you start to gain a channel, brands start, you know, popping into your inbox and wanting to send you everything and, you know, and so through that I was able to find You know, a lot of success doing that. The channel was growing. I was doing a lot of affiliate stuff with Amazon affiliates at the time, right? They then launched their Amazon Influencer Program and because I was an affiliate and I was generating a lot of money for them, they invited me to that. And then that is when I learned about posting videos specifically on Amazon as opposed to just driving traffic from off-platform. I got really interested in kind of learning all the different places that my video would show up on Amazon. Once I kind of discovered that, came up with some strategies, I started to realize, well, this is something that I think brands and agencies that operate on Amazon could actually use as like a service. And that's kind of how I productized this whole thing and it turned into me moving out of my office at home where we had like a little table and I had little lights and all this stuff to now I've got a full-blown video production studio here. And so basically what we did is we just productized it and we turned it into ComQuest and now that's what we do is we do kind of what I would say for the last three years, we focus on Amazon listing optimization but through the lens, through the lens, that was unintentional but that was funny, lens of video production, right? Because I think that's, again, that's one of those things that a lot of brands and agencies overlook because it's not The typical really flashy change that you can make, right? I think now that I've been in this industry for a long time, there's a lot of really big levers that all the agencies and contractors and all that stuff, they can pull really quickly. PPC, optimization, listing optimization, static artwork, making sure your images pop. There's all those big things, but then there's this underlying tone This is a video that is important only to, they believe, it seems like it's only important At the top of the listing, right? And then everything else that kind of comes through either UGC, you know, customer reviews, things like that. But there's a lot more things that you can actually, with the right partner, affect directly. And that's kind of what, that's where we kind of stepped in and tried to help brands and agencies realize that and see the value in what that can offer. And then we offered the video production services. And then now here we are three years later and we're doing that and more. Unknown Speaker: So cool. Speaker 1: Yeah, and what about Amazon Live? Have you guys done any work around that? Speaker 2: We've done some Amazon Live. I have a lot of thoughts on Amazon Live. I love a lot of There's a lot to it. It's good and not good at all in a lot of different ways. So I would say, you know, I have a lot to say about that, but that's an entire topic on its own. But yes, I have done Amazon Lives. We still do them occasionally. There's a lot of reasons why we don't do them as often as we did, but it's out there and it's definitely something that I think if you are a brand that has the ability to pay If you're looking for a larger influencer to do live streams on behalf of your brand, then it can work really well for you or it can work for you to do specific things. I think there's a lot of misunderstanding People expect from live. So anyway, I have a lot of opinions on that because I work for a live streaming company. I mean, I work for, I have a lot of perspective on this, but then also from a person, from an influencer side that has used it, I have a lot of challenges with it as well. So yeah. Speaker 1: I mean, I've tried it years back. I was quite disappointed as many things that are sort of new and, you know, kind of beta release. So that's why I was curious, you know, what's the latest and greatest, like I haven't, Seen anybody going crazy about it recently either so I'm assuming that it's... It's not so great but that thing that you said about you know if there's an influencer that's well known and they're sort of promoting it ahead of time that there's going to be a live stream and then they go on then maybe that can find you know you can find success that way. Speaker 2: It takes a lot of pre-planning I'd say focused marketing to really make it to make it something. I don't think and I think what you have to do going into that is Make sure that your expectations are aligned correctly because the odds of you actually making, overcoming the cost of that entire process in the sales that it will generate I can't say that you're going to... I would say that it's pretty rare to be successful on that mechanic. I think getting exposure, getting content, capturing that content, I think is where you could potentially get the most benefit. If you're going to go down that route and you're going to have an influencer create a live stream about your products, make sure that you're getting access to that video after the fact. And then you have some kind of video editing team or social team that can break that up, that content up and use it somewhere else, right? And gain the value, not necessarily from the direct sales, but for the marketing opportunity