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How to scale Amazon FBA – 7 figure seller’s advice
I asked Ken, a 7 figure Amazon seller, how to scale an Amazon FBA business.
Ken is…
– an ecommerce wizard
– a combat-tested US military veteran
– co-host of the “Firing the Man” podcast. Check ’em out!
And, a friend of mine.
(our full 50 min interview is on YouTube here, if you ever want to give it a listen)
Here’s Ken’s advice on scaling an Amazon FBA business, in his own words:
“Two things. One: systems and processes. Find something that works, and then do it again. And then refine the process; make it better. And then repeat it. And create SOPs and continuously do that. That will get scale. The other thing is, on Amazon specifically— Walmart, too; pretty much any place you’re selling physical products— advertising. One of the ways I was able to scale pretty quickly to 7 figures is working with you and your team, Pat, in advertising. Amazon loves advertising dollars. There’s a saying ‘if you build it, they will come’. If you put a listing on Amazon, shoppers are NOT going to go look at that listing. You have to give it a lift.”
Let’s break down Ken’s answer:
(1) SOPs – standard operating procedures
In 6 figure Amazon businesses, it’s OK if the founder does everything: product sourcing, listing optimization, inventory management, advertising, Buyer-Seller messaging, refunds, Amazon case logs, etc.
But scaling to 7 figures forces folks go from being “doers” to “delegators”.
But there’s a problem: how do you delegate while upholding your original rigorous quality standards? SOPs. SOPs are written documents (Google Sheets is simple and works fine) that outline how to perform specific tasks in the business, step by step.
Note: your front-line team often knows best; solicit feedback from them on how to create and improve your SOPs. Don’t be the “braintrust bottleneck” of your business.
(2) Advertising
7 figure Amazon businesses got that way because they have at least 1 scalable customer acquisition channel. Amazon Ads are a good way to put $1 into a machine and get $4-$5 out. But Amazon Ads are just one option. Maybe you’ve mastered paid ads. Or maybe influencer marketing. Or maybe Facebook ads. It matters less WHAT customer acquisition channel you have; more that you have at least 1.
6 figure companies that are “just getting by” often lack a reliable, scaled-up acquisition channel.
Amazon Ads is a good one because it’s “bottom of funnel” — it targets buyers that are already on Amazon and ready to make a purchase.
On that note, if you’d like a free audit of your current Amazon Ads, we’re doing free consultations here:
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