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#unless you were buying multiple items and asked for a discount then maybe i might consider it

gettingvetted · 6 years

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why does it have to be a one-upmanship though? I've never heard people say doctors are better than vets, and even if some do, surely smugly saying 'we know so much more' makes you just as bad? Can't we accept that they are both very demanding, difficult jobs in their own ways? There are so many differences I think it's hard to even compare them.

Mk, I told you I wasn’t going to discuss this anymore unless you came off anon, but I think this is important because I know I have a few medblr followers and a lot of not-medical-at-all followers.

This is not one-upsmanship. “Real doctors treat more than one species” is a joke - in response to being treated like we’re not as good as MD’s. You can literally buy T-shirts and bumper stickers with that on them. As I stated when I responded to your original ask, all of us in the veterinary profession have respect for doctors. Another common saying in the field is “I’m in vet med because humans are gross.” But somebody has to treat them, and we’re glad it’s not us. Many of us would prefer that animals come in sans owners. During the rest of this post, keep in mind that I (and the vast majority of vets) respect MD’s because we need them just as much as they need us. But that doesn’t make us any less than them.

You say it’s hard to compare them - you must be on the human medical side. Want to know some similarities?- We go to school for the same amount of time.- The prerequisite courses for getting into school are nearly identical.- We accumulate approximately the same amount of debt from our schooling.- We learn much of the same material. Anatomy, histology, general/systemic pathology, clinical pathology, physiology, neurology, pharmacology, immunology, toxicology, bacteriology, virology, radiology, theriogenology (aka veterinary gynecology), ethics, business, medicine/treatment, surgery, public health, nutrition, epidemiology… except we learn it for every species, not just one. More on that later.- Vets have to learn about humans too, because we have to know how animals can infect humans. For example, we have to know how every single veterinary parasite in our 3-credit, semester-long parasitology class can potentially affect/not affect humans. Med students spend one or two lectures on parasites.

But you’re right, there’s a lot of differences.- Vet schools are 3-4x harder to get into than medical schools.- Vet school is harder, full stop. Not only are we learning the same things as med students, we have to learn it for every animal species plus some human stuff, and we have to be prepared to actually practice after four years of education without an internship or residency to catch us after school is over. Yes, some students will choose to go the internship/residency route, but the majority will not. Another common joke in vet school, which my professors have literally said to my entire class more than once, is “if you wanted it to be easy you should have gone to medical school.”- An MD is unlikely to be injured by their patients on an average day. A vet is.- When I graduate, I will have performed upwards of 50 surgeries on at least 4 species of animals, despite the fact that I have no intention of specializing in surgery. A human medical doctor has to wait until their residency to do even one surgery, and that’s only if they’re specializing in a field that requires surgery on a routine basis.- Upon graduation, for any given patient I may have to be a general practitioner, gastroenterologist, dermatologist, cardiologist, pediatrician, emergency doctor, radiologist, orthopedist, oncologist, behaviorist, endocrinologist, surgeon, dentist, neurologist, internist, pathologist, pharmacologist, pulmonologist, anesthesiologist, OB/GYN, physical therapist, opthalmologist, and more during their lifetime. Medical doctors have to specialize in a single one of these things. Lucky me, I don’t have to choose. Poor me, I have to know every single one of these specialties for every single animal. Hence, knowing more and doing more than MD’s.- Show me a human general practice clinic (or even hospital) where I can come in with a bellyache, vaginal discharge, and diarrhea and have an exam, bloodwork, x-rays, ultrasound, and emergency hysterectomy all in the same department, within 2-3 hours of arrival, and go home the same day if absolutely necessary or at least the next day. Yeah, not gonna happen.- Vets have to pay for equipment/supplies, building expenses/upkeep, and staff salaries in addition to their own salaries, and this is incorporated in the cost of vet care. Human clinics are subsidized so they don’t have to worry about this…- … and still charge upwards of 5-10x as much for the same procedure that a vet does. Here’s a total hip replacement comparison, for example.- Because of the two above points, if a client stiffs a doctor, it’s not a big deal - the government and the practice insurance will cover it. The lights will not go off. If a client stiffs a vet… well that one client might not make the lights go off, but now the vet isn’t going to be able to offer clinic-based payment plans because they simply can’t afford to be stiffed anymore. Some practices won’t even send a bill and instead require payment up front, because collections cost more than the bill is worth (that’s how low veterinary bills tend to be, comparatively), and these clinics will still get slammed on Facebook/Yelp/Google for “only caring about money and forcing me to pay upfront when my puppy was dying.”- Humans are required to have insurance, but pets are not. This leads to a lot of emotionally demanding decisions for both the vet and owner (I can’t afford his care - do I put him down? surrender him to the clinic if they’re able to take him? bring him home and let him die? toss him to a shelter and let him suffer?) and a lot of emotionally demanding owners ( “If you really loved animals you would treat him for free” - well yes Becky, but I have to eat and pay my student loans/mortgage too…)- Despite our similar educational debt load, my average salary will be less than half of an MD’s. And people still think we charge too much and make too much and try to guilt us into performing services or giving items at a discount or for free.- Vets can put patients down. While this is usually a blessing, it does mean that patients we’ve treated since they were babies are now dying because we can’t do anything to save them, whether due to owner finances or inability to cure a terminal illness. That’s hard enough as it is, but then you get clients who are moving, had a baby, don’t want the pet for whatever reason, and demand you put the animal down instead of doing something else to try to rehome it - “convenience euthanasias.” Both types take an emotional toll on vets, and euthanasias happen every day, usually multiple times.- A vet’s work-life balance is notoriously terrible. Non-ER MD’s can turn away people who walk in at 4:55 when the practice closes at 5. Vets often can’t (or don’t). Because our patient care is so much more involved, it’s rare for vets or vet staff to be able to leave on time even from general practice, and that says nothing for emergency care or the many vets who are on call nights, weekends, holidays… At the first practice I worked at, staff members got to choose one (1) holiday PER YEAR to get off, and were expected to work every weekend.- Due to the previous 5 points, suicide and mental illness in the veterinary field is at an all-time high. Vets are twice as likely to commit suicide than an MD. It’s alarming, and the field is working to change it, but not much can be done on a national scale.

In fact, maybe you’re right. Maybe there really is no comparison. If you read all that, I think you’ll understand that vets have earned a little bit of wiggle room to poke some harmless fun at their “real doctor” colleagues.

Oh, and not to mention the biggest difference between MD’s and DVM’s, but...

#ask #anon #vet med #vet school #vet

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cearyfloyd · 4 years

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How to Keep Clutter Away For Good!

Learn how to keep clutter away for good with these practical tips and healthy decluttering habits. Simple ideas to help you live a happier, decluttered life.

How to Keep the Clutter Away

Have you been working hard at decluttering? Now that you have a more decluttered space, the trick is obviously to keep it that way! Likely there were some bad habits that got you into your mess in the first place, so unless these are addressed, that clutter has a good chance of returning. In order to keep the clutter out once and for all, you need to have a better understanding of why it got there in the first place.

“The less you own, the less that owns you.”

Spend a little time thinking about why you had so many things to begin with {you may find THIS POST helpful for a few ideas}. Do you have difficulty letting go? Do you binge shop or regularly buy things that you don’t need or have a space for? Maybe you made the decision to downsize your home but never really downsized your stuff. Whatever the reason {or reasons!} may be, just identifying what they are and being more conscious of them is half the battle.

Positive Decluttering Habits

The other half is replacing those bad habits with good habits. Here are a few decluttering habits that I have tried to adopt as much as possible…

Make sure everything has a place.

You know the saying “Everything has a place and everything in its place”? Do it!! Everything in your home should have a specific spot that it belongs {and stays!}. Label containers and baskets to help other family members remember where things go, and get everyone in the habit of putting their own items away where they belong {this can definitely take some time but stick with it!}. If you do not have a space for your item, it either needs to go, or you need to find something else that can go to make room for it. With the exception of seasonal items, try to make everything as accessible as possible. This will increase your chances of actually using the item and will also make it quicker and easier for everyone to put away. The simpler it is to do, the more compliance you will have!

Don’t get sucked in by sales.

If you are one of those people that just can’t pass up a good deal, think very carefully before you make that purchase! Remember that every item that you bring into your home has a price – a price of time to clean and maintain it, a price of space, and a price of energy. No matter how good the deal is {even if it is free!}, if you don’t need it or and will not use it, leave it for someone else who will. Be especially wary of those “Buy 2 get one free” deals or stores that will sell at a slightly discounted price if you buy multiple items. If you do not need it, do not buy it!

Do not buy things that you can’t return.

This one might not apply to everyone and, of course, there are always a few exceptions, but for me, I need to see things in my house before I know if they are going to work. I probably end up taking back at least a quarter of everything that I buy because it either doesn’t work in the space like I had envisioned or I decide that I really don’t need it. Clothing that looked fabulous in the store doesn’t look quite as good when I get it home or doesn’t really go with anything else in my closet. Remember that you truly want to love everything that you keep! That “great deal” on a clearance item that you can’t return may not end up being such a great deal after all if you never end up using it.

Do not buy things for your “future” self.

Have you ever bought something because you believed that you would need it in the future? I used to be bad at doing this, and at least half the time I never ended up using the item. Buy items as you need them instead of predicting what you will be doing/wanting/needing at some future time. Sure a small little stockpile of food or basic items like toilet paper or paper towels is fine every now and then, but don’t go overboard here. While you may believe that you are going to need that yoga mat next year when your child is finally off to Kindergarten, it might just not happen!