that could be posed by just getting really good live content, right? I think that's where a lot of brands may not be Their mind is not thinking about it correctly. They're thinking like, okay, if I do live stream, I make money, right? I come out, you know, making profit. And I think that's, you need to be looking at all the different ways that you get value. Outside of profit, there's a lot of other things that you can do in that way. And so that's what I think you have to really have your mind around before you dive into that world. From an influencer side and from my side where I feel like it's really lacking is one, to be honest with you and the reason why a lot of brands aren't probably doing it anymore is because TikTok Live is basically eating their lunch, right? Like that's the place right now for live streaming sales types of content, right? And Amazon's platform, their influencer platform in general. This podcast is really catered to large influencers, right? And that's what makes it really cost prohibitive and really hard for smaller brands and agencies to get involved in it because you have to pay somebody who has an audience that can bring an audience to a live stream. Otherwise, like if I go live, right, and I don't have a massive off-platform audience, it's probably not going to perform very well. You will end up with a full live stream worth of content of me talking live about your product, which there is some value, right? Then you take that, like I said, and that's where you can get the value, even from a smaller creator doing something. Just know that it's... It's kind of a big influencers club when you start talking it from that. That's my perspective and that's what I've seen as an influencer and from the brand and agency side. It's a hard one. There's a lot to it. Speaker 1: Yeah, I was exactly gonna, that was my next point is the whole TikTok live thing. I know that social selling, I mean like TikTok is coming from China and I spoke to somebody who lived out there during kind of pre TikTok being hype in the U.S. days and he was saying that like it's for the last 10 years that kind of model of social selling has been very prominent and it's a very like kind of impulsive and It's like having live streams where people are showing things. I mean, to be fair, in America, we've had the same thing, QVC, right? It's a type of live streaming selling on the spot and you just call in and buy it. It's like the early days of it in a way. So I could definitely see it. I mean, it's probably evolved quite a bit now where it's a little bit more targeted, a little bit more curated in that type of way. I can definitely see it working under certain circumstances. I guess it depends on the brand. It seems like it can't just be anybody. Speaker 2: I mean, I think it's the beauty of the power of that platform is the algorithm-driven delivery, right? So that's the one thing that you're not going to necessarily get from Amazon Live is it's not a social platform, right? People aren't going on the Amazon app or on the Amazon website to watch social content, right? So it's not, you're not, it's contextually feels out of place. It doesn't make sense. You're not gonna go to the grocery store to watch a football game. If it's on a screen in there, you may stop for a second and look at it, but you're not gonna sit there and pull up a chair and sit at the grocery store. You're shopping. You're there for a different purpose than what is being provided from a visual perspective. And it has to align really well. I have to be shopping for a cooler and like that specific cooler for me to see them talking about it on live, right? TikTok on the other hand is a completely different animal. Like they know, I mean, their algorithm, that's what, that's why it's so powerful for the TikTok shop is because the algorithm Just finds the right people at the right time. Like I bought, you know, I buy energy drinks on TikTok from time to time and man, they have got me pegged, right? Anytime someone's doing a live about energy drinks or a new one drops, my feed is like probably 45% energy drink content, right? And they just, they just know, right? And so, but you're not going to find that on, Amazon, right? Because like it's not a social platform. Like I'm not, I'm not there to chat with you while you're live. That's for Twitch, right? Twitch, you go and chat and you create communities and stuff like that. So it's just, it feels contextually like it's in the wrong spot. I understand the QVC concept and the play, But even QVC is a weird one because like, have I ever watched QVC? Not on purpose, like I'm flipping through channels and I see it, right? I have to want to go somewhere and be sold something. Speaker 1: Yep. Speaker 2: I mean, the vast majority of people don't want that, but if you're on TikTok and it organically comes into your feed and you're like, Oh, what is this? Like, okay. And then like opportunistic buying, right? Like, Oh my gosh, well that is really cheap. And that does look really cool. Sure. I'll buy it. Right. So it's just different. It's just really different. Two different products, two different locations. TikTok just, it just, that's what, It's kind of working these days. Amazon Live, I don't know. Speaker 