If you have spent any time in the past trying to land wholesale accounts for your Amazon business, you know how frustrating it can be to only hear “NO” answers to your requests for accounts. It can feel like you are having a door slammed in your face over and over again, and it can make you want to just quit all together.
But I don’t want you to quit! In this blog post I want to show you multiple ways you can increase your chances of getting a “YES” answer from wholesale companies when you want to open an account.
So let’s jump right into my tips for how to successfully land wholesale accounts:
1. Contact the wholesale company.
Pretty basic first step: You have to make first contact with the wholesale company to get the ball rolling. Many people get caught up in fear of even taking this first step – fear of being rejected, fear of not knowing what to say, fear of reaching out to someone new.
But here’s the bottom line: If you don’t make contact, you’re not going to land an account! You have zero chance of getting an account if you stall out and don’t make contact.
You can contact companies by several methods:
- Website “contact us” form
- In person at trade shows
2. Present yourself as a professional.
One easy way to set yourself apart from your competitors who might also be trying to land accounts is to present yourself in a professional manner to the wholesale company. I highly recommend setting up a business website and associated email address with the same domain name.
Think about it this way: Which sounds more like a professional business ready to make a large wholesale purchase, firstname.lastname@example.org or email@example.com? (Both of those are fake addresses, by the way, just using them as examples.)
I’m not saying you have to go out and develop an expensive website or email address. You can set up your professional website and email address rather inexpensively through Wix, found at this short link: www.fulltimefba.com/wix. You can set up a drag-and-drop website through Wix in a relatively short amount of time, and you can set up an associated email address along with it. You don’t even need to have a fully functional ecommerce store on this website; even one web page with your business’s mission statement is enough to give wholesale companies an idea of who your business is.
Having your own website domain and email address sets you apart from your competitors who are still using an AOL or Hotmail email address. You are a professional. You will land wholesale accounts where others will not.
3. Communicate up front that you are an Amazon seller.
The last thing you want to do when you’re trying to open a wholesale account is work on establishing a relationship with a new company, communicate back and forth with their account rep, and then at the very last minute tell them, “Oh by the way, I am planning to sell your items on Amazon” – only to have them say back to you, “Never mind, we’re not accepting any (or any more) Amazon sellers.”
Holding back this information is a waste of your time and theirs. If they know up front that you are planning to sell their products on Amazon, they can tell you up front what their policy is for Amazon sellers.
Which leads me to my next point…
4. Deliver a value proposition.
An important part of developing a relationship so you can land a wholesale account is to show the company that you aren’t just interested in what you personally can get out of the account – you’re also interested in what you can bring to the table to benefit them as a company. You want to be of service to this wholesale company, not just find a way to buy items for cheap to resell on Amazon.
If you set up a win-win situation for your relationship with the wholesale company, you are showing them you are not like other sellers. Here are some basic ideas for how you as an Amazon seller can add value to the relationship with the wholesale company:
- Adhering to MAP (minimum advertised price) policy
- Optimizing Amazon listings (learn how here and here)
- Fighting negative product feedback (learn how here)
- Running Amazon pay-per-click campaigns (learn how here)
- Creating new product pages (learn how here)
- Plus many more ways!
Even if a wholesale company originally tells you they are not accepting any new Amazon sellers (or that they don’t want any Amazon sellers at all!), if you are able to add value to the relationship to benefit the wholesale company, you can land new accounts that your competition will not be able to land.
5. Block the NO with a trial period.
Another helpful tactic I have used to land wholesale accounts is to block the NO answer before the company has a chance to give it to me. If you start to sense the conversation is headed towards a NO answer to you opening a wholesale account, you can always suggest a three- or six-month trial period.
Reducing the commitment to a trial period gives you a chance to prove yourself to the wholesale company. They might be more likely to agree to your proposition if you make it time-bound. At the end of the trial period, you both have the opportunity to walk away from the relationship with no harm done because you knew going into it that it wasn’t necessarily permanent. On the other hand, you also have the opportunity to truly wow the wholesale company with the benefits you can bring them, and you can land a permanent account after the trial period.
6. Ask for an Amazon exclusive.
Once you have gotten your feet wet with a few accounts to get started, you are ready to ask companies to give you exclusive privileges to sell their products on Amazon. I recommend only trying this with your more successful wholesale accounts, the ones where both you and the wholesale company have benefited the most from your working relationship.
If you have been able to show a wholesale company how you can work in their favor over time, you might just be able to win the opportunity to become an exclusive seller of their products on Amazon, even if it’s an exclusive to just one of their items at first. Again, it needs to be a win-win situation, and typically this kind of relationship only comes with an investment of both time and money.
If you follow the advice I give in the points above, you are likely to see a decrease in your NO answers and an increase in your YES answers from wholesale companies.