Try to keep at least 20% free space in your cupboards, drawers, and other storage units.

First you need to recognize that your home has a finite amount of space. You can only pack your cupboards so full or stuff so much into your closets. If a space is filled to it’s maximum capacity, it can be more difficult to keep it organized and see everything that is in there. Over time, items don’t get put back in the right spot, things get messy, and you can’t find what you are looking for. Try to always keep at least a little free space to give yourself a little freedom of movement to shuffle items around or to accommodate other items that you may need to add to that space.

Do not go crazy on the organization products.

Yes, you definitely need some areas for storage in your home, but don’t head down to The Container Store and buy every bin and basket in sight. If you keep adding more storage, I guarantee you that the space will eventually fill up. I always think of the quote from Field of Dreams – “If you build it, they will come” – and think that this totally applies to clutter as well. Before you add additional storage, declutter as much as possible first, live with the space for a couple of weeks, and then decide what you really need to make it a more organized and functional space.

Follow the “One thing in, one thing out” rule.

Again this doesn’t always work out, but basically when you get something new, ask yourself if it is replacing something that you now no longer need or will use. I find that this works especially well with clothing items, kids toys, and other small household items. For example, if you buy a new pair of boots, are they replacing a worn out pair that you can no longer wear {that you can now toss out or donate} or did you just not have any boots to start with? On the other hand, if you already have three pairs of beautiful boots that you don’t want to get rid of in exchange for the new ones, maybe you don’t really need those boots after all!

Have a permanent donation box.

I keep one large donation box in the garage as well as a few smaller boxes in each of our bedroom closets so that I can put items in immediately when I determine that I no longer need or want them. This helps to keep me from “second guessing” if I should really be getting rid of it and keeps the space from getting overwhelmed with items that I am no longer using. Once the box starts to get full, I make a quick trip down to the Salvation Army. Doing small amounts of decluttering as you go is so much simpler!

Don’t Give Up!

Decluttering is not a one-time project. It’s an ongoing process. Naturally, we will still continue to accumulate stuff throughout the years. There will also be items that you loved at one point of your life, that you may someday outgrow or no longer use. Continue to practice the tips above and you will learn to find that balance between what you are adding to your home and what you are able to get rid of.

Remember – clutter does not serve us well. You want to be able to see your favorite items, find what you are looking for, and use what you have. If you have done a good job with the initial decluttering process and are deliberate about what you are bringing into your home, maintaining a decluttered home does not have to be an overwhelming or difficult process. Eventually, it will just be a regular habit that you follow.

Join the Household Organization Diet

For those of you that are just starting on your decluttering process, join me in The Household Organization Diet. It’s a systematic plan to declutter, deep clean, and organize every room in your home. If you’d like to join in, START HERE and download the free printables! You may also find these posts helpful…

30 Day Decluttering Challenge

How to Keep Your Counters Clutter-Free

How to Declutter and Organize Any Space

The post How to Keep Clutter Away For Good! appeared first on Clean and Scentsible.

from Home Improvement https://www.cleanandscentsible.com/how-to-keep-clutter-away/ via http://www.rssmix.com/

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jennifersnyderca90 · 5 years

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How to Shop Online Like a Security Pro

‘Tis the season when even those who know a thing or two about Internet scams tend to let down their guard in the face of an eye-popping discount or the stress of last-minute holiday shopping. So here’s a quick refresher course on how to make it through the next few weeks without getting snookered online.

Adopting a shopping strategy of simply buying from the online merchant with the lowest advertised prices can be a bit like playing Russian Roulette with your wallet, for the simple reason that there are tons of completely fake e-commerce sites out there looking to separate the unwary from their credit card details.

Even people who shop mainly at big-name online stores can get scammed if they’re not wary of too-good-to-be-true offers. For example, KrebsOnSecurity got taken for hundreds of dollars just last year after trying to buy a pricey Sonos speaker from an established Amazon merchant who was selling it new and unboxed at huge discount.

I later received an email from the seller, who said his Amazon account had been hacked and abused by scammers to create fake sales. Amazon ultimately refunded the money, but if this happens to you around the holidays it could derail plans to get all your shopping done before the expected gift-giving day arrives.

Here are some other safety and security tips to keep in mind when shopping online:

-WHEN IN DOUBT, CHECK ‘EM OUT: If you don’t know much about the online merchant that has the item you wish to buy, take a few minutes to investigate its reputation. After all, it’s not uncommon for bargain basement phantom Web sites to materialize during the holiday season, and then vanish forever not long afterward.

If you’re buying from an online store that is brand new, the risk that you will get scammed increases significantly. How do you know the lifespan of a site selling that must-have gadget at the lowest price? One easy way to get a quick idea is to run a basic WHOIS search on the site’s domain name. The more recent the site’s “created” date, the more likely it is a phantom store.

-USE A CREDIT CARD: It’s nearly impossible for consumers to tell how secure a main street or online merchant is, and safety seals or attestations that something is “hacker safe” are a guarantee of nothing. In my experience, such sites are just as likely to be compromised as e-commerce sites without these dubious security seals.

No, it’s best just to shop as if they’re all compromised. With that in mind, if you have the choice between using a credit or debit card, shop with your credit card.

Sure, the card associations and your bank are quick to point out that you’re not liable for fraudulent charges that you report in a timely manner, whether it’s debit or a credit card. But this assurance may ring hollow if you wake up one morning to find your checking accounts emptied by card thieves after shopping at a breached merchant with a debit card.

Who pays for the fees levied against you by different merchants when your checks bounce? You do. Does the bank reimburse you when your credit score takes a ding because your mortgage or car payment was late? Don’t hold your breath.

-PADLOCK, SCHMADLOCK: For years, consumers have been told to look for the padlock when shopping online. Maybe this was once sound advice. But to my mind, the “look for the lock” mantra has created a false sense of security for many Internet users, and has contributed to a dangerous and widespread misunderstanding about what the lock icon is really meant to convey.

To be clear, you absolutely should run away from any e-commerce site that does not include the padlock (i.e., its Web address does not begin with “https://”). But the presence of a padlock icon next to the Web site name in your browser’s address bar does not mean the site is legitimate. Nor is it any sort of testimonial that the site has been security-hardened against intrusion from hackers.

The https:// part of the address merely signifies that the data being transmitted back and forth between your browser and the site is encrypted and can’t be read by third parties. Even so, anti-phishing company PhishLabs found in a survey last year that more than 80% of respondents believed the green lock indicated that a website was either legitimate and/or safe.

Now that anyone can get SSL certificates for free, phishers and other scammers that ply their trade via fake Web sites are starting to up their game. In December 2017, PhishLabs estimated that a quarter of all phishing Web sites were outfitting their scam pages with SSL certificates to make them appear more trustworthy. That percentage has almost certainly increased a year later.

-CHCEK THE SHIPPING

Often times, items that are advertised at steeper discounts than other online stores make up for it by charging way more than normal for shipping and handling.

Be careful what you agree to: Check to make sure you know how long the item will take to be shipped, and that you understand the store’s return policies. Also, keep an eye out for hidden surcharges, and be wary of blithely clicking “ok” during the checkout process.

-DON’T TAKE THE BAIT

Be on guard against phishing and malware schemes that take advantage of shopper distraction and frenzy during the holidays. In years past we’ve seen both leverage emails crafted to look like they were sent from a name-brand store claiming that there was a problem with your order or some component of the shipping process.

One perennial phishing and malware scam that seems to kick into high gear around the holidays is spam that purports to have been sent by the U.S. Postal Service, FedEx, UPS or some other shipping service, warning of a wayward package.

When in doubt about such a message, visit the e-commerce or shipping site directly, and avoid clicking on links or attachments in email — particularly missives that warn of some dire consequences unless you act quickly. Phishers and malware purveyors typically seize upon some kind of emergency to create a false alarm that often causes recipients to temporarily let their guard down.

-SCOUR YOUR STATEMENTS

Some credit card companies offer cardholders that ability to use “virtual credit cards” — apps that generate a unique, ephemeral credit card number that is good for just one purchase or for a short period of time. The idea being that if fraudsters compromise the virtual card number, your bank doesn’t have to issue you a new card and you won’t have the headache that comes with entering new card details at all of the sites where you’ve set up automatic monthly payments.

These virtual cards are nice in theory, but I’ve never been a big fan. Probably because in many cases they require users to have risky add-ons installed and enabled — like Java or Flash Player. But, hey, if this works for you, great.

Most importantly, keep a close eye on your monthly statements. If I were a fraudster, I’d most definitely wait until the holidays to cram through a bunch of unauthorized charges on stolen cards, so that the bogus purchases would get buried amid a flurry of other legitimate transactions. That’s why it’s key to closely review your credit card bill and to quickly dispute any charges you didn’t authorize.

-BUDDY UP

If you’re planning to spend time with friends and family this holiday season, consider giving the gift of your time and helping out with a security checkup. This might involve making sure that new or old PC has up-to-date security software and the requisite software patches, or locking down their wireless router by enabling security features and disabling risky ones.

If you’re visiting parents or older relatives, consider helping them plant their flags at various online sites and services if they haven’t already done so, such as at the Social Security Administration, the U.S. Postal Service, or their wireless phone provider and/or Internet Service Provider (ISP).

You’d definitely make it off of Santa’s naughty list if you helped your loved ones take stock of which online accounts could benefit from more robust multi-factor authentication — and perhaps even guiding them away from SMS/text messages for multifactor toward more secure app- or key-based options, where available. You might even take a minute to explain the perils of re-using passwords across multiple sites, and see if they’re interested in using a password manager.

While you’re at it, ask your friends and family if they’ve frozen their credit files at the major consumer credit bureaus. If not, talk with them about what this entails and how it can help ward off identity theft. If they’re game, you might even consider helping them set it up and ensuring that freeze PINs are securely stored so the information is easily available when and if their credit files ever need to be thawed.

from https://krebsonsecurity.com/2018/11/how-to-shop-online-like-a-security-pro/

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nedsvallesny · 5 years

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How to Shop Online Like a Security Pro

Here are some other safety and security tips to keep in mind when shopping online:

No, it’s best just to shop as if they’re all compromised. With that in mind, if you have the choice between using a credit or debit card, shop with your credit card.

-CHCEK THE SHIPPING

Often times, items that are advertised at steeper discounts than other online stores make up for it by charging way more than normal for shipping and handling.

-DON’T TAKE THE BAIT

-SCOUR YOUR STATEMENTS

-BUDDY UP

from Technology News https://krebsonsecurity.com/2018/11/how-to-shop-online-like-a-security-pro/

0 notes

amberdscott2 · 5 years

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How to Shop Online Like a Security Pro

Here are some other safety and security tips to keep in mind when shopping online:

No, it’s best just to shop as if they’re all compromised. With that in mind, if you have the choice between using a credit or debit card, shop with your credit card.

-CHCEK THE SHIPPING

Often times, items that are advertised at steeper discounts than other online stores make up for it by charging way more than normal for shipping and handling.

-DON’T TAKE THE BAIT

-SCOUR YOUR STATEMENTS

-BUDDY UP

from Amber Scott Technology News https://krebsonsecurity.com/2018/11/how-to-shop-online-like-a-security-pro/

0 notes

berthastover · 6 years

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6 Rules for Recovering Lost Sales with Abandoned Cart Emails

Abandoned shopping carts are costing your business thousands of dollars each month. But it doesn’t have to be that way. With an effectively designed email sequence, those sales will be yours again.

Getting customers to your site isn’t free or easy.

You build sales funnels with landing pages and email sequences.

You build out content strategies or paid ads to drive traffic to your site. You wrestle with code, website builders, or pay a designer to get everything looking the way you want.

And when they finally get there, you have to actually sell them your product, which is a whole different set of optimization challenges.

But you’ve done it. All this work finally pays off when the customer clicks that “Add to Cart” button.

Or so you think…

Suddenly they go dark. Your analytics shows that they’ve left your site without completing their purchase, and without explanation.

Maybe they got a call from their parents. Maybe they found a better deal on another site. Maybe your shipping fees were just too high.

The point is they’re gone. All that expense and effort down the drain.

That is, unless you know how to draw them back to your site and complete the purchase in a cost-effective and personal way.

Well, you’re in luck because today I’m going to show you how to do just that using effective abandoned cart emails.

But first, you need to understand what exactly is going on with your customers and why this issue is so critical for your business

Abandoned carts are costing you thousands.

70% of online shopping carts are abandoned. Seventy percent. More than two-thirds. That’s the final number researchers have found after examining dozens of studies over the past few years.

Think about your sales numbers right now. How much money are abandoned carts costing you in a month? In a year? Hundreds, thousands, millions?

What’s worse? Using this same data, Bigcommerce estimates that about 41% of customers who abandon their cart are actually ready to buy now:

The math is a little tricky here (giving me flashbacks to my Statistics 101 class in college), but let me help make this easier for you: Let’s say you have 100 shoppers add items to their cart.

30 of them will complete their purchases (success!!).

But 70 of them won’t (boo!!).

Now 41 of them (59% of 70) have an actual excuse for not buying. Maybe they were just “window shopping” for fun or were researching gift ideas.

But that leaves 29 of them who were ready to buy, but for some reason didn’t.

Yup. You read that right. For every 100 shoppers, 30 will become customers, but 29 won’t, even though they’re ready to.

In other words, abandoned carts could be costing you nearly 100% of your current revenue (97% if you want to get picky). Think about it. If you could convert them all to buyers, you would double your revenue overnight.

Of course, some sales are more difficult than others, and you probably won’t save them all. But that shouldn’t stop you from trying to recover as many lost sales as possible. And with almost no additional investment or advertising, you can.

Abandoned cart emails will recover lost revenue.

What sets abandoned cart emails apart from strategies like cold emailing or even promotional emails to your list is that these customers have already indicated a strong interest in your product by adding it to their shopping cart.

It’s kind of like asking that cute girl or boy out on a date after they walked up to you and said: “hey, you look like my type, here’s my number.”

I don’t want to assume. But I think the odds are pretty good that they are going to say yes.

When reviewing 3,127 emails sent to over 9 million shoppers, Klaviyo found that the initial abandoned cart emails have an outstanding 62% open rate and an impressive 14.5% click-through.

And it’s not just them. There are tons of results like these. Peak Design was able to recover 12% of abandoned carts with a simple email campaign. That’s a conversion rate to rival industry open rates. A 12% revenue lift on autopilot.

Speaking of revenue – Klaviyo found that these initial recovery emails generated $10.75 per recipient on average. That might not sound like a lot, but considering they make up 70% of shoppers, it would be like adding $22 to every order placed this month. It adds up quick.

And that’s just the average. If you follow the advice in this article and put together a superior email campaign, you could even see results like this eCommerce store, which recovered $350,000 in revenue in just five months.

It doesn’t even have to be complicated. Systems like GetResponse have marketing automation features that will help you build, send, and track these campaigns effectively.

With so much on the line, you want to make these emails as effective as possible. And now I’m going to show you how to take this opportunity and turn it into a goldmine.

Rule #1: Great email design improves effectiveness

The first step to effective abandoned cart emails is good email design. And I don’t just mean fancy graphics and pretty fonts. I mean:

A strong subject line

Compelling content

A powerful call-to-action.

The average office worker receives 121 emails a day and no doubt many go ignored.

If your email goes unopened, it has a 0% chance of completing its mission. So to stand out, you need to leverage psychological triggers in a strong subject line to motivate the reader to open your message.

When crafting your headline try to use as many of these triggers as possible:

Curiosity – make users want to know more by alluding to something they’d be interested in, but saving the juicy details for the body.

Scarcity – play on the Fear of Missing Out (FOMO) with offers of exclusivity or time sensitivity.

Social Proof – use case studies or customer numbers to show them that others love your products.

Brevity – a short subject implies a short, simple message instead of a long-winded sales pitch.

Great Offers – bribe them to open your email by promising something of value to them.

Personalization – include their name or product names to customize the message.

Here’s an excellent example that combines five of them…

(Source)

Once you get them to open the email, you need to keep it up with compelling content.

For abandoned cart emails, the most important element is to remind them what they’re missing by listing specific products in their cart and including clear photos. But don’t stop there. If you’re able, highlight the key benefits they’re shopping for as well.

While the above example listed out the names of specific products, this Victoria’s Secret email does even better with its content by using clear benefits and photos:

You should already have great product photos for your eCommerce site. So this little bit of extra work will make emails feel much more personal and compelling without costing you much.

Once you’ve got them engaged, you need to drive them to purchase with a powerful call-to-action. There are two approached to take here. When you start out, it’s best to push for a single action like this Chubbies email:

(Source)

But in some cases you may want to increase the chances that they’ll actually take action by including multiple CTAs such as “Checkout” and “Shop More” options like this:

(Source)

You’ll learn more about how to choose which method to use based on customer data later in this article.

Rule #2: Drive action by creating urgency

Scarcity isn’t just a tool for your subject line. The best abandoned cart emails create scarcity by creating a sense of urgency.

The most common way to create urgency is by putting a time limit on offers you create to address other customer pain points – usually with free shipping or product discounts.

(Source)

This stacks two emotional factors: the relief of a burden they felt (spending money) and FOMO (missing their chance).

But don’t be so quick to jump to offer discounts. You can also create urgency without sacrificing your margins too. In fact, Bigcommerce found that 39% of “Ready to Buy” abandoned carts didn’t leave because of the price.

Offering them a discount would be giving away money that you could have easily kept if you created scarcity a different way. Like temporarily reserving products and implying that they may run out of stock in your first email.

This email converted at 9.4% even though it offered no discounts.

BOOM! continued to send a few emails like that before eventually tossing a discount to those who weren’t moved:

Even though it was the 4th email in the sequence, it still converted an additional 5% of consumers (compared to 1% in email #3), suggesting some actually were price sensitive in the end.

But this sequence of emails allowed them to address multiple customer segments and maximize their profit by converting most of the non-price sensitive customers before offering a discount.

Rule #3: Timing is critical for conversion rates

If you want to maximize the value of that sequence, you should pay attention to timing.

Sending your initial email at the right time may be the difference between a 5.2% conversion rate and 2.6% conversion rate. Get Elastic found a 50% drop in conversion rate for cart abandonment emails sent after 24 hours when compared to those sent in under 20 minutes.

And don’t forget your follow-ups. According to Remarkety, you can recover 50% more abandoned carts with two well-timed follow-ups at about 24 and 48 hours after the initial one.

The BOOM! example in the previous section is an excellent display of how effective a multi-email sequence can be.

And these days, it’s easy to set up with powerful marketing automation tools like GetResponse to handle all of the timing and triggers for your automatically:

Rule #4: Include contact information for support

Picture this: You’re in the market for some new shoes. You see a great ad for a new brand you haven’t tried before and are sold. You head over to the site and find the color and size you want. You add them to your cart.

