Good advice for practical operation: 14 basic methods to increase Amazon sales

Whether you are new seller or experienced seller, you may have invested much time and energy in trying to increase Amazon sales. This paper will introduce some basic methods for sales increase, hoping that it will help the seller improve the sales strategy on Amazon and stand out in the competition.

 

  1. 1.Frequently check the UPC code

When publishing listings of new products on Amazon, it is able to choose to input product barcode or UPC code, so that Amazon can visit all information of the product automatically. But manufacturer may not change the UPC code even if the product has been changed or renewed, so the seller must be careful enough. That is, the seller should always be sure that the product details automatically screened by Amazon are accurate, or the seller may be in trouble.

  1. 2.Make the product price competitive

Many E-commerce consumers want to find cheap goods in Amazon. They may walk into a shop and view the product on Amazon. If your price is very competitive, the seller will purchase your product on Amazon directly. So, it is suggested that the seller should check the price of competitors and reset the price.

 

  1. 3.Use high-quality picture

Picture is an important part consisting the purchase experience of consumers. Since when they are online, they can not feel and experience the product by themselves and can only get intuitive feelings of the product according to pictures. So if the picture is vague, out of shape or with clutter background, it will influence the buyers in making decision to buy goods. At the same time, the seller should make sure that the picture can truly present the products.

They seller can try to take photo of the products from multiple angle to show the use details of the product and try to use white background, delete clutters and insignificant things in the pictures. More and more consumers are visual creatures; therefore, the sellers should attract them with excellent pictures different from others.

 

  1. 4.Try to win “Buy Box”

Winning Buy Box can increase Amazon sales and seller can improve the rate to win Buy Box through following methods:

  • Provide lower, competitive price
  • Keep good stock level
  • Deliver goods by Amazon FBA
  • Keep higher seller rating
  • Win praise and favorable comments from many consumers
  • Create unique package product, namely bind 3 or more products together for sale, such as perfume package etc.

  1. 5.Off-site sharing

Amazon does not allow the seller to share the traffic to his own website, but allows the seller to share the traffic of other websites with Amazon. The seller may consider to use Facebook, Pinterest and Instagram and other social platforms for sharing.

To improve the listing flow of the product, the seller may present discount coupon.

 

  1. 6.Use Amazon marketing service

The advantage of Amazon marketing service lies in:

  • The advertisements are highly targeted and visible
  • The seller pay according to click, not according to exposure rate
  • The seller can get the data of advertisement series
  • The seller can optimize advertisement series according to the feedback

 

  1. 7.Optimize SEO using keywords

The most important method to improve the product visibility is to use keywords. When filling in keywords in Amazon, the seller should start from the following most basic information:

  • Brand
  • Product description
  • Product series
  • Texture
  • Color
  • Size
  • Quantity

Besides, it is strongly recommended that the seller use the automatic keywords filling function of Amazon and collect long keywords popular on Amazon. This tool may give a score according to keywords and seller can select the keywords with highest score to put them into the keywords planner of Google to check the search volume of the keywords.

 

  1. 8.Use Amazon professional seller plan

Advantage of using Amazon professional seller plan lies in:

Can create listing for non existing products on Amazon and can also sell products in package;

Only professional seller can apply for sale of restricted classifications on Amazon, such as clothes and jewelry;

Amazon provide feedback tools for professional sellers, such as stock report and spreadsheet;

Sales promotion and gift service are only provided for professional sellers;

Only professional sellers can participate in Buy Box competition;

Interestingly, according to statistics, 78% of sales on Amazon comes from Buy Box.

  1. 9.Improve the average sale price of your product

Improving the average sale price of the product can help seller improve profit rate and reduce sales cost. The seller should remember that, whatever categories to sell, the higher your average sale price, the more profits you get. On amazon, good ASP is about 35 dollars. With higher average sale price of the product, the seller get higher profits and the proportion of sale cost is reduced correspondingly:

 

Amazon will charge 5.42 dollars for bracelet selling for 15 dollars, accounting for 36.2% of the sale price.

Amazon will charge 23.35 dollars for blender selling for 144 dollars, accounting for 16.2% of the sale price.

