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Aug 21, 2026
Many sellers on e-commerce platforms tend to think about choosing products with low competition, few reviews, and light weight to reduce shipping costs. However, even if a product meets these criteria initially, no one can guarantee the market or related factors won’t change after ordering and holding inventory for 1 to 2 months.
The product market is constantly changing. Trend-based products can lose value quickly within just a few weeks. Seasonal products can become irrelevant when the season shifts, for example moving from summer to fall. Additionally, products with a short life cycle can easily become outdated within just 1-2 months. Even a product rated 5 stars on market-analysis platforms like Viral Launch can drop to 1 star or a significantly lower score in a short time.
Instead of focusing solely on the product, you need to clearly identify the customer segment you want to serve, then deliver them the most relevant, highest value. No matter how hot a product is, there will come a point when it becomes outdated or boring. The world keeps changing and human needs keep shifting, so you can’t expect to make sustainable money from a single product that doesn’t adapt.
Typical examples of the downfall of major corporations like Nokia, Yahoo, Kodak, or Blackberry all stemmed from failing to quickly adapt to changing customer needs. Only by focusing on the customer can a business survive and grow over the long term.
Before choosing a product, identify and describe in detail the profile of your target customer. This includes information like who they are, their name, where they live, occupation, family status, mode of transportation, children, and other details that build out a typical customer “Avatar.” This helps you build a clear picture of your potential customer.
Then, create a mindmap listing all the problems and difficulties your customer faces. For each problem, you can find a suitable product to solve it. The more urgent and difficult the problem, the higher the potential to create value and profit.
Building a consistent customer group makes it easier to find product supply sources and reduces costs from changing supply sources or suppliers. For example, if you choose male customers aged 18-40 as your target, you can identify issues related to health, appearance, body odor, stress, workout routines, and the need for suitable accessories or fashion.
Having a detailed mindmap lets you thoroughly explore the problems your customers face, prioritize them, and develop effective products to solve those needs. This strategy reduces scattered effort and focuses marketing resources on one specific customer group, improving effectiveness and building long-term trust.
A customer-focused strategy requires persistence and continuous experience. At first, you may not succeed right away with your very first products, but over time, as you come to understand your customers’ needs and characteristics, you’ll find it easier to build and grow your business effectively. Choosing products based on solving customers’ real needs helps you build a solid foundation on your online business journey.
