Validate Fast. Launch Hard. Scale Aggressively

Izabella Ritz.m4a Hey guys, Isabella Reads with Ecom Product Finders by Reads Momentum. Today we are going to talk about two primary things in the next 8 to 10 minutes. A lot of sellers that launched their products in the past, in 2012, 2013, myself included, we got used to some algorithms that were helping us out to get to the sales super fast. And unless you've been tracking what was going on with the data in the past years, it is very hard to get back on with new launches. So which means these days we have to validate the data and make sure all the numbers add up. I will not go today through 54 points, how we're validating data and building relationships in between the numbers. But what I am going to do is to show you primary numbers that you have to take a look when you're validating products to sell on Amazon. And the first one I want to get your attention is the VOCAI. And your attention is supposed to be in the demand to support your product. So if you have a product that you're validating, you have to take a look at the supply ratio. So I was looking at the product, which is kids' betting. And we have to pay attention to the search volume, it's number one, and to the products that are being listed and actually competing for the same keyword with the relevant products. And what is going on here is we have 0. 29 demand-to-supply ratio. What does it mean? It means that out of 7,200 people that are searching for kids betting, only 133 products are actually competing for this keyword to be sold with their products. And then this is where we can find which keywords are actually having the very low supply-to-demand ratio to start looking and validating this product deeper. So, for example, twin kids betting set, we have here a demand-to-supply ratio of 0. 21, which is like super low. Sometimes in some categories, you'll be able to see these numbers in hundreds, in 200s, in 1,000s. And when the demand to supply ratio is disproportionate, it's one of the first red flags where you really don't want to go into this niche and keep validating this because it's just will be super hard to compete. And then if we're scrolling to the left side, you'll be able to see that out of all listed products on Amazon, you can see that there are a lot of products that are being listed on Amazon. And if you're that's so true, when you're pulling up the search page from Amazon, you're like, oh my goodness, everyone is selling it. If somebody listed a product, it doesn't mean it's an actual competitor. They may be even having like thousands and hundreds of thousands of reviews, but if they're not investing into their external traffic, if they're not investing into their PPC, if they're not doing any type of the work on the backend, it doesn't mean they are actually competitors. They may be listed a while back, but they're not competing. As of today. So look at the competing products per keyword. Some keywords like they, yes, they have a very low search volume, but at the same time, it's just five competitors at the moment for the specific keyword. So pay attention there. That's number one. Now we have to look at the smart scout PPC spend, and that's super easy. And this information is extremely invaluable for everyone that is going into Amazon because without PPC, you will not be able to be ranked on Amazon. So if you're looking at the PPC, you're not going to be ranked on Amazon. Unless you're doing influencer marketing also day one, right? So what we're going to do, we want to take a look at our competitors. So you have to look at across the board for the new competitors, new listings, and old listings. So don't try to compare the new launch to the very old launch, right? So you kind of have to build this proportion of the numbers in between new and old sellers. So you're looking at their keywords. You can always sort it out for the specific type of the keywords. So for example, if you're looking at the new keywords, you can I want to have garden in the keyword, or I want to have a snail killer in the keyword, right? So if I don't have this phrase in the keyword, I'm not interested to take a look at the spend. And then you can see the total spend per each individual seller. So next part, also you guys are going to and they have very cool tool there. It's social listening. And why do we do that is because what are we talking about? Every single day, we want influencers to promote our product because influencer marketing is something when if people are talking about your product means you can be very, very successful. So what are we doing here? We're looking at how many competitors right now actually using influencer marketing for this specific product. So now where I put here 'fire ants killer', that was the first thing that came into my mind because I'm allergic to ants. And I was looking actually, and influencers are talking about it; literally almost zero for the past. I think I sorted out for the past like three months-nobody has been promoting the product. But this product is selling crazily on Amazon. So if you will be one of the new competitors for this product, if you're going to list this product, you have a huge advantage to invite influencers to talk about your product. Next one, I actually did. I decided to show how we dominated the market with one of the products we launched. So that's a weird product for a lot of you. It's Saki set. So as you can tell, this is Amazon product opportunity explorer. And we're looking first at a number of successful products for the past 300 and 16 days. It's been 14 new launches, but zero of them has been successful on Amazon. And if it's true, and you're like, 'Oh my god, it's only zero, like nobody can succeed in this pro in this niche.' And that's correct, because we're not approaching the customer, we're in the shopper, and we're not developing the product based on consumer's avatar. However, we've been able to build the product that is more expensive on the market. And nobody beats us up for the past year, just because we build the product based on the requirements of the buyer and the shopper. So when you do this, when you approach market this way, then you will be able to be in this in the second line of the market. And we're not approaching the customer; we're not approaching where it can be like one successful product, we launched in the end of 2023. So that's why this is zero. But our mark, our product is really crushing the market. So when you're going to Amazon Product Opportunity Explorer, you have to also look at the low and high success rates. So if every single person that is launching product on Amazon is succeeding, that means supply, that means that you will have so many competitors that are trying to invest as much as they can into the PPC, and unless this product has, I don't know, over a million searches a month, and only two new sellers and two of them been successful, you probably shouldn't go into this niche and into this category. So here's an example when you're building product better than others, you can see like every other competitor is really like less, less expensive, and they have some of them have more reviews than we do. We crushed this product. During Q4, we sold over 60,000, and every month is about $12,000 to $16,000 a month. It's a very niche, but you don't have to hesitate to go into the categories when it seems super saturated. Every single one is selling at $40. But if you build something that will be based on the consumer's avatar, you can be so much better. So massive and powerful pre-launch strategy, that's the second part I want to talk about. Because when you are approaching the market, you have to be extremely confident, that you have shoppers to purchase. And now we are not relying on giveaways. We're not relying on friends that will give us a lot of reviews. We want to have shoppers. So what do we do for that? We are building pre-launch. So that's one of the pre-launch pages that you can literally copy, paste everything like right here. We killed this product in the first month with $100,000 in sales just because we collected email list. So you have to build that pre-launch strategy. And there are plenty of different funnels. Funnels, when you're adding people to your wishlist, you're saying it's going to be released, you will get it first. And you will get the coupon code. You can invite your friend, like referrals with friends working very well. And then you can upsell and cross-sell to your clients. But the amount of sales you will get during the launch, sometimes it's higher than you will get sales down the road. So make sure you do that. Then contact the internet. You can contact the internet. You can contact the internet. You can contact the influencers for your pre-launch strategy, especially the local influencers. And I will get there in a second. You have to start the campaign two to three weeks prior the actual launch. So you can speak to the influencers and discuss the strategy like six to eight weeks ahead. But the actual pre-launch should be started two to three weeks because then people are forgetting about that it's actually happening. One of the hacks I want you to get, if you have to get just one thing out of my presentation, that should be this one. So there is a keyword that's called social. So if you're going on Facebook, you're adding the keyword 'social' and you're getting all these groups. So, for example, social media growth tips, Orlando singles social club. They have 3. 5 thousand members. Social media influencers, 70,000 in Orlando. Female entrepreneurs meeting in Orlando. Social. Then, social boom members only also in Orlando. And those groups like Orlando social media group, social media growth, and et cetera. And here you can also see I put here very, very local groups like Winter Park, Lake Nona, Orlando. And this is where I live. This is where I pulled this influencer. So you're building your launch across the local influencers because those influencers are not being approached by big brands. But they have all the same customers that are purchasing your products. So start the promotion with local influencers that are local to your brand or local where you live. It really doesn't matter. But they're giving you such a huge presence. You can build a main list of like 2,000, 3,000 interested people in your product within like a week or two, and they will be happy to purchase the product. And the next part, you have to create really stupid, silly content that will be shareable. So if you will look at this type of content, you're going to be able to create a really stupid, silly content that will be shareable. So if you will look at this type of content, you're going to be able to create a really like this guy was talking about PowerTool. So sometimes we can tell how can I promote PowerTool? It's impossible. It's not an interesting product. So it can't go viral. Actually, it can. So look, this one has 4,400 likes, and it has 1,500 of shares. So you have to create a content that people want to share. So she's talking about vitamin C that she loves and hates at the same time. Of course, she got a third of it, almost a third of it, or like 2,500 of it. So you have to get 5% of the likes being shared. When people sharing content, this is where it goes viral. So same goes to other devices and examples I wanted to share. And then one of the last parts I wanted to mention is get featured in one of the famous magazines or platforms like Forbes. It doesn't cost you a lot. It's probably like $97 or something. But then if you will put on your listing that our product was featured. On Forbes, at Forbes, or at NBC, or somewhere else, then you can put it on your listing and people, they trust you so much more when they're purchasing your product. Also, if you have an opportunity or you have a VA that can put you on the podcast where you have the target audience, and you can talk about pain points. So for example, if you're selling baby products, and somebody has a podcast with a lot of moms on the podcast, about moms that are listening for this podcast, and like teenage products, or baby products, or like problems that the kids have, you have an opportunity to get there, talk about the problem, and then talk about solution. People searching for solution. If your product can solve a problem, do it. And you will get pretty much lifetime engagement with your product as well. One of the greatest things is Levanta. If you guys are not leveraging it, you should, just because, with Levanta, you have attribution in between your account and influencers. So you're always getting the kickback for your sales. It's 10%. Amazon literally paying you back. So if you're paying to influencers 20% per sale, then you're getting 10% back. And that's like one of the examples. Somebody launched a product, and they had 300,000 BSR. By the end of the campaign, they've been crushing sales, having 10,000 BSR. And if you want to talk to me, or you want to sign up with one of the tools, and you don't know how to use them, and what type of relationships in between numbers you want to build, talk to me. Here's my phone number, 904-609-4748. Isabel Ritz with Ritz and Mentor.