There are now over 5 million sellers on Amazon. With so much competition, it may seem impossible sometimes to stand out from the crowd, attract customers, and increase sales. However, by knowing a few expert tips and tricks it is possible to greatly increase sales rates and exponential grow your revenue from Amazon.
1. SEO & Amazon’s A9 Algorithm
You are probably have heard about the importance of SEO when it comes to digital marketing in general. However, you may not be aware that SEO is also important for Amazon. In order to be successful in marketing your products and driving sales it is imperative to understand how Amazon’s ranking system works.
Like Google, Amazon ranks its product search results using an algorithm. In Amazon’s case this is the A9 algorithm. Also like Google, relevance to search query is one of the main factors the algorithm uses to rank search results, and it looks to keywords to do so. Unlike Google, sales conversions also play a major role. In fact, this is the number factor which Amazon looks at in ranking product listings: after all, Amazon is a business and so wants to promote listings which are likely to make money.
Effective keyword research, combined with improving sales conversions and building great reviews will help you to rank on Amazon, making an incredible difference when it comes to traffic, sales and revenue. If you need extra support, an can help you to maximise your SEO in order to drive more organic traffic to your listing and drive sales.
2. Know Your Selling Point
Every product should have a UPS (unique selling point). This is the thing which sets you apart from your competitors and encourages customers to buy your product rather than the hundreds or thousands of other options available.
For each of your products, take the time to identify its UPS and keep this in mind as you are developing your product listing and otherwise creating marketing materials: you should clearly and repeatedly refer to the UPS, and explain how this benefits your customers.
If you are struggling to identify your product’s UPS, a small test group could help you to do this. A test group can simply be a group of your friend and family who you ask to try the product and report back on how they found it. Ask them for the pros and cons of the product (which you can tweak in the final stages of product development) and what they think sets your product apart from others.
3. Know What Your Competitors Are Doing
Great starts with a thorough competitor analysis. Through studying your competitors and determining what is working well for them (and what isn’t), you can reverse engineer the most profitable keywords, sales copy, features and images to use on your own listing.
Even though it is a common practice in business to base business models on those which have worked well in the past, and adjust them to avoid models which have failed, this process is inexplicably overlooked by the majority of Amazon sellers. There is no reason to reinvent the wheel when there are profitable models to follow – and if you can combine the most successful strategies while eliminating any pitfalls, you will be sure to rise above all the competition.
4. Make Your Images Really Work For You
Most users will make a purchase without reading the entire listing. Rather, they decide based on the product listing title, the price and the images. Use high quality, engaging images which present your product as well as possible. Products photograph best on a white background and most product benefit from having an item in the photo to represent scale.
You can really make your images work for you by including text, labels or graphics which explain the product details and benefits. Custom graphics which demonstrate the products benefits are also a great way to improve conversions and make more sales.
5. Be As Detailed As Possible
It may surprise just how much people love detail. When creating your product listing, include all the products features in your product description (the bullet points of the listing). Really, ALL of them. In as much detail as possible: this means dimensions, specifications, accessories, the materials which your product is made of, really everything.
Even better, don’t just describe the details, but explain why they are important. Effective sales copy is that which spells out the benefits for the customer. For example, if you are selling hiking boots, rather than simply including “Bellows tongue” as a feature, it is better to say “Bellows tongue to keep debris out and your feet clean and dry”.
6. Be Mobile Friendly
that users are more likely to browse Amazon listings on mobile devices than on desktop computers, so being mobile-friendly can make or break your success as an Amazon seller. Fortunately, Amazon’s platform is already optimised for mobile, but individual product listing can vary in terms of presentation on mobile devices.
Once you are ready to launch your product, preview your listing on both mobile and desktop to check how it looks. How do your images come across on a mobile device? How much text is visible before users need to scroll down? Does it capture the user’s attention instantly?