Amazon is a highly competitive marketplace where seller success can be hard to come by, and there are a number of aspects that work together to create a successful venture in Amazon. Here are 10 selling tips all Amazon sellers need to know – whether just starting out or already established.
1 – Inventory Control
You can’t sell what you don’t have, but too much inventory can be problematic. If business if good and you run out of product, you’ll quickly lose sales momentum. However, if your product is Fulfilled By Amazon (FBA) and you have too much inventory, it can kill your profit margin. It’s critical to learn inventory control first.
2 – Product Optimization
Shoppers will only purchase your product if it’s visible, so first optimize your Amazon product listings for search. In addition to title, bullet points, and description, fill in as many of the additional attributes that you can. These include target audience and subject matter keywords, as well as “extra” product details like material/fabric, dimensions, weight, model number, finish, package quantity, and more. These attributes vary depending on the product; adding information will help organize your inventory and improve your customers’ shopping experience. Once optimized for search, remember the customer and make sure your key product information is clear and fully descriptive of the product.
3 – Competitive Pricing
Amazon sellers need to research and consider their competitors’ prices. Look at identical products as well as similar products to see who and what you’re competing against. This will give you a better idea of how to list your products at a competitive price that can help your items show up at the top of user search results. Consider Amazon’s repricing tools – but only if you fully understand how they work.
4 – Great Imagery
Imagery is key when customers are shopping online. Sellers need multiple, high-quality images of a product, taken from a variety of angles, so that the buyer can view it in its entirety and see exactly what they’re purchasing. It’s also a good idea to use high-resolution images so users can zoom in to see product details. Following Amazon’s image guidelines is crucial. Your main image must be on a pure white background and the product should occupy at least 85% of the image area. Additional images should also be used, if they help to explain or give additional product details.
5 – Win the Buy Box
The Amazon Buy Box allows users to add a product directly to their shopping cart, making the purchasing process quick and easy. If you sell the same product as others, you’re competing with all of those sellers for the Buy Box for that product. The key is to find a way to set yourself apart from others. Best pricing, high performance ratings and other factors can affect your Buy Box win rate. Dramatically improve your win percentage by bundling products together to create unique offerings not sold by others.
6 – Monitor Performance
Pay close attention to your account health and performance, and regularly monitor increases and decreases in sales, returns, and overall seller ratings. Use these metrics to make adjustments to your product listings and continually work to improve your performance. Make sure you pay close attention to shipping performance metrics as well and make adjustments as needed to ensure your customers are getting their shipping notifications on time.
7 – Use FBA Strategically
Customers want fast and reliable shipping, and if that’s a problem for your business, you may want to consider using Fulfillment By Amazon (FBA). FBA ensures your customers’ orders are completed in the fast and customer-centric manner that Amazon is known for. There are a list of fees associated with FBA, so you’ll need to consider the pros and cons of the fulfillment option to determine if it’s a good fit for your business. FBA can be a great consideration for new products, as this will make them eligible for the Buy Box quicker than Fulfillment by Merchant. (FBM).
8 – Know Amazon’s Selling Policies
Amazon has a number of guidelines and rules when it comes to selling, and if you violate them – intentionally or by accident – your account may be penalized, suspended or shut down entirely. Amazon regularly makes changes to its policies too, so you’ll want to stay updated.
9 – Product Reviews
Leverage positive product reviews to your advantage to build trust and attract more customers and product sales. You can encourage customers to give you honest feedback about your product – but this should be done within Amazon’s guidelines. Amazon also offers programs to incentivize buyers to leave reviews for new products – or products that have never had a review. That being said, you’ll also want to watch for fake reviews that may be left by competitors intended to bring down your product’s credibility.
10 – Customer Service
It’s important to let customers know there’s a person behind the product they’re purchasing online. Excellent customer service should be a priority – especially if you’re fulfilling your own orders and not using FBA because you’re competing with Amazon’s top-notch service. Exhibit professional customer service by quickly responding to customer questions and comments, dealing with errors, and handling returns efficiently.