1: Yeah, you got to go where the attention is. So I agree with you entirely. I mean, Amazon has a lot of attention, don't get me wrong, but like you said, you're not going there to sit around and watch live streams. Yeah, especially like, I mean, Amazon, I feel like it's getting more in the realm of how do we condense information for customers so they make a decision even faster. And lives are taking a step backwards where it's like sit around and watch someone talk on and on, right, about different things. And it's like, you kind of feel like you're wasting time because you come to Amazon, you want to solve a problem fast. Like one thing they recently did, I mean, I'm a buyer of Amazon products, of course. And one thing that they've implemented recently that has changed the way I shop is showing now how many times a product has been purchased. Speaker 2: It's huge. That's a huge number. Speaker 1: That was a game changer, right? Speaker 2: Totally, totally. Speaker 1: You're just like, oh, now it's like social proof in real time. Like literally this many people have bought this product compared to this one. It must be better, right? Speaker 2: Well then there's, but then on top of that, so to add to that, then you go into products now and you'll see a little, you know, one of their little, one of the things that says like often returned. This product is off the return and you're like, whoa, whoa, whoa, whoa. You know what I mean? I will say the transparency that we are getting as shoppers on Amazon is making it much easier to find things. Well, I mean, find the top selling stuff, right? Amazon obviously is all about like, I don't care which one of these like, you know, potted plant, You know, like watering systems is the best one. This one's just selling the most for some reason and not many people are returning it. So that's the first one that's going to show up every time, right? Like that's just, that's, that's how they do it. They're just trying to get you to make a sale really quickly, but there's no, there's no, I'm not there to be social, right? Like, I mean, I'm on there probably a couple of times a day just going like, Oh, I need to get toilet paper really quick. And I want to, I want to find the toilet paper like that, buy it and then be out of there. Right? Right. TikTok, you're, I'm scrolling for, you know. Speaker 1: They want to suck you in as long as possible. Speaker 2: And I think, but I think what's happening now is what we've started to see where Amazon is starting to, starting for like, I think the first time to actually start to build inroads with social platforms, right? Like where now I think you on, you know, in certain situations you can actually start including Amazon affiliate links in your TikTok content and it will drive you to the actual listing where that isn't typically not possible. TikTok doesn't want you to leave. Amazon doesn't want you to leave. YouTube doesn't want you to leave. Nobody wants you to leave their platform. But when you're talking about social selling, TikTok, you know, has TikTok shop, right? So they obviously don't necessarily need to partner with Amazon, but my gosh, like, could you talk, I mean, I can't even imagine a more powerful combination, right? Like, imagine if TikTok and Amazon came to an agreement where they said, okay, in every single Amazon seller's, like, seller central, right, there's now a checkbox that says, You know, TikTok shop and they flip a little switch and their entire product like listings are all now available in TikTok shop with fulfillment through Amazon, right? I mean, that would be nuts. Like the TikTok shop would explode in size. Social selling would go off the absolute scale. And then like prime fulfillment, like it would just, that's what, those are the types of partnerships that basically need to happen, right? Like that's what we're getting to these days. So anyway, that's what I'm hoping to see eventually come through. That'll just break everything. That'll destroy, that'll just, I mean, that would be insane. Everyone would be buying everything on TikTok and Instagram and Facebook. It'd be insane. And then all fulfilled through Amazon. It would be nuts. I mean, we're already seeing Shopify now working with YouTube. So that's a big one that's coming through right now. Speaker 1: Right. It's all merging together. I mean, I totally see it. I think TikTok probably needs to go through their regulation phase right now. And then once there's a little bit more security around that, then Amazon can say, okay, now we're a little bit more clear to build. Speaker 2: Right. Speaker 1: And I think it does make sense on both sides. Amazon probably has to get over themselves with the app that they've tried to create, which didn't really work too well, in my opinion, because they're trying to make their own sort of like social selling app, TikTok knockoff. I think that once they get over that and say, you know, let's build a more formal partnership, it'll be mutually beneficial. And really, I mean, like on both sides, you know, cause both platforms are trying to make money. So I think they, like at some point they can just kind of do the math and see like, you know, how much do we lose or gain by sending somebody off the site? I