As the competition on Amazon gets fiercer day by day, it’s getting difficult to get your listing in front of shoppers, let alