3位新卖家分享在亚马逊开店起步的成功与失败经验

今天，我们有三位全新的卖家，他们正处于亚马逊创业旅程的不同阶段。

Today, we've got three brand new sellers who are at different stages in their Amazon journey.

也许你能从他们中找到自己的影子。

Perhaps you can relate to one of them.

了解他们迄今为止的成功与失败，以及你能从他们的经历中学到什么。

Find out what their successes and failures have been so far and what you can learn from their journey.

大家最近怎么样？

How's it going, everybody?

欢迎收听又一期《严肃卖家》播客。

Welcome to another episode of the Serious Sellers podcast.

我是布拉德利·萨顿，今天我们要做一些不一样的事情。

My name is Bradley Sutton, and we're doing something a little bit different today.

我不是只请一位嘉宾，也不是两位，而是三位嘉宾同时到场。

I don't have just one, not two, but three guests all at the same time.

玛亚娜、阿德里安娜和西蒙。

Mayana, Adriana, and Simon.

他们共同的一点是，都刚进入亚马逊销售领域不久。

And basically one thing they have in common is that they're all fairly new to selling on Amazon.

我想和他们聚在一起，看看他们的经历是怎样的，是什么让他们走到今天，他们遇到过哪些困难，未来有什么计划，以及他们的背景是什么。

I wanted to get together with them and kind of like see how their journey has been, what's brought them to where they are now, what some of their struggles has been, what their plans are, what backgrounds they come from.

我们这里有人来自不同的国家，美国的不同地区。

We've got people from different countries here, different parts of The United States.

所以我认为接下来的对话会很有趣，让所有正在收听的、刚入行的卖家都能从他们身上找到共鸣。

So I think it's going to be a interesting conversation here so that all of you out there listening who are newer sellers might have something relatable to one of them.

首先，欢迎各位。

So first of all, welcome guys.

我们先来做一个自我介绍。

Let's first start off getting an introduction.

Mayana，你能快速介绍一下自己吗？你是谁，目前在亚马逊销售的哪个阶段？

So Mayana, can you tell us really quickly, you know, who you are, you know, where you're at your Amazon journey as well?

好的。

Okay.

大家好。

Hi guys.

我出生在越南。

So I was born in Vietnam.

我在德国长大。

I grew up in Germany.

我于2015年来到洛杉矶。

I came to LA in 2015.

所以没多久以前。

So not long time ago.

我在洛杉矶开了家餐饮业务，为不同的电影剧组提供餐饮服务，比如《胡安娜兄弟》等等。

I started my catering business in LA, catered to different movie sets like Juana's Brothers and so on.

但我对餐饮行业有很多不满意的地方，于是就放弃了，转而创办了自己的YouTube频道，主要分享时尚、个人成长和生活方式的内容。

But there were a lot of things that I didn't like about the food business and so I quit it and started my YouTube channel which I will talk about fashion, personal growth and lifestyle stuff.

现在我兼职开Uber，同时做私人厨师，还为一些小型活动如生日派对等提供餐饮服务。

And yeah, now I'm driving for Uber part time, working as a private chef and yeah, catered to small events like birthday parties and so on.

我一直想进入亚马逊FBA业务，但由于有很多其他 commitments，一直没能实现。

So I always wanted to go into the Amazon FBA business but since I have a lot of commitments, I couldn't.

但一个月前，我决定放弃其他所有事情，比如尽量不再花太多时间在YouTube频道上，彻底停止为电影剧组提供餐饮服务，专心启动我的FBA业务。

But I think a month ago I decided to quit everything else, like kind of you know, try to not to spend too much time on my YouTube channel, quit catering for movie sets for good and just want to start my FBA business.

到目前为止，我其实对这个领域了解不多。

So I really don't know a lot by now.

我只是开始尽可能吸收一切信息，试过Chunguska，也听过Amazel，后来发现了Helium 10，还有AM to PM播客，现在在听Serious Salas播客。

I just start trying to take in everything I can and I try Chunguska for a little bit and Amazel and then I discover Helium Temps or the podcast AM to PM and now the Serious Salas podcast.

我真的非常喜欢这些内容。

And I really, really loved it.

我特别喜欢Bradley与嘉宾对话的方式，以及他提问的细致程度。

I just loved the way that Bradley talked to the guests and how specific his questions were.

我只是觉得这些嘉宾都是真实、很棒的人。

And I just love, I just feel like this genuine people and really cool people.

所以我特别喜欢这一点。

And so I love that.

我喜欢这种真实感。

I love the realness.

我喜欢他喜欢加里·维纳查克，因为我也很喜欢他。

I love that he loves Gary Vee because I love him too.

你意识到，如果你对我这么客气，你是拿不到任何钱的。

You realize that you that you don't get any money here if you're being so nice to me or anything here.

不，不。

No, no.

我是德国人。

I'm German.

我非常，非常直接。

I'm very, I'm very direct.

我非常直接。

I'm very direct.

我不确定。

I'm not sure.

