Knowing how to sell on Amazon is one thing, but knowing how to increase Amazon sales is another.
No matter how your Amazon sales are doing, they can always be better. So we compiled a list of the top tips experts recommend to increase your Amazon sales in 2022. Apply the tips below to your Amazon sales strategy and see for yourself what difference they can make.
1. Implement the best SEO keywords
It takes more than just the right products at the right price to make Amazon sales. Sellers also need visibility and traffic for their pages—otherwise, shoppers won’t know how great their deals are.
Before focusing on new marketing and PPC campaigns (which we talk about below), you first need to identify the best SEO keywords for each of your products. SEO keywords are necessary for getting your products into the right search queries, and directly impact how well your marketing campaigns perform.
To find the best SEO keywords, you can use a paid SEO tool to discover what your target shoppers are searching for. Otherwise, you can troubleshoot likely keywords yourself directly into Amazon’s search bar and see what appears in the results.
Just remember that choosing the best SEO keywords isn’t only about popularity, but also about competition. You want to find a good middle ground between high-volume searches and low-volume competitors.
2. Use top-quality product photography
A lot of sellers hire professionals for their Amazon product photography. That’s because the quality of your product photos directly affects sales, judging by these statistics from Efelle Creative:
- 75% of shoppers base purchasing decisions on the product photography.
- 22% of returns occur because the delivered product looks different than the online photos.
- Excellent product photos are 40% more likely to be shared online.
To increase Amazon sales in 2022, you need high-quality product photography. If you don’t want to hire a professional, you can still take high-quality pictures at home if you have a professional-grade camera, lighting, and know how to make a white box background—but those all cost money, too, so why not just invest in expert photography services instead?
3. Improve PPC campaigns
While investing in offline marketing is a good idea, don’t neglect your advertising within Amazon itself. Amazon PPC campaigns are still one of the best ways to drive traffic to your product pages and increase Amazon sales.
The success of your PPC campaigns depends largely on the SEO keywords you’re targeting, as we mentioned above. You want to build your campaigns around keywords with low competition and low bidding to stretch your ad spend to its limit.
Amazon PPC campaigns are also a great way to jumpstart new product launches. Because Amazon factors a product’s sales success in its search algorithms, giving a new product a marketing boost from the start increases its visibility going forward.
4. Research better products
At a basic level, the products you choose to sell can determine your Amazon success before you even launch. Rather than just jumping in with a new product, it’s better to perform product research to find the best goods for you to sell.
Performing product research involves both looking at sales trends and getting to know your target shoppers. You also have to factor in sourcing costs and market prices to see if you can justify a profitable markup.
5. Curb negative reviews
Amazon’s search algorithms reward sellers with great reviews and penalize sellers with poor reviews. If you want a product page to appear in more search results and recommendations, make sure the reviews all lean in your favor.
Managing negative reviews often means excellent customer service and working with customers who gave you a bad review. If you’re registered at the Amazon Brand Registry, you’re allowed to open a dialogue with reviewers by sending a templated email. If not, your best bet is to bury negative reviews by eliciting a greater number of positive reviews.
6. Add a product video
Product photography has its limitations; a photo can only show the product from one static angle. Video, on the other hand, can show the product in motion, which brings a whole array of benefits:
- showing the product from multiple angles
- showing how the product is used to answer shopper questions
- showing particular features of the product that still photos cannot
The more the shopper sees the product in action, the more likely they are to purchase. Product videos can also dissuade returns—if the shopper sees how it works before they buy, they’re less likely to be disappointed when the delivery arrives.
7. Optimize product titles and description
The two most important areas of the product page for SEO are the product title and the descriptive text. Once you’ve researched the best keywords for a specific product, be sure to include those keywords in both of these areas.
Try to put the keywords right at the start of your product title to maximize their effect. Just be careful not to overload your title with too many keywords—use only the essentials for the title and save the secondary keywords for your product description paragraphs.
8. Leverage A+ content
In the past, A+ content was known as Enhanced Brand Content (EBC). While the name has changed, most of the benefits still remain: sellers can use a wider array of content options to promote their products that normal sellers can. These include image carousels, unique page layouts, comparison charts, and links to other products.
To enable A+ content, you first must register at the Amazon Brand Registry. Once you’re accepted, you’ll have access to new features and options that other sellers don’t, giving you an edge over your competition.
9. Hone in on a specific niche
Our last tip applies to all ecommerce, not just Amazon. Online selling is a highly competitive industry, so the more you hone in on a specific niche or audience, the easier it is to carve a foothold.
Build your brand around a particular group of customers, ideally one that is under-served. By specializing in a single group, you essentially circumvent competition by narrowing down your focus. With plenty of big brands targeting general goods, smaller brands can still find success by appealing to groups with unaddressed demands.
It’s always best to choose a niche that you personally understand or belong to—that way, you’ll know the group’s preferences and pain points by heart. Try making a list of your shopping interests and do some research online; find out which ones don’t get a lot of attention when it comes to e-commerce.
Selling on Amazon involves a lot of moving parts: choosing products, optimizing prices, managing marketing campaigns, budgeting advertising, creating content, researching SEO, and much more. For new or inexperienced sellers, learning the ropes can be quite frustrating. One thing that was not mentioned but could help is to also attend some of the Amazon seller conferences available.
If you’re feeling overwhelmed, don’t be afraid to work with professionals who already know their way around the inner workings of Amazon. At AMZ One Step, we offer a host of Amazon seller services, from Amazon product photography to PPC campaign management to listing optimization. Schedule your free consultation now to see how we can help you.
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