The Tale of Two Listings: Why One Product Sells Instantly and the Other Sits There Staring at You

Welcome to the Amazon Rollercoaster! One minute you’re popping champagne because your new product sold out in a day. The next, you’re staring blankly at a listing that hasn’t moved for weeks, even after you slashed the price so low that you’re practically giving it away.

I’ve seen this happen a handful of times across the accounts I manage—and even in my own Amazon account. This year alone, I’ve launched six products, and one of them absolutely stole the show. Customers are snapping it up, even with a 2-week delivery lead time, and I barely have to spend on advertising because it’s already ranking organically on the first page of search results.

Meanwhile, the other products? Crickets. They’re struggling to get sessions, let alone sales.

So, what gives?

1. Product Appeal Matters (Big Time)

If Product A is selling immediately, it likely hits the sweet spot: it’s unique, solves a problem, or is trending. Product B? Maybe it’s just not compelling or has the charisma of a plain brick in a marketplace full of rainbows. Sometimes, a product just lacks that irresistible appeal.

2. Keywords and SEO Are Everything

Amazon is basically a giant search engine. If Product A has the right keywords in its title, bullets, and description, it’s like a beacon calling out to eager buyers. Product B? If your keywords are weak or nonexistent, it’s like yelling into a void. No visibility means no sales, period.

3. Social Proof and Momentum

Even if you have zero reviews, a product can sell quickly if it’s genuinely intriguing. People take a chance on something cool or unique. Meanwhile, if Product B looks average, and there are competitors with better reviews, it’s going to be an uphill battle—no matter how much you drop that price.

The Takeaway

It’s a humbling reminder that not every product will be a home run. Sometimes it’s about the perfect mix of product-market fit, keywords, and timing. Other times, you’re left scratching your head, wondering what went wrong while your star product quietly makes up for the rest.

Got questions? Drop a comment or send me an email.