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So you want to make money online and started selling on Amazon. Now you're ready to sell Amazon and take your business to the next level - maybe even take you from side hustle to full-time income.
You have two ways to grow: either you reach more people (and sell more products) or you get more revenue from the products you are already selling.
Amazon can help shoppers discover your brand and is a great additional sales channel for your online store.
Here we are going to abort 8 proven techniques for you to sell more on Amazon.
1. Transform your products into a pack.
Bundling your products together is one of the great ways to increase your Amazon revenue, helping you increase your average order value so you can increase profit margins without having to make more sales. “Packing” is when you promote two or more products together for purchase as a single item. Often sellers offer a discount for product bundles.
In this example, you will notice that this company sells non-toxic laundry detergents. It has a body wash available in two scents and a laundry booster powder – all three are available to purchase individually from your Shopify and Amazon stores. They also bundle products together so shoppers can purchase detergents or a detergent and booster together in a single shopping cart item.
When considering which products to bundle for Amazon, look at your reviews to see which items are purchased together most often. You can bundle these products together for an easy win - for you and your shoppers.
If you're selling product bundles, make sure you have everything fully integrated so you can account for inventory on Amazon, your Shopify website, and anywhere else you sell. For example, if you sell one of the products in the bundle, make sure that customers cannot already buy the bundle.
2. Negotiate discounts with your supplier
One way to increase profitability without increasing sales is to reduce your cost of goods sold (COGS) – and a great way to do this is to negotiate directly with your wholesale suppliers.
While suppliers may have pricing structures, they are almost always open to negotiation. Don't be afraid to back off if the numbers don't work for your budget.
You can get extra leverage if you place large or frequent orders. Remember, many businesses are built on relationships. If you can maintain a positive working relationship with your suppliers, it will be easier for you to conduct a transparent conversation about pricing. Ask what you can do to make their job easier so they can provide a discount that meets your needs.
3. Optimize your product and title listings
There are millions of products and merchandise items available for purchase on Amazon. With all this competition, it's critical to use your product listings and titles to stand out and grab shoppers' attention.
Titles are important: Make sure your product title clearly describes what the item is and whether it matches what someone is looking for. Include your brand name, product use case, and main benefit if you have enough space. Remember to be detailed but brief.
Bullet Points are your selling point: make sure you answer all the top questions customers need to answer before they have to scroll below the fold on desktop or mobile. Mention important facts about product warranties or customer service available to resolve issues. Since most customers are going through this section, avoid bullets longer than three lines.
Photos are crucial: the main product image should clearly show what the product is about before zooming in. Additional product images should provide more product angles and a mix of contextual lifestyle images. You may also need to provide graphics or images of specific features, ingredients, or sizing information.
Product descriptions are also important: remember what customers are reading, so a 10-line paragraph probably won't do the job. Use your brand voice here and reiterate key selling points by mentioning any supporting facts that might help customers understand why they need to buy now.
Here's an example of a detail page before the Amazon seller updates top items to optimize conversion rate. Note the short title, confusing photo, and disjointed product description.
Now here is the same product detail page after multiple updates. Note that the title includes important product details, while the photo and description have been updated to give a clearer sense of Dream Water's features and benefits.
Here are some other important considerations when configuring or updating detail pages:
Avoid keyword stuffing: While it's important to use terms that help you rank your category in Amazon search, avoid bad SEO practices like stuffing your pages with relevant words and phrases. Instead, consider them from your customers' perspective. What information do they need to convince themselves that this item is worth buying?
Check your pages regularly: Amazon thrives on user-submitted content like reviews, questions, and product images, and consumers do too. In fact, many visitors spend more time reading customer questions and reviews than a brand's product information. With that in mind, be sure to regularly check customer questions and reviews for any gaps in the detail page content, as well as opportunities to address any concerns and resolve any confusion.
4. Get the price right
Finding the right pricing strategies for your products is hard enough. Add in the complexities of Amazon and an open online marketplace for third-party sellers to compete for, and you have a handful. Amazon associates prices with your product's category page and search visibility - if your prices are too high, you'll likely be pushed even further down the results. But with a few important considerations in mind, you can price your products competitively while maintaining healthy profit margins.
Remember Amazon Marketplace's fair pricing policy: Amazon used to have a price parity clause that said you couldn't sell items at a lower price anywhere else. It has since replaced that rule with the Amazon Marketplace Fair Pricing Policy. This states that you cannot use pricing “that undermines customer trust”. Amazon offers a few examples of pricing practices that raise red flags, including using misleading reference pricing, pricing significantly higher than recent prices offered on or off Amazon, selling bundles or multiple units for one price per unit. higher than if sold individually and addition of excessive shipping fees. Avoid possible account suspension for not following this policy.
Win the Buy Box: The Buy Box, or Amazon Featured Offer, is a coveted position for new products because it gives extra visibility on search results pages. Since Amazon is an online marketplace, you could very well be competing with other third-party sellers for the top spot on your seller's list. Amazon recommends logging into your seller account and checking the Manage Pricing page to see what the Featured Offer is, as well as your Pricing Dashboard to see competitive pricing and how you stack up. It also has a Sales Coach Pricing report that you can refer to for recommendations on your own pricing strategies.
In addition to setting your base prices, you should also consider sales and discounts. These promotions are a great way to increase visibility and get reviews. Lightning deals, price discounts, best deals, coupons, buy one, get one, etc. are all opportunities to offer and highlight a temporary discount for your product.
