#163 – Get the Latest Listing Optimization Best Practices for 2020 in This Mini-Workshop from Helium 10

Episode 163 of the Serious Sellers Podcast features Helium 10’s Karyn Thomas and Bradley Sutton with an Amazon listing optimization mini-workshop.

If you want to be a successful Amazon seller, customers need to see your products. All those stories about Amazon’s second, third, and fourth pages being the best place to hide something; they’re all true.

In order to sell something on Amazon, Amazon’s first page is where you need to be. To do that, you’ll want to make sure that your listing is fully optimized. Today on the Serious Sellers Podcast, Helium 10’s Director of Training and Chief Brand Evangelist, Bradley Sutton welcomes our very own Karyn Thomas. Karyn is here to talk about Helium 10’s Freedom Ticket Extra coaching program and the free two-hour Amazon Listing Optimization Workshop that she did together with Bradley.

You can register for the Amazon Listing Optimization Strategies Workshop at optimizeyourlistings.com and learn more about Helium 10’s Freedom Ticket Extra at helium10.com/ftx.

In episode 163 of the Serious Sellers Podcast, Bradley and Karyn discuss:

  • 03:00 – Following Her Dad to BYU
  • 04:00 – Making Her First Sales on Amazon
  • 05:00 – Listing Optimization Basics
  • 07:00 – Infographics in Your Listing
  • 09:20 – Showing Your Target Demographic with Lifestyle Images
  • 11:30 – The Instagram Effect – Leading with Emotion
  • 13:00 – Pay Attention to Keywords, But No ‘Stuffing’
  • 14:00 – Title Creation 101
  • 16:00 – Generating Your “Why” Taglines  
  • 17:00 – Pain, Pleasure and Fear – Connecting with Your Customer
  • 19:45 – How to Understand Your Customer’s ‘Why’
  • 21:30 – Taking Care of Your Backend
  • 23:00 – Do Descriptions Matter?
  • 24:50 – Indexing – Are Your keywords Searchable? 
  • 27:00 – Freedom Ticket Extra’s Coaching Program
  • 29:30 – Karyn’s Secret Video Trick

Enjoy this episode? Be sure to check out our previous episodes for even more content to propel you to Amazon FBA Seller success! And don’t forget to “Like” our Facebook page and subscribe to the podcast on iTunes, Google Play or wherever you listen to our podcast.

Want to absolutely start crushing it on Amazon? Here are few carefully curated resources to get you started:

  • Freedom Ticket: Taught by Amazon thought leader Kevin King, get A-Z Amazon strategies and techniques for establishing and solidifying your business.
  • Ultimate Resource Guide: Discover the best tools and services to help you dominate on Amazon.
  • Helium 10: 20+ software tools to boost your entire sales pipeline from product research to customer communication and Amazon refund automation. Make running a successful Amazon business easier with better data and insights. See what our customers have to say.
  • Helium 10 Chrome Extension: Verify your Amazon product idea and validate how lucrative it can be with over a dozen data metrics and profitability estimation. 
  • SellerTradmarks.com: Trademarks are vital for protecting your Amazon brand from hijackers, and sellertrademarks.com provides a streamlined process for helping you get one.

Transcript

Bradley Sutton: On today’s episode, we’ve got Karyn who has started multiple seven figure businesses related to Amazon and is a listing optimization specialist. We’re going to be doing a deep dive into how to make a great listing in 2020. How cool is that? Pretty cool, I think.

Bradley Sutton: Hello everybody, and welcome to another episode of the Serious Sellers Podcast by Helium 10. I am your host, Bradley Sutton, and this is the show that’s a completely BS free, unscripted and unrehearsed organic conversation about serious strategies for serious sellers of any level in the e-commerce world. And we’ve got a new serious seller here that we just added to our team in the last few months, Karyn. Karyn, how’s it going?

Karyn Thomas: I’m doing awesome, Bradley. Thanks for having me here today. I’m excited.

Bradley Sutton: It’s great to have you here. I think as people are going to get to know you, they’re going to see how such a sad and boring person you are with your personality. Nope, it’s the opposite. You were probably the most bubbly, bubbly person I know. So this is going to be great. Now it’s actually funny. We’ve been working together for a couple months now, but kind of on purpose. I haven’t really dug too deep into your history because just like I do with everything, I always like to do it organically on this show. And I don’t want to know things beforehand. I want to learn a lot from the actual episode here. You live in Orange County here in California. You move here from Utah. Now, is that where you were born and raised?

Karyn Thomas: I was actually born in Mission Hills, California, and then my family moved to Utah when I was 10 in a small little town called Salem, Utah. Very cold. It was quite the shock. I’ll tell you Bradley. My mom’s idea of snow boots were her seventies, five inch disco-boot heels. That wasn’t a good introduction to the snow. I was freezing. I was like, this is terrible. Get me back to California. So I’m really happy to be here. I’ll tell you. I love California. This weather is divine. So I have nothing to complain about. I’ll tell you. I’m so, so happy here at Irvine.

Bradley Sutton: All right. When you were growing up over there in Utah when you’re a 10, 11, 12, did you have any kind of vision as far as what you wanted to be when you grew up?

Karyn Thomas: Yes. It’s actually a funny story and I think you’ll relate to this. My dad was an executive for an aerospace company growing up. And so I always really respected him and admired him. I thought he was a really classy guy and I always wanted to be like him, but I always wanted to someday be the CEO because he wasn’t quite a CEO level. He was an executive, but I was like, how do you get to the top? So I always wanted to be an entrepreneur and I never knew how to get started though. I was like, maybe I’ll eventually work up the corporate ladder. Maybe I’ll just have an idea and I’ll be an entrepreneur and something will show itself to me.

Bradley Sutton: Now you went through high school then upon graduation, did you go to college?

Karyn Thomas: I did. Yep. I went to Brigham Young University. That’s where my dad went to school. He got a business degree and so I was like, I want to be like my dad. So I got a degree in business management and I actually was able to intern with him. I actually sold airplane parts to different airlines around the world. So I got really techie. I knew all of the jargon and it was super fun. It was a great internship. I had some interesting freelance jobs here and there. And then I got married and I had a child pretty quickly. So I was trying to do things from home, but I actually got divorced last year and it’s a great situation. We’re still amazing friends. And he’s actually the one that found out about selling on Amazon. He also has an entrepreneur mindset. I was pretty shocked. I was very shocked when we actually made a sale. We were really fortunate that we had our first product do really well. And then it was kind of the wild west days. So it was really exciting. We started getting 10 sales a day and 20 sales a day. Then I started getting more involved in business. I’m like, well, there’s something here. This is so powerful; making money while you sleep on Amazon.

Bradley Sutton: At what point did you start getting into consulting? Because then you started an agency, if I’m not mistaken that kind of focused on– was it listing optimization?

Karyn Thomas: Yes. It’s a really cool story. What I noticed pretty early on from my experience was my super power was definitely optimizing the listing. So my ex-husband had some ideas and he went through the course training and made the listing and had something to do with images. I’m like, no, let’s make it a lot cooler. Let’s make it easier and fun to read. Let’s add more interesting images. There’s so much more we could be doing.

Bradley Sutton: It’s safe to say that this is something you did for a living for a while. And listing optimization is one of your specialties. So, I want to just do kind of a little mini workshop. We do these every few months on different subjects, like product research and things like that. I thought I’d have you on here. And especially since we just did that webinar for listing optimization. Let’s just dive into some of the basics– I say, basics, but there’s going to be important things here that the experienced sellers need to know too. But especially those who are new are going to find a lot of benefits. You talked about images. That’s probably one of the first thing somebody thinks about when they think about an optimized listing. So real quick, let’s go scroll over some of the main aspects of the images. So the main image, what are the characteristics of a main image, first of all, from Amazon’s viewpoint. So what are some of the requirements on the main image that the other images don’t have?

Karyn Thomas: Yeah. Great question. It’s really important to have a white background image. There’s no texts. There’s no– it’s not– you don’t want to have people in it. You don’t want to have a cool background, just purely white. No text and no packaging.

Bradley Sutton: And another thing that’s important guys is even though it’s white background, don’t have it just like the actual product just in the middle. Try and fill up all the way to the edge as much as possible and shortest side when you say 1000 pixels at the very least on the shorter side? Yup. And then you’ll be able to zoom in. Now the secondary images, what are some of the different types of secondary images that somebody can have?

Karyn Thomas: So there’s lifestyle images and those are my favorite. Those are showing your product use in an actual setting that a customer would use your product. So maybe you have a really cool kitchen product, well showing maybe a woman or a man using your product in the kitchen and a beautiful setting. Maybe they’re making something really cool. And it highlights your image or it highlights your product as like the hero shot, but also brings the emotional connection of showing someone using your product.

Bradley Sutton: Yes. Now what’s interesting to me is just to me, like anything with texts on it, those are all infographic and that’s kind of true, but I was reading one of our popular blogs from Lailama, who’s actually been on the podcast before. And she actually noted, I think it was four or five different types of infographic. Can you go over what those four or five types are?

Karyn Thomas: Yeah, absolutely. One type of infographic that you can have is a feature blog. So maybe you have really cool features. Maybe you’re selling an iPhone and it has a crack resistant edge. You could make a blow-up out of that feature and show it in little circles and then have some texts that say scratch resistant feature. What about you Bradley? What are your favorite kinds of infographic?

Bradley Sutton: Another one that I like is kind of– let’s say it’s not just one item. We obviously have from Project X, the egg tray and coffin shelf, but let’s say it was kind of a kit or something, like there was a whole bunch of different products in it. Well, the kind of infographic that I would use is like, I don’t know what you would call, the ‘includes’ infographic, where it shows a breakdown of each item and then textually, it explains each one. Another one is maybe a closeup, a super closeup, especially of the quality. I think we might, I don’t know if we did this in the egg tray, but when it’s something that’s made of wood, it’s a wooden egg tray. So you want to kind of do a closeup to see the texture. I like doing those kinds of infographics. And another one is– that was newer to me is the badge infographic. We’re like, Hey, this product is vegan. It’s FDA registered. It’s a cruelty free, something that shows different kinds of badges. And to me, one of the most important, especially I found out where the coffin shelf is that people want to know the dimension. So a dimensional infographic, because in pictures, sometimes people get the wrong idea and they say it’s actually bigger or it’s actually smaller than they think. And that’s what happen– that’s what gives you bad reviews sometimes is when people are disappointed because they were under the wrong impression about the size. But if you have an infographic that really breaks down the dimensions it’s going to help with people being confused. Lifestyle images, you talked about taking pictures of people. Can you talk a little bit about lifestyle images and how they help listing?

Karyn Thomas: Absolutely. You’re basically showing your target demographic using your product in real life. And so it really helps them envision themselves using your product and that’s going to give them an emotional connection. And I think that’s so important. For me, I’ve been talking for years about how important it is to really sell using emotion because it’s going to help people make a much faster and easier buy decision. Sometimes we think, let’s sell features, let’s sell using logic and it’s important, but don’t start there. I always say, lead with emotion, lead with the emotional why. Why do they want to use your product and then justify it with the logic.

Bradley Sutton: I think that’s a great point. It’s so important to understand people’s why. Sometimes when we’re Amazon sellers, we start getting too much into the analytical side of metrics and things like that, which are all very important. But at the end of the day, it’s not metrics that sell our product. It’s somebody liking something that they see and making a decision based on that. So I like how one thing you brought out in that workshop we did was kind of to Instagram-ify your image deck, what does that mean? I’m pretty sure you made up that word, but what does that mean to you?

Karyn Thomas: Yeah, so I love Instagram and I think it’s so popular because it’s really painting this lifestyle right. That we all want to have this really cool, beautiful, fun lifestyle. And so if you can show that with your images, it’s going to be so powerful. If you can make people want to spend time looking at your images and they feel something when looking at them like, Oh wow, I can really see myself using this product. And it’s going to give me this result. You’re going to have a much higher conversion rate and a lot more sales. And so what I like to do is I have a specific formula or format, just like you said, that I call the Instagram-ifying your images where you obviously start with that hero shot, that main white image, white background image as your main image. And then the second image, you use a lifestyle image, and then you go back your third image, a lifestyle image, and then the fourth image, a product image or an infographic like we talked about. And so if you can kind of go back and forth, it’s using emotion to sell and then justify with logic, right? So when you’re using, for example, the badges or the dimensions, you’re justifying with logic. Those are important pieces of information that people will need to know to make a decision, but we’re not just leading with that, right. We start with these really compelling emotional type images, and then we’re throwing in some other feature or logical images. So it’s a good balance of both. And it’s really interesting for people to scroll through. I like to call it the Instagram effect, right? So people want to take their time, look at your images, and it’s really going to have a much better result. People are going to love your brand and your products, and they’re going to be much more loyal.

