YouTube Channel: @RyanDanielMoran

Hey guys, Ryan here. I wanted to make a video for those of you, specifically those of you who sell physical products on Amazon, because there's a strategy that used to work that people still use. A lot of that can be effective, but I see people using it in what I would consider an improper way. And as a result, Amazon is caught on and it's not effective anymore. But there are ways to tweak it in ways that are, are still super effective and can be really valuable to your business. And it has to do with launching products.

Back in the olden days, back in the wide open west days, the way that people used to do really well specifically on Amazon was they would, they'd release their product on Amazon, then they'd give away a whole bunch of products for free and hope that they would rank for keywords. Now I kind of pioneered this strategy. I have a YouTube video talking about getting to your first million in 12 months. And, and literally hundreds of people have told me that that was the video that changed their life and their business. So I kind of pioneered this strategy of giving away a lot of product for free or at a discount. And that still works, it's just different now. The strategy has pivoted a little bit to be more in alignment with the increased competition and also the way that Amazon has changed the way that they rank products. So it used to be that you would give away a whole bunch of product for free or for a dollar or what it was, and then you'd hopefully rank for a super high competitive keyword and you'd get a whole bunch of free traffic as a result of doing that. And again, it can still be really effective. I love to tell the case study of Quest Nutrition, which is a $500 million, I think a year company, they're only like seven years old too. And they started by giving away free product, but they did it to get raving fans. They did it to a specific group of people that were going to become recurring paying customers. But what Amazon sellers did instead was they would just give away a whole bunch of free product to couponers, hoping that they would rank for keywords, which is not going to be effective because none of those people are going to come back and be rating fans. They're just, they're just there to buy at a big discount. And so what happened was we had all these Amazon sellers coming in and out, giving away each other, trying to rank for keywords. And now we just have this increased competition of all these people trying to give away a bunch of product and what better way to lose money at the beginning of a business than just giving away hundreds of units of product for free? Now, it can still be an effective tool in your tool belt. Using an outside service or going to couponers like you can use that as part of your strategy. But there are way more effective ways to get your product and your business off them, off the ground. Number one, if you're gonna do highly discounted products, please, oh please, oh please, give it to people who might come back and buy from you again in the future. Then you might be able to justify giving a highly discounted product to a group of people because they're going to spread the word to all of these other people. Now, that kind of makes sense, going out to the people who are going to talk about you and rave about you. So target those people on Facebook. Go to those groups or those, that core group of people that might come back and buy from you and spread the word. By all means, go in front of those people and give them product if that's part of your strategy. An even better way, in my opinion, of getting a business off the ground is, is by taking those people, putting them into one center of control, like an email list, like a Facebook group, like an Instagram following, going out and getting somebody who already has that following and allowing them to talk about your product or your brand. If you do a launch in that way through an email list or a hot list or a Facebook group, there are ways to do that to where you. Your profit margins stay really high. In fact, you might not even have to discount them at all. We had recently on the podcast a gal named Jenna who used some Facebook groups to go from. She was doing about $80,000 a month in sales, and the Facebook group was her pivot point to grow to $200,000 a month in sales. Why? Because they had a core following and they could release products, they had an easier time getting those people to turn into reviewers, repeat customers. Even though the Facebook group was really small, I found that if you can get a group of people, even if it's like 100 people, you can get that core group of people to support your next product and leave reviews. It makes it so much easier for you to rank for keywords for you to command high profit margins. And it's not that hard if we're looking at a small group of raving fans of a few hundred people. Most people will go out and try to do something super broad. You don't need to go after super broad people. You need a 100 to 300 really core people who support you. And when you do that, it makes launching products and getting the word out about a new product or getting reviews that you need to be able to take consistent sales makes that really easy. So we're doing some trainings right now. We're actually putting a little bit of a test group together inside of our community to go through some new launch methods that we've been testing that are working really, really, really well. And I'll have more info and more data for you from our results on that. But when we've tested it internally, it works so, so much better. It's like the good old days are back because A, we're in front of the right people who are buying sometimes at full price. So it's profitable for us to be able to launch those products. They come back and they buy more from us. So we have momentum out of the gate rather than just bleeding a bunch of money all over the place. And it's working better. It's working better for ranking, for keywords, it's working better to continue that momentum to turn into reviews. Guess what? It's actually building a business rather than grasping at tactics and short term strategies to try and make a few quick bucks. It's like what's, you know, what worked to build real businesses is actually relevant again. So I know that our community has been struggling with this for a long time. I believe that we've cracked this nut. It's working really, really well for us. And I'll have more information about some of the data behind that in the meantime. But let me give you, I could give you one takeaway. I've been preaching this for years and it's probably more relevant now than ever before. If you are not building your audience, if you are not getting your customers to come back to rally behind you, if you're not talking about what your company believes and speaking to a person rather than just hawking products, you're gonna be behind. You're already behind. You're selling to people. You're not just selling product. So identify who your person is, go get more of them and release the products that they already buy or that they already want. That's how you win in business. That's how you win today. It's how business has been played forever. And somehow in the physical products world, we forgot that because we got obsessed with tactics and strategies. So if you're not getting your people into your control so that you can predictably release products to them at a profit, you're always going to be playing from behind. And the people who are making this change now are the ones that are doing really well and selling for millions of dollars. So I hope that's helpful for you. I know it's going to help you launch more predictably and profitably, and it's how the game is played today, rather than just the unprofitable ways that we were trying to grasp at a few years ago. The game is changing. The game is becoming more mature, and it's time for the entrepreneurs to grow up with the rest of the game.