It's not enough that you know how to sell on Amazon. Increasing your sales is another ball game you need to master. Even if your sales are going up or down, you can always improve your sales and beat your competitors.
So, here in this article, I'm going to share with you some expert tips to help you increase your Amazon FBA sales.
Expert Tips to Increase Your Amazon FBA Sales
1. Optimize your Listings
Your product listings play an important role in your Amazon success. It needs to be optimized so shoppers can find them and be interested in clicking on them when they appear on search results. There are several ways to optimize your product listings.
Here are some of the things you can do.
When it comes to search optimization, keywords are the most important component of any listing. Use relevant keywords and target those that are likely to draw in traffic and sales.
To increase product visibility, you should make sure to use the right keywords on your listings' descriptions and product titles by doing research or using keyword research tools.
Adding negative keywords to your campaigns will block your ads in search results that are not relevant to your target audience. By adding negative keywords, your ads will only be shown to relevant users, help improve your click-through rate, and decrease wasted clicks and money on your PPC campaigns.
Using high-quality and eye-catching photos for your main image can make a big difference in your product listing. You should make sure that it's better than your competitors. If your photos are not clear enough, blurred, or they are not eye-catching enough, customers will move on to the next product.
One way to optimize your photo is by adding text overlays. Try to choose words that will be eye-catching and impactful. Include what customers can benefit from your product and give them solutions. Doing this will help amplify your message.
However, be sure that you only add text overlays on secondary images since Amazon does not allow them on main photos.
Including product videos in your product listings will help you stand out from the competition. But you can't just add any videos. It should be straightforward and informative. As much as possible, videos should be less than 30 seconds, so shoppers will not lose interest.
The first two seconds of your product video are crucial. So it's best to introduce the product first and tell the shoppers the benefits and product features.
Using Bullets on Product Description
Most shoppers have no time to read chunks of words or long paragraphs. Using bullets to define the product features and descriptions is easier on the eye. It will help them to easily find what they are looking for, instead of scheming through long boring paragraphs.
2. Pricing Strategy
Your pricing strategy can significantly help increase your sales. Since you want to get more sales, your price should be competitive.
Having a competitive price may sometimes mean you'll have to lose some money in the beginning. But that's okay because when you do that, you can create sales velocity, and you will get reviews.
After a couple of months, you can change your pricing strategy to a more profitable one. To do this, you need to increase your price since you already have the rankings and reviews. Pricing is something that many people don't pay much attention to.
But when you learn and understand these concepts and play with them, you can increase your profits on a different level.
So, for example, if your product is getting at least ten sales each day, you can say that it's already stable.
- You can increase its price by $1. After a week and it is still getting stable sales, try to increase its price again. With a higher price, some people will think that you're selling a premium product and get more people to purchase it.
- You can do this each week until you see a decline in sales. When this happens, people may think that your product may be too expensive.
- When it reaches that point, it may be time to decrease its price gradually and see how customers react to it. Do this until you find the right price.
I'm one of the most expensive sellers on Amazon within my niche, and I don't really fight over prices since it creates a premium feel for my brands. So, it's still important that you provide value for your customers. You can do this by creating beautiful packaging and amazing listings so you can increase your price.
Related: What're the best Amazon repricers?
3. Revisit your PPC Strategies
Take time to revisit your PPC campaign strategies and see if they are still working to your advantage. I like doing things efficiently, and I'll share with you some tips and tricks to optimize your PPC campaigns. Click here if you want to learn more about this.
Before we dive into the tips, you need to understand how important PPC is to sellers.
- PPC can help improve your brand awareness. If shoppers don't know who you are, you won't get enough sales. If you run PPC campaigns, there's a higher chance that you'll increase product rankings. As your product gets more sales, it will show up on top of search results.
- It can also help increase your organic rankings. Through PPC campaigns, you can push those keywords that are too competitive.
- PPC campaigns can also help with your seasonal products. We all know that most sellers get more sales during end-of-season sales and holidays. By running PPC campaigns, more customers might become interested in the products you offer.
- Ultimately, PPC campaigns can easily boost your product sales. This is why most Amazon sellers use this strategy.
How to Find New Keywords
Now that you know the importance of PPC campaigns, it's time to learn how to do it more efficiently. When running PPC, it is important to use the right keywords. So, I'm going to show you how you can find new keywords that you can use with the right campaigns.
- Go to Campaign Manager and then Auto Campaigns. Our goal here is to find your best campaigns. From there, you will find which keywords or ASINs received a lot of sales.
- Check which of them has good ACoS (Advertising Cost of Sales). Once you find them, get them and bid higher on those campaigns.
- Don't forget to edit it with other types of campaigns. Don't limit yourself by adding them only to your Sponsored Product Campaign. Make sure that you also edit them to your Sponsored Video Ad or Sponsored Brand.
Basically, you need to know how to use those keywords in the right campaigns and target them by using all the campaigns on Amazon.
4. Utilize Amazon's Subscribe and Save Program
Another tip that can help your monthly sales grow and increase the value of your business is by utilizing Amazon's Subscribe and Save program. It's a powerful way to predict and sustain orders each month. So, how does the Subscribe and Save program work?
Basically, it allows you to have loyal customers since it's convenient, and the program offers discounted prices and, at the same time, the convenience of scheduled deliveries. When a new customer adds your product to their cart that is eligible for Subscribe and Save, you'll have a repeat customer.
Now you've earned their trust. They will be more likely to buy more products from you.
But how can you optimize this?
- You should do your research and find out how your competitors are doing it. This will give you an idea of which strategies work.
- Aside from studying your competitors' strategies, you should also look into your customer's purchase history. This way, you'll better understand which products you can include in your bundles, the quantities and sizes they like, and more.
