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When you're approaching advertising, a lot of people will say, "Oh, you know, this match type," or, "What's match type's the best? Which campaign's the best?" Or, "How do I approach budget?" I think it's really important to understand, like I said, the tactics and the match types, the campaign structures, all of that enough so you can understand what it looks like from a shopper perspective. Elizabeth Green, tell us what you do in this crazy world of e-commerce.
- We run Amazon advertising, specifically PPC for sellers. - That didn't sound as interesting as real life. - No, no. It's short, succinct. - Elizabeth is a PPC genius that takes over social media and teaches everybody how to run their ads. That's what you should have said. - See, I have to get somebody else to say that for me. If I say it, I sound like a pretentious person, which I try not to be. - All right, so where do you see Amazon sellers having the biggest struggle in their businesses in the next 12 months?
Margins. Margins, by far. Specifically where?
From all sides. That's really what we're seeing. So advertising is getting more expensive because there's more competition. It's also getting more expensive because there's less organic placement, which just means that ad sales are filling that up. So I definitely see it from that aspect. They're getting squeezed with the advertising spend. And unfortunately, a lot of people talk about it being a pay-to-play thing. It is. I mean, you can get, if you have better conversion rates, you can get away with less advertising.
But focusing on conversion rate optimization, that also can cost money and expenses. And then things like cost of goods, shipments, I think they're coming down shipment costs a little bit, but that was really big for a time. And then with Amazon changing their fees and the inventory structure and inventory fees, that's another place. So it's like everywhere you look, it's very nickel and dimed.
I don't know, like a year ago, I would get the question of, you know, like, where do you see this? Or is everybody getting squeezed? I'm like, look, everyone should be intentionally running their business and looking at their P&Ls. But honestly, it's kind of terrifying sometimes talking to sellers. I'm like, how have you gone this long and you don't really have solid bookkeeping? Like,
We, as an agency, try to have solid bookkeeping. I mean, any business whatsoever, you should know what's coming in and you should know what's going out. And because people could just kind of get away with it and like, ah, you know, there's money in the bank account at the end of the month. So I guess I'm good. But there's no like rainy day planning or like, am I losing money on selling this product? Yep.
You should know that. And so because I think in a lot of ways we got spoiled with everything just being so good and margins were so great that you could run it a little bit fast and loose and be fine. Where these days, because everything is getting a little bit more squeezed, it's harder and harder to run it fast and loose. And if you do for too long, then suddenly you're faced with a month of
You might end up going out of business if you're not, again, running it like a business. So you started running PPC for people three, four years ago? It's been five or six. Five or six. It doesn't feel like that long. If you could jump in a time machine and go back to then, what would you tell yourself then that you know now?
You know, you know, it's funny. I get this question a lot of like new up and coming advertisers and they're like, hey, you know, what's the one skill that I can learn? What's the one tactic? What's, you know, like, give me the hack. Right. I would say regardless of industry, but especially pertinent to us being an agency, regardless of really understanding how to run ads, the biggest skill set you can learn is actually communication. As much as that seems like a left field thing.
So become an expert at communicating and then figure out what you're going to communicate. Like the skill, the actual tactical skill can come later. Be a really good communicator, explainer, people person, EQ, and then tactics later. Yeah, so I would say you definitely need the tactics. You need to understand the ecosystem.
I would say when you're approaching advertising, a lot of people will say like, oh, you know, this match type or, you know, what's match types the best? What's the campaigns the best? Or, you know, how do I approach budget? I think it's really important to understand, like I said, the tactics and the match types, the campaign structures, all of that enough so you can understand what it looks like from a shopper perspective. Makes sense. If you weren't doing Amazon PPC, what would you be doing?
Probably supporting my husband in his real estate ventures. I know that's left field. Not too left field. That's not what I expected. I guess that means left field, right? Maybe. Can you give one example of how the e-commerce community specifically has helped you in your business? Oh my goodness. So much. So much. I would not...
be where I am today without people generously putting out content for free, like yourself, information to help other people in their businesses. Because I think that's how we all get started. Like, oh, we hear this word on Amazon. Oh, let's go to YouTube. Let's, you know, figure some stuff out. There is so much generosity in this community of openly sharing information.
Just for the point of being helpful. I was talking with someone the other day and again I have no contacts outside of the Amazon sphere, but he was talking and they also do you know Google and Facebook and other ones he's like you don't understand how Open the Amazon community is and if you if this is the only again like me if this is the only community you're like Oh, yeah, everybody's like this. Everybody just shares like, you know, you asked me like hey, what's the best ranking campaign strategy? I will tell you happily
And there's other industries where they'll find out something and they're like, oh, I can't tell anyone because I feel like I'm gonna lose. And I would just say this community is so generous with the information and the sharing and the health of it. I mean, you're not gonna probably share your exact product, but everything up until that, it's almost like it's free game, which I think is amazing. - So speaking of products, you've represented a lot of brands, a lot of products and sales.
what's the most ludicrous, ridiculous, embarrassing, or dumb product you've ever ran campaigns for? And you're immediately somewhat off the hook because you can't run PPC for sex toys. Yeah, that's true. That's already disqualified, so you're lucky. We have some weird gag gift products. Really? Yes. Those are kind of funky. I wish you could tell me the exact ones. I know you can't. I'm already thinking of some that are pretty good. Yeah, I think of ludicrous ones that may potentially in some way or another sometimes get flagged as adult.
They're not legit adult products, but they somehow get flagged on occasion. What was the most exciting moment in your entrepreneurial journey? I would say it's probably...
more personal as it I may seem like I'm sophisticated I live in the woods she's a hillbilly yeah we live we live in a hundred acres in Florida and that had been a dream for a long time before we even started the agency is to be able to purchase a large piece of property and have the family come live it and our business has afforded us that so it's a highly personal thing
So like the moment that you could achieve that. When we could achieve that. And now, you know, we live...
on an acreage, my in-laws have built a house on it and they're like the family and the grandkids in the community that we've been able to build around us where we are, which I think is why I can work so long hours and I can work so hard because my life is, it's very fluid. I go from sitting on the computer to going outside and interacting with the kids to back on the computer. And I just like, I'm really happy with where we are and
So that's awesome. Probably most important question, is a hot dog a sandwich? Gut instinct says no. Justify that.
See, I don't think I can. I'm like, that feels wrong. And yet I can understand the argument for being right. All right. We'll stick with that. You don't know. Tell everybody where they can find you online. Best place. So if you want to look us up, jungler.com, J-U-N-G-L-R.com. However, I put up the most content on LinkedIn by far. Got it. Elizabeth Green on LinkedIn. Yes. Check her out. All right. Thanks, Moots. Thanks.
