With 200 million Prime members and 1.6 million packages shipped each day, Amazon is a platform that, if used correctly, can transform your business from “beginner” to “booming” in a short time. However, the sheer amount of competition on the platform can make it difficult to earn sales when you’re just starting.
So get over the Amazon hump with these 12 tactics proven to increase your sales:
Tactic 1: Know Your Keywords
The first step to boosting your sales on Amazon involves knowing your keywords. Your keywords act as your entire foundation on the platform, and as a result, it’s essential that you’re using the right ones.
Perform keyword research to figure out what people are searching for and how many people are searching for it. While you should definitely prioritize high-volume search terms, it’s equally as important to prioritize relevant search terms as well.
Based on the information you gather from your keyword research, you can move on to the next tactic.
Tactic 2: Optimize Your Descriptions
Now that you have a better idea of what your potential customers are searching for, you can better tailor your products to meet these searches by optimizing your product descriptions. Make sure that your descriptions contain the keywords that you previously identified.
Next, make sure that your product descriptions are informative and properly formatted by using things like bullet points. Use these bullet points to show off the features of your product and how customers can benefit from purchasing it.
Tactic 3: Enhance Your Images
Once you’ve handled the copy, it’s time to shift your focus to your images. Images are perhaps the best way to show off your products on Amazon since customers can’t physically see any items before buying them.
As a result, you really need to prioritize high-quality and detailed images for all of your product listings. Instead of taking photos yourself on your iPhone, you may want to consider working with a professional photographer who can properly stage your products and take high-quality images that customers will respond to.
Tactic 4: Distinguish Yourself From the Competition
Copy and images alone aren’t enough to distinguish yourself from the competition on Amazon. Amazon is such a popular platform due to the sheer number of options. However, these options can quickly become overwhelming and even confusing for consumers if they’re getting pages and pages of products that all look the same.
The best way to do this is actually in your copy and images. Be sure to address your customers’ pain points and demonstrate how your product addresses them. Additionally, be sure to address your competition and highlight how your product solves their problems better than anyone else’s.
Tactic 5: Obtain Social Proof
Even if you have mastered your copy and taken beautiful photographs for your Amazon listings, users aren’t likely to purchase without first looking for social proof. Social proof gives customers the confidence they need to go ahead and make a purchase.
There are several different ways that you can obtain social proof on Amazon. A good place to start is with the “Request a Review” button on your Seller Central’s Order Reports section.
Clicking this button prompts Amazon to send an email to the customer asking for a review. However, this button can only be utilized once per order to avoid spamming customers asking for a review.
Since you can only utilize the “Request a Review” button once and there’s no way to personalize the message, you might want to take a more personalized approach with product inserts. Simply include a physical card inside the packaging that asks for product feedback.
Tactic 6: Engage With Your Customers
While product inserts are a great way to engage with your customers and obtain more social proof, there are other ways that you can build a more meaningful connection with your customers that goes beyond the platform itself.
A great place to engage with your customers is actually within the reviews themselves. As a general rule of thumb, you should always respond to customer reviews — both good and bad.
A simple “thank you” should do the trick for good reviews. For bad reviews, offer an apology and a solution to their complaint.
Tactic 7: Work With Influencers
A unique way to obtain social proof and boost your sales on Amazon is to partner with social media influencers. Influencers have an established following on social media and are willing to partner with brands and promote products to their followers.
When working with influencers, it’s important to remember that those with the largest following might not be the best option. Instead, you need to focus on finding an influencer that makes sense for your brand image and brand voice.
In fact, micro-influencers can still be extremely effective partners and promoters for your brand since they tend to have a more intimate relationship with their smaller following.
Tactic 8: Automate Your Pricing
To stay competitive on Amazon, you may want to consider automating your pricing so you don’t get undercut by your competitors. For example, you could use a price watch tool that notifies you of any changes in your competitors’ pricing so that you can adjust yours accordingly.
However, for a faster and more convenient approach, you may want to consider using an automated repricing tool that automatically adjusts your prices based on any changes that your competitors make so that you’ll never lose a sale due to price.
Tactic 9: Promote Your Products
While you can promote your products outside Amazon with influencers, you can also promote your products within the Amazon platform. Amazon offers a whole host of different product promotion formats based on your budget and your selling goals. Just keep in mind that pricing for promotional spots is competitive, so be prepared to outbid your competitors for the top spots.
Tactic 10: Go International
If you’re limiting yourself to just one country on Amazon, then you could boost your sales by going international and taking full advantage of the breadth of the platform. Start by making your products available for international shipping. You may also consider registering on the different Amazon domains for different countries.
Tactic 11: Utilize FBA
It can be hard to manage the growth of your Amazon orders on your own, which is where Fulfillment by Amazon (FBA) can be a huge help. With this option, you’re no longer limited to the orders that you can physically pack and ship yourself. Instead, Amazon does most of the hard work for you in exchange for a small fee.
Tactic 12: Enlist Outside Help
Again, it can be difficult to manage your entire Amazon operation on your own, which is why you may want to consider enlisting outside help. For example, you could work with marketing experts who can help you make the most out of organic and inorganic marketing.
If you’re looking for the best Amazon marketing expert, look no further than Greg Gillman. Greg Gillman specializes in omnichannel marketing strategies for direct-to-consumer brands like yours. He has worked with countless big and small brands to help generate $4 billion in revenue.
Reach out today to see how he can help you increase your sales on Amazon and beyond.