Now, you go to check out. You enter your email, your billing address, your card information and…

(Source)

How many times do you try before giving up? Especially if this is the first time you’ve connected with the brand.

Looks like you’re going back to your trusty old brand.

This happens more often than you might think. Let’s take a look at the Baymard research one more time:

(Source)

20% of people have abandoned their cart because of a website error. 1-in-5.

While your first priority should be to reduce or remove those errors to start, once they happen you can’t roll back time. What you can do is offer service and support to help customers address the issue…

While a contact form or email address at the bottom is better than nothing, you really want to include multiple points of contact like Huckberry does above.

Today, 63% of customers expect to have a choice of communication channels when dealing with customer support. And another 26% would like to have it even if they don’t expect it. In fact, if you remove the obvious desires – a friendly representative and quick resolution – Zendesk reports that it’s the most in-demand feature of customer service.

Rule #5 Use these strategies to collect more emails

The biggest challenge with abandoned cart emails is that you need to get their email address before you can contact them. We can sit here and talk about how design effective email campaigns all day, but unless we have their contact information it’s all a moot point.

For returning customers, this isn’t so much an issue. But for new customers, it can be your biggest hurdle.

A common strategy that stores use is to ask their customers to create an account before checking out. This is great too because if they stay logged into their account, it is easier to track what items are in their cart in future sessions.

The problem with this is that it only gets the email addresses of customers who went through the checkout process.

In fact, forcing customers to create an account can actually cause serious cart abandonment issues. It’s the second most common reason for cart abandonment. And the third is complicated checkout processes.

There are two ways to resolve this. First, always include a guest checkout process. There you can ask for an email address, but don’t force them to create a password or anything like that.

This should prevent most of the abandonment issues caused by account creation and complicated checkout. But it doesn’t get you their email address before they actually start the checkout process.

To do this, you need to focus some energy on your list building efforts. You can do these easily on your existing eCommerce store by adding pop-ups to collect email addresses.

In addition to these pop-ups presented to your existing traffic, you could build a Facebook Ad campaign that drives customers to targeted landing pages promoting special offers, giveaways, or hosting a webinar that your target audience would find valuable.

Rule #6: Segment your shoppers to maximize revenue

While segmentation gets a lot of attention for general email marketing, it doesn’t get nearly enough attention when people discuss cart abandonment.

Different people respond to different messaging and incentives. They’re also worth different degrees of attention and effort.

Segmented emails have a MUCH higher click-through rate than non-segmented campaigns. So why wouldn’t we want to use segmentation with these high-value campaigns?

There are four main ways you can segment your abandoned shoppers:

Product type

Cart size

Cart value

Repeat vs. first-time customer

Product type

Segmenting by product type allows you to offer better recommendations in your emails. You wouldn’t want to show dresses to a guy who filled his cart with men’s shirts and a pair of men’s shoes.

It also helps you offer more relevant support by linking them to relevant buying guides or useful content that promotes your products in a helpful way.

Remember BOOM! from before? The full email sequence also includes a targeted content piece showing off the benefits of the product the customer is thinking about buying…

Cart size

Often carts with many items in it are a sign that the shopper is looking around or even “window” shopping online. If they didn’t check out, it’s probably because they couldn’t decide which product to purchase or didn’t find one they loved.

Recognizing this is an opportunity to show them more suggested products like the ones they’ve added to their cart. This will increase the chance that they’ll find something that matches their needs and taste to motivate a purchase.

(Source)

Cart value

Segmenting by total cart value can provide you with two major advantages. First off, higher-spending customers may respond to different incentives.

For example, someone spending $600 may not be as persuaded by free shipping as someone who is only spending $80. You might be able to motivate them better with a percentage-discount or free gift.

But the second benefit is that it allows you to allocate your energy toward those higher-value customers. If you track your sales pipeline for these customers, you may want to have a sales consultant give them a call and offer to help them with their purchase.

Repeat vs. first-time customers

This segmentation becomes especially important for discounting. While discounts can be great for attracting first-time customers, you don’t want customers to get used to leaving items in their cart for a few days just to receive lower prices.

Instead, remind them of their positive experiences with your brand so far and thank them for their loyalty. Offer deals on upsells and cross-sells to try to increase the value of the customer instead of discounting outright.

Conclusion

You may be losing thousands of dollar in sales each month to abandoned carts.

But that doesn’t mean those sales are lost forever.

With effective cart recovery emails, you can still profit from those customers you spent so much effort on attracting. Just make sure that they are well designed to engage the shopper and leverage psychological triggers like urgency to push them over the edge.

Stay fresh in the shopper’s mind by sending a well-timed sequence of emails and make sure to offer support at every step of the way. And don’t forget to segment them to address their specific needs and maximize your profits.

There’s a lot at stake. Getting that first sale can produce a loyal customer who you can continue marketing to with greater ease. Your persistence will pay off in the long run.

But it starts with winning back that first sale. So don’t be afraid to send abandoned cart emails.

Remember, these are customers who have already indicated an interest in your product – there’s no reason you shouldn’t be trying to sell them!

Author: David Zheng. David helps Fortune 500 companies and ecommerce businesses create and implement 10X online revenue growth strategies at WiseMerchant.com

Be sure to check out more articles on abandoned cart emails:

Best Practices for Cart Abandonment Emails

10 Main Reasons Why People Are Abandoning Shopping Carts (And What You Can Do About It)

New Release: Abandoned Cart And Website Traffic Tracking

Join Our Upcoming Webinar: Go PRO with GetResponse

Content Strategies to Nurture Prospects Along the Buyer’s Journey

The post 6 Rules for Recovering Lost Sales with Abandoned Cart Emails appeared first on GetResponse Blog - Online Marketing Tips.

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livefreeshop · 6 years

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You've probably heard that almost half of the things you order from Amazon are sold by third party sellers, not Amazon themselves.

You've also undoubtedly heard that Amazon is taking over the world, and is clearly the king of online retail with about 43% of ALL online retail sales happening on Amazon in 2016.

If you're putting 2 and 2 together, you might see how your ability to sell on Amazon combined with their immense reach could add up to huge potential sales for you.

So how do you go from nothing to successfully selling on Amazon?

That's exactly what we're going to teach you today.

Why Believe Us?

While there are bigger Amazon sellers out there, we've been in the game for several years now. We started selling with a retail arbitrage approach, we also did some private labeling, and have now created a few different successful brands of our own that we sell exclusively on Amazon.

Between my personal brands and (mostly) Spencer's various products, we've sold well over $1M of products on Amazon at this point.

More recently, we've even sold one of those brands for a handsome, 6 figure price.

So we've been where you are, and we've tried a variety of different things when it comes to selling on Amazon – some worked and some didn't.

We'll try to let that experience help you get on the fast track to succeeding with Amazon.

Your Seller Account – Individual vs. Professional

The first step in this process is to sign up as a seller on Amazon.

You have 2 different plans you can sign up under – individual and professional. Here's a quick look at the difference from Amazon's FAQ page:

If you're just dipping your toe in at this point and money is tight, feel free to start with the individual account. You'll be able to add products and get familiar with the system, but once you ramp up selling then the professional account is the way to go.

In simple mathematical terms, once you're selling 40+ items per month then the professional account pays for itself.

Another key item in the comparison table above is the ability to earn top placement on product detail pages.

You want that.

This is usually referred to as “winning the buy box” which means when multiple sellers are offering the same item, you're eligible to be the default seller when someone clicks the “add to cart” button.

Another way to help win the buy button is to use Amazon fulfillment for your orders, rather than shipping out orders yourself. This is called FBA and quite simply, it's a game changer.

Let's talk more about what it is and why it works.

What Is Amazon FBA?

Let's start by defining an acronym that has changed the lives of many Amazon sellers:

FBA

This simply stands for “fulfilled by Amazon.”

That means as a seller you have the option of tapping into Amazon's world-class network of warehouses (AKA fulfillment centers) and letting Amazon handle all the delivery/shipping/returns for you.

If you've got some experience selling on eBay or other platforms, you already know that boxing up orders as they sell and running out to the post office or UPS store is arguably the worst part.

Without FBA, a big day of sales might leave you looking like this:

via GIPHY

By using FBA you can sell dozens of items in a day to people all over the US and you never have to leave your house.

Sure, you pay a little extra for this service – but as someone who has done it both ways, it's absolutely worth it.

Key Benefits of FBA

Appeal to Prime Members. People who pay for Amazon Prime do so in part because of the fast, free shipping they get from Amazon. So when you sell FBA, your products are eligible for Prime shipping which gives you a leg up on those sellers doing third party fulfillment because Prime members want to use their shipping benefits

Amazon Handles Returns. This is a big one for me – when a customer has a problem and wants to return the product, they go through the process of contacting Amazon and shipping it back to Amazon (not you).

Greater Storage Capacity. Even if you have a big, empty basement – do you really want it stacked full of inventory? Probably not. By shipping all your items into Amazon on day 1, you can take advantage of their storage facilities and really scale up your efforts since your lack of storage capacity at home is no longer a limitation.

Winning The Buy Box. As mentioned earlier in the professional vs. individual seller discussion, having the buy box when there are multiple sellers of an item is hugely important. While Amazon's methodology for deciding who gets the buy box is a bit of a mystery, having a product that is Prime eligible certainly makes you a candidate for the buy box. In my experience, I've competed against third party fulfilled sellers and had a higher price, but was still able to win the buy box with my FBA item.