Snack brand Keto HighKey uses a limited-time discount on their vegan chocolate chip cookies. When you search Amazon for this type of product, HighKey's listing stands out with its promotional pricing.
Remember to factor in Amazon fees when you consider how much markup to add to your pricing. While it's important to price competitively, you need to account for additional expenses to ensure you're still turning a profit.
5. Share product listings on social media
Many brands point all of their digital marketing efforts towards their store or ecommerce domain. While there is obvious value in driving traffic to your own website through Facebook ads, Google ads, PR campaigns, and other paid channels, the same tactics will also work for promoting your Amazon products. One of the easiest, cheapest, and potentially most effective places to start driving external traffic is your existing social media presence.
When launching social media campaigns to market your Amazon products, keep the following tips in mind.
Start with your most active channels: If you're wondering whether to advertise on Instagram or TikTok, remember that when it comes to social media marketing, the most effective channels are the ones you'll actually use. For best results, start by leveraging social media where you are most active and have the most followers, and then grow from there.
Use Interactive Posts: To drive followers to your Amazon product page, you will need to create engaging social media ads and posts that call users to action. Short videos, carousel ads, discount coupons, and contests or giveaways are all proven strategies for driving social media traffic to your Amazon listings.
Connect with Influencers and Affiliate Marketers: If you don't have a significant audience, consider using the Amazon Affiliate Program or the Amazon Influencer Program to increase your reach. Bloggers, vloggers, and other types of social media influencers use these Amazon services because they can collect an affiliate commission on any customer purchase that comes from your personalized link.
6. Encourage product reviews
It's no secret that reviews are crucial to the success of any ecommerce retail business. Most of us bought something on Amazon, and in many cases, our decisions probably boiled down to which product had the best review. Additionally, reviews on Amazon will impact other channels, including your Shopify website, as customers tend to search Amazon first.
Pura Vida Bracelets has many products on Amazon, most with many reviews. These customer reviews include text and photos and provide social proof that the products are as good as the brand says they are.
To generate more Amazon product reviews, follow up with customers via email. Amazon sellers can send after-sales emails to customers regarding a specific order, and there are a number of automated services available to help you manage this process.
Remember: Amazon prohibits emails from sellers with marketing or promotional messages, links to external websites, or offers to encourage positive reviews. But you are allowed to send a series of emails confirming that the customer has received their order and asking for feedback on your product.
There are a lot of best practices out there, but we recommend starting with two emails: one to confirm receipt and/or shipment of the order, and another a few weeks after the customer has received their product from Amazon. Avoid writing spammy or aggressive emails and give customers the opportunity to share negative reviews with you privately before writing a negative review.
7. Lightning Deals - Lightning Deals
Promotions that include flash deals are a great way to sell units at a faster rate, leading to more reviews. Flash deals are flash sales featured on the Amazon Deals page, one of the most visited pages on Amazon.
Not only do they help you increase your product discovery, they also help you increase sales during the limited-time sale and even after the deal is closed. This is because you often increase your search ranking and relevance due to the increase in units sold during that flash sale, and this carries over for a period of time after the deal is completed, sometimes for several weeks.
For big events like Prime Day and during the holidays, Lightning Deals can be very successful in selling hundreds to thousands of units within a few hours and can also help new customers discover your brand even if they don't buy right away.
The goal is not to always be on sale or provide huge discounts, but if you can dole them out occasionally, including early in your Amazon product's lifecycle, it's a great way to get additional reviews and build relevance for other customers. can find you.
Lightning Deals cover many different categories, including health and personal care, home and kitchen, consumer electronics, fashion, grocery, and more. Again, this is a great way not only to sell units in the short term, but also to test products and win new customers for future purchases.
8. Cross-sell your products on Shopify
Shopify's Amazon sales channel makes it easier than ever to list your products in the world's biggest marketplace and get your brand in front of millions of Amazon shoppers.
And with Fulfillment by Amazon (or Amazon FBA), you can store inventory and fulfill orders from an Amazon fulfillment center. Before setting this up, you will need to have an Amazon Seller Central account. Shopify merchants can create Amazon product listings directly in Shopify, sync inventory across both sales channels, fulfill Amazon orders on Shopify, and track sales from both channels in one place.
You can also sync all your sales data across other channels, including sales at retail stores and on platforms like Etsy, Walmart or eBay.
Sarah's Treats and Treasures sells its pins, accessories and small household items through its Shopify website and also on Amazon. With Amazon, the brand can reach new customers. And with Shopify, the brand has more freedom and control over how it executes the customer experience. Selling on both sites allows the merchant to enjoy the different benefits of each.
On Amazon, Sarah's Treats and Treasures must work within Amazon parameters. This also gives limited control over customer relationship management.
On its Shopify website, on the other hand, the brand can add Shop Pay as a payment option, as well as offer live chat customer support to assist shoppers with their purchasing decisions. It can customize the entire user experience to match its own branding, rather than within Amazon's online marketplace.
Don't try to trick the system
Even if you want to know how to make money on Amazon as a form of part-time passive income, you still need to work ahead. Instead of trying quick hacks to trick the system, focus on what you would like to see if you were the customer. The most successful Amazon entrepreneurs have clear, descriptive pages, competitive pricing, reputable, high-quality reviews, and a reliable, responsive seller.
Want to know how we can help your business sell more on Amazon in the United States? Click here.