Bradley Sutton: Cool. Let’s talk about now the actual texts, different aspects of the textual parts of the listing. So for the Amazon algorithm and probably for the buyer, what is the most important part of an Amazon listing?

Karyn Thomas: Well, if you can believe it, it’s your title. That’s going to have the biggest rank juice, I guess, for lack of a better word on– if people actually see your listing and if you’re actually ranked for keywords. So your title is super, super important. That’s a very critical piece of where you put your most important keyword phrases.

Bradley Sutton: Yes, I agree. I think that’s kind of documented fact and one trick that I like to do is, let’s say we’ve done a lot of keyword research in Cerebro and Magnet, and we know what our potential top keywords are going to be like, the ones that are search for the most that are most relevant to our product. And that we think is going to bring our product sales. I like to try and see how many of those I can get into the title. Now, keyword stuffing guys is absolutely something you should not do, but there’s different ways to put multiple phrases in phrase form in your listing. So, if you’re using Helium 10 Scribbles, you’ll have your phrases there. And regardless of the punctuation, or if there’s phrases that are embedded in each other, Amazon still can recognize that in phrase form. And that really tells Amazon that this is important for your listing. So, you can have something like we have the egg tray, one we could have wooden egg holder. Well, that’s two phrases in one. There’s wooden egg holder, but then there’s egg holder. So if those two were your main keywords, you just knocked out two keyword phrases in one phrase. And so that’s what I try and teach people as, Hey guys, try and see how many of those important phrases you can get into your title, but with it’s still sounding coherent. But what about length, Karyn? What are your best practices for how to decide how long a title should be?

Karyn Thomas: You definitely want to make sure you’re staying relevant with your category. Different categories have different restrictions and best practices. Maybe you’re in a category like cell phone cases and they all have shorter titles and you absolutely want to follow that system. And then in general, I would say I try to use those as much space as I can though. If I’m in a category that allows 200 characters in a title, I will try to get it anywhere from 150 keywords to 200 keywords. How about you, Bradley? You’re the keyword research and title creation king, what’s your best practice?

Bradley Sutton: In the categories or the titles where you’re allowed to do up to 200, then I say, yeah, absolutely keep it 150 at least. But there are some products where you only get, you’re only allowed to do 80. I think in some clothing categories, well, yeah, don’t go try and do 150 in a category like that. And another thing I like to teach us about niche themes. So you look at collagen peptides in almost every single listing there have really long and detailed titles. So obviously that’s what works there, you search something like accordion and they’re all short titles. So obviously those may be seem to resonate better with the buyer. Go with what’s working for others. So that’s the title of the next one that people think about is a bullet point. This is something similar to what you talked about is trying to get to people’s why in the bullet points. Can you talk a little bit about how you structure your bullet point strategy?

Karyn Thomas: Absolutely. Yeah. Bullet points are my favorite to write. I think it’s so fun. So what I’d like to do is I actually use our Helium 10 Review Insights and I go through and I look at the top competitors in a product category and I see who’s doing well. And I go through and I get the review insights downloaded so that I can see what people are saying in their reviews. What’s the most commonly used phrases. And it will give me a really good idea of why people are using their product and what they’re using it for. And so I just start making a list and brainstorm some of these key phrases that I’m seeing. And then I like to call from there. I like to generate my why taglines. And those are just that first little sentence, every single bullet point. I like to have an all caps and that’s called my why taglines. And I put them in all caps. So they kind of stand out from the rest of the text on the bullet points. It makes it very easy for people just to quickly skim and see the main point of each bullet point. And I like these why taglines to be interesting and punchy and easy to read and definitely hit on the why of the product. Why are they using it? What’s their intention? What’s the result they’re trying to get from it? I also like to speak directly to maybe the pain they’re trying to overcome, or the pleasure they’re trying to seek. And if you can use both, that’s going to be so, so powerful because that’s how people justify or emotionally consolidate their mind if they want to buy a product. They want to overcome some sort of pain in their life or they’re trying to achieve pleasure. So definitely think how your product does that for them. I also like to think about any fears a customer has, and you can look again in those commonly used phrases in the review insights. And you can also look at the FAQ section to see what people are asking, what people are concerned about, what problems people are having with the product. And if you can answer those objections or those questions directly in that why tagline, and they’re going to feel so much more safe, like, okay, I’m in the right place. I’m going to have the result I want. And it’s really going to help them want to make a faster buying decision. You can also talk about how it can be used as gifts.

