Wondering how to sell supplements on Amazon?
Turns out, so are millions of other people. It’s one of the most popular and competitive niches on Amazon. It’s also one of the most regulated industries in ecommerce in general. So because Amazon doesn’t want to be screwed over due to you potentially not following the rules, they have their own rules to that serve as a roadblock for scammers.
This means the process of learning how to sell supplements on Amazon is slightly different.
Let’s talk about it.
How To Get Approved To Sell Supplements On Amazon
Before we talk about how to sell supplements on Amazon, we need to talk about compliance.
Some of these rules include…
- Include product name, quantity, and nutrition facts
- Can’t claim any cure, mitigation, treatment, or prevention
- Supplements can’t have any ingredient not allowed by the FDA
- Supplements can’t use any FDA logo or claim they are FDA approved
- Amazon listing must have nutrition facts laid out in both text/image
- Listing can’t have any disease names or confused with a steroid
- Amazon FBA will add an extra 90 day shelf life to your supplement
Basically, don’t do anything that can leave Amazon or you liable. Your best bet is to focus on safe ingredients, transparent marketing, and only sticking to claims that are 100% provable such as promoting the number of grams of protein in your protein powder versus claiming how many pounds of muscle you can gain if you drank it.
Keep these things in mind and you can start selling supplements on Amazon.
Launch Your Best Selling Supplement
Once you’ve understood how to stay compliant, the rest is simple.
First, start by choosing the supplement you want to sell.
Of course, you sell the supplement you want to sell. But to help you with the process, feel free to use software like Jungle Scout or Helium 10 to double check the opportunities in the supplement market. Most importantly though, you need to know how your supplement is different to all the other supplements sold on Amazon.
Second, find your manufacturer.
Luckily, the fact that supplements are one of the most popular products you can possibly sell means that there are tons of manufacturers you can contract to help you make them. Just start typing in “supplement manufacturer” or “supplement private label” to get yourself a ton of potential partners. Then call them up and ask them for their costs, capabilities, and lead times.
Third, set up your Amazon listing.
Once your supplement is at an Amazon warehouse, it’s time to set up your Amazon listing. You’ll need really great product pictures. You’ll also need strong product descriptions. For help with product descriptions, you can use this product description generator I created to get you started.
Optimize Your Amazon Listing For SEO
At this point, you’re officially selling your supplement. The rest is optimization.
The magic behind Amazon SEO is the amount of traffic it can bring you once you’re ranking. The trick is figuring out how to get it ranking in the first place. Luckily, this part isn’t too complicated. Basically, the only thing Amazon cares about is total sales.
This means you only have to worry about keywords and conversion.
It’s absolutely critical for you to use low competition, high demand keywords in your listing. For an example, look at all the best selling supplements in your niche. If you notice, their titles usually contain really detailed keywords to describe what the product is, what it contains, and what it can do for you. You want your listing to look the same.
As for conversion, it comes down to your sales skills.
If you haven’t yet, hire a professional photographer and graphic designer to make really great product images. This includes “product on white” images, lifestyle images, and any images that describe the product such as its ingredients list.
In addition to the above, you should hire an Amazon copywriter to really take your product description bullets to the next level. For these to work, they need to be good enough to convince a “cold” customer to buy after reading them. This means using benefits, power words, and psychological tricks that tease your product
If your listing is still new-ish or you’re just not seeing the traffic you want yet, then it might help to reduce your price by a little to jumpstart things. Because price is always the number 1 biggest objection to any sale, this is the easiest way you can start seeing more results instantly. Don’t do anything crazy. Even a 10% price drop is enough to get things going, particularly if it means a product that’s cheaper than your direct competitors.
Scale With Multiple Traffic Sources
Unfortunately, Amazon is not a “set it and forget it” game.
The secret to making Amazon SEO work is to send your own traffic to it so you can generate sales fast and give Amazon the data it needs to start ranking your supplements. The three main ways to do this is with Amazon PPC, social media, and Google SEO.
Amazon PPC works like any other ad platform.
Your ultimate goal is to spend just enough money to make the sale while either making a profit or even just breaking even. On Amazon, this means identifying your ACos, setting up your automatic campaigns, and then transferring your winning keywords to manual campaigns. Read this article for a complete tutorial on Amazon PPC.
Social media is another option.
This includes any social channel such as TikTok, Youtube, Twitter, Facebook, Snapchat, and Instagram. It includes any organic, paid, and influencer traction as well. So if you’re starting a protein supplement brand, you can post on TikTok to build your own organic audience, pay TikTok influencers to promote your brand, and use TikTok ads to send directly to Amazon. In all cases though, I highly recommend you start with organic. Use Amazon PPC for your paid advertising before going to other outside paid sources.
Last but not least, Google SEO.
Unlike Amazon SEO, Google doesn’t need anything to start ranking your articles. As long as you can find keywords that have low competition, but lots of demand and you write the best article for the search term, you’re set.
The downside is that SEO is really slow. It can take 6-8 months for a blog post to gain traction. However, it is free. This means that the best thing you can do is start with Google SEO for 6 months before launching a supplement brand on Amazon. The second best option though is to start as soon as you can and understand that it might take a little longer for your supplement to rank. But it will rank, eventually.