好的，目前你要是说错了请纠正我。

Alright, so currently just correct me if I'm wrong.

目前你还没有在亚马逊上架任何产品，对吧？

Currently you are not, you do not have an active product on Amazon yet, right?

不，没有，我连第一个产品都还没准备好。

No, no, I don't even have my first product yet.

我只是在尽量吸收所有信息。

Just tried to take in everything.

就这样。

That's it.

太好了。

Excellent.

很高兴认识你，Mayona。

Well, it's great to meet you, Mayona.

我们接下来找Simon。

Let's go to Simon.

西蒙，你住在哪儿？

Simon, where are you located?

我想你是在美国东海岸，对吧？

I believe you're on the East Coast Of United States, right?

谢谢，布拉德利。

Thanks, Bradley.

我在佛罗里达。

I'm in Florida.

佛罗里达？

Florida?

是的。

Yep.

那佛罗里达的哪个地方？

Well, what part of Florida?

坦帕湾地区。

Tampa Bay area.

啊，好的。

Ah, okay.

我几天后就要去奥兰多了。

I'm about to go to Orlando in a couple of days.

也许你可以开车过来找我。

Maybe you can make the drive and see me over there.

是的。

Yeah.

是的。

Yeah.

也许吧。

Maybe.

那太棒了。

That'd be awesome.

不错。

Cool.

好。

Cool.

所以跟我们讲讲你自己吧，西蒙。

So so tell us a little bit about yourself, Simon.

是的。

Yeah.

我以前是机械工程师，大约一年前退出了职场的恶性竞争。你知道的，在大学毕业后六年里，我一直从事产品开发和高强度工作。同时，在全职工作之外，我开发了几款产品，专注于健身领域。

So I'm a former mechanical engineer, exited the corporate rat race about a year ago, you know, after six years developing products and doing the grind after college, and then on the side of that full time job, I developed a couple different products and focused on the fitness space.

我开始接触CrossFit，于是想为自己解决一个痛点，开发一款能帮助人们缓解疼痛、提升锻炼效果的产品。我利用业余时间开发了它，当时还在全职工作，最初在Shopify上起步，一边学习营销，一边运行Facebook广告之类的操作。后来我辞掉了全职工作，搬去哥斯达黎加待了一段时间，慢慢想清楚了自己真正想做什么。我意识到我不想再回到那种职场内卷的生活方式，而是想专注做电商。于是我开始学习大量热门课程，比如Facebook广告、邮件营销等。结合我之前的产品设计背景，我全面投入制造业，开发出这款本质上属于身体护理类产品的产品，专为运动员设计，帮助他们提升锻炼表现、加速恢复，产品采用植物性成分和天然抗炎成分。

I got kind of into CrossFit and I decided to kind of scratch my own itch with a product idea that helps people with pain and improve their workouts, and so I developed this on the side, and I was working full time and kind of started on Shopify originally and was just learning how to do marketing and running Facebook ads and that sort of thing, and so anyways, after I left my full time job, I moved to Costa Rica for a little bit, and you know, just kind of figured out what I wanted to do, and I realized I didn't want to go back to the whole like corporate rat race kind of lifestyle, and I wanted to focus on e commerce, so then I got into all the courses that a lot of people get into, whether it's like Facebook ads and email marketing, and then with my background in product design, I went into manufacturing full on to develop this product that's essentially a body care product that helps athletes have better workouts and recover faster, and it uses plant based ingredients and natural anti inflammatory ingredients.

我刚入驻亚马逊，花了一段时间才通过审核，当时没意识到我选的品类对首款产品来说相当有挑战性。现在我正在学习Helium 10工具，到目前为止非常喜欢，支持服务也很棒。同时，我还在继续运营Shopify，这段经历真是挺有意思的。

So I just got on Amazon, just took a while to get approved, I didn't realize the category that I picked was pretty challenging for our first product, so right now I'm just in the process of learning the Helium 10 tools, and I'm really liking it so far, and the support is great, and, and also just I'm still doing the Shopify on in parallel, so it's it's been an interesting journey so far.

还有很多要学，但真的很喜欢这个内容。

Still a lot to learn, but, yeah, I'm loving the content.

好。

Cool.

好的。

All right.

欢迎。

Well, welcome.

你的处境和Mayana definitely很不一样，这很棒。

You've got a definitely a very different situation than Mayana, and that's great.

我们这期节目希望呈现来自不同背景的人，体现多样性。

We want diversity here on this episode to get people from all walks of life.

说到这个，我们有一位嘉宾目前不在美国，她是Juliana。

And speaking of that, we have somebody who is not currently in The United States, Juliana.

Adriana，你最近怎么样？

Adriana, how's it going?

你是在墨西哥蒙特雷，对吧？

You are in Monterrey, Mexico, right?

是的。

Yes.

嗨，布拉德利。

Hi, Bradley.

是的，我目前在墨西哥的蒙特雷。

Yes, I'm currently in Monterrey, Mexico.

嗯，实际上你和我大概两周前在这里见过面。

Well, we actually met up, you and I, about, what, like two weeks ago here.

