What Makes Successful Amazon Sellers?

With a new year comes a mindset where I think hard about what I can do better this year compared to last. Hey, we all want to do and be better, but it takes more than wanting to make it happen. I’ve been thinking about that more and what makes successful Amazon sellers.

The challenge that we as Amazon sellers face (rather, one of the many challenges that we face) is that our world is filled with noise, which makes it hard to discern who’s saying what and what’s worth listening to. This noise comes from the many Internet marketers, software companies, advertisers, and self-proclaimed gurus who are always telling us what we should do, why we should do it, and how working with them will make us a more successful seller. But what about the people who hustle hard and still fail? We never hear them sharing their stories, they come and go without anyone ever noticing. What makes the difference between success and failure in an Amazon seller?

As you can tell, I’ve been doing some heavy thinking about the topic and I think I can boil it down to two main questions.

  1. Do you have the chops to be an entrepreneur?
  2. Can you take action when the moment arises?

Successful Amazon Sellers Have the Chops

Call it what you will: guts, spine, fortitude, grit, cajones, skill, talent, courage . . . for me, having the chops means having all of those things plus being organized, taking risks, and putting it all out there. 

Quick story: I recently attended a tradeshow and spent time with Carlos Alvarez (Blue Bird Marketing and Wizards of Amazon). Carlos and I have known each other in the space for years but this was the first time we got to really sit down and talk. Carlos is a seriously interesting dude. When I asked him about his business, he told me about his 12 years of online selling, then about his car wash, his dance studio, and his other business (10+, if I recall correctly). Not too shabby, right? But when I asked Carlos what made him a successful entrepreneur, he didn’t have a concrete answer. He suggested that it was due to his ability to market himself and his endeavors, but I think it’s more than that.

My theory is that Carlos is successful because he has the chops. He was able to see the potential in a market, organize and operate a business, take the financial risk in order to do so, and overcome the challenges he faced without getting distracted by the noise. He is the classic definition of an entrepreneur.

Must-Do: Filter the Noise

Many times when we hear noise from the industry, we get distracted and confused. We’re bombarded with so many messages that we lose focus on the problem we’re trying to solve. Other times the noise gives us an excuse to step away from that problem and direct our attention elsewhere. That makes sense. I mean, who really likes to deal with their biggest problems? But we have to steady our gaze and meet them head on. When overwhelmed by the noise and unsure what to work on next, stop and ask yourself these questions before you tackle that next project: “Is this what is best for me and my business? Will doing it solve my biggest problem today?”

How do you know what should be driving your next action? As an entrepreneur, you can’t rely on “I think” and “I feel” to drive you. Well, you can, but you shouldn’t if you want to be a successful Amazon seller. You have to cut through the noise and other distractions and look to the data to guide your actions. Every business decision you make and every business action you take should be based on a unique metric. If you’re not tracking performance (because you don’t have a metric in place or you do and you’re just not watching it closely), how can you know if you’re succeeding? You can’t, and all of the products and services in the world aren’t going to help your business if you can’t identify and address — through data — your most-pressing problems.

Successful Amazon Sellers Take Action

Time for another anecdote: I’ve known Scott Voelker (catch our webinar with the Amazing Seller himself) for more than four years. Seller Labs has been a long-time supporter and sponsor of Scott and his efforts. At his September 2019 event, Brand Accelerator Live, Scott shared his journey from high-school to the present. He identified what he called his “take-action moments.” In fact, Scott had just had one of those very moments when he had taken action and released his latest book, The Take Action Effect.

Right now, you may not publish books or host conferences like Scott does, but I think you’ll see that Scott’s journey mirrors the journey of many entrepreneurs. There are highs and lows, but it’s the take-action moments that define who and what one becomes. And yes, deciding not to take action is indeed taking action. #DeepThoughtsWithJeff

Scott, a self-described “simple guy,” is an inspiration and role model to many eCommerce sellers. You can look at him and his journey and say “I want to be like that” or you can say “I can’t possibly be like that.” It’s really easy to see a person like Carlos or Scott and come up with reasons (also known as excuses) about why that person is successful and how it wouldn’t work the same way for you. Here’s a secret: successful people don’t see it that way. They cut through the noise of excuses and obstacles and they go for it.

Success Is a Series of Take-Action Moments

We recently announced our 5th annual Seller Labs Resonate conference. As the team was preparing for the launch, I thought back to the first Resonate and I recalled the group of Amazon sellers present. One of the first Resonate attendees (not to mention the 2017 Entrepreneur of the Year for Emerging Business in New York) was Mike Brown from Death Wish Coffee. If he were on stage telling his story today, it would be easy to write it off and say “Well, that’s a one-in-a-zillion story. I mean, of course Death Wish is successful. It’s the biggest coffee seller on Amazon, the brand has a social media following in the 100K+ range, and they won a Super Bowl ad.” But those things aren’t why Mike and Death Wish are successful, they are byproducts of Mike’s and Death Wish’s success. What about all of the take-action moments that got them there?

Think about Mike deciding to open his first coffee shop, or when he chose to spend big on a new bean roaster in anticipation of increased sales that the data projected. Consider when Death Wish took the risk of getting back into cold-brew coffee (which hadn’t gone well for them the first time), or Mike’s decision to expand the Death Wish brand from a devoted online cult following to the risky space of retail shelf. These are just some of the take-action moments when Mike had to make a decision that impacted the future of his business.

In my life, I always called this type of crossroads “pivot or persevere,” but Carlos, Scott, and Mike’s stories have changed the way I see things and now I’m sold on calling these points in time what they are, “take-action moments.” I’ll leave you with a few questions to help you kick off your business for the new year: What’s your motivation? What does your data tell you? What will you make your next “take-action moment”?

Need help identifying take-action moments and deciding how to proceed at critical junctures in your business? Turn to Seller Labs Pro, the ultimate Amazon Seller solution, or get expert help from the Seller Labs Managed Services team.

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