Karyn Thomas: I’ve worked on hundreds of listings in my career, and I can say literally, probably 90% of the products can be used as a gift. No, for me, I do most of my shopping on Amazon. And if I can find a cool product to give someone as a gift and descended directly to them, beautiful, that’s makes my life so much easier. So if you can talk about that and also talk about who it’s for. I think it accomplishes two very important things. It talks about the segment of people that you want to target, and it’s kind of making a more niche category. So if you’re selling something, let’s say a desk lamp, who’s that desk lamp for? Is your ideal customer someone that’s working from home? Is it maybe a stay at home mom? If you can really target and say, this is an amazing gift for engineers, or this is amazing gift for kids, or this is amazing gift for kids doing their homework, whatever the case may be, it’s really going to help people feel like, okay, that’s exactly what I wanted. This is– I’m in the right place. And it’s going to have a much better effect. You can also talk about a guarantee. Again, this is another way to help people feel safe and to kind of have a risk reversal effect. So if you can make your guarantee interesting and give it a fancy name, like, never lose a light bulb guarantee or something interesting for your– let’s say you’re selling a product like a lamp or something, make it interesting, make it memorable, then it’s going to help people feel a lot more confident making a decision. So I like to have the guarantee. And I also like to have a call to action within your bullet points.

Bradley Sutton: I think the– all of those things are important, but I think people can understand the need for that. But then the question obviously would be, well, how do we even know what our customers’ why is? And especially if we have a new product. And so that’s where– I’ve always loved to use Review Insights, formerly known as Review Downloader from Helium 10, because I can go into– even if I have a brand new product that I haven’t sold before I can go into Amazon, look at maybe a couple of competitors who have been doing this for longer than I, and start studying the reviews. I could just do that normal. I could just go on the– I don’t need a tool for that, but if somebody has 500 reviews, it’s going to take me a long time to try and extrapolate what the top things that people are saying are, but with review insights, I just hit two buttons and I can instantly see what are the top two, three, four, five word phrases that people in those reviews are saying. And a lot of times it’s something that you wouldn’t have thought about. And these are things that never would have come up in keyword research. The example I always use is about the collagen peptide. It’s how you’d look at almost any collagen peptides listing, and you run Review Insights. And the number one phrase that comes up is in my coffee. Well, in my coffee is not a keyword because people don’t type in my coffee and think that they’re going to find collagen peptides, but they’re thinking about coffee. Because that’s how they want it. That’s their why. Why are they buying collagen peptides? They want something that they can mix in their coffee to get their protein. And so now you have that insight and you can incorporate that in your bullet points. You can incorporate that in your images, in your imagery and then make those emotional connections and be much more effective with your listing. So guys, if you’re not using review insights already, you’ve got to be doing that. And maybe you already have a listing that has been on Amazon for a while. Well guess what? Run review insights on your own listing. I guarantee your customers are saying things or are finding something interesting or important that you probably didn’t even think about. So for backend keywords, what kind of keywords do you usually put back there in the subject matter and search terms?

Karyn Thomas: From my experience, your backend keywords are the second most important place to put your keywords to rank for them. So definitely any keywords that you weren’t able to fit into your title, put them in your backend search terms. This is going to be super, super powerful. I know you’ve had some crazy test results Bradley, right? I’ve seen just how fast you’ve indexed and ranked for products just putting it in your backend search term.