你当时来这里参加音乐会，见面讨论的感觉非常好。

You were here for a concert and it was great, meeting up and and and just, discussing.

顺便说一下，所有在外面的朋友们，如果你们是我们的Helium 10用户或FBA高阶玩家Facebook群组的成员，我经常因为工作和个人原因旅行。

By the way, everybody everybody out there, if you guys are on our Helium 10 users or FBA high rollers Facebook groups, I travel a lot both for work and for personal.

每次旅行时，我都会尽量安排Helium 10用户的本地聚会。

And whenever I travel, I always try to arrange local meetups of Helium 10 users.

所以我发了个消息，说我要去墨西哥的蒙特雷。

So I had put something, hey guys, I'm gonna be in Monterrey, Mexico.

结果有几位Helium 10用户赶来参加了这次小型聚会，一起吃了顿午餐或早餐。

And we had a couple of Helium 10 users come out to that mini meetup, little lunch or breakfast.

实际上，我吃了有生以来最棒的奇拉基勒斯。

Actually, I had the most amazing Chilaquiles I've ever had in my life.

所以能在那儿见到你真是太好了。

So it was great to meet you there.

现在我来简单介绍一下你自己。

I'll tell us a little bit about yourself now.

我想你现在在亚马逊上只卖一个产品，对吧？

I believe you are currently selling on Amazon one product, right?

是的。

Yes.

其实，我刚吃完我第二个产品的午餐。

Well, I'm actually I just finished lunch in my second product.

我大约十一个月前开始做亚马逊。

I started Amazon about eleven months ago.

是的，我的意思是，既然西蒙提到了‘朝九晚五’这个词，我确实很想改变我的职业和财务状况，找到一个能拥有自己事业的机会。

And yes, I mean, now that Simon brought up the term, the rat race, like I really wanted to I was really interested on finding, rather shifting my career and finance an opportunity to actually have my own business.

我有市场营销背景，过去七年左右一直在做市场营销。

So, I have a marketing background and I have been working on marketing for the last seven years, I guess.

最近，大概是三年前，我开始更多地学习技术，因为我开始在一家位于加利福尼亚的技术咨询公司工作。

And recently, well, like three years ago, I started learning more about technology because I started working on a technology consulting firm that is based in California.

所以我开始更多地了解技术、自动化，当然还有Facebook广告、Google广告等等。

So, I started to learn a little bit more about that and automation and of course, Facebook ads, Google ads and all that.

然后，大约十一个月前，我一直很好奇那些在亚马逊上销售的人是怎么做到的。

And then, yeah, about eleven months ago, I always, you know, was very, I guess, I wanted to know how people that were selling on Amazon got there.

于是我开始学习，其实不是报课程，而是主要看YouTube，因为一开始我不想花太多钱。

So I started taking, well, actually not courses, but just on YouTube because I didn't want to spend much at the beginning.

所以我开始看各种频道和相关内容。

And so I started like just watching all these channels and everything.

后来我当然意识到，你必须非常谨慎，因为YouTube上有很多人会说很多话，给出很多基于他们个人观点的建议。

And I later, of course, discovered that, you know, you have to be very careful with the, you know, trusting, you know, there's a lot of people on YouTube that say a lot of things and give a lot of advice from their point of view.

后来我发现了Helium 10，于是开始观看它的视频、收听播客等等。

So later I discovered Helium 10 and of course I started watching the videos and listening to the podcast and all that.

我意识到这才是正确的做法。

And I discovered that that was the way actually to go about it.

所以，对于我的第一个产品，我确实很吃力，因为我没什么经验。

So, the first for my first product, I kind of really struggled with that because I didn't have much knowledge.

我实际上囤了一大堆库存，这当然是新手错误，还听取了大量YouTube上不同人的视频建议等等。

I actually just like a bunch of inventory, which is of course a rookie mistake, and just took advice from a ton of, you know, different guys on YouTube, their videos, etc.

而对于我的第二个产品，我真正做了规范的产品调研，并使用了Helium 10中的Black Box等工具。

And for my second product, now I actually did the proper product research and used the Black Box and of that tools in QM10.

我现在真的看到了明显的区别。

And I really see the difference now.

我大概是三周前上线的，现在能清楚地看到差异。

I launched perhaps like three weeks ago, and I see the difference.

一旦选对了产品，看到成果真的特别棒，而我的第一个产品则因为库存和库存费用问题挣扎了很久。

It's been just it's been really, really cool to see how once you choose a good product, you really see the results there, as opposed to my first product where I like struggle a lot with the inventory and inventory fees.

我还得搞促销优惠券之类的。

And then I had to promote sales coupons and all that.

我觉得现在我的第二个产品让我处于一个完全不同的境地。

And I feel like I'm in a different situation right now with my second product.

所以，我真的很高兴现在能有这样的成果。

So yeah, it's been I'm really happy about it now.

我也期待在未来几个月内增加更多产品。

And I look I'm looking forward to adding more products, of course, in the next few months.

太棒了。

Excellent.

太棒了。

Excellent.

让我们现在回到Mayana。

Let's go back to Mayana now.

所以，Mayana，是什么让你决定不再做餐饮，也不再花那么多时间在你的YouTube频道上呢？

So Mayana, what brought you or what made you decide, hey, I'm not going to, you know, do the catering, you know, I'm not going to, you know, spend so much time on maybe, you know, your YouTube channel.

是什么吸引你想要成为亚马逊上的卖家？

Like what attracted you to wanting to become a seller on Amazon?

哦，这是个好问题。

Oh, that's a good question.

我不知道。

I don't know.

我觉得这是一个很好的机会，可以尽情发挥创意，我一直很喜欢了解人类是如何思考的，他们是怎么运作的，你知道的。

I feel like this is a good opportunity to just be creative and just, I always love to, I always love to understand how the human being, like how they just ticked and how they just, you know.

我认为很多商业都涉及进入客户的内心，了解他们的需求、想法，以及我们如何满足这些需求。

And I think a lot of this business has to do with like get into the customer's head and get into what they want and what they think and how we can deliver it.

当然，还有财务自由的机会，将来当业务更加自动化时，你就可以从那里继续发展。

And also of course the, the you know, opportunities of being financial free and with you know, later on maybe when the business is more automatic that you just can, you know, just build it from there.

他们提到一些被动收入，但我觉得并不总是那么被动。

Just a little bit, they talk about like passive incomes, which I don't think is always passive incomes.

但我认为这种商业模式是打造品牌和建立具有巨大潜力业务的绝佳方式。

But this business model I think is a great way to build a brand and build a business that can, you know, can have a lot of potential too.

是的。

Yeah.

你开始做了吗？比如，当你第一次决定要做这件事时，你有参加任何课程吗？或者你是怎么做的？到目前为止你的流程是怎样的？

Have you started, like, did you, when you first decided to do it, did you, are you taking any courses or, or how are you, what's your process so far?

我知道你是新手。

I know you're brand new.

你只是一个个月前才决定要做这件事的，这正是我想邀请你的原因，因为你是这里最新人。

You only decided to do this a month ago, which is why I wanted to have you on because you're, you're the freshest one of the, of the bunch here.

那么，你上个月过得怎么样？

So, so what's your, what's your last month been like?

你是如何逐步推进的？你已经开始寻找第一个产品了吗？还是说你还在吸收知识？你的过程是怎样的？

How have you been ramping up in order to start to have you already started looking for your first product or are you still just trying to take in education or what's your process been like?

我有个朋友，他从一个叫基思什么的人那里买了一个课程。

So a friend of mine who, he bought a course from, I don't know his name, Keith or something.

我不确定。

I don't know.

所以他把他的课程给了我，我当时想，好吧，我看了看，但我不确定。

So he gave me his course and I was like, okay, I looked into it, but I don't know.

我有一个，我不喜欢上课，因为我觉得这个，我

I have a, I don't like to take course because I don't think that this, I

不知道

don't know

是否真的真的需要它。

if we really really need it.

当然我们必须花时间学习一切，也许课程能帮我们节省时间，但最终我总觉得真正优秀的课程非常少，你知道，没有那么多真正出色的课程。

Of course we have to take time to learn everything and maybe the course can help us to save time but in the end I always think that there are so little, you know, there's not so many people who have a really great course.

所以我看了那个课程，但并不是很喜欢。

So I looked into the course but I didn't really liked it.

我觉得从你的播客和看其他一些人的内容中学到了更多，说实话我最喜欢这个播客。

So I think I got a lot more from your podcast and watching like few other people and I think the podcast I like the most, I have to be honest.

但实际上我昨天花了1美元买了那个课程，就是——

But I actually yesterday I purchased the $1 course from, thing is-

布洛克·约翰逊？

Brock Johnson?

是的。

Yes.

我真的很喜欢他。

And I really liked him.

他非常真实。

He's really real.

到目前为止，我喜欢他的课程。

And, I like his course so far.

它只要一美元，但却比我朋友那门六百美元的课程给了我更多收获。

It's just like $1 but it's like, gave me a lot more than the $600 course from my friend.

这很奇怪，所以我现在的方法就是，我会去研究所有我能学到的东西。

So which is weird, so I, so my process now is just I look into everything that I can, can learn from.

最重要的是产品研究。

So the most important thing is product research.

从逻辑上讲，是的。

It's like logically, yeah.

你已经开始了吗？

Have you started that yet?

还没有，但我很想了解所有相关内容，比如该怎么操作。我看了你讲产品研究四步法的视频，对吧？

No, but I want to learn everything about it like how to do it and I saw the video, where you talk about the four method, right, of the product research.

所以我看了那个视频。

So I watched that.

我开始看之后，就试着去了解如何做产品研究，找到最好的方法。

I started watching that and then, I just tried to get like how to research, how to do the products research the best way.

我现在就处于这个阶段。

That's where I'm at So right now.

太好了。

Excellent.

好的。

All right.

我们肯定会很关注你的产品研究进展。

Well, we're definitely going to be interested to see how your product research goes.

那你呢，西蒙？

What about you, Simon?

你是同时在Shopify和Amazon上发布产品，还是先从其中一个开始的？

Did you launch simultaneously on both Shopify and Amazon, or did you start on one before just the

只是在这里那里做一点，没有完全投入。

kinda doing a little bit here and there, not fully committed.

正如我提到的，我当时全职工作，后来进入了保健品领域，现在这成了我的热情所在——开发我自己会使用的产品。

As I as I mentioned, I was working full time, and, you I got into the supplement space and now that's kind of my passion is like developing products and creating things that I would use myself.

所以我很长一段时间都从Shopify开始，然后我看到亚马逊上这么多东西，看到人们购物的趋势，意识到这是一个机会。

So I started on Shopify for the longest time, and then I'm seeing all this stuff on Amazon and I'm seeing the trends of you know, how people are buying things, and, I just noticed the opportunity.

我想，既然这似乎是人们购买产品的方式，那为什么不试试呢？

I figured, well, you know, that's the that seems to be the way people are buying products, and so I figured, well, why not?

那你是怎么确定你要推出的具体产品的呢？

So how did you how did you determine the exact product that you were going to launch?

你是怎么判断这个细分市场存在机会的？

Like, how did you determine that there was opportunity in that niche?

我发现市场上已经存在对这款产品的需求，人们在我的Shopify网站上购买它。在我进入亚马逊之前，我一直在做Facebook广告，把流量引导到我的Shopify店铺，成功卖出了产品，作为一家初创公司，我业绩不错，实现了收入，于是我心想——

I saw that there was already a need for the product and that people were buying it on my Shopify site, and I, before I got into Amazon, I was doing Facebook ads and running it to my Shopify store, and I was able to sell products, and I was doing well for a startup company and generating revenue, I figured-

当你只在Shopify上销售时，月收入大概是多少？

What kind of revenue were you doing on Shopify when you were only on Shopify?

我每月能卖5000美元。

I was doing $5,000 a month.

这是一个SKU吗？

Okay, is that one SKU?

只有一个SKU。

One SKU.

明白了。

Okay.

所以你已经验证了这款产品有市场需求，而且人们确实喜欢它。

So you already had some kind of validation that you had a product that was in demand and that people seem to like.

这非常有趣，因为很多人往往做法正好相反。

So is it that's very, you know, it's very interesting because a lot of people sometimes they do the opposite.

他们先从亚马逊开始，尝试验证需求，然后再扩展到Shopify。

They start on Amazon first, try and validate the demand and things there and then they'll expand the Shopify.

所以我觉得我们有你真是太棒了。

So I think it's really cool that we have you.

你恰恰是反着来的。

You kind of did it the opposite way.

你是通过先从Shopify入手，运行Facebook广告来验证消费者需求的，然后你发现：嘿，我有东西了，现在我要进军亚马逊。

You validated your consumer demand by, by starting with Shopify and running Facebook as to, to see, and then you're like, Hey, I've got something and now I'm going to Amazon.

因为你有那么一段时间在产生销售，你知道，一个月5000美元的收入，对于一个全新的创业产品在Shopify上来说，绝对很了不起。

So like since you had that amount of time where you were generating, you know, some sales, you know, dollars 5,000 on one SKU is definitely awesome for Shopify for a brand new startup product.

你是靠已经熟悉你品牌的人带来流量，还是得从零开始，仅仅依靠对产品品类的普遍兴趣来吸引客户？

Did you find that you were getting traffic based on people who are already familiar with your brand or or did you have to like kind of start from scratch and just capitalize on general interest in in the niche of your product?

这是个好问题。

That's a good question.

当我刚开始做Facebook广告时，我完全不懂，现在也还在不断学习。但我从Ezra Firestone那里学到了方法，通过Smart Marketer获取了资源，做了带再营销的Facebook视频广告，只用了相似受众群体，直接利用客户数据，通过相似受众扩大目标人群的年龄层和兴趣范围。我逐渐明白，目标人群大致是某个年龄段、对某些事物感兴趣的人。我不知道有没有完全回答你的问题。

Well, I when I first started with Facebook ads, I had no idea what I was doing, and I'm still learning a lot, but I was able to, I learned from Ezra Firestone, and I got it from Smart Marketer, and I did some Facebook video ads with retargeting, and I just used lookalike audiences, and I was able to just take customer data and just try to I used the lookalike audience, which would expand that sort of demographic and targeting to people, and I learned, okay, well, it's a certain age range and people that are interested in certain things, and so that's kind of I don't know if I answered your question fully.

你这个产品在亚马逊上卖了多久了？

How long have you been on Amazon now for that one product?

才几周而已。

Just a few weeks.

是的，我终于通过审核了。

Yeah, I finally got it approved.

因为涉及危险品审批，花了不少时间，你知道，这是非处方药产品，我一开始没意识到要走这么多流程，但后来我跟供应商合作，把所有事情都理顺了，光是通过这些手续就花了一个月左右，不过我现在才卖了一两周，还在优化商品页面，还没开始做付费广告，不过……

It took a while with going through HazMat, and, you know, it's an OTC product, so there was a little bit more that I didn't realize upfront that I had to go through, but I worked with a supplier and I got everything kind of ironed out, took about a month just to kind of get through some of the hoops, but yeah, I've just been selling for maybe a week or two now, and still optimizing the listing, and I haven't done any PPC or anything yet, but

最好赶紧开始做。

Oh, better start better start on that.

是的，我正在专注使用CPR方法，而且……

Yeah, I'm trying to focus on that CPR method and

太棒了，那你启动时是用CPR方法同时投放Facebook流量吗？

Awesome, are you running Facebook traffic as part of your launch then using the CPR?

是的，我在用Facebook广告，投放促销广告。

Yeah, I'm using Facebook ads, running offer ads.

前几天我卖了一些产品，赚了大概一百美元左右，现在还在不断优化这个流程，但确实在为亚马逊引流。

And then the other day I sold, I think I made a 100 some dollars and sold a few units, and I'm still kinda tweaking that process, but yeah, driving traffic to Amazon.

然后我猜你用了类似Cerebro这样的工具，去分析你品类中一些竞品的ASIN，来判断哪些关键词带来了销量，或者你是怎么确定这次推广的目标关键词的？

And then I'm assuming you use, like, maybe did you run Cerebro on some competitor ASINs that were similar in your niche to try and figure out what kind of keywords were generating sales, or or how did you determine what your target keywords were gonna be during this launch?

我确实用了那个方法，通过Cerebro做了反向ASIN搜索，然后根据最低搜索量或精确搜索量进行筛选，提取出核心关键词，全部加到了我的商品列表、卖点和标题里。不过我的标题还需要改进，得回去重新优化一下，但确实用了Scribbles和Frankenstein这些工具，尽量用消费者真正搜索的词，虽然还能做得更好，但这些工具真的很棒。

I did the I did that method, I did the reverse ASIN search using Cerebro, and then I just filtered with the minimum or the exact search volume, and tried to get the main words, and put them all into my listing and then my the bullets and then my headline, my title, but my title needs to be improved, so I need to go back and update it and figure some stuff out, but yeah, I used Scribbles and Frankenstein and those tools and tried to, you know, get it to where I'm using what people are actually looking for, so it can be improved, but yeah, the tools are great.

太棒了。

Excellent.

太棒了。

Excellent.

好的。

All right.

恭喜你成功上架，我们之后一定会再跟进你的进展。

Well, as as congratulations on that launch and we're definitely going to want to get an update from you later on too.

那么，Adriana，你呢？

So Adriana, how about how about you?

就像你提到的，你在第一个产品和第二个产品上采取了不同的做法，尽管你才刚开始新产品的发布几周，就已经注意到了一些差异。

So like you mentioned how you did do things differently from the first product to the second and you're even though you're only a couple weeks into your new launch of your second product, you're already noticing some of the differences.

那么在产品研究方面，有哪些具体的不同呢？

So what were some of the things that was different as far as the product research?

如果你说你是用错误的方式做的，那你是怎么找到第一个产品的呢？

Like how did you even find that first product if you said you did it the wrong way?

能跟我们解释一下，什么是错误的方式吗？

So explain to us what was the wrong way?

是的。

Yes.

大概一年前，我那时候。

So for, I guess about a year ago I was.

我也有艺术行业的背景，所以当时在考虑如何授权我一些艺术家的作品。

I have some background in the art industry as well, so I was thinking about licensing and licensing some some of my artists work.

之后我就在想，如何利用我艺术家们的画作来打造一款产品。

So after that I was thinking on how to create a product using the artwork from my artists.

于是我开始思考这个问题。

And so I started thinking about that.

然后我想到了我的第一个产品。

And then I started thinking of my first product.

所以我就这么做了。

So I did it.

因此，我第一个产品的决策是基于我从其他行业、其他情境中早已有的想法。

So the decision for my best for my first product was based on something that I already had in mind from a different industry, from a different situation and all of that.

所以我从墨西哥的一家供应商那里采购了一大批库存，当然，这比从中国采购要贵得多。

So is how so I ended up purchasing a bunch of inventory from a supplier here in Mexico, which was of course more expensive than purchasing from someone in China in this case.

我只是开始采购，然后创建了商品列表等等。

And I just started, just purchased that and I created the listing, etc.

然后我把货发了过去。

And I sent it over.

哦，当然，这发生在第四季度初。

Oh, and of course, this was at the beginning of quarter four of Q4.

所以我看到，你知道，我在YouTube上听到很多人说，你需要大量进货，因为你不想断货，等等。

So I saw, you know, I heard a lot of people on YouTube saying that you need to buy a lot of inventory because you don't want to run out of stock, etc, etc.

当然，那时我还不知道Helium十这个工具。

Of course, I didn't know by then, I didn't know about Helium ten.

于是我这么做了，然后上架了，等等。

And so I did that and I launched, etc.