You can learn more about how FBA works here.

Arbitrage vs. Private Label vs. Custom Products

As a third party seller you've got a few different avenues you can take to start selling on Amazon. I'm going to break down each of these approaches and give you examples of what they might look like.

Retail Arbitrage Overview

I've written extensively about retail arbitrage in an earlier article, but let me give you the shorter version to make sure we're on the same page.

Retail arbitrage is taking advantage of inefficiencies in the market. In this case, it would be finding a product on sale at a local store, buying that product and then selling it for a higher price on Amazon.

For example, notice that this 2 pack of Crest White Strips isn't sold by Amazon:

It is sold by an Amazon seller called “Good Living USA” and fulfilled by Amazon (FBA). If you scroll down the page, you'll notice there are other FBA sellers also offering up this item:

(If you've never noticed this list of other sellers before, that demonstrates why winning the buy box is so important.)

All of these sellers are participating in some form of Retail Arbitrage.

Obviously they aren't official representatives of Crest, they are just individuals or businesses like us who are selling Crest White Strips on Amazon.

But how are they making money on this?

Most likely they are savvy shoppers or maybe follow the Krazy Coupon Lady who posted this deal awhile back when Crest Whitestrips were $8.48 at Target on clearance:

So if they can pick up 2 boxes for about $17 at Target, and the going rate for a 2 pack is $48 on Amazon – there's plenty of margin in between where they can make a profit.

Why Would Anybody Pay That Much?

This is the first objection you're probably thinking, and the most common things friends would ask back in my retail arbitrage days.

Well, let me ask you this – what was the price of Crest Whitestrips at your local Target last week?

I'm guessing that unless you're like my wife who spends about 2 hours per day at Target, you probably have no idea.

The same goes for just about everyone else out there.

If the price for Whitestrips was $1,000 on Amazon they'd probably figure out that something weird is going on and they'd shop around. But if the retail price is normally around $40 – $50 and they see it for $48 on Amazon with Prime shipping, they probably won't spend time looking elsewhere.

Target is just one example of course – there are stores like Sam's, Costco, Walmart, Big Lots, TJ Maxx, and many others where you can shop for clearance deals, one-time buys, and other special pricing that will allow you to pick up items at a deep discount and then sell them around the regular retail price on Amazon.

Pros & Cons of Retail Arbitrage

Weirdly enough, one of the first pros almost functions as a “con” once you're trying to scale up your efforts in the arbitrage game.

That “pro” is the ease of getting started.

While I'm not an expert in non-US markets, here in the USA almost anyone can setup a seller account and start doing retail arbitrage tomorrow. This is exciting if you've never tried and want to get your feet wet.

Another pro is that it doesn't involve much money to start. Think about it – if you found the Crest Whitestrips deal mentioned earlier, you could buy just one unit and send it into Amazon FBA and sell it. You're probably only going to risk about $20 if you start that small.

There aren't many business ventures out you can try for less than $20…

The first “con” of retail arbitrage is also the ease of getting started.

I see that as a problem if you plan to turn this into a serious business because the barrier to entry is almost non-existent. People reading this right now who don't have an Amazon seller account yet could be undercutting your prices by this time next week.

That's a real problem and one of the reasons I gave up on retail arbitrage. It can be super competitive and price is really the only way you can distinguish yourself from a competitor, so if they are willing to sell their Crest Whitestrips for $45, you have to decide if you're willing to go to $44.99 or just wait it out and hope they go out of stock.

There were many times I thought I had a “can't miss” deal only to find out that a dozen other people must have found the same discount I did – so all of a sudden we're in a price war and nobody is making any profit.

That's not fun.

The next con is that it's time consuming to find deals. You can save some time and guesswork by heading out to the store with an app like Scoutify from Inventory Labs.

Scouting apps will let you scan a barcode on any product before you buy it and show you who is selling it on Amazon, what your selling fees will be, if there are other FBA sellers and more – so you know what your profit might be before you ever make a purchase. Here's a preview of what that looks like:

Even with scouting apps making your life easier, you still have to go out and scan for deals.

Not only do you look a little weird walking through a store for 2 hours and picking up everything and scanning the barcode, there is also no guarantee that you're going to find a deal – so it could be a total waste of time.

#1 Tip To Succeed With Retail Arbitrage

Retail arbitrage is still a viable path to get started selling on Amazon, though it's much tougher than it was a few years ago. Brands usually don't like when third party sellers are pedaling their products on Amazon, so more and more brands and products are being ‘gated' or restricted so not just anyone can sell them.

So even though their are less opportunities, there are still opportunities in a variety of non-restricted categories.

My #1 tip for success is to go big or go home.

When you find an amazing deal – buy every unit in the store. I've done it numerous times, and though you'll get some strange looks when you go to checkout with a flatbed full of heated foot massagers, it's worth it if you can turn that into $400 of profit within a few weeks.

Yes, I really did that. Full story here.

Your time is valuable and like I said earlier, you'll have times where you go scout for deals and find nothing. So those times where you do find a no-brainer, you have to cash in big time.

Retail arbitrage is a good, low risk way to get started with Amazon – but it's hard to earn a scalable, sustainable income using only this approach.

Private Label Overview

Private labeling is defined by Shopify's encyclopedia (who knew that existed?) as:

“A private label product is manufactured by a contract or third-party manufacturer and sold under a retailer’s brand name.”

In terms of Amazon, that means you can launch all kinds of products – skincare, supplements, jewelry/accessories, electronics, and much more without having to actually manufacture anything yourself.

Instead, you can contract with a manufacturer who already makes these products and have them put your label on the item and brand it as your product.

This kind of thing takes place all the time and you may not even realize it. For example, a hair salon that wants its own brand of shampoo isn't going to buy all the equipment to mix and bottle shampoo.

Instead they'll go to a shampoo manufacturer and maybe come up with a scent and then create their own bottle design and have their own line of shampoo created.

In terms of Amazon, most people who private label don't really have any “brand” to speak of – so they function as more of a reseller who picks up items at wholesale prices and then turns around and sells them on Amazon under a fairly generic brand name.

How Can You Find Private Label Products?

The easiest place to start looking for private label opportunities is AliExpress.com

They feature all kinds of products, mostly from Chinese manufacturers that are typically pre-made, ready to ship items.

Much of what you'll find on Aliexpress are “me too” products for Amazon – meaning they are going to be mostly items that look identical to other products already selling on Amazon.

Here's an example of a “me too” type of product, when you search for onion slicer/holders:

You'll see a lot of product images that look virtually identical, and typically you'll find a bunch of brands you've never heard of like “Arel Best” and “ORBLUE” in this case.

There are pages and pages of products just like this on Amazon, and sure enough when I search onion holder on Aliexpress I find a bunch of them for about $1 each:

So as an example, you could go buy 100 units for around $100 total and then turn and try to sell them for around $10 each on Amazon.

Sounds easy enough right?

The problem is in many cases (like this one) that hundreds of people are already doing that, and there is no distinguishable difference between your product and many others already on Amazon.

So what's the solution? Here's what we've found worked best for us:

Our Private Label Strategy

The onion holder example I gave above is actually a product we launched on Amazon. We sold some, but it was tough sledding as the competition was fierce.

A couple of our other private label attempts flopped for the same reason.

We did however launch a couple of decent private label products – one of which we still sell a version of and make a tidy little profit on.

Our idea was something I first learned about listening to Steve Chou's podcast interview with Will Tjerlund.

His advice was to pay little attention to tools like Jungle Scout which give you an idea of the items that are selling well, and instead use your intuition to look for products that aren't very competitive on Amazon.

His example at the time was drone landing pads – which he claimed only had a couple listings on Amazon.

So if you analyzed the sales of those 2 items, there probably wouldn't be many sales because there just aren't many quality products available on Amazon.

Therefore, you could come in with a private labeled drone landing pad that is better quality and potentially pick up some quick & easy sales.

Our private label strategy was loosely based on what Will shared, so while there are other approaches out there – here's a summary of what we did:

Throw Stuff Against The Wall

We didn't try private labeling nearly as extensively as Will did (he's launched thousands of products) but the key to this strategy is to try multiple ideas.

You don't want to find some obscure product that might sell well on Amazon and buy 1,000 of them.

Instead, Aliexpress will usually have no minimum order so we started very small – maybe only 50 units, which in our case cost us less than $100 to have our product live on Amazon.

You can start even smaller than than if you'd like – maybe with 10 units and try about 20 completely different product ideas.

Don't Spend Too Much Time Initially

When we launch new customized, branded products we spend quite a bit of time getting product photos, optimizing the listing, etc. In the case of our small sample private label products we really just used the product photos directly from Aliexpress.

Believe it or not, some of the product photos on there are pretty high quality.

You can also get product dimensions and details from Aliexpress, so you can quickly turn that into a fairly basic Amazon product page. That's good enough to get you started, and if you find that people start buying your product then you can come back and make improvements in the future.

High Perceived Value

Perceived value is everything. Some “high end” items don't necessarily cost more to make, but people assign a higher value to them for one reason or another, so they are willing to pay a higher price.

Here's an example from an Etsy product:

These things look pretty cool and rustic, right?

I'm not knocking the seller at all, but if you really break it down they are cutting a tree branch into small slices and then using a rubber stamp to put your initials on it.

I'd imagine their margins are fantastic…

They've got hundreds of reviews from happy customers, which likely means they've sold thousands of these at $25 per set.

