5 Things I’d Tell Every New Amazon Seller

5 Things I’d Tell Every New Amazon Seller

Selling on Amazon can feel like being dropped into the middle of a chess game that’s already in progress. The rules aren’t written on the box, and while success can seem deceptively simple on the surface—just find a product and list it—the reality is far more complex. After years of experience in the e-commerce and logistics world, these are the five truths I wish every new Amazon seller understood from day one.

1. Sales Velocity Is Everything

On Amazon, sales velocity isn’t just a metric—it’s the engine that drives everything.

The algorithm is heavily optimized to favor listings that are already moving. It rewards momentum. If your product starts selling quickly, Amazon sees it as something customers want and boosts it higher in the rankings, increasing visibility and compounding your success. On the flip side, if you limp out of the gate and take weeks or months to generate traction, you’re fighting an uphill battle the whole way.

To win early, plan your launch strategy carefully. This might include:

• Aggressive Amazon PPC during the first 2–4 weeks
• Offering initial discounts or Amazon Coupons to encourage conversions
• Driving external traffic via influencers, email lists, or affiliate marketing
• Using social proof early if you already have an audience on Instagram or YouTube

Think of your listing like a rocket—it needs fuel (sales) to get out of Earth’s atmosphere (the lower pages of Amazon search). Once it breaks orbit, staying there gets a whole lot easier.

2. Differentiation Doesn’t Have to Be a Moonshot

One of the most common mistakes new sellers make is overcomplicating differentiation.

Yes, it’s true that standing out in a crowded marketplace is crucial. But that doesn’t mean you have to develop a never-before-seen invention or invest $100,000 into custom molds. Sometimes, a small, thoughtful change is all it takes to convert browsers into buyers.

Here are subtle but powerful ways to differentiate:

• Packaging: A premium unboxing experience—like those from Packlane or noissue—makes your product feel more valuable.
• Bundling: Add a complementary item—such as an accessory, tool, or guide—to boost perceived value.
• Listening to Reviews: Check out competitor reviews to identify common pain points you can fix.
• Better Photos and Instructions: Tools like Canva or Helium 10’s Listing Builder can help you craft better listings and visuals.

Customers don’t always want the “best” product—they want the one that solves their problem clearly, quickly, and confidently.

3. Reviews Are the Currency of Trust

On Amazon, reviews aren’t a nice-to-have—they’re the lifeblood of your listing.

Before a shopper even reads your bullet points, they’re scanning star ratings and review counts. A product with 4.6 stars and 300 reviews will outperform a 5.0-star product with only 12 reviews nearly every time. That’s because reviews create trust at scale. They offer social proof, address objections, and influence the algorithm.

Here’s how to build a healthy review profile:

• Follow Up With Buyers: Use tools like FeedbackWhiz, Jungle Scout’s Review Automation, or Amazon’s Request a Review button.
• Prioritize Quality: A better product = fewer returns and more positive feedback.
• Ask for Feedback Outside Amazon: Launch through your own website (using Shopify) or social media channels to gather early advocates.

And remember: the best way to get 5-star reviews is to deliver a 6-star experience.

4. Prime Is Still King

No matter how much Amazon evolves, one thing remains constant: shoppers want fast, free shipping—and they trust Prime to deliver it.

Prime-eligible listings not only convert better but also enjoy algorithmic benefits in Amazon’s search results. If you're not using Fulfillment by Amazon (FBA) or a Seller Fulfilled Prime (SFP) partner, you’re automatically putting yourself at a disadvantage.

Here’s why Prime matters:

• Higher Conversions: 74% of U.S. households have Prime—shoppers trust the badge.
• Buy Box Priority: Even at a higher price, Prime often wins the Buy Box.
• Customer Expectations: Two-day delivery is now a baseline.

If you're using a 3PL, make sure they integrate directly with FBA or offer SFP capabilities. Platforms like Racklify can help you find a partner to scale your fulfillment while keeping your Prime badge intact.

5. Seek Joy in Your Own Sphere of Genius

This one is less tactical—but maybe the most important.

Amazon can feel like a grind: numbers, spreadsheets, PPC dashboards, negative reviews, inventory stockouts, stranded listings. And the truth is, not everyone is cut out for every part of it. But that’s okay—because long-term success depends on building a business around your strengths, not someone else’s.

Are you amazing at sourcing products from Alibaba? Great—lean into that. Are you a branding nerd who loves making logos and packaging on Figma? Awesome. Are you a data junkie who can spot a keyword gap like a hawk? Double down.

Your energy is your edge. Protect it. Amplify it.

When you align your business with what energizes you, you build a more durable operation—and a more fulfilling one too.

Closing Thoughts

There’s no magic formula to winning on Amazon, but there is a pattern.

Sales velocity moves the algorithm. Smart differentiation helps you stand out. Reviews unlock trust. Prime unlocks conversions. And your unique genius is what gives your business staying power.

Selling on Amazon is hard—but it’s also one of the most scalable and powerful business models in the world. Play smart. Move fast. Stay in your lane—and don’t forget to enjoy the ride.