As Amazon’s competition intensifies, getting your listings in front of potential buyers and consistently generating sales are becoming increasingly challenging!
Yet sales velocity remains one of Amazon’s most crucial metrics for ranking products organically on its search engine results page (SERP).
Moreover, Amazon rewards listings with higher sales velocity by assigning best-seller badges, even if those listings have fewer ratings and reviews.
In this blog, we’ll explore various strategies to enhance your Amazon sales velocity.
Dominate Search with Powerful Keywords
Many sellers need to pay attention to valuable long-tail keywords. Despite lower search volume, these targeted phrases often boast higher conversion rates. Utilize keyword research tools to identify relevant long-tail keywords and incorporate them strategically throughout your listing.
Double Your Product Visibility with Optimized Listings
Browsing Amazon reveals numerous listing issues, such as poor copywriting, spelling errors, keyword stuffing, and unreadable text. Fixing these basic errors is the quickest and easiest way to boost sales velocity.
To optimize your product listing, consider these tips:
- Integrate High-Converting Keywords: Incorporate these keywords throughout your listing title and description to boost conversion rates.
- Craft a Descriptive Product Title: Include the brand name, product name, keyword, specifications, and use case. For example, “NYC Chic Glow Tinted Lip Balm – Nude Radiance Infusion – Vitamin-Enriched Hydration – Subtle Luster Finish.”
- Write Compelling Copy: Highlight your product’s features, benefits, and unique selling propositions (USPs) in the bullet points, including high-converting keywords.
- Use Enhanced Brand Content (EBC) or A+ Content: If you are a registered brand owner, leverage EBC or A+ content to add more visuals, videos, text, and interactive graphics to increase audience engagement.
Increase Clicks with High-Quality Product Images
Shoppers often base their purchase decisions on product images. Therefore, it is crucial to ensure that your product images are relevant and of high quality. While you can take your photos, hiring a professional photographer can give your products an edge over competitors.
Note: Amazon recently launched an Amazon AI Image Generator, which allows you to create professional product photos without needing a photographer.
Win the “Buy Box” with Competitive Pricing
In the highly competitive Amazon marketplace, pricing is a significant factor in winning the “Buy Box” and improving conversions. From a shopper’s perspective, if the product isn’t a high-value item, they typically opt for the lower-priced option, especially when multiple sellers offer the same product.
To win the Buy Box:
- Monitor the pricing of products in your category and keep your prices competitive.
- Avoid pricing too low, as this can give an impression of low quality. Balance your pricing to ensure it’s competitive yet reflects the product’s value.
Build Trust with Customer Reviews
Product reviews are essential for converting shoppers. According to an Amazon survey, 54.4% of customers read at least four reviews before purchasing.
To accumulate more reviews, consider participating in Amazon’s Early Reviewer Program or the Vine Program:
- Early Reviewer Program: This helps newly launched products get their initial reviews by incentivizing customers who have already purchased them.
- Vine Program: An invitation-only program where top reviewers (Vine Voices) are invited to review products for free, sharing their insights to help other customers make informed decisions.
Remember, reviews must be honest and unbiased. Soliciting positive reviews or asking reviewers to alter or remove their reviews can lead to account suspension.
Spark Urgency with Attractive Promotions
To boost sales velocity, offer enticing promotions and discounts:
- Free Shipping Offers: For orders above a certain amount (e.g., free shipping for orders over $50 or $100).
- Bulk Purchase Discounts: Offer discounts and coupons for bulk purchases or bundles (e.g., 10% off for orders over $100 or buy-one-get-one-free deals).
- Increase Average Order Value: Suggest complementary products such as accessories or add-ons.
- Loyalty Programs: Reward repeat customers with points, cashback, or freebies to encourage frequent purchases.
Optimize Inventory to Maximize Your Advertising Budget
Optimizing your inventory costs allows you to stretch your advertising budget and maintain profitability.
Here are some tips:
- Monitor Inventory Levels: Track sales patterns to avoid overstocking or understocking, which can lead to higher storage fees or missed sales.
- Plan Orders in Advance: Use cost-effective shipping methods to reduce shipping costs and avoid paying extra for expedited delivery.
Re-engage Shoppers with Retargeting Ads
Brand recognition is crucial, especially for new brands or when targeting new audiences. Use Amazon Display Retargeting campaigns to show ads to shoppers who have recently purchased or clicked on similar products. Retargeting ads generally offer a higher ROI and better results than targeting new audiences.
Refine Your Listing with A/B Testing
Small details in your listing can make a significant difference. To determine what works best, use A/B testing for elements such as titles, images, keywords, bullet points, and A+ content.
For example, test different versions of your listing title by keeping all other elements consistent and comparing the click-through rates (CTR) over two-week periods.
Enhance Customer Experience with FBA
FBA simplifies shipping and enhances customer experience. Benefits include:
- Faster Delivery Times: Prime shipping options reduce the sales cycle.
- Lower Shipping Costs: Take advantage of Amazon’s discounted shipping rates.
- Higher Customer Satisfaction: Amazon handles returns, refunds, and customer service.
- More Storage Space: Access Amazon’s vast fulfillment centers without worrying about inventory management.
- More Sales Opportunities: Sell across multiple marketplaces and regions and use programs like Subscribe & Save and Amazon Global Selling.
Drive External Traffic to Your Brand
Studies show that 27% of customers use social media for product discovery, and 67% buy products through these platforms.
Run paid ads on social media to generate external traffic. This will drive traffic directly to your listing, enhancing your organic ranking on Amazon.
Other methods to increase Amazon sales velocity include:
- Email Marketing: Nurture leads and customers with discounts, coupons, product recommendations, and cart abandonment reminders.
- Content Marketing: Drive brand awareness and sales with minimal investment. User-generated content (UGC) can also promote authenticity and build trust.
- Influencer Marketing: Collaborate with micro-influencers to market your products to new audiences on a limited budget. An example is Birchbox’s “Love, you.” campaign, which significantly improved conversion rates.
In conclusion
By implementing these proven strategies, you can significantly increase Amazon sales velocity and establish a thriving online business. Remember, consistent effort and a data-driven approach are crucial to optimizing your listings, reaching new customers, and achieving long-term success.
How eMarspro Can Assist You?
At eMarspro, we specialize in helping Amazon sellers optimize their listings and boost sales velocity. Our team of Amazon consulting experts offers comprehensive services, including keyword research, listing optimization, competitive pricing strategies, and professional product photography. We also assist with managing customer reviews, creating effective promotions, and utilizing advanced advertising techniques. With our tailored approach and in-depth knowledge of Amazon’s platform, we ensure your products achieve higher visibility and better conversion rates, driving sustainable growth for your Amazon business.
Let eMarspro be your trusted partner in navigating and succeeding in the competitive Amazon marketplace.
