5 Keys to Selling More on Amazon

Amazon in 2019 is a competitive monster. With tons of sellers in every category, selling on Amazon is not as easy as it used to be.

And yet, more money is being spent on Amazon than ever before. In 2018, Amazon's U.S. marketplace generated more than $175 billion in sales, up more than 35% from the previous year.

Skeptics say Amazon is dead, but the 1.2 million sellers who joined Amazon in 2018 show otherwise. It's not as easy to sell as it used to be. You need to be smarter about how you sell.

Read on to learn five keys to increasing your sales on Amazon.

In order to hope to outperform and outperform your competition, you need everything on your list to be set up and running flawlessly.

If your Amazon copy, SEO, images, or PPC ads are not optimized, you are wasting money.

To get more sales on Amazon, the first thing you should do is make your products more visible in Amazon search results.

More than half of all online product searches come from Amazon. Additionally, nearly 90% of product views come from Amazon's search engine.

You can trust that if someone wants to buy something online, they'll look at Amazon first. In order to sell through these searches, you need to be one of the top results.

If your listing is several pages deep in the search rankings, no one will see it. According to data released by Amazon, 70% of customers never click on the first page of search results. 35% of shoppers click on the first result, and 64% click through to the first three options.

If you want to hide something, put it on page 10 of Amazon's search results.

In order for your product listings to rank high in Amazon search results, you first need to understand the ranking algorithm.

Amazon's search function determines which listings show up at number one and which ones get buried.

It needs to consider two factors:

- Performance

- Association

When someone conducts a search, Amazon wants products with a history of bestsellers to appear. So your sales performance and history of having a lot of sales (and converting views into sales) is an important factor.

Another factor is how relevant you are to what your customers are searching for.

So how do you optimize for this? Keywords, keywords, keywords.

Your listing needs to show relevance to your customers' search terms, and you can do this by including these terms in your listing.

In order of importance, place keywords in:

- Your product title

- Backend search terms

- Points

- Product Description

To find the best keywords to target, use a tool like Sellics or MerchantWords to find keywords that are searched for more.

Just make sure the keywords you're targeting are relevant to what you're selling. You can optimize your keywords for terms with huge search volumes, but if no one buys your product through those searches, you will do poorly.

One of the easiest goals to achieve when advertising on Amazon is PPC advertising (or Amazon Sponsored Products Ads). Chances are your target customers are already on Amazon. All you need is a way to get them to use your product instead of your competitors.

But now that more and more people are running PPC ads, the competition has become fiercer. That's why your marketing campaigns must be optimized.

If you're manually working on your campaigns, it's important to always check which keywords are getting you the most sales at the lowest cost. As well as identifying which terms won't lead to sales and excluding those terms.

Today, you can also target specific ASINs with Sponsored Product Ads. It's also important to explore this option, which could lead to an increase in your sales while a competitor's sales decrease.

All in all, you should always test and tweak your marketing campaigns to maximize results and minimize costs.

When you're busy optimizing, don't overlook one important thing. You also need to optimize for your customers.

It can be great that the Amazon algorithm loves your listing and ranks it above all of your keywords. But real people need to make the decision to click and buy your product.

If your listing is a cluttered mess of keywords, or your images aren't clear, no one will buy.

Additionally, Amazon is increasingly focusing on customer experience. Amazon wants people to enjoy shopping on their website. That’s why they take tough action against fake or manipulated reviews and anything that causes the public to lose trust in Amazon.

If customers are regularly giving you negative feedback, or if you fail to meet customer expectations, you could be in trouble with Amazon.

Not to mention, it won't do your customers' perception of your brand any favors.

Making customer satisfaction a priority can make people feel good about buying your product, leading to more reviews, better reviews, and more sales in the long run. Don't underestimate the impact of customer service.

Unless you've found a completely untapped niche, you're likely going up against competitors with a long history of sales.

So why should someone buy your product over others?

You have to differentiate your customers.

A great way to do this is to read product reviews. Reviews are an excellent source of information. They're actually a customer telling you what they like and don't like about the product.

Before launching a product, read the reviews of other products in the category. If you uncover common complaints, your product has a big differentiator.

Likewise, price and quality can also be a point of difference. By finding more reliable and less expensive suppliers, you can provide higher quality and less expensive products.

A quality China sourcing agent can make a huge difference to your bottom line and allow you to offer your products at prices your competitors can't match.

But if you want to stay ahead of other sellers, you should also work on getting traffic outside of Amazon.

External traffic is a gold mine for several reasons.

First, you have the opportunity to put your product in front of your target customers. No sponsored product ads for other Amazon products, and no waiting for customers to search and find you.

You bring the product to the customer. Open up a wider potential customer base.