mean, you're going to come back to the app anyway. It's not like you're really... Speaker 2: People are addicted to the app, right? But if they want to buy something, if you, from a TikTok perspective, if you can stop having to do the fulfillment side, On a vast majority of the sales and you can save the cost on the fulfillment edge on the on that side of things. Right. And like now, instead of only having X, Y, Z brands that are available, you could potentially have the entire Amazon catalog like globally immediately available. And like you're in, you know, even if it was a like every sale that came through TikTok was a percentage, like they just got a percentage commission structure. I mean, who cares? I mean, obviously, from a corporate level, everyone wants to get their big piece, right? But it seems like a win-win for everybody. And then one of the big barriers that we're seeing right now, especially, is not necessarily the difficulty, but the barrier to entry into TikTok shop. Because It's a completely different fulfillment process than Amazon. It's a completely different marketing process. There's no connection whatsoever. So if some brand wants to jump into TikTok Shop, they have to focus completely on an entirely new platform to sell on TikTok Shop. Same as Shopify, right? It's completely not interconnected. If they can remove that barrier, And like, you know, Joe Schmo who's got like two products that he sells on Amazon can just flip a switch and now he's on TikTok shop. With like no additional like setup work would just be, I mean, everyone, every brand would be selling on TikTok Shop tomorrow. I mean, I don't know. Speaker 1: There's a way you can do it, but it requires a lot more than just flipping a switch. Speaker 2: That's what I mean. If there was an integrated partnership where they just go like, hey, do you want to have, you know, you log into Seller Central one day and a thing pops up and it's like, hey, you want your entire catalog on TikTok Shop? Hit yes and agree to this terms of service and done. And then everything just, that would be amazing. Anyway, that's obviously my small brain, small guy idea, but I just, it feels like there is a massive amount of money to be made from anybody and everybody involved in something like that, but I'll leave that to the corporations to figure out. Speaker 1: I think right now what we can do is hook up our Amazon catalog to our Amazon fulfillment to the Shopify catalog and then like, you know, do a skew match right there. And then you hook up your TikTok shop to your Shopify. And so when you get an order, it kind of feeds through that whole loop. So you just kind of like Shopify is like the medium or the conduit. That's probably the closest that we can get of an informal situation where you're using your fulfillment center from Amazon to sell on TikTok. Speaker 2: You've got to bend systems that don't want to work together to work together to make it work. That's the hard part. You either have to, as a smaller seller, you'd have to find somebody to do that for you and pay them to do that for you or go down the rabbit hole of trying to figure all this out and then keep it working. In perpetuity, right? Like it's a lot, right? And so like that's the barrier of entry where like, like I said, if TikTok and Amazon, you know, and we're seeing them, obviously they are talking, right? And there's things like that. Or if Amazon swoops in and buys TikTok, like that would just be. Speaker 1: That would be pretty crazy. Unknown Speaker: That would be insane. Speaker 2: But it would be a massively good move for Amazon, in my opinion. Speaker 1: Be sure. Speaker 2: Like to immediately have that a social media We're a company at your disposal to immediately sell all of your products. It would just be insane. So, I don't know, we'll see. Speaker 1: Very interesting. Speaker 2: Yeah. Speaker 1: But going back also, just pivoting back to what we were talking about at the beginning of what you're doing with the video and creating those types of unboxing product videos, could you speak a little bit more to that and how that process actually works? Speaker 2: Yeah, so one of the things that we identified is so, you know, I mean, If you've been selling on Amazon or you're, you know, an agency and you've repped, you know, you understand that there's like, there's obviously the video that is in the main carousel of the product, right? That's the main product video. And that is, you know, everyone, you know, most brands and agencies have gotten those and they've got a place to get those. And, you know, we make those if brands don't have them or agencies don't have them, we can do that. But that's been primarily that and then PPC ads. And then now we're seeing everyone kind of getting really into the A-plus content are like the three This podcast focuses for video when it comes to Amazon and that's just the first thing that basically Amazon tells you you need all those and agencies tell you you need all those, right? And those are just kind of like, well, we just have to have them. However, then there's the bar, then there's all the other video that comes from the influencers. So when an influencer like me, let's say I buy your product and I decide to make an unboxing video for