So the materials they use are inexpensive, but the finished product feels special. While you won't be selling custom goods on Amazon, that mentality of finding things with high perceived value is helpful in looking for ideas.

Customize Your Winners

Hopefully, if you buy 20 units each of 20 different low competition products you'll find that at least one of them is selling well.

This should happen naturally if there aren't many competitors on Amazon, but worst case you can do a small sponsored product campaign on Amazon to increase visibility at first.

If you sell out of product, go ahead and just order more from the same supplier on Aliexpress.

Maybe it makes sense to get 50 units this time, or 100.

Assuming you continue to sell well, now it's time to look at making a more custom version of that product which can command a higher price.

There is not a set number of units per week that defines “selling well.” It really depends on your product price and margins. For a low priced product that might be 10 sales per day, for an expensive product this might be 1 sale per week.

In our most successful private label product, that's exactly what we did.

Our item was actually a decorative item made from paper (low cost, high perceived value) so once we'd sold through about 100 of the Aliexpress products, we hired a designer to make a truly custom design for us.

Then, we went to Alibaba.com and found a manufacturer who made products just like ours and ordered a sample based on our design.

Better Product, Lower Price

When you order from Aliexpress, you are likely dealing with a wholesaler/middleman and not a manufacturer directly. That's ok for getting started, but usually you are going to get the best price by working directly with a manufacturer.

In our case, we were private labeling a paper item that came in a set of 10. We paid around $2 per unit on Aliexpress and were selling them for about $10 on Amazon.

When we found a manufacturer via Alibaba, we were able to improve our product by upgrading from a set of 10 to a set of 20, with a better/unique design.

Believe it or not, our cost per item actually went down to just over $1 per set.

The best part is, we were also able to raise our price a little bit on Amazon and now sell for $15 each.

Updating vs. Creating New

If you're going to go this route of trying some private label products and maybe customizing them down the road, then it's important to note that when you get to the point of customizing, you should be updating/changing your existing product listing – not creating a brand new product on Amazon.

We already had some reviews and were ranking in Amazon search with our private label product and we didn't want to lose that.

So when we changed to a set of 20, we simply edited our product description and images to reflect the new and improved version of our product. This let us continue selling without a hitch since our product was already getting organic traffic on Amazon.

Pros & Cons of Private Labeling for Amazon

The biggest “pro” to doing private labeled products on Amazon is that it's cheap to get started.

As mentioned earlier, you could find an idea and source just a few units via Aliexpress, send them into Amazon and be off and running for less than $50.

Similarly, another advantage is that you can start quickly.

Doing customized products naturally takes time because you are going through versions of samples, sending revisions, etc. In this version of private labeling you really aren't doing any of that – you're just buying an existing product at a wholesale price and trying to sell it for a retail price on Amazon.

So you can try all kinds of ideas and start finding out what works (and mostly what doesn't) within just a few weeks time.

The biggest “con” in my estimation is that it's hard to stand out amongst the competition.

Even if you find a product that's low competition today, there is nothing stopping another private label seller from finding and buying that same product you did on Aliexpress tomorrow and selling it too.

Then, much like the problem with retail arbitrage, you're forced to battle on price.

You're selling for $9.99 and he's willing to take $8.99.

You match him at $8.99 so he goes to $8.49.

Tomorrow some other seller shows up listed at $7.99 and before you know it, you're barely breaking even.

That's why your best bet for a long term strategy is to create semi-custom products based around a brand that you control.

By far and away, this has been the most profitable strategy for both me and Spencer.

Some people have turned private labeling into a very lucrative business, so it can be done – it's just harder to distinguish yourself if you're only launching products very similar to others.

Custom Product Overview

If you want to build a sustainable business as an Amazon seller, creating your own brand and your own product is the way to go.

When you manufacture and sell a product you've created, you have complete control over the pricing and distribution of that product – something that can't be said of the other methods we've discussed.

I don't want you to get tripped up on terminology, but technically speaking this could also fit under the definition of “private labeling” in that you're still going to be finding a 3rd party manufacturer to make goods for you and you'll be selling them under your brand.

As stated earlier, when most people refer to private labeling for Amazon they are really just slapping their logo or name on a product that already exists.

When we talk about doing a custom product, there's much more creativity involved.

Let's talk about how you can do this.

What Should I Sell on Amazon?

Amazon sells almost everything you can think of, to the tune of about 400 million products on their site (including digital products). That's 4 times more than the amount of products on Walmart.com. Check out this graph from ScrapeHero that shows the top 10 categories of products:

So it would suffice to say that you've got some options in terms of what you can sell.

When we're brainstorming ideas for a new product to sell, we've found the most success when we create products that fit this criteria:

Proven Demand + Unique/Added Value = Sales

So let's talk about how to start brainstorming on Amazon and then we'll dive into how you can validate the demand and look to add value.

Amazon Suggested Searches

As a side business I have my own brand of sports products that I sell on Amazon. The primary sport is pretty obscure, and when I tell friends about it they almost always ask:

“How did you come up with that?”

The answer is Amazon's suggested searches.

You've probably noticed that as a shopper on Amazon they are giving you auto-complete suggestions as you type in your search. Like this when I type in “neck massager”

I was intentionally browsing Amazon looking for product ideas that were somewhat unique, but also had proven demand. So I typed in my main product name and the very first suggestion on Amazon was “with ____________” which was a pretty cool add-on feature that I decided to check out.

In the example above, it would be like clicking on the first suggestion of “neck massager with heat” and discovering that there are only a few heated neck massagers on Amazon.

Amazon doesn't release its search data like Google, so you can't know for sure the numbers of people searching for that phrase – but based on the fact that it's the first suggestion after a pretty common product, it's safe to assume it's a pretty popular search variation.

Something tells me that Amazon isn't just picking these top suggestions out of a hat at random…

That said, I do suggest going to a keyword tool like Long Tail Pro, SEMRush or others and get an idea of the monthly search volume in Google for that product.

Here's a look at our example, “Neck Massager with Heat” on SEMRush:

This shows 140 monthly searches for that exact phrase, plus there were a couple of very closely related variations with a few hundred more searches per month.

At this point, I'm just looking to confirm that it's not some fluke that Amazon is suggesting this search. It's nice to see that people are searching Google for this product as well.

In a moment, I show how you can see estimated sales on Amazon (which is a MUCH more important number than Google search volume) but let's talk a little more about brainstorming first.

In my personal situation, I simply clicked on that suggested search from Amazon and found that there was really only one company making a product that truly fit the description.

There were other established products on page 1 of course, but none of them had the feature I'd searched for.

It would be like me searching “neck massager with heat” and most of the page 1 results didn't have a heating feature.

This led me to the logical conclusion that I should be able to rank on page 1 for my primary keyword, simply because there weren't many direct competitors.

I figured that if a few hundred people each month were searching for this particular kind of item and I was one of two choices on Amazon, certainly some of them would buy mine…

(2 years later, I can now confirm that I was right about that).

Customers Also Bought…

As you continue to bounce around Amazon looking for ideas, you may notice that on a product page Amazon will show you other products people commonly bought:

This cross-selling tool that Amazon uses is also an excellent way for you to get ideas that you may not be thinking of.

In the image above, I was looking at a pressure point massage tool found on my earlier search, but now I see that people who buy this also buy reference material like a pamphlet and a book about pressure point therapy.

Could creating some poster or reference material be a good idea?

After clicking on the pamphlet, I see that these pamphlets sell for $6.95 each and have done an estimated $3,155 in sales over the last 30 days according to Jungle Scout.

Now, maybe I don't want to be in the educational poster/pamphlet business – but it's an idea that seems to be working well on Amazon that was nowhere on my radar about 5 minutes ago.

That's what brainstorming is all about.

Keep following these little rabbit holes that Amazon is great at providing and see where it leads.

Estimating Product Demand

Even when following your hunches (like I did) it's always comforting to know that people are actually buying products like yours on Amazon.

Enter Jungle Scout.

Jungle Scout is a tool that takes Amazon's best seller rank along with a few other factors like price and then estimates the amount of revenue a given product has generated in the last 30 days.

To use Jungle Scout, simply install their Chrome extension and when you are on an Amazon search page, click the “JS” button in your browser to see stats on the products you're viewing.

Here's a look at page one from “neck massagers”

You can see that the #1 result costs $49.99 on Amazon and based on the best seller rank of 1,503 it has sold just under $120,000 in the last 30 days.

That's a decent month.

Also notice that in the Pro version, Jungle Scout helps you with your analysis by assigning an “opportunity score.”

Ideally, you are looking for a higher score – something listed as “high demand with low competition.” That doesn't mean you shouldn't or can't go after a product that has “medium” or even “high” competition – but it is a handy guideline for quick analysis.

Think of it like the KC score in Long Tail Pro

Interpreting The Numbers

One thing that's worth repeating is that Jungle Scout's numbers are only an estimate.

Since I have products of my own, I did a quick check and found that their estimates for the last 30 days were within a couple hundred dollars of my actual sales – which is pretty darn good.

Even if the sales numbers are reliable, they don't account for things like seasonality.

I'd imagine if you look up almost any product in mid-December, their numbers are going to be inflated because of the peak Christmas season.

Thankfully, if you click on the estimated sales number Jungle Scout will show you a longer history.

Here's a look at the top neck massager from earlier:

If you hover over each point on the graph it will show you the number, but a quick look here shows me that the product has a pretty consistent month to month performance in 2017.

What you want to check for is more extreme seasonality, like this Christmas wreath which sold 529 units in November and then sold zero units this past summer:

Does that mean you should never do seasonal products?

