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亚马逊选品问答(更新至27问)

本文整理了粉丝关于亚马逊选品方面的高频问题,并持续更新。大家进入正文后,可通过ctrl+F输入关键字的方式,迅速到达检索目标。如有其他问题可在文章中添加评论。

使用方法:可使用ctrl+F 输入关键字,迅速到达检索目标

问题来源:筛选线上粉丝提问(含公众号/B站/答疑群/喜马拉雅)

回答来源:跨境 小学生团队

说明:问答汇总会阶段性持续更新,如有更多问题欢迎留言,被选择后会更新到正文中

 

 

Q1. 选品应该选择符合当下季节和当下市场需求的,已经在热销的产品,

还是应该专注于自己的类目,精心打造小类目的产品?

A1. 亚马逊店铺的最终目标是深度做一个类目。

但在运营前期,很难一下子就找到这个特别适合的类目,并不断去钻研和拓展。一般情况下,可以先不给自己设限,做出几款成功的产品后,再选择从哪个产品的类目深挖下去。

另外新手尽量不要做季节类产品和一个时期炒的特别火的产品,一直跟着热点走不利于成长。

 

Q2. 在选品过程中,如何看产品的市场销售情况和其他卖家情况?

A2. 市场销售情况:从类目中看一个市场的竞争度,review数量很多,代表这个产品的市场竞争度很大,产品的上线时间(keepa可查)很长,也可以看出这个类目的热度比较高。同时也可以用JS软件测出top100的销售数据看市场的销售情况。

其他卖家情况:首先可以看他的产品上线时间长短,时间很长代表这卖家在这个类目深耕比较久了,有一定的实力。然后看品牌是否注册,A+页面是否有做,视频是否有做,listing写的怎么样,QA,review、feedback这些都比较好的话,证明这个卖家的运营能力比较强,特别是一些3C类靠前的卖家。

 

Q3. 如何判断是否选品成功了?有什么参考指标?

A3. 最终的方法是判断运营的不同阶段,是否和自己的预期利润相符。如果企业级的,要覆盖各种成本,固定支出就非常高,对利润的要求就比较高,对于个人,也许一款产品每月可以稳定带来几千块收入卖家也认为不错。

我们做亚马逊最终目标是盈利,不同产品可以带来的利润不同,例如有的销量和排名并不高但单款利润高,一天出几单,一个月也有几千块的收入,如果这是你的预期目标,能达到这个标准就是成功了。也有的产品销量高,但要看总利润,竞争也比较激烈,在用了你所有的运营知识后,能冲到什么位置,能有多少利润,也要和自己的预期去权衡。

此外,还有一个维度,就是要看你这个产品下的关键词,在广告方面的表现如何,通过报表观察,是否有比较好打的关键词,短时间是否看到效果,如果没有,后面在PPC广告阶段,也会非常痛苦。

最后一个维度就是看哪些属于失败了,比如上架两三天,开了广告一个自然单也没有,或者送测都送不出去,或者所有运营方法都用了,自然排名还是达不到预期。当然,这些的前提是你的listing完成了优化,listing优化的标准参考文章:listing编写终极指南。

 

Q4. 从1688找货源需要注意什么?

A4.(1)是否是真实工厂

(2)产品是否仿的国外热门产品,防止侵权

(3)质量问题,样品和大货质量是否相同

(4) 避免信息泄露给竞争对手

(5)是否能按要求时间发货

(6)不同批次色差等

 

Q5. 亚马逊对盗版/高仿查的严吗?我能不能从阿里巴巴买盗版/高仿卖?

A5. 非常严。非常不建议。

特别是刚入行的新手尽量不要去考虑这个,账号很快阵亡

 

Q6. 1688上的东西很多都是没有商标的(比如衣服),这样的产品在亚马逊上也看到不少同款,发货过去的时候海关那边会管吗?

这种什么标都没有的衣服,如果要上架卖,需不需要做什么?