it, right? And I upload it to Amazon, it shows up on your listing and now that happens. Or if somebody buys your product and they make a review and they... They make content and that'll show up on your listing, right? But what I think most brands and agencies don't know is that if you work with an influencer, You can have them make content for you. You don't have to organically just sit back and wait for somebody to pick up your product and make a video. You could proactively work with an influencer and say, hey, let me send you one of our, you know, one of our shower mirrors. And, you know, if you could do an unboxing for it and put it on Amazon as an influencer and link it to our listing, that would be awesome, right? Like that is very doable. But I think Everyone, when they think of influencers, they immediately think TikTok, Instagram, Facebook, YouTube, like that kind of stuff, right? They go off platform and they don't realize that there is an on-platform play to be made, right? Like, yes, you do have a brand video, right? That is like basically a commercial that's hyping up your product and it gets people in the door and it's flashy and all that kind of stuff. But then what people always want is they want We are a third party opinion. And so they will go to TikTok and Instagram and Facebook and YouTube to try and find peer validation or another voice to tell them about the product or tell them about the product in a different way. And so if you don't have one of those on your listing, if no one's done, because you never know. I mean, there's, I mean, how many, probably billions of products on Amazon these days. I don't know how many, you know what I mean? There's so many, like, You never know, unless you've got a really, really hot, really, really high-selling product, is an influencer ever going to pick up your specific unit and make a video for it? That's just, I don't know. We'll see what happens, right? But working with somebody who can do that for you specifically, like strategically, like hey, I need you to make an unboxing video just like you do for all your other stuff, but we just want you to do it for ours, right? Totally. It's something that helps optimize your listing so that when people come, And you've got them to look at your product. They're shopping through, you know, they're reading through your stuff. And then they find a video where it's like, hey, here's another perspective on this product. That might just be the validation that they would have gone to try and find somewhere else, but right on your listing, right? So the goal is to just have that available. And that's why Amazon made influencer video on listings available is because they know that if someone's shopping for a product, And they have to leave. They may come back, they may not come back, they may buy it, they may not buy it. They want them to buy it now, like we were talking about, right? That's why you have to, that's why it's really important to have every bit of video, every bit of, any piece of content that Amazon allows you to make and put on your listing, you should have it. Because that just means, if it exists, Amazon doesn't put video on a listing if it doesn't help sell, right? Like that's kind of the essence of this all. And so, Just know that you as an Amazon seller or as an agency, you can work with influencers to make videos for your product or your client's product and it's extremely valuable. Speaker 1: Amazing. I think it's so brilliant. Like I said, I have not seen anybody else do this and I think it's kind of shocking because it's a huge part of the listing. It's just not at the top like you said. People are focused on what you see above the fold. We're going to be talking about intro graphics and title bullet points and then, you know, maybe A-plus or premium A-plus. But as you're scrolling towards the reviews, there's that giant section right there. And instead of going to YouTube and typing in, yeah, shower mirror unboxing, like wait for somebody to like, oh, this is this function, that function, because it's more real, relatable, because it's actually like a customer talking about it or from the perspective of a customer, right? Speaker 2: Well, that's the other thing though, is if they do go to YouTube and they search shower mirror unboxing, is that gonna be your product? That they're gonna find is the first video going to have an affiliate link that sends them to a different shower mirror that they like better and they never come back to your listing. That's why you want them to capture them right then and there. So having that content right then and there is really important. Secondarily is when we make video content for our clients, when we post a video as an influencer on Amazon, we also post that same video on our YouTube channel. And our Instagram channel, TikTok channel and Facebook, right? So if, if for some reason they don't see our video about your product on your listing, for some reason, and they go out to try and research like the, you know, the, you know, whatever, awesome, whatever, awesome, awesome bathroom brands, you know, shower mirror. They're probably going to see our video again, which has an affiliate link, which takes them back to your listing, right? So we try, that's