Amazon loves that you refer customers to them. Many sellers have observed that listings that receive a lot of external traffic rank higher on Amazon.

Finally, since you are not restricted by Amazon, external traffic allows you to build your brand in ways that you cannot do on Amazon alone. In today's increasingly competitive environment, building your brand is one of the best ways to build your Amazon store for long-term success.

However, if you don't know how to effectively increase your traffic, you could be wasting money. To ensure you get the most out of your external traffic campaigns, there are a few things to keep in mind.

Not all traffic sources are created equal.

There are many places you can go to advertise your product, and you need to make sure you find the most profitable place for you.

That means finding your ideal customers and finding out where they spend their time online.

Facebook ads are the first stop for most people these days. Almost everyone is on Facebook or Instagram, and Facebook ads cover those as well. They also offer very sophisticated targeting tools to help you show your ad to the right people.

Influencer marketing is another great way to get quality traffic to your store. By partnering with an influencer who has a certain following, you can give your product more credibility and be able to advertise in a way that feels more natural.

Other traffic sources include Google Ads, blogs, content marketing, email marketing, Pinterest, and other social media advertising.

The best practice is to choose a source first and observe the results. Over time, you can test more sources and find what works best for you.

The final step in driving traffic well is testing, testing.

And test again.

You might run some campaigns that don't work. Maybe your target is off. Maybe you didn't make a good enough offer. The influencers you work with may be doing a terrible job.

The surest way to build a great traffic campaign is through a lot of trial and error. You'll find out what works and what doesn't. Along the way, you'll discover winning tricks that convert better than anything else you've tried.

It's important to approach advertising with an experimental mindset. This is how you start your marketing campaign and get sales at a much lower cost than any competitor.

Another reason external traffic is so effective is that it allows you to do things that would be impossible on Amazon.

Build an audience.

Know that when someone buys from you on Amazon, they are not really a customer.

They are Amazon customers.

Amazon is fiercely protective of its customers. They don't want you to sell directly to them, saving Amazon and their fees.

If you try to contact your customers without Amazon's permission, you will be in big trouble and it may result in your account being suspended or banned.

But there is a way around this! By driving external traffic, you have the opportunity to own customers.

Collecting contact information and retargeting data before customers reach Amazon allows you to remarket to customers, 100% legally.

This is another great reason why you should use a landing page. If you send customers directly to Amazon, you lose access to their information.

On your landing page, you can offer incentives, such as discount promo codes or free content, to entice them to sign up for your list.

You can also collect data on users who viewed your page but did not click through to Amazon to keep their interest until they finally make a purchase.

You can build an audience for your store in a number of ways.

One of the reasons Facebook's positioning works so well is the Facebook pixel.

A pixel is a small piece of code that tracks the actions people take on your website. you

See who viewed your page, clicked a button, took a lead action, or made a purchase. You can then send them the corresponding ad.

Pixels do allow you to enhance your ad targeting.

You cannot add pixels on Amazon listings. However, you can on the landing page. This can help you start building your customer base. Then over time, you can start building and growing your audience and running cheaper and cheaper ads.

An email list is one of the most valuable things a business (especially an online business) holds. Again, if you're only selling on Amazon, you can't collect emails.

Email can cost you a lot less in marketing than working with an indifferent audience. Having a list of people interested in your product or brand is much better than guessing in the dark.

You can use email lists in several ways.

You can run an email marketing campaign, which has traditionally been low-cost, high-return. Email marketing has been proven to return $44 for every $1 spent. That's a huge step up from increasingly expensive social ads.

Email can be used to build a very effective Facebook audience. Upload your list as a custom audience to target people on your list, or create a lookalike audience from your list to expand your audience with similar users.

Lastly, email can also help you get more reviews. Amazon's internal sources are getting less and less effective at getting reviews. However, having your customers' real emails allows you to connect and collect reviews in a more personal way.

Amazon selling is no walk in the park. But it's been growing, which means more money for sellers who do well.

Put these keys into action and start getting a piece of the pie. Optimize on Amazon to maximize your organic sales.

Focus on businesses that are loved by customers.

Find the point of difference for your product.

Drive your own traffic.

And build an audience that you can market to again and again.

Doing this will help you stop struggling and start succeeding on Amazon.

The 5 keys to selling more on Amazon have been detailed above. If you want to know more or look for a China sourcing agent to find a reliable factory and get a lower price for you, please contact us.

RND is a professional China product agent sourcing that can help you inspect products and complete the shipping and purchasing process. Our quality control and inspection services make sure you have no quality problems when selling. We send containers and bulk cargo to FBA, 3PL or your own warehouse by air, sea, or train in the safest and most economical way. If you have any questions after receiving your order, we ensure that all suppliers respond promptly. Where there is a problem, there is a satisfactory solution.