Are you finding that your sales on Amazon aren’t meeting expectations, or have suddenly dropped or stagnated? The most important thing is to sit down and try to figure out why. If you don’t know what the problem is, how can you fix it?
The best approach is to stay one or several steps ahead of an unfavorable sales trend, and there’s actually a lot you can do to prevent a downturn. Here we provide insight into some of the most important steps, so you can sell more on Amazon.
This article covers the following points:
- Keyword analysis
- Invest in new and better content
- Monitor your competitors
- Invest in more and better customer reviews
- Invest in external traffic
1) Keyword analysis
Most product searches on Amazon start when the user types in a search phrase, as on Google. To optimize your chances of ranking your products at the top, it’s important to conduct a keyword analysis so you know which relevant keywords to include in your product texts and invest in for visibility.
Don’t just look at which keywords have the most searches, but also how competitive they are. Depending on your situation, it might make sense to target a keyword with fewer searches if it’s easier to rank higher for it.
It’s also vital to perform keyword analyses regularly, because user search behavior and keyword competition are always changing.
Read more about Amazon SEO here.
2) Invest in new and better content
On Amazon, good, inviting product images and videos often persuade customers to buy. As mentioned above, quality text with the right keywords is important for getting users to notice your product. But most people don’t read the whole description before deciding. So, make sure you have enticing and relevant product images that can draw people to your page, inform them and convince them to choose your product over competitors.
This doesn’t only apply to your product pages. If you’ve registered your brand in Amazon Brand Registry and set up a Brand Store for your brand, it’s also important to present it at its best with great images and videos.
3) Monitor your competitors
A key step in sales has always been keeping an eye on your competitors. Amazon is no exception. Follow what your competitors are doing and note any new entrants. Pay attention to their pricing, but also how they present their products and highlight benefits compared to yours.
If you sell exactly the same product as other sellers on Amazon, this becomes even more crucial, because it’s about winning the coveted “buy box.” The seller who holds the buy box for a product gets their product page shown first to Amazon users. Who gets the buy box is decided by Amazon’s algorithm based on price, past sales, customer reviews, and more.
4) Invest in more and better customer reviews
As mentioned, reviews are extremely important for sales on Amazon. Many customers check reviews before buying. A lot of good reviews help your product rank better and be shown before competitors with fewer or lower reviews.
Maximize both the quantity and quality of your reviews. If you’ve just started selling, you might not have many reviews yet. But you can speed up the process by, for example, enrolling your products in Amazon’s Vine Program. If your products are approved, you can send them to testers who will deliver up to 30 customer reviews in a short time.
5) Invest in external traffic
To boost Amazon sales, you can also invest in campaigns outside Amazon (e.g. via Google Ads or your own website) to drive more visitors to your product pages. Increased Amazon sales are one of the factors that lift your product rankings compared to competitors, so investing in external traffic can pay off over time. It’s also important to get many positive customer reviews, and often the best potential is with customers who first visited your site before shopping on Amazon.
If you want help selling more on Amazon, feel free to email us at kontakt@wemarket.dk/no or call us at 70 44 42 88.