what we try and do is we're trying to create like a vortex of video content so that if they, for some reason, that doesn't convert them on Amazon, they're gonna see it elsewhere. And so we do that. That's kind of one of the things that we do for our clients and things like that. And that's just taking, you know, the influencer video at its basic purpose. Then there's influencers like me who have found an even trickier strategy with influencer video and that is what I call and what we call complimentary product videos. And this is something, I don't know if we've talked about this yet, but this might be interesting to you. Did I bring this up to you at all? Speaker 1: I remember, yeah, they did. Okay. Speaker 2: So this is a really interesting thing that I think, and this is even more so if you're not working with influencers on Amazon, And you start, there's a really, really, really high likelihood that they're not doing this specific strategy. And this is something that we have been doing for years now and it's been very, very successful in a lot of cases for clients. We call them, again, complementary product videos. And essentially, what most influencers either don't know or aren't really paying attention to or using strategically is that when we make a video and we post it on Amazon, Amazon says, okay, you've uploaded the video. Now tell us which ASINs are in this video, right? And typically I'd say, well, it's just, you know, it's just this one item, right? If I was a normal influencer, not thinking strategically about how I could break this into more of a marketing strategy, right? It would just be this ASIN. And that would be fine. However, if you're working with us and we're doing a complimentary product video and we say, okay, well, here's this watch that my brand sells, right? This is our company that we're selling this watch. And we say, okay, well, who's the target customer for this? And you say, well, it's people that go to the gym, because it's a fitness tracker, right? I'm like, great, okay, well, let's find two products that are not competitive. That are the same person, so the same person that's gonna buy, that potentially buy your watch is also shopping for X and Y, these two other products, right? So we get like, let's say, pretend like a water bottle and like a sweatband. I don't know, just for an idea, right? So now we've got a water bottle, a sweatband, and your fitness tracker watch, right? Now as an influencer, I'm gonna make a video that says, hey, here's three of my favorite products When I go to the gym, first one is this watch, blah, blah, blah, blah, blah. This thing's amazing. Here's all the details on that. Second product I want to show you is this water bottle, man. Like, you know, obviously when you're working out, you're tracking your stuff, but then you also got to keep hydrated. This is my favorite water bottle that I'm using right now at the gym. And then man, I'm working out hard, sweating like a beast. Here's this sweatband, right? What then I can do, when I upload that video to Amazon, Amazon says, hey, well, what ASINs are in here? Now I tell it, well, this ASIN is my watch and then here's this water bottle and here's this sweat towel. Well now, instead of that video just only showing up on my ASIN, that video is a video for this product On the watch, the water bottle and the sweat towel. Now, if we've picked the right products, like the right specific, you know, complimentary products, anytime somebody shops for that water bottle or that sweat towel and they go, I got it. Well, let's see if there's any videos about this. Oh, there is a video. They click play on that video because they want to learn about one of those two other products. Every single time, the first product they're going to learn about is the smartwatch from our client, from our, from that brand. Now, what's great about this is it's, they're not competitive, right? If they wanna buy all three products, hey, sweet, good for you. The idea here is that now, instead of that video living in only one customer funnel, which means that they have to find your product, they have to go to your listing, and they have to go to the video section, now it's on two other listings out there, just potentially driving more eyeballs and views and potential new conversion sales to your listing, because that's across, right? The beauty of that though is that you can make as many as you want. You don't even have to make one. You could put your watch with this water bottle and this water bottle and that one and these three sweat towels and these yoga mats and this workout pants. You can really make as many of these as you want. And the beauty of it is that then you're just casting the net just a little bit wider each time and potentially driving new visibility to your listings and to your products. Speaker 1: That's amazing. I really like that. And again, something that nobody really talks about. I think it's a pretty huge, like if you want to say like hack, it's not really a hack. It's a strategy. Speaker 2: But it's 100% there's nothing I mean, it's it's part of the system. It's part of the program. I get they allow you to do it. There's nothing I mean, we're not it's not black cat. Speaker 1: It's completely it's just