Welcome to the B2B (Back to Basics) series by SixLeaf. This is a 10 episode series that takes you back to the basics of getting started on Amazon. From product selection to listing and beyond, the B2B series walks you through the basic steps to success on the Amazon platform.

B2B Eps. 2 – How to Choose a Brand Building Product

Whether you’ve only just decided to take advantage of the opportunity to sell products on Amazon, or you’ve been selling for awhile, you have still likely struggled with product selection. Most will agree that choosing the right product is the most essential step in the entire process. This can be an extremely daunting task.

Part of the problem, however, is not understanding a simple concept; that there are two types of products.

Cashflow products and Brand Building products.

Brand building products become staples in a brand’s catalog of total solutions aimed at solving a market’s problems. Cashflow products are impermanent, and only serve to produce cash flow as quickly as possible.

Today in Episode 2 of our Back to Basics program, we will discuss an effective process for identifying Brand Building products!

Summary Steps:

Step 1 – Identify a market. Also, identify common pain points of that market. Spend time where that market can be found.

Step 2 – Identify products that solve those common problems. Consider products your market needs. Choose one that fits the overall set of solutions your brand will eventually provide.

Step 3 – Identify the most relevant keyword for that product. This keyword should get OVER 50,000 searches per month on Amazon.

Step 4 – Make sure page one for your keyword only returns between 400 and 2,000 results (this is mid competition).

Step 5 – Make sure at least half the listings on page one are between 2500 and 10000 BSR (mid competition range).

Step 6 – Make sure at least half the listings on page one have less than 800 reviews.

Step 7 – Make sure at least four other sellers on page one are generating a minimum of $10k per month revenue.

Step 8 – Look closely at competitor reviews, specifically negative reviews. Find out what people dislike about the product or what is missing. This will give you the information you need to differentiate and improve on the product to ensure it will be a win on Amazon.


Stay tuned for the next episode of B2B where we go over how to build the best imagery and get the best photos for your Amazon listings.