Hey, hey, Amazon Creature… hello!

Today I wanna go deep into one of the most interesting topics about selling on Amazon: the psychological aspect of selling online.

Selling on Amazon is tough. It’s crowded and competitive, and the landscape changes fast.

And standing out on Amazon isn’t just about having the best product or the lowest price.

In today’s crowded Amazon marketplace, the real magic happens when you understand exactly who you’re selling to.

If you’re guessing who your audience is, you’re already behind.

Your product only sells when it resonates with the people who need it most.

And the only way to make that happen?

🥁🥁🥁🥁🥁DRUMROLL🥁🥁🥁🥁🥁

🥁🥁🥁🥁🥁DRUMROLL🥁🥁🥁🥁🥁

🥁🥁🥁🥁🥁DRUMROLL🥁🥁🥁🥁🥁

Tadaa!!!🎉

Knowing your customer avatar inside out.

I think it’s pretty obvious, and everyone thinks that they got it right. But from my experience, very few people truly understand it.

So today you’ll learn a couple of tricks I use to understand who the f*ck are we’re selling to (and these are VERY effective).

Remember: People buy with emotion! Then they’ll try to justify that emotion with logic. But they always buy with emotion… so… the trick is knowing what moves them.

Let’s get into why this matters so much and how it’s about to transform your Amazon game.

1. Stop Guessing, Start Connecting

When you’re not clear on who your ideal customer is, your marketing is just throwing ideas into the void. If you’re speaking to “everyone,” you’re speaking to no one.

When you understand your customer’s habits, needs, and language, you can create listings that speak directly to them.

What to Do: 
Think about the core challenges your product solves and how it fits into your
customer’s lifestyle.

Does it save them time? Make their life easier?

Dig into what they truly care about and speak directly to that need.

2. Use Language That Feels Familiar to Them

This one is huge.

People don’t click on ads or add items to their cart unless they feel an instant connection, and language is THE biggest part of that.

You want to talk the way your audience talks.

Think of how they describe their pain points or needs in reviews or on forums.

Make your listing language sound like it’s straight from their own mouth. People buy from people who are similar to them because they understand them.

What to Do: 
Browse reviews of similar products. Look for phrases your ideal customer uses to describe what they’re looking for, what they love, or what annoys them.

Mirror that language in your listing to instantly feel more relatable.

Use ChatGPT to create word clouds and to find patterns.

3. Targeted Keywords That Resonate

If you’re not laser-focused on the keywords that matter to your specific customer avatar, you’re just burning money on clicks that don’t convert.

Broad keywords cast a wide net, but you need targeted, exact-match keywords that speak directly to your buyer’s intent.

This means using terms your audience actually searches for—not just high-traffic keywords, but keywords that reflect their unique needs.

What to Do: 
Look at more than just the keyword volume—consider the relevance to your avatar.

Use tools like Helium 10, Amazon’s Product Opportunity Explorer, and Data Dive to find specific phrases your target customers are searching for.

Remember, relevance beats volume every time.

4. Images That REALLY Reflect Their Values and Lifestyle

Your photos are the first impression your audience has of your product, and they’re not just about quality—they’re about relatability.

If you’re selling to young professionals, your photos should look different than if you’re selling to busy parents or outdoorsy types.

“Lifestyle images” are not about your product next to a smiling face…, c’mon!

(And I won’t even start the rant about the stock photo with the product stamped over it… but… WTF!?) Looks like an Alibaba wholesale listing… 😱

Think about what your ideal customer wants to see. Learn how they would like to see themselves… show them that.

Be aspirational!

How does this product fit into their life?

What to Do: 
Tailor your images to showcase the value your product brings to the customer’s specific lifestyle.

If your product is about convenience, make sure the images highlight that. If it’s about quality or aesthetics, make that the focal point. Try to use as much as real product images as possible.

AI gives a lot of potential now… but use it with caution, and only if you really know what you are doing. But whatever you do, don’t be generic, and allow yourself to be creative.

The goal is to stand out and break through the noise, but it needs to feel personal to your ICP (ideal customer profile).

note: sometimes (many times) you are not your ideal customer, so be very careful with your own biases. And this applies to all of this email.

5. The Secret Ingredient: Listen to Their Feedback (AND USE IT)

Your customer avatar isn’t a one-and-done exercise. It’s a living thing, a breathing part of your business that evolves as you learn more about your buyers—exactly like what they represent.

Pay attention to reviews, comments, and messages.

Every bit of feedback is a clue to refining your understanding of your audience.

What to Do: 
Regularly check your reviews (and even your competitors’ reviews).

Listen to what people are saying they love, and what they are frustrated with.

Use those insights to tweak your listings and improve the customer experience. Say it first.

Ready to Stand Out?

The path to Amazon's success isn’t about doing what everyone else is doing—it’s about connecting with your specific audience on a level that most sellers ignore.

That's where Gigabrain comes in. We know about this, we made it many, many times. We have built a team of specialists who live and breathe this stuff (research and neuromarketing), and we can help you with it.

Book your zero-cost, no-obligation strategy call with me, to:

• Discover the exact psychological triggers that compel your ideal customers to buy.

• Learn how to speak your customer’s language and create listings that feel personal and relatable.

• Find out how to fine-tune your keywords and images to perfectly match your customer avatar and increase conversions.

So, if you really want to start connecting (and selling), let’s talk and I’ll show you exactly how to define your customer avatar, speak their language, and make your listings impossible to scroll past.

Amazon’s hard, but when you’re clear on who you’re talking to, everything else falls into place.

Trust me… take the guesswork out of your marketing strategy and your sales will thank you.

Hunter Harris
Founder @ Gigabrain

P.S. Let’s build a customer avatar that’ll save you money on ads and increase your sales. Hit this link for a free meeting and get started.