As an eCommerce company, you not only have an easier chance of attracting customers, but you also face a lot of competition. That means brands must use the right data in their selling strategy.
For most eCommerce companies, the first step in any strategy is to conduct the right product research to know what will profit. After all, 81% of shoppers conduct online research before purchasing a product.
If your customers are conducting product research, you must know what they’re looking for and the demands in your market and niche. This is especially important if you sell on Amazon, where you’ll need to stand out from the rest of the brands in your industry.
How do you conduct product research? We’ll show you how, and share some helpful tips to kickstart your strategy.
What Is Product Research?
Product research is the process of analyzing products and niches to understand what sells. There are different ways you can go about this process.
For example, some brands may pay attention to trending items on Amazon, while others will view past metrics to know which products sell and which don’t.
Why Is Product Research Important?
Product research is essential to ensure you will profit on Amazon. This is true for eCommerce businesses of all sizes.
As a startup, choosing the right inventory will help you attract a customer base, and if you’re releasing a new product, the initial research process will ensure you release an item that will sell.
While product research is vital, some sellers may struggle to create the right process. It can be difficult to know which qualities will make a product profit or know where to look for product ideas. Fortunately, Amazon product research is simple if you know the right steps.
How to Do Product Research on Amazon
There are several steps to conduct product research on Amazon. Following these steps will help you succeed on Amazon and dominate the competition.
1. Know the Demands in Your Marketplace
The first step is to know your audience, but more specifically, know your marketplace. Every region has different wants and needs, and tapping into this will help you find the best products in your industry.
Fortunately, it’s easy to conduct regional product research. Start by following Amazon trends. Go to the Best Sellers category in a specific country. You can filter this list by product category to ensure you only see results in your region.
Google Trends is also a useful source. This is a free resource that shows the most popular searches in specific countries. While Google Trends is broad, you can still use this data for your product management.
2. Find Profitable Product Categories
While we suggested you filter Amazon’s Best Sellers by product category, there’s a chance that you don’t have a niche yet or you sell diverse products. In that case, you’ll want to find the most profitable product categories.
There are numerous ways to do this, but keyword research is one of the most pivotal. You can use various free keyword tools, such as Wordstream, to see the traffic and competition for numerous eCommerce search terms.
Google Trends can also help with this step. For example, if the NBA is trending, eCommerce brands will know that basketball products are selling well.
Related content: Amazon Restricted Categories
3. Search for Products
Once you know some trending products, it’s time to go on Amazon and find ones similar to your ideas. However, you don’t want to base your idea on the first product you find or even the ones you like.
Look at data on Amazon, such as reviews, questions, features, materials, and sizes, to gauge which qualities are key selling points for customers.
Related content: Amazon Restricted Products
4. Know the Best Pricing
In your product research, you’ll also want to pay attention to budget. While you should consider factors such as the amount you’ll be investing, you shouldn’t forget to consider your customer’s budget. Compare your prices to your competitors and price similarly to them, if you can.
5. Monitor Reports
After you sell your products, your product research doesn’t end. You should continue monitoring your Amazon reports to determine which products sell and why. Your reports will also display other key insights, such as traffic to your listings and conversions.
If you invest in advertising, you should also pay attention to your traffic from the ads and your keyword performance.
If you discover some products are performing well, there could be multiple reasons. Maybe you’re selling products in an unpopular category, or your prices are too high for your marketplace or niche.
Don’t forget to also monitor fulfillment reports to ensure that you’re making your return on your items.
Amazon Product Research Tips
While following this process will ensure your store will profit, there are additional tips that can help you succeed. Here are a few tips we recommend you implement in your strategy.
Analyze the Competition
Before conducting product research, identify your competitors and consider their strategies. See what products they’re selling and if you can offer comparable ones.
Check the product listings to see which features they’re highlighting, how they write their copy, which types of media they use, and how they respond to customer questions and reviews.
“Customers Also Bought” Section
Another way to conduct product research is by looking at different sections on Amazon, such as “Customer Also Bought” and “Frequently Purchased Together.” This is especially helpful if you’re looking for product bundling opportunities.
But even if you don’t plan on bundling products, all stores should use these sections for product inspiration. This way, you can offer all the products that your customers demand and increase cross-selling to boost sales.
There are other reasons to look at these sections. First, you’ll better understand consumer buying preferences.
For example, let’s say you’re selling skincare products. On the “Frequently Bought Together” section, you may notice consumers purchase a toner, serum, and eye cream in one purchase. You can make these items available in your inventory, allow Amazon to bundle them together, or sell them in a kit.
You’ll also learn about market trends. Using that skincare example again, you’ll know which products and ingredients are most in demand. This way, you always have a competitive edge.
Know What Profits
Certain products have qualities that make them more likely to sell. First, understand if it has mass appeal. This means the item will gain interest from various consumers, regardless of location and demographics.
Next, ask yourself if the item solves a problem. For example, if gym enthusiasts struggle to find fitness pants that stay up while squatting, then promote the item as “squat-proof.”
You should also consider the features. Using the fitness pants as an example, highlight features such as “sweat-wicking technology” that will make consumers more inclined to add the pants to their carts.
Related content: Copywriting for Amazon
Take Advantage of Product Research Tools for Amazon
Amazon offers numerous tools to help you find profitable products. Countless tools can unveil trending products, seasonal bestsellers, best niche options, highlight advertising opportunities, and more.
The Amazon Insights Program is a popular example; you can collect customer feedback surveys to discover your consumers’ wants and needs.
Work With the Right Wholesalers
If your products are low-quality, all your efforts will be wasted. That’s why it’s integral to source the best products.
Fortunately, there are many high-quality wholesales and distributors on Amazon, and lots of them offer specific services such as white labels and customizations to make your items truly your own.
You can also find wholesalers that specifically work with FBA sellers.
Do You Need Help With Your Product Research?
If you struggle to increase sales and fight the competition, you may need to conduct product research.
Product research encompasses specific steps to discover which products have a better chance of selling. This is especially important for new eCommerce companies since you’ll have profitable inventory when you first set up shop.
In addition to leveraging product research, brands should seek professional help to grow their business. This is what AMZ Advisers can do for you. We’re a team of eCommerce experts who can create a growth strategy tailored to your unique business.
Click here to learn more about our services.
Stephanie Jensen has been writing eCommerce content for seven years, and her copy has helped numerous stores rank on Amazon. Follow her on LinkedIn for more insight into freelance writing and creating high-quality content.