Not necessarily.

Somebody is going to sell 500 wreaths in November, right?

The point I'm trying to make is that when you're validating your idea by checking demand, make sure the initial numbers you see aren't artificially high because of some anomaly.

If I just looked at this product's 30 day snapshot in November, I might think it's a great product – but a look at the full year tells a different story.

How Much Demand is Enough?

I know you're going to love this answer, but “it depends.”

There is no way to give an across the board answer to that question, so allow me to share my best advice to you based on experience.

Focus On Niche Products.

Remember my first product where there was really only one true competitor? I'd much rather have a bigger chunk of a small market than be one of a million like that onion slicer we talked about.

This is especially true if you're on a limited budget and want to dip your toes into the Amazon waters.

Selling $120,000 per month in neck massagers sounds great, but I know the battle and complexity to actually make that product and get it on page 1 of Amazon is going to be very long and hard.

I'd personally rather launch something simple – maybe like the pressure point pamphlet I showed earlier, knowing that I can get it launched for a low cost, and maybe top out around $3,000 per month:

It's probably not going to go viral, it lacks sex appeal completely, but I'm good with that.

So only you can answer the question of how much demand is enough to make it worth your while, but my advice would be to start small – you can always launch a product with broader appeal later on.

Find A Unique Angle

After you've verified that there is demand for products like the one you plan to launch, then you need to be thinking about how your product will be different.

You don't want to be one of those “me too” products we discussed earlier that looks just like everything else.

Instead, you should be thinking about how your product/brand will stand out from the crowd.

Here are some ways to do that:

Start At Home

Spencer will tell you that his “home goods” brand was born out of his own personal preference. He had a product that he used everyday and he simply didn't like it, and he couldn't really find one out there that was exactly like he wanted.

So he created one.

It turns out, there were thousands of other people out there who were also looking for a product like this too. This basic idea led to a business that he built over the past 2 and a half years and he just sold the business for $425,000.

What products do you use around the house or at work that annoy you?

Have you ever said something like “I wish they made one of these that had a ____________” or “I wish they made these things for kids…” or “I wish this thing was waterproof…”

You probably say things like that all the time but never do anything with the idea.

I'll share more in a minute about how you can take that idea and bring it to life.

Read Product Reviews

One of the best ways to do product research and brainstorm ways to make a better product is to simply read Amazon reviews on competing products.

When you're on a product page, you can click on “see all reviews” and then you'll be able to search for particular words in all the past reviews.

Let's say you were looking at making some grocery cart bags and wanted to find the best constructive feedback on these top sellers. First, click to see all reviews:

Then, you can search for different words that are commonly used when people are sharing ideas for improvement. I like to search for the word “wish” as an example.

Then, look through the results and jot down any clever ideas worth researching. Here's one about adding a bigger wine bottle holder that might be interesting:

Of course you can try searching other words like “suggestion” and probably many others, as well as just reading through the reviews people have voted as most helpful. Those tend to be more in-depth and share what people really like and don't like about the product.

Products Selling Well Elsewhere

Here's another idea to get your juices going a bit – get off of Amazon and look around.

Other marketplaces like Etsy and even sites like Pinterest and scrolling through Google shopping to see results from other random ecommerce stores will give you some ideas that may not exist on Amazon.

I'm not suggesting that you just go steal an idea, but it's easy to get trapped in Amazon world where you only search on Amazon and then run numbers on Jungle Scout, and maybe you're missing products that people would buy, but they just aren't sold on Amazon yet.

Now that you've got a product idea and are developing a plan to make it unique, let's talk about bringing it to life.

How Do I Get My Product Created?

The first stop on your journey to get a product made is Alibaba.

If you're looking for US manufacturers, then do a quick Google search for “PRODUCT NAME Manufacturer” and see what you come up with. I've tried to work with US manufacturers before, but I've always felt like being such a small fish made it tough to be taken seriously. Maybe you'll have better luck if being made in the USA is a must-have for you!

Alibaba is where we've gone to find manufacturers for the couple dozen products we've launched on Amazon.

It's basically a marketplace where you can search and find Chinese manufacturers that are already making products similar to the one you create.

So you start by just searching whatever product you're interested in. Let's say we want to make a case for your glasses:

Not every supplier on Alibaba is a good one, so you can use the 3 checkboxes at the top to filter down your list and just show the places which have 3rd party verification and all the telltale signs of being a legitimate business.

From there, simply click on “contact supplier” and send a message like this:

Note: You can also put out a request for proposals on Alibaba, but I've always had better luck sending direct messages to reputable suppliers as shown above.

Getting Product Samples

Notice in my note above that you want to ask for a product sample as one of the first steps.

Usually a supplier will be hesitant to quoting you a price on the product until they see your design, know how many you plan to order, and in some cases actually produce the sample.

So you should send as much information as you can right away, and then find out what it's going to cost to make a sample.

How Much Does it Cost?

It depends.

I've found that some items like plastics will have a high upfront cost because they involve creating a custom mould, which is an expensive process. However, things that get printed like paper products, textiles/fabrics that can be sewn into bags/accessories are all pretty cheap to make.

For these more general product categories, you can usually get a sample made and shipped to you for around $100.

How To Find The Best Manufacturers

I look for 2 major things – the quality of the sample and the communication.

If you're dealing with a Chinese supplier they won't have perfect, American English. However, they should be able to “get” what you're saying and have a level of fluency so when you send requests and changes, they can understand what you're asking for.

If you send over a question like “Can you make this hose with a bronze fitting?”

and the response you get is a weird, non-answer like “we make many hoses for all kinds of customers” then I'd just move onto someone else.

As you get closer to actually making the final version and designing packaging, arranging shipping, etc. the conversations are only going to get more detailed – so miscommunication early on should be a big red flag.

The second critical item is the product sample.

Your sample should be high quality, and if it's not – I'd suggest getting a higher quality sample made before you agree to buy hundreds of units.

If the size is off, the stitching is messed up, or some detail is wrong – let them know about it.

I've found that the good manufacturers are eager to fix the issue in order to get your business.

Another way to find quality manufacturers is a tool called Import Genius.

I've not used it personally, but what it does is allows you to search customs documentation and find out where other brands are getting their goods manufactured. So let's say you are making coolers and you know that Coleman makes a high quality product that is made overseas – you can search Coleman and find out the name of the manufacturer who made it. The advantage is you already know that supplier is capable of making high quality goods.

Impatience at this stage can cost you. Don't get so excited to launch a product that you accept sub-par quality. The result will likely be negative customer reviews and a product that's tough to sell.

Negotiating Terms

Once you've received a sample you really like, then it's time to place an order.

Although I've never had to make a claim, I prefer using Alibaba Trade Assurance as the payment platform – particularly for my first order. This gives some firm timelines as far as when the goods will ship and lets Alibaba serve as an escrow between you and the buyer.

Basically, it helps you avoid paying for something and then the manufacturer never delivering.

Almost Everything is Negotiable

I'm not some skilled negotiator, but I've learned that almost everything is negotiable when ordering products.

Are they telling you the minimum order quantity (MOQ) is 1,000 units?

Ask if you can do a small sample order of 250 or 500.

I've found that in many cases the things that start off as impossible become possible if you decide to not place an order.

If they won't budge on a price, see if they'll agree to covering a portion of the shipping charge.

Another thing we've successfully negotiated is better packaging. If you've ever bought an Apple product, you know what an impact that high quality packaging can make on the unboxing experience. It truly is the first impression of your product to a buyer and sets the stage for how they perceive your product and your brand.

We've found that making a nicer box or designing something that looks beautiful is usually very affordable and sometimes manufacturers will upgrade packaging for no extra cost, but you've got to ask.

If you don't ask, they'll happily send your product in something that looks like a glorified ziplock bag and not think twice about it.

Starting Small

In general, my advice to you is to start as small as you can by minimizing the money you spend on the first order.

Even if you're convinced that you've got the hottest idea since the Flowbee, try to curb your enthusiasm and place a small order to start.

via GIPHY

If you sell through your initial inventory, you can always order more and probably even get better pricing by ordering a larger quantity.

Breaking even on your first batch of products is a good goal. You may have to sell some discounted units to get the ball rolling, but you can always sell more product once you have an established listing with reviews and organic rankings on Amazon.

Shipping Your Product

Remember that the ultimate plan is to use Amazon's FBA program to ship your products to customers when they order. But before that can happen, you've got to get your products from the manufacturer to Amazon.

I'm not an expert in all the nuances here, but let me give you the short version of how it works.

You'll need to find a logistics company/freight forwarder to represent you during the shipping and customs clearing process. A typical arrangement you'll hear from manufacturers is “FOB” pricing, meaning that they'll deliver the goods to the nearest shipping port, but it's your responsibility from there.

So what you'll want is to find a company that has a team in China and the US who can have one of their reps arrange getting the items on a ship in China, then have people here in the US to do what is needed to get the goods past customs, and ultimately send them to you or directly to Amazon.

Depending on the size and value of your items, you might just be able to get by with air shipping via UPS or DHL.

I know this is an intimidating part of the deal for new sellers, so be sure to find a company that specializes in this process who can answer all of your questions. Here's one example of a company that focuses on FBA sellers specifically, but there are plenty of others out there too.

Once you've got a logistics partner on your side, this whole importing process becomes very simple because they can cut through all the confusing terminology and help you know what's going on.

Here's an excellent interview and write-up on this process when you reach this point.