yes, it's compliant because there are probably situations that people are legitimately just Oh, here's a couple of things I just bought on Amazon for my this reason because I'm starting the gym because it's a new year resolution, right? And then they can make a video like that organically. You guys just happen to be doing it in a more strategic way, which is fine. And I think that's amazing. And one of the reasons why is there's probably a lot more people shopping a page for a water bottle that's $5 compared to like, let's call it $100 fitness tracker, right? So you're getting a lot of exposure in a niche that has more just general volume. Speaker 2: Absolutely, absolutely. And it's, you know, and the cool thing about it is like, you know, it really comes down to, you know, if you've got a brand new listing, right, of like, let's say you just launched the watch and it's just hitting Amazon right now, right? We can go find a water bottle that's already established, that's got like 10,000 reviews. It's already got like, they're doing 1,000 sales a month, right? And put that one on there. So now your watch that's brand new to the market has no reviews, has no sales, has none of those fancy badges that said 100 sold this month, right? Now you're showing up on two listings that are out there already established, already working and already have a cadence of traffic, right? So you can help in and now before I get too far though, I do want to say it's not like a silver bullet, right? This is not one of the big levers that you can pull like we were talking about with agencies, right? It's not going to be a massive like. It's not gonna be a total like all of a sudden you went from zero sales to like 5,000 a month, right? But it's just one more of those things for optimization, right? I think that's important to just keep in mind. It's not like gonna just like blow your mind and you know, it's just it's just something that's out there. The other thing that's great about it and just influencer video in general is And what I love about it is it's on your listing 24-7, 365. And there's no recurring cost to it. It's not like PPC. These videos don't disappear if you stop paying for them to be there, right? They live on these listings and those other listings in perpetuity. So like, they just work all day, every day. They're just sitting there waiting to help convert stuff. And so that's where it gets into that optimization. It's not like I have to keep paying into PPC Just doing its thing. And that's the cool part about it too. It's a very low-cost way to just... Kind of do some guerrilla marketing and use other listings as your vehicle for visibility. Speaker 1: Super cool. I love it. I think sellers should really pay attention to this as another tool in the arsenal because that's what it's all about. It's little drops in the bucket here and there. All of a sudden, your bucket's full. The big ones are obvious, but those little ones, they add up a lot, especially if you have multiple SKUs. Across your catalog, those SKUs are cross-promoting to other SKUs. You're doing all these different things. It all comes together and that's what gives you that residual growth. Speaker 2: Exactly. It's small, it's small stuff, but this is, I mean, it's strategic marketing, which, I mean, any brand that does like a billboard, you know, out there in the world is basically kind of doing the same thing, right? A billboard can't direct, you know, but the billboard can't do direct sales, right? Like, you know what I mean? Like, I can't reach out of my car and touch the billboard and immediately buy it, right? This is kind of like that. And we're just basically using other established brands as a way to just show your product to just even more people for free. We went out for, I mean, obviously there's video production involved in it, but like at no recurring. Exactly, right, and it's extremely low when you look at it in the grand scheme of things. And then on top of that, now you're creating content that, again, you can use for other marketing and put on your socials or, you know, an editing company like me, we could turn that into a PPC ad and there's all sorts of stuff that you can do with it, so, yeah. Speaker 1: Love it. Justin, I appreciate your time today sharing these nuggets of gold. Do you have any, Pleased that people, the best place to find you or any, you know, final words that you wanted to share? Speaker 2: Yeah, you can find me, obviously, ComQuest.io is our website. You can see ComQuest right down here at the bottom. And then just J-W-J-D-U-B-B at ComQuest.io will get directly to me. You can also find me on social. Just search J-W or ComQuest and you'll find us all over the place. We're on every single platform. So we're pretty easy to get in contact. You can send me a DM. Very easy to get a hold of or find me on LinkedIn. Happy to chat, answer any questions. If you want us to take a look at your ASIN and tell you where video opportunities lie, I'm happy to do that as well. We do those for free for people, so feel free to get in contact and see if we can help you optimize with video. Speaker 1: Awesome. Thanks again, Justin. Speaker 2: Absolutely. Speaker 1: Thank you everyone for watching. Catch you on the next one. There you go.