 

  1. 10.Deliver goods by FBA

Advantage of delivering goods using FBA

  • All FBA products meet the Prime delivery qualification
  • Provide two-day product delivery service
  • Amazon is responsible for all logistics and distribution of all products

  1. 11.Customer service is of vital importance

There are many sellers selling the same products on Amazon and if the seller wants to stand out, he can achieve this by providing excellent customer service. It will help seller:

  • Improve percent conversion
  • Retain consumers
  • Good customer service practice includes:
  • Fast answer questions of consumers
  • Calmly and professionally solve the disputes
  • Friendly deal with the order return
Notes: When using FBA for good delivery, Amazon may deal with all sales return and customer services issues which is an advantage for sellers busy with operation and business development.

 

  1. 12.Encourage customer reviews

Favorable review is the key for sellers to optimize search engine and win Buy Box. To receive good reviews, it is recommended to contact with consumer during the whole purchase process and make sure that they are satisfied with the product. If the product fails to satisfy the customer, the problems should be solved in time.

  1. 13.Pay attention to stock level

If the seller can keep high stock level, the product shall get higher ranking and visibility on Amazon. If you sell products in multiple channels, you may consider using e-commerce inventory management service.

 

  1. 14.To be an expert and create your own brand

Amazon is striving to create its own advantages and become brand expert. At the same time, the sellers can also create brands to improve the brand awareness of consumers and self identification.

In-depth analysis: How to carry out Amazon SEO?

Image result for amazon seo

How to carry out Amazon SEO? Essentially, you need to optimize three contents: relevance and conversion rate, buyer satisfaction and retention rate, which mainly involves the following points:

I.Product listing optimization

1.Title optimization (core of the optimization)

It is the core of the title listing optimization and will directly affect the performance of your product in search results.

According to Amazon guidelines, the title should contain the following elements:

  • Brand
  • Product line
  • Material/ key features
  • Product type
  • Color
  • Size
  • Package/quantity

Key points of optimization: It is critical to arrange these elements reasonably while using additional keywords in the title. The order of keywords and the choice of keywords can significantly affect product sales and rankings.

The order of the keywords: In Amazon’s natural search results for the same product, the titles displayed in the right ad column and the three places on the mobile terminals are different, because the length of the titles in these positions are different. Length of the title in natural result is usually 115-144 characters, while about 30-33 characters in right ad column and 55-63 characters in the mobile terminals.

So the conclusion is that, the title must contain the most relevant keyword in the first place. This can be done by first making a list of the most important keywords and then placing them in front of each character node of the different titles. You can use some keyword tools to find the keywords. At the same time, you can learn from your competitors, it’s a great help to the optimization if you can check their data and see what they’re doing.

Can I place the brand name in the title?

This depends on the brand awareness of the product. It is recommended to do several tests to see how it works.

Note: Do not stack keywords in the title. This method used to work, but it has now failed. The best approach is to perform keyword operations in search terms.

 

2. Bullet ports optimization:

Bullet points do not directly affect the ranking of search results, but they do affect the results in terms of conversion rate and product relevance.

The main function of listing bullets is to showcase the features and benefits of the product.

The optimization point is that the keywords used in the title should be mentioned again in the bullet point. You should also use the keyword tool to extract some similar keywords and use them to enrich your description. At the same time, if you can mention the products that your product is compatible with in the bullet points, it will also be helpful for search rankings. Most sellers will mention Warranty terms in the bullet points. The best practice is to test several more versions and combinations to see which works best in term of conversion.

Product Description: Tell a good story

Product descriptions don’t directly influence rankings, but a good product description will have positive impacts on conversions. Key points of optimization: add some valuable keywords you want to include in the product description, and at the end include CTA (call to action), such as “buy now” to increase conversion rate.

Note: Ordinary seller may not be very good at writing good product descriptions. So, it is recommended that you turn it over to a professional writer.

Commonly used tools: keyword collection tool, word2cleanhtml, which converts word directly into HTML format for easy pasting to the background.

Search Terms Optimization in the background:

Most people used to stack keywords on the title, which led to poor user experience. But later, Amazon added a search terms feature that put these ugly keywords in the background, however, this caused a new problem: you can’t see how competitors placed keywords.

Optimization method for this part: use keyword tools, or manually to collect keywords from competitors, however, some tools can even collect search terms of the competitors, and then add these keywords or search terms to your listing.

Note: Do not use commas to separate these keywords. Do not repeat the keywords in the listing. It is no need to repeat the words used in the search terms in other places.