A6. 阿里上很多同类产品,如果没有专利问题都是可以进行销售的。

海关主要检查,产品是否有相关检测,还有部分大牌的一些专利问题。

如果没有专利问题是可以上架销售的,为避免被跟卖,并和其他产品形成差异化要做一些调整,最简单的方式可以从包装、添加品牌LOGO着手,也可以赠送一点和主产品有比较紧密联系的小礼物。

 

Q7. 如何找到和大家不一样的货源?提高竞争力

A7. 寻找货源方面,中国作为世界工厂,其实是不缺少高质量的货源的。

线上1688的货源是很多的,其他网站也可以看看中国制造网,义乌购,国际站阿里巴巴。
线下有时间跑跑产业带,例如台州的眼镜产业带,杭州的女装(余杭区)和化纤,义乌的小商品产业带(饰品、袜子、衣服、皮具等)、温州的灯具、洁具、文具产业带、许昌的假发等等。
最好还能多问问朋友,有没有认识的工厂,多跑跑厂家是可以挖掘出一些好的供应链

 

Q8. 我选好了产品是否需要开模?

A8. 如果你是新手,不建议运营初期做就开模,因为你的选品成功率还不确定。

在运营中后期,有了稳定的运营能力和销量时,可以和工厂沟通开模,申请专利,或者将有市场的产品进行质量的改良。

在产品改良方面,你一定要对产品非常了解,知道痛点在哪里,如何做更改。

 

Q9. 无资源的人如何选品?

A9. 对于刚开始的小卖来说,绝大部分都是没有货源优势的,很多中大卖也是慢慢积累的货源资源。

选品最重要的不是资源,而是方法,找到适合你售卖的产品,然后在中国找到合适的供应商并不是特别困难的事情。

选品具体操作方法参考本站相应文章。

 

Q10. 我家的土特产能卖吗?比如茶叶或香菇?

A10.不建议做

土特产一般是食品类目,认证繁多。家乡土特产在很多食品认证环节无法通过

 

Q11. 我家有工厂,比如服装或电动车能直接做吗?

A11. 无论有什么货源优势,仍要按选品流程验证一遍再做决定(重要)

适合国内的产品未必适合国外,地区不通,审美和用途需求不同

 

Q12. 亚马逊对产品有质量认证的要求吗?

A12. 有,不同类目产品要求不同

例如部分电子产品需要ROHS,FCC,CE等认证;部分个人护理和母婴产品需要FDA认证等,可根据自己的产品进行查询

 

Q13. 我想卖玩具,有美国动漫造型的能卖吗?

A13. 玩具类目可以销售,但是有美国动漫造型的产品不能

玩具本来就是亚马逊一个比较敏感的类目,市场大利润高,但是很容易涉及侵权。新手慎入。

 

Q14. 哪些品类中国卖家不允许做?

A14. 农药产品及农药设备产品。慎用杀虫等农药相关词汇。

其他产品未明确规定的,部分类目需要审核,通过审核都可以销售

 

Q15. 亚马逊上情趣用品可以做吗?如果做情趣用品要注意什么?

A15. 情趣用品是可以做的,只是需要类目审核

注意事项:运营时站内是不可以打广告的,运营方式比较有限,站外主要是通过各种社交平台,论坛,博客,网站为自己的店铺或者产品引流,增加产品流量。

 

Q16. 我有3C资源,后面想做垂直,单价高的电子3C产品适合入驻亚马逊么?

A16. 更好地结合自身优势去选品而不要被自以为的优势绑住。

从自己的资源入手是正确的,但是验证更为重要,你所选的产品是否符合选品的数据验证。

垂直类目作深挖也是好思路,但是如果你刚刚上手未必能找到那么多适合垂直的产品,更建议先选择出来能做的产品慢慢积累经验和资本。

3C类目非常成熟,大卖扎堆,作为新手,如果有很硬的资源,做前也请认真走完选品流程,否则不建议选择。

 

Q17. 你们的选品失败率大概是多少,主要是哪些原因造成的?