- When creating bundles, make sure they make sense. You can experiment and see which combinations work. If you get the right bundles with the perfect discount, this can significantly increase your Amazon FBA sales.
Now that you know what to do, not everyone is eligible to join the Subscribe and Save program. To be eligible, you need to have the following:
- Enrolled in FBA
- Good seller performance rating
- At least 4.7 feedback score average
- At least three months of strong sales history
- Maintain at least 85% inventory in-stock
5. Offer Amazon Product Promotions
Special promotions in your Amazon product listing will increase sales and help you up-sell your other products and exposure. If you're not familiar with Amazon product promotions, you can go to a listing and scroll down to the area where it says Special Offers and Product Promotions.
Promotions can be customers can get a discount when they buy a product and add another item. It can also be taking a certain percentage on a product if they buy one or more qualifying items offered by the seller.
In order to be successful with your promotions, make sure that customers know about your product. So, it's best to run campaigns to promote them.
Since it is time-sensitive, customers will have this thinking that they might miss the offer and buy it right away. But try to experiment on the duration and see what works best with your products.
Understanding your current sales and analyzing which products your customers will find attractive will help make your promotions successful.
6. Optimize the Questions and Answers Section
Not many people are aware of this, but the Questions and Answers section on a product listing is a great way to increase sales and create a better Amazon listing. If you're not familiar with this, you can scroll down on a product listing, and you'll find the section "Have a question? Search for answers."
It's the area where customers can ask questions about the product, and both the seller and customers can answer a question. So, how can you maximize this section and increase sales?
One way to use it is by indexing for more keywords. You can use the Questions and Answers section by adding the right keywords when you answer customer queries. However, be careful when stuffing keywords into your replies, as it should still make sense.
When you add relevant keywords, Amazon will index your product listing. This will reach more customers who may be looking for the keywords you used in the Q&A section. When you reach more customers, you also have a bigger chance of increasing your sales.
Another way to optimize the Q&A section is by adding video replies. As mentioned earlier, product videos can help you stand out from other listings. The concept is somehow similar to adding video replies. Instead of answering them by text, try using videos, as you can deliver a more impactful message than by text alone.
With videos, you can also explain and show them exactly how the product works. You can also tell them what makes your product different from your competitors.
But of course, even if you use videos and relevant keywords in your replies, you might lose some customers if you don't answer them right away. So, be sure to reply as soon as possible to make sure they won't move on to your competitors.
7. Increase your Reviews
A lot of customers base their buying decision on product reviews. Therefore, if you can increase the number of your reviews, they will choose your product over those with a lesser number of reviews.
Of course, you must ensure that your products are of high quality to avoid negative reviews. While you cannot directly ask a customer to review a product they purchase from you, Amazon will send your customers emails to ask them to leave a review.
It's all up to the customers if they wish to leave a review or not. Amazon also has strict guidelines when it comes to product reviews, and it is best to read them first. But basically, you cannot offer them gift cards or money to leave a review or change a negative review.
While getting negative reviews is inevitable, you can turn this negative experience into a positive one. For instance, take time to reply to customers who left a negative review.
Reply in a professional but friendly way. Apologizing to them may not change their negative comment, but it will give them a better experience. If they feel they are heard, even with the bad experience, they may still buy your other products in the future.
8. Use eCommerce Tools for Amazon
If you want to be ahead of your competitors, you will need some help with some of the best Amazon seller software tools. They will not only help you increase sales but also make things a lot easier for you.
I find Helium 10 and Jungle Scout to be very helpful. Both have different features that will allow you to find the right keywords, products that have a high chance of selling, spy on your competitors, calculate profitability, and more.
Other tools that may be helpful with your Amazon FBA sales are the following:
- Sales Rank Tracker
- UPC to ASIN Converter
- Product Comparison tools
- FBA Sourcing tools
- PPC tools
- Listing tools
- Customer Analytics
- Feedback and Review tools
All of these will help not only increase your sales but with your overall performance on Amazon. As mentioned earlier, these tools will also help you manage your Amazon business more efficiently and help you become more productive.
9. Improve your Product Sourcing Skills
The products you choose to sell can make or break your success on Amazon. Improving your product sourcing skills will prevent you from selling the wrong item.
You can use tools to help you source the right products. When doing product research, I find that having a checklist of things to consider can help me find the right product to sell.
When doing product research, there are things that you may want to stay away from, especially if you're new to Amazon. I recommend that as much as possible, you don't choose products that are fragile, hard to use or operate, and electronics.
Why? Because they may lead to negative reviews or returns.
If you're selling glass and the product was damaged or broken during transit, even if it's not your fault, you may get negative reviews from them.
Similarly, avoid electronics and items that are complicated to operate. Some may review them as receiving a faulty device, but in reality, they just didn't follow the instructions or failed to use batteries or charge the product first before using it. You can get negative reviews from it and lose money when they return the item.
It is also not advisable to choose seasonal products. While many Amazon sellers get the most sales during Christmas, Halloween, and other occasions, you want a product that you can sell throughout the year.
In addition, don't go for patented products and under the restricted categories to avoid any problems.
10. Consider Getting an Amazon FBA Coach
Both beginners and seasoned Amazon FBA sellers can benefit from a mentor. An FBA coach can guide you with everything involved in Amazon selling.
They can help you set up your Amazon seller account, choose the right business model, product research techniques, and more.
They can also help you with finding the right suppliers, guide you with advertising and marketing, and educate you on Amazon FBA requirements to prevent you from making mistakes.
The lessons and strategies they offer will be valuable in your Amazon FBA journey.
Selling on Amazon is never easy. With tight competition, you can never be too complacent. So it's also important that you review your strategies from time to time to make sure they are still effective.
So, follow some of the tips above to help you stay competitive and increase your Amazon FBA sales.