Feeling overwhelmed? Don't let something you don't understand stop you from trying this. Countless people have figured it out, and you can too. There will always be some reason for not taking action, don't let import intimidation be one.

Creating Your Product on Amazon

Before you can ship anything into Amazon's fulfillment center, you have to have a product listing on Amazon.

I'm going to give you the summary, but if you need it here is a more detailed overview from Chris Guthrie. I'll try to spend more time here focused on the strategy behind a well optimized listing as opposed to just a step by step walkthrough of how to create one.

When you're in Seller Central, you're going to start by clicking “add a product” and then you'll want to look for this little link to create a brand new product from scratch:

Let me help with a few important points on completing your listing:

Choosing A Category

Sometimes the category for your product is obvious. You'll type in that you're selling a coffee mug and Amazon will suggest common subcategories like this:

Unless your mug fits better in a category like “travel mugs” just go with the most obvious, general choice – like “Home & Garden – Kitchen – Mugs.”

If you're completely bewildered and not sure which category you fit into, then try looking up a similar product on Amazon and scroll down to the details. You'll see their best seller rank in their chosen category, which should help you at least decide on the higher level category to choose.

I'll admit that sometimes this is confusing – like is my hiking accessory more for “sports” or more for “outdoors?” I've found that the category is usually less important than the other details such as…

Optimized Title & Description

Having a keyword-focused strategy for your listing is very important. There are 4 major places in your listing where you can include the keywords you hope to rank for:

Product Title (most important)

Product Description

Bullet Points

Search Terms

To illustrate this point, if like my earlier example the keyword I really hoped to rank for was “neck massager with heat” then that phrase really needs to be in my title!

You don't want something like this: Massage-o-matic 3000 By Home Massage Depot

Instead you want something more like this:

See how much more descriptive that is?

Now when people search thing like “shiatsu” and “deep-kneading” they've got an opportunity to show up in the results.

The same goes for your description. Check out this one:

Compared to this one:

Again, the second one is much more descriptive and uses subheadings to break things up a bit. You've got 2,000 characters you can use, so you might as well make the most of them and give people all the details about your product and how it's going to benefit them.

Now there are the bullet points, which are arguably even more important than the description because they appear near the top of the page. Here are some bullet points that leave something to be desired:

Here's a much better looking set of bullet points:

What Keywords Should I Target?

If you're not sure what keywords to target, I'd start by looking at the best selling products in your category on Amazon. What kinds of words do you find in their title and description?

Also here is a free Amazon keyword tool to give you some other ideas.

Your main keyword(s) will probably be fairly obvious, but you also want to make sure you're using your product description and behind the scenes keyword fields to include other variations and words people use when searching for products like yours.

For example, if you were selling a product that helped reduce cat hair and that product could also be used for dogs, make sure “dogs” and “dog” are in your listing somewhere.

The best tool I've used for doing keyword research and making sure your listing is optimized is Helium10. I was amazed how helpful it was. Click here to do a free trial.

Do I need a UPC code?

Amazon does require a unique product ID in order to create your new product listing, which is most commonly a UPC code.

UPC codes, like import rules, are one of those things that seems to hang people up and prevent them from ever launching a product.

There are plenty of places like this that sell GS1 registered UPC codes that work for Amazon. We've used them and it was fast, simple, and worked as advertised.

High Quality Product Photos

The final essential item you need is high quality pictures of your product.

I've been able to launch a pretty successful brand with pictures taken on my iPhone 6, so I'm not necessarily saying you need to go to Olan Mills and get paid product photos taken with scenic backdrops.

However, you should make sure that you have good lighting and you take photos that show what your product does (ideally in use by a real person).

If you have a small item, it might be worth spending $40 on a little photo backdrop/lighting set like this one on Amazon.

You'll be surprised just how professional your photos can look on a small budget.

Launching Your Product on Amazon

Back in the good ol' days of 2015, the Amazon launch strategy was pretty simple.

You'd go out to one of many review services and give your product away at a very steep discount and in exchange, people would agree to leave an “honest” review.

The result was that you'd get a lot of sales in a short amount of time, plus you'd usually get some positive reviews rolling in within a week or two so people who saw your product were more likely to buy it.

The problem is that reviews like this started showing up everywhere:

A lot of people felt that these incentivized reviews affected the trustworthiness of Amazon's review system, and apparently Amazon agreed. In October of 2016 they changed the rules and banned incentivized reviews.

Immediately the launch strategy for many sellers had to change, and while there is more effort involved you can certainly still do successful launches in 2017 & beyond.

Having A Successful Launch

Here's the deal – if your product stinks, you probably won't sell much of it in the long run. Eventually the bad reviews, product returns, etc. are going to catch up with you – so the first step is doing everything we've talked about in terms of creating a product that has demand, and is made with quality.

Once you've done that, then you can worry about having a successful launch because you know when you get your product in front of shoppers they will want to buy it, and they'll want to leave a positive review about it.

You Can Still Discount Products

The first thing to make clear is when Amazon banned incentivized reviews, they didn't take away the ability to do a promotion or give discounts. They just said you can't give those discounts almost as a bribe to get people to leave a review.

However, if you give someone a coupon – they are still able to leave a review for your product.

So discounting and promotions are still a big part of launching a new product. In fact, you can even pay for a service to manage the whole process for you like Viral Launch, which we've used recently.

They will help you distribute coupons to buyers, all within the rules, with the goal of helping your well optimized listing move up in Amazon's rankings for your target keywords.

If you don't want to use a paid launch service, you can start by just doing a sale price in Amazon and running a sponsored campaign to make sure people see your product when they are shopping Amazon.

Maybe your brand has a presence on Facebook – you can use that platform to give out a special launch discount coupon.

The key is that you want to start getting some sales early on, even if you're taking a loss at the beginning. Ultimately, you're after some reviews, and you can't get reviews until you get some sales.

Automating Review Requests

Since you can no longer ask people ahead of time to give you a review in exchange for your coupon, it's more important than ever to use email follow-ups to ask people to leave a review after they purchase.

We use Salesbacker to automate this.

Most people, even if they like your product, simply won't remember or ever find a convenient time to go back to Amazon and leave a review. Even with email follow-ups in place, expect your percentage of people who leave a review to be in the single digits.

Since the review percentage is so small, it's important that you automate your review follow-up sequence for 2 reasons:

Encourage people to leave a positive review

Try to stop negative reviews before they happen

We send people 2 emails after they purchase as follows:

Your Order has Shipped

Since Salesbacker is tapped into Amazon's API, it knows when a customer's order has shipped and can generate an email to send when that happens. Our email looks like this:

The purpose of this email is to make a connection to the buyer, so they know we're a real small business and that we're appreciative that they bought our product.

We also let them know very clearly that their satisfaction is our top priority, so if they have any questions or issues we are only an email away.

Another thing we do with email #1 is explain how to use the product, when necessary. Think of it as a small FAQ where you can educate people on tips to assemble the product, turn it on, etc.

Have You Had A Chance to Use The Product?

The second (and final) email we send comes 7 days after they receive their product. Hopefully at that point they've had a chance to use it and are in a position to leave a review.

We don't beg people to leave a review, but we re-emphasize that we want them to be happy and as a small business their feedback is super important to us.

While we don't use language like “please don't leave a negative review!” we do ask that if they have an issues with the product, please contact us directly and we'll take care of it.

I've had people respond to this email several times and let me know about some issue that I can handle for them, like a defective product, and that person will end up leaving a really positive 5 star review.

More than likely if I hadn't have sent the email, they would have just contacted Amazon for a refund and left a poor review for the product.

Your goal here is to say something to the effect of “if you love the product, do us a quick favor and leave a review. If you don't love the product, let me know and I'll make it right!”

This formula has worked well for us, but feel free to customize it to fit your product.

Maintaining Long Term Success

Automating review follow-ups is one of the most no-brainer, set it and forget it kind of things you can do from day 1 to help maintain a steady stream of positive reviews and just as important, stop negative reviews before they happen.

Both of these are hugely important for long term success on Amazon.

Here are a couple other things you can do to not only make a splash when you launch, but keep the sales rolling in.

Improve As You Go

One of the advantages of doing a small order at first is that you can make improvements to your product before your larger second order. I've found that most reviewers who leave a negative or a lukewarm review usually have some really specific suggestions on what can improve.

Implementing those suggestions when it makes sense will help you avoid those bad reviews in the future and generally make for happier customers as you go forward.

On several of my products I've made small iterations and now have a much better product than I did at my initial launch, thanks to customer feedback.

Build A Brand

The people who do really well on Amazon are concerned with building a brand and a business – not just selling a product. That's not to say you can't make a one product business and do very well, but for long term success you should be thinking about turning your first successful product into a second successful product under the same brand name.

Then, it might make sense to create a website and start generating your own traffic and sending people to buy your product on Amazon, or even your own ecommerce store so you're not fully relying on Amazon to generate sales.

That's the exact model Spencer followed for his home goods brand, and he was able to grow and sell that business for over $400K in just over 2 years time.

Wrap Up

Hopefully you've found this guide helpful on your journey to selling on Amazon.

We don't have all the answers, but we've tried to share what we've learned thought a little trial and error over the last 3 years.

Like anything else, there are going to be things that come up along the way that you won't know the answer to – but that's ok. I'm a big believer in trying things before you know all the answers, because there will always be a “what if” that stops you from taking action.

Don't let a “what if” stop you.

The post How To Sell On Amazon – The Ultimate Guide to Getting Started appeared first on Niche Pursuits.

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