我们的选品失败率为30%左右,前期更高一点,现在更低一些。

造成原因很多:FBA断货,季节性产品时间没有把控准确,平台突然要求的资质证书短期无法提供,也曾经有过因为产品的质量问题下线的,还有的情况是市场分析不准确,或者恶意竞争等等。不断规避这些问题会不断提高选品成功率,但完全没有问题达到选品100%成功也是不可能的。

 

Q18. 计算新品占比的方法

是不是只有按照该产品细分类目BSR的1到50名一个一个去记录,然后得出结论这样的办法呢?

是的,用top100里面查看最近新上架的,用keepa查看,时间限制可以1个月,也可以3个月,根据自己的需求来核算,如果是100个listing里面有10个是新品listing的话就是占比10%

但是,可能存在同一产品在不同类目下的问题。所以这个数据也只能是一个不算重要的参考对象。只能说对于我们选品来讲,参考的维度越多,成功的概率会相对大一些。

 

Q19.如何确定一个产品选品失败?

A19.最直观的就是从销量和利润来确定.

比如一直不出单,几天出一单,或出单很少又不赚钱(可以从类目排名,浏览量,点击量,转化率,产品是否真正符合海外市场等原因去分析调整)

 

Q20.什么是危险品审核?

审核需要提交什么资料

A20.是有限制发布且需要提交资料的产品。

大多数都是含电产品,如有发布限制,就按照所需资料(发票等)去请求批准,如仍有不懂,直接找客服咨询,一般很容易通过。

详细内容见本站文章:什么是危险品审核及应对方法

 

Q21. 现有的一个产品资源,竞争很大,如果仍然想做这个产品,如何突出重围

A21. 如果大类里面竞争大,首先可以从细分类目出发去,看细分类目里面有哪个小类目可以着手,分析市场热度,竞争度等数据。

从产品出发的话,要看产品是否到了更新换代的时候,如果是的话,即使竞争大也是有优势的,可以从买家角度从痛点优化产品。

如果都没有,作为新手竞争过于激烈慎选。

 

Q22. 纯通过关键词分析来选品是否可行? 

A22. 选品分析关键词是可行的,但是也得综合几个部分:

类目竞争度,产品上线时间,卖家实力,产品的质量等。

可以参考通过关键词选品的方法,在本站文章和视频中(通过JS/Helium10/AMZscout)

 

Q23. 有哪些可以辅助选品的工具

A23.JS/Helium10/AMZscout等

工具的详细使用方法参考本站文章及视频中相关内容

 

Q24. 有哪些蓝海产品? 

A24. 现在亚马逊也没有特别明确的蓝海红海,有些红海当中新品换代也是蓝海。有些体积大货值高的也可能是蓝海,但也要结合你自己的实际情况,运营、资金等有没有准备好。新手尽量少碰液体,食品类的,审核类的。

 

Q25. 在选品分析数据的时候遇到的情况:

第一页的产品数据看起来销量不错,BSR靠前竞争也不是特别激烈。但是第二页的产品BSR则直线下跌,基本没有任何销量。

那在选品的时候是不是基本就用第一页产品来做数据分析来呢?第二页或者更往后页面的产品有没有什么值得关注的地方?(产品搜索结果和所用关键词有关,我这里就是指一般情况)

A25. 这个跟类目有关系的,不是所有类目都是第一页有转化,第二页完全没有的.

比方说电子类目前三页的转化率都很高。如果在选品的时候发现所选关键词只是在第一页有转化,后面都没有,那就要考虑了,自己的运营能力是否可以支持打到第一页获取转化。

 

Q26. 之前看群里说10美金以下的东西不建议做,考虑到是成本+物流+运营广告+佣金价格太高无法cover吗?

A26. 是的,因为现在普遍运营费用增加,单价低的东西市场其实也被吃的差不多,利润点比较低,所以运营起来费力还不一定有收益

 

Q27. 我想先铺货看哪个产品好卖,再做这个产品的FBA,这样选品可以吗? 

A27.也可以,不过这种选品方式没有那么系统性,比较繁琐。

要目的明确只为了选品而不是铺货模式,可操作。不过铺货也不要盲目的铺,很多品类是有认证和一些限定的,尽量自己分析好类目再做

 

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