II.Optimization of Product Conversion Rate

1.Sales is the king

Among all the optimizations, the one that has the largest impact on ranking is product sales. If the sales of your listing product is larger than that of your competitors, your ranking will be directly higher than him. So simple and direct! The usual practice is to attract in-station or out-station traffic to your listing. In-station streaming includes PPC, out-station streaming includes Facebook, Google advertising, and of course there are many other ways

2.Product Review

If a product sells well but has no reviews, its ranking will slowly decline and it will slowly withdraw from the homepage. However, once new reviews are added, the ranking of the product will immediately rise.

The trigger for customers to buy products is product review, which plays an important role in sales transformation.

It is safer to try your best to serve customers when they purchase products. Understand the customer’s experience through following up by email, and ask for a review or comments when the customer gives a good feedback.

Another way is to find someone to leave a comment.

How to find people to leave reviews? Generally take the initiative to find reviewer in Facebook, BBS and review websites, currently there are many tools, there are also a lot of enthusiastic sellers to share tutorials, and help you quickly solve these problems.

III. Other optimizations

1. Join FBA

Using FBA can improve the user experience and bring more traffic and orders.

2.Picture optimization

The high-quality picture can clearly show the product’s characteristics to the user, which can greatly improve the conversion rate of the product. If you can’t do the job yourself, outsourcing is recommended.

In a word, Amazon SEO is a continuous and patient work. Once you select the products correctly and finish all necessary works. I believe you will be able to create a best seller.

How to find Amazon buyers and conduct remarketing by using Facebook?

Today we’d like to share Retargeting, a brand new way for off-site promotion in 2019, with you! We need to point out that off-site promotion does not mean that outside Amazon only. However, these methods can be applied to the off-site promotions of nearly all B2C and B2B platforms!

 

Why is Retargeting so important for off-site promotions?

 

The function of Retargeting is that when any customer views your listing page or puts any product into his or her shopping cart without buying it immediately, relevant advertisements will lock in the customer via its browsing history, Cookies, and continuously display relevant products in other pages viewed by the customer to increase his or her probability of placing an order.

 

Currently, there are two largest Retargeting platforms: Facebook and Google. However, it seems that other large-scale platforms, such as Amazon, eBay, and Wish, are trying their best to avoid Retargeting. We cannot be sure whether they worry that a private transaction will be made as a result of frequent contacts between a potential buyer and relevant seller.

In fact, we think that two criteria for the operation conversion rate of independent websites are of great importance, which are:

1.Products need to be unique and personalized so that customers cannot find similar ones from other places (Nowadays Amazon asks sellers to perform R & D).

2.Retargeting is an emphasis for placing orders. In North America, the buyers who place orders via independent websites grow at the rate of nearly 40% annually. Their average probability of placing orders at the sight of listing pages is as low as 0.1%, but that is as high as 30% after activating Retargeting function.

 

Important impacts of Retargeting on platform sellers:

 

The largest disadvantage of platform-bases sales is that one’s customers cannot be accumulated. As a result, we think that sellers can achieve four goals by using Retargeting and off-site promotion.

1.Sending product coupons and promotion information of new products

2.Attracting customers to place orders at one’s listing page on Amazon

3.Achieving the email and contacts of any buyer

4.Reminding buyers to write reviews

 

Solving the technical problems of Retargeting for Amazon buyers

 

Any seller who knows Retargeting should be aware that the precondition of performing Retargeting is inserting the tracking code of Facebook or Google into relevant pages. It’s open and easy to do so at Shopify, but it’s quite difficult to do so for Amazon because you have no way to insert such code into Amazon listing pages.

 

However, the problem can be easily solved by using the customer matching function provided by Facebook. The operation is as follows:

Step 1: You can export customers’ information from Amazon background, including family name, given name, city, state/province, country, and phone number or Email if possible;

Step 2: Upload relevant information to the user-defined customer in Business Facebook;

Step 3: Enter Facebook Business Manager and upload the above customer information; by using the customer matching function provided by Facebook, you can make Facebook find relevant buyers automatically and find all similar customers from target markets by using Facebook customer profile.

 

We believe that accurate customer base can be found by using the above method. And you can obtain unexpected gains with very low budgets by using their profiles to match more similar customers!