但首先，我进入了一个非常竞争激烈的品类，极其竞争激烈的品类。

But first of all, I got into a very competitive niche, very, very competitive niche.

所以我的产品上架了，但当然我不知道怎么排名。

So my product got there, but of course I didn't know how to rank.

我做了一些赠品活动，但我不知道八天或十天的方法。

I did a few giveaways, but I didn't know about the eight day or ten day method.

我没有使用Cerebro，也没有使用任何数据。

I wasn't using Cerebro, I wasn't using any data.

是的，那时我根本不知道这些。

Yeah, I just didn't know about that then.

所以我在这上面真的挣扎了很久。

And so I really struggled a lot with that.

后来我心想，也许美国市场太竞争了，让我看看其他电商平台吧。

And at some point I was like, you know what, like maybe Amazon US is very competitive, let me look at other marketplaces.

但我很快意识到，问题不在于市场本身。

But I soon realized that it is not about the market.

我的意思是，当然美国市场竞争更激烈，但其实道理很简单。

I mean, of course, The US market is much more competitive, but it is, you know, it is simple.

关键是要用数据来做决策。

It is about using the data to take decisions.

我原本以为不靠数据会更容易做。

I thought it was going to be easier like doing it without data.

但后来，当我通过销售这批库存获得了一些现金流后，才发现了Helium 10，并开始使用Cerebro、Magnet这些工具分析关键词，这当然对我的第一个产品帮助很大。

But then so yeah, later after I got some cash flow from selling that inventory, discovered Kilometers 10 and I started looking at Cerebro and Magnet and all of those keywords, which of course helped me for the first product.

然后，当我考虑第二个产品时，我用了Black Box。

But then, to think about the second product for which I used, the Black Box.

所以我用黑盒来处理这个产品。

And so I used the Black Box for that.

我用Cerebro来分析那些反向竞价的关键词等等。

I used Cerebro for the keywords that were very reverse acing and all that.

于是我选择了脂溶性产品，因为第一次经历有点挑战，我不确定是该就此停止还是继续投资第二个产品，但我还是订购了第二个产品，并完全依靠Cerebro的数据来操作。

And so I took the lipophate because of course, since this first experience was a bit challenging for me and I didn't know if I should just like stop or invest in a second product, but I took the lipophate and ordered a second product and did the whole lunch with the cerebral data.

然后，呃，我已经上架这个产品三周了，抱歉，是三周。

And yeah, and I'm like three months, sorry, three weeks with this product.

这真的非常不同，和我第一个产品的经历相比。

And it's been really, I mean, it's very different from my first product experience.

但你是想说？

But like, do you mean?

我的意思是，三周时间有点短。

It's, I mean, three weeks is kind of a short time.

你怎么能这么快就确定它表现得更好呢？

Like how is it that you already know that it's working out better?

我的意思是，你说你已经获得了一些自然销量了？还是怎么说？好吧，第一次你做这个的时候，你上架了产品，但前几周根本没人买。

I mean, you saying you're already getting like organic sales or how is, okay, so the first time you did it, you put the product and it was just kind of dead even from the first couple of weeks.

没错。

Exactly.

是的。

Yes.

我当时预期会这样，因为我做了赠品活动，但我根本不懂URL这些东西。

And I was expecting, yeah, because I did a giveaway, but I wasn't, I just didn't know about the URLs, etcetera.

所以这次第二款产品，我前两周，或者说前十天做了发布，然后它就开始自然增长了。

And so with this second, yes, I did the launch for the first two weeks or like ten days And then and then it organically started growing.

当然，对于我的商品页面，我花了很多时间，比如添加正确的关键词，精心制作图片，讲好故事，还有区分功能和优势——抱歉，是优势优先于功能，这些我都是在过去十一个月里，为了挽救我的第一款产品才学会的。

Of course, for my listing, I took quite I put a lot of time into, know, adding the correct keywords and doing a good job with the photos and with the storytelling and the features versus the benefit sorry, the benefits versus the features, all that, you know, that I have learned in this past eleven months from trying to save my first product.

所以我看到了明显的差别。

And so I saw that difference.

人们转化得更好了，我拿到了最初的评价，感觉事情越来越顺了。

Like people were converting better and I got my initial reviews in and I feel like it is getting easier.

这就像滚雪球效应。

Like it is a snowball effect.

希望如此。

I hope.

太棒了。

That's awesome.

你以前也听AMPM播客吗，还是只听这一个？

Did you used to listen to the ampm podcast too before or just this one?

是的，听AMPM的。

Yes, to the ampm.

而且。

And of

当然。

course

我-

I-

你还记得马特说过的故事吗？他说你仅仅三周内就明白了。

Do you remember what Matt I love your story about how within three weeks you already know.

你觉得曼尼听到你的故事后会怎么说？

So what do you think Manny would say if he heard your story?

他的那句话是什么？

What's his phrase?

你不记得了吗？

You don't remember it?

不，不记得那句话了。

No, not the phrase.

有人知道吗？

Anybody know?

玛雅娜或西蒙知道吗？

Mayana or Simon?

有人记得曼尼的口头禅吗？

Anybody remember Manny's catchphrase?

没有。

No.

我们要让它再次走红。

We're gonna make it trending again.

我来开始。

I'm gonna start.

你会看到更多集数。

You're gonna see more episodes.

我要让这个走红。

I'm gonna make this trending.

他会说，那有多酷啊？

He would say, how cool is that?

我觉得挺酷的。

Pretty cool, I think.

是的。

Yes.

哦，是的。

Oh, yeah.

对。

Yeah.

天哪。

Oh my god.

那有多酷啊？

How cool is that?

挺酷的。

Pretty cool.

好了。

There we go.

好了。

There we go.

你说得对。

You're right.

是的。

Yeah.

是的。

Yeah.

好的。

Alright.

我得让这个再次火起来。

I I gotta get this trending again.

我要让这个流行语再次走红，我必须让它再次 trending。

I'm gonna get this trend I gotta get this catchphrase trending again.

不过话说回来，我还想问你一件事，阿德里安娜，你人在墨西哥，却在美国销售产品。

But anyways, still one more thing I want to ask you, Adriana, here is you're in Mexico and you're selling in The United States.

你遇到过什么障碍吗？也许其他在墨西哥或其他国家的人也会遇到？

Did you have any obstacles that maybe other people in Mexico or other countries?

比如，作为外国人在美国销售，你有没有遇到什么困难？其他人应该注意些什么？还是说一切都很顺利？

Like, have you have rent any obstacles trying to be a foreigner selling in America that maybe others should know about or it's been pretty smooth sailing?

对我来说，一切都很顺利。

For me, I guess it's been smooth sailing.

我认为，来自其他国家的人最大的障碍是语言。

I guess the number one barrier for, I guess, from people, from other countries is, is the language.

但如果你不太擅长文案写作之类的事情，当然可以请懂行的人帮忙。

But I think that you can get if you are not very good with copy copywriting and all that, you can get help, of course, from someone else that that knows their way.

正如我所说，我的背景是市场营销，这帮了大忙。

I as I said, my my my background is in marketing, so I think that helped a lot.

但说到物流之类的，我一开始根本没接触过物流，也没从中国采购过，甚至不知道什么是货运代理。

But when it comes to logistics and all that, I I mean, I started I I have never worked with logistics or or, like, purchasing from China, etcetera, like, even knowing what a fight for fight forwarder is.

但我一路学了过来。

But I I learned that along the way.

所以我认为，如果你真的想做，并且愿意投入时间和精力——顺便说一句，我目前有一份全职工作，我希望在接下来几个月里，这个能成为我的全职工作。

So I I think that if you really put that if you really want this and you really put the hours and the time, I of course have a full time job, by the way, which I I hope that at the end of, you know, in the next few months, this is my full time job.

但只要你肯投入时间，比如周末花时间去做，我觉得这绝对是可行的。

But if you really put the hours, you know, the weekend hours and all that, I think you can it's something that it's definitely doable for sure.

酷。

Cool.

好的，我们回到Mayana这里。

All right, let's switch back to Mayana here.

Mayana，我想最后问你一个问题。

Mayana, I want to ask you one last question here.

在你的亚马逊之旅中，接下来两到三个月会是什么样子？

So what does the next two to three months look like for you on your Amazon journey?

我的意思是，你还没用Helium 10吧？还是已经用了？

I mean, are you, I don't think you're using Helium 10 yet or are you already?

我只是稍微看了看，但还没真正去输入关键词之类的东西。

I just really like look into it, but I really didn't like type in the keywords or anything.

我知道我还没走到那一步。

I know I didn't went this far.

好的，明白了。

Okay, cool.

我明白了。

I see.

所以你还是新手。

So you are super fresh.

你甚至还没开始选产品。

You haven't even started your product.

我喜欢这样。

I like it.

你还没开始做产品调研。

You haven't started your product research yet.

所以，你的计划时间表是怎样的呢？

So, so I mean, do you have a like a timeline at all?

你有没有想过，比如三周后开始研究软件、寻找产品？还是两个月？你的计划时间线是怎样的？

Have you thought about like, hey, in three weeks I'm going to start looking into the software and trying to find a product or is two months or what's your timeline look like?

是的。

Yeah.

因为我还得工作很多，毕竟我有一个非常昂贵的工作室，很快就要放弃了，所以时间不多。

So since I still have to work a lot since I have a really, really expensive studio, which I will give up soon, I don't have a lot of time.

所以我给自己留了五个月的时间缓冲。

So I gave myself a time buffer of like five months.

我希望最迟在2019年12月推出我的第一个产品。

So I want to launch my first product, the latest in December 2019.

这就是我的目标。

That's my goal.

是的。

Yeah.

太好了。

Excellent.

太好了。

Excellent.

我知道你计划下周去SellerCon参加活动，进行一些人脉拓展。

And then I know you're planning to go to SellerCon next week and try and do some networking.