I want to be straightforward, though, and say you won’t see a complete elimination of NO answers – none of us gets a YES every time we want to open a new account. But following these tips should lead to an increase in your success in landing new wholesale accounts and building up the wholesale side of your Amazon FBA business.
What about you? How have you reduced the number of times a wholesaler says no? What strategies have you used to get approved for more wholesale accounts? I’d love to hear your ideas in the comments below.
*Post updated for 2024
The Wholesale Formula course is finally OPEN
but closes down in only:
(and I want to give you a $3000+ bonus for enrolling)
If you’re ready to take the next step with learning how to start and grow a successful Amazon business via the power of wholesale, then I highly recommend doing what I did: enroll in The Wholesale Formula today.
Since The Wholesale Formula literally transformed my Amazon FBA business (and my life), and since I’ve been through the course and I’ve personally seen the results, I wanted to add an exclusive bonus package worth well over $3000 for anyone who purchases The Wholesale Formula via my link. But this opportunity to get my bonus package will expire when time runs out.
If you purchase The Wholesale Formula you’ll not only get The Wholesale Formula 2024 video course (with all the bonus videos, coaching calls, wholesale sourcing support group, etc.), but you’ll also get FIVE special bonuses from me.
BONUS #1: Access to ALL of my digital ebooks and video courses for FREE! (Value = $2600)
JumpStart Amazon ($547)
Next Level Amazon ($597)
The Reseller’s Guide to Keepa ($157)
The Reseller’s Guide to a Year in FBA ($297)
The Reseller’s Guide to Replenishables ($137)
The Reseller’s Guide to Online Arbitrage ($197)
The Reseller’s Guide to Pricing ($127)
Married to Reselling ($27)
The Reseller’s Guide to Board Games ($87)
The Reseller’s Guide to Sales Rank ($17)
The Reseller’s Guide to Road Trip Arbitrage ($47)
The Reseller’s Guide to Selling Shoes ($157 – currently closed to the public)
How to Have a 6-Figure Q4 Masterclass ($137)
That’s $2600 in bonuses so far (yes, there are more coming). These are not made up prices for items I never sell… this is $2600 in real content that I regularly sell at full price all year long. You can get it all at no additional charge if you enroll in The Wholesale Formula via my link.
BONUS #2 – Exclusive access to the master class: How to Maximize Your Profits with The Wholesale Formula (Value = Priceless)
- How to turn the wisdom of The Wholesale Formula into actual results.
- What to expect in your first few months of buying from wholesalers.
- How to overcome your fears of securing new wholesale accounts.
- Strategies to succeed with wholesale while still doing RA, OA, or both!
- How you can outsource key parts of wholesale to free up more time.
- And so much more!
Again, this exclusive master class is only for those who purchase The Wholesale Formula via my link.
BONUS #3 – Exclusive TWF Wholesale Leads List (Value = $300)
How would you like personal access to a list of at least 150 pre-screened wholesale leads? This is a list that you (and nobody else) will get access to. All of these wholesale leads will pass the following criteria:
- Are from your choice of 10 best categories for wholesale opportunities
- The product has 60+ sales per month
- The selling price of the product is over $9.95
- Amazon is NOT a current seller
That’s right! These are at least 150 (and potentially over 200) leads that will all be in the same category of your choosing. Choose from the following categories for your personalized leads list (Automotive Parts & Accessories, Baby, Garden & Outdoor, Health & Household, Home & Kitchen, Grocery & Gourmet Foods, Office Products, Pets, Sports, or Toys & Games).
This bonus alone is worth $300, but you get it for FREE when you sign up for The Wholesale Formula course.
One of the missing ingredients to having success with wholesale scouting, sourcing, and selling is… CONFIDENCE. For those who lack the confidence, it’s easy to give up and convince yourself that you can’t achieve your wholesale success goals. A lack of confidence might cause certain brand owners to not let you sell their bran items on Amazon.
In this masterclass, I’ll show you how to gain confidence in your wholesale sourcing, confident conversations with brand owners, and how to make confident decisions on which and how many wholesale items to buy to sell on Amazon. This master class will set you apart from your competition by giving you the confidence you need to succeed faster than if you did it all on your own.
Again, this exclusive master class is only for those who purchase The Wholesale Formula via my link.
That’s over $3000 in FREE bonuses just for getting The Wholesale Formula through my link.
If you’re curious about what comes with The Wholesale Formula, you can click here to find out more. The package includes a full length wholesale video training course, replays of all the previous webinars, as well as access to a video vault filled with even more wholesale help. You’ll also get access to a secret TWF Coaching Support community (which allows students to interact with coaches via message boards and weekly live Q&As), coaching calls every other week, video modules on how to train a VA to do wholesale sourcing for you, and so much more.
Note: The Wholesale Formula course will only be open for enrollment for a few days. In faxt here’s how much time you have left to enroll:
Enroll in The Wholesale Formula today. With a 30 day money back guarantee, you have nothing to lose.