Bradley Sutton: Yeah. it obviously sends a lot of juice, like you said, to Amazon. It’s actually more important than the bullet points or description. It’s the second most important, those backend search terms to your title. So, putting the Spanish key words, misspellings that don’t make sense. These are the kinds of things that you put back there, but just be wary. The real estate is pretty limited in your listings that you’ve dealt with. What’s the limit that you have for a search terms and subject matter?

Karyn Thomas: 250 characters.

Bradley Sutton: Yeah. 250 characters for search terms. And usually the same thing for the subject matter. Usually you get five different spaces of 50 each for those. So guys do not neglect. You’d be shocked how many sellers out there, even in 2020, don’t even worry about their backend search terms, but it is so, so important. Now description, honestly me personally, I rarely look at descriptions when I’m a buyer, but it’s still important to have. Do you suggest doing A+ content pretty much whenever you have brand registry?

Karyn Thomas: Absolutely, Bradley. Yes. Not only are they more visually appealing and just a great real estate to add more content for your product, but they’re free. So it’s kind of a no brainer if you have brand registry 2.0, and I feel like it’s easier than ever to get it. Definitely use these A+ pages. They are going to do wonders for your conversion.

Bradley Sutton: Absolutely. So what are some of your best practices for that? Putting one of those templates together.

Karyn Thomas: I like to start with a company logo at the top, unless it’s an atrocious logo, definitely put your logo there. And then I like to have a main banner image that’s going to cover the full screen from right to left. And if you can make this interesting, maybe have some text overlay in it or some badges that’s going to help people pull in and it’s visually appealing. And then from there, I like to go back and forth using that space with really good texts. You could have bolded lists, you could have a nice bold title for the section. So it looks formatically, it looks interesting. And it’s a good combination of text and images and it’s giving good information for people to make a decision.

Bradley Sutton: Yes. Now, one thing that people need to keep in mind though, if they do use this A-plus content, will those words be searchable in Amazon?

Karyn Thomas: No, they’re not indexed, unfortunately.

Bradley Sutton: Yes. There are only index in Google, but not Amazon. So what I suggest doing, if you guys are going to use A-plus content is still fill out your description that’s in your listing, even though nobody sees that. But at least as of now– the last time I tested it, most of those still will be indexed. Now, speaking of indexing, that’s a very important process. And just– sometimes we take these kinds of terms for granted, but what is indexing in the Amazon sense mean?

Karyn Thomas: Yeah, it’s basically meaning are you searchable for that keyword? So if I have a product like a desk lamp and maybe one of my main keyword phrases is bright LED light. If I don’t have those words in my listing, then I won’t be searchable for that keyword when people search it.

Bradley Sutton: Exactly. So being index is very important. You can use Index Checker on Helium 10, and then within 10 seconds, you’ll know if you are indexed, cause just because you get it in your listing doesn’t mean that you’re going to be indexed. An example is I’m just looking here at my desk. I’ve got a ring light here that I use for when I record videos. Now maybe this ring light happens to have a coffee dispenser. I’m just literally saying crazy things right now because I have a coffee in front of myself right now. But that’s legitimate, but the ring light obviously is probably going to be in the electronics category. But if you put in words like coffee dispenser, I would say the chances are, you’re not going to get indexed for that because from the Amazon algorithm point of view, it’s like there’s nothing– coffee dispenser has nothing to do with the electronics category. So you’ve got to be careful sometimes. Not just assuming that just because you have the word in your listing, you’re going to be searchable for it. And then if you’re not searchable for it, if you’re not indexed, you cannot run exact manual PPC campaigns to it either. Now we went over a lot more things in that workshop, including some cool advanced strategies, like how to get indexed for words that are not even in your listing. We talked about other things about how to get brand registry and things like that. So guys, if you want to check out the rest of our listing optimization workshop, make sure to go to optimizeyourlistings.com all together, no spaces, that’s listings with an S at the end, and you can get that full two hour workshop that we did what we did. We even actually live on air, went in and made a listing from scratch that became live on Amazon for our new product that we got in for Project X. Now, people actually can contact you or ask you questions directly now about listing optimization, about all of your knowledge on Amazon. Talk to us a little bit about the FTX program that you’re now a part of.

Karyn Thomas: It’s so cool, Bradley. The Freedom Ticket Extra, before it just had one weekly coaching call with Kevin King, which is huge. It’s so valuable. And then now we actually have, you and I that are also doing weekly Q and A’s. So they get eight monthly Q&A’s with Kevin, you and me. And so it’s so, so valuable. So you can ask me anything on that weekly coaching call, and I can give you my best information on how to optimize your listings.

Bradley Sutton: Guys, don’t forget to sign up for that. You can go to helium10.com/ftx. So many people say, Hey, Bradley, I want to ask you advice on this. If I opened myself up to that, that’s all I would be doing all day and all night in DMS and things like that. So that’s why we kind of made this format. So it’s a place where groups, smaller groups, probably only 20 to 30 people show up at a time. So we make sure everybody’s questions get answered. And you not only get your own questions answered, but there’s questions that the other people on these calls have that you were like, “Whoa, wait a minute. That’s actually pretty interesting.” And so you’ll learn a lot from these calls. So guys make sure to check that out. You can get Karyn once a month, you get me once a month, you get Barcus once a month, Vince, you can ask him anything real PPC once a month. And then you get Kevin King total of four times a month in that coaching program. And it’s only $77 a month. So just try it out, guys. I want everybody to listen to this, to try it out for one month, because guess what? At the end of the month, if you think that Karyn and Bradley are just full of Bradley’s initials, which just think about that for a second, but then guess what? Before the end of the month is just ask for your $77 back, but I’m so positive that you guys are going to find benefit of that. Nobody has ever asked for their money back because it’s really super valuable information. So make sure to check that out, guys, helium10.com/ftx. And then maybe I should give a bonus. If anybody who hears this from the podcast and actually signs up and comes on one of our calls, how about if they give us a shout out, the first 10 people who joined one of our calls who heard from the podcast, how about we send them a Helium 10 t-shirt or something?

Karyn Thomas: I love that idea. These are cool T-shirts too. So I’m game for that.

Bradley Sutton: All right. Sounds good. Now you’ve been giving us a lot of strategy a whole day, but we come to the part of the show we called the TST. 30 second tip. Karyn, can you give us a 30-second tip about listing optimization?

Karyn Thomas: Yeah. Bradley. I would highly recommend having video on your listing, even if you don’t have brand registry yet, you can still utilize a beautiful video on your listing and here’s how to do it. At the bottom of your page, you’ll see a related video shorts section. What you can do is you can actually have your friend or a neighbor go and give them your video file and say, Hey, can you put this in that related video short? Here’s the link. And they can absolutely go in and just upload your video to your listing. And you can have that video showing right there on the related video shorts and what’s even more cool Bradley is I actually made sure I double check, triple check, called Amazon to make sure this is okay, but you can actually put your video on a competitor’s listing or multiple listings. And it’s the same thing just have a friend or family member upload that video to that competitor’s related video short section, and you’re kind of getting free advertising on their listing. So I think it’s a super valuable tip and trick. So I highly recommend doing it.

Bradley Sutton: Cool. And I too was skeptical about that, but opened up a case of Amazon. Sure enough, same thing. They’re like, yeah, just don’t do it yourself. Don’t put it to your own listing, unless you have brand registry. You could actually put your video in the image stack, but as long as it’s– they said friends or families, okay. I’ll say, wow, that’s news to me. That could change guys who obviously– if you’re listening to this in 2021 or something who knows what’s happened, whatever. Things like this just always get approval from Amazon first, if you’re ever doubtful about, if it’s going to be okay and get it in writing that they say it’s okay, but anyways, Karyn, thank you so much for joining us on the show. We’re going to be definitely seeing and hearing from you a lot more as your– what’s your official title again?

Karyn Thomas: I am the Customer Advocate and Brand Evangelist.

Bradley Sutton: So fancy. So as that, we’re definitely going to be hearing a lot from you going forward. It’s a pleasure to have you join the team. And you’ve definitely helped me out over the last couple of months easy my load. So I really appreciate it. And look forward to working with you for years to come.

Karyn Thomas: Thank you so much, Bradley. It’s such a pleasure learning from you and working with you and being a part of this incredible Helium 10 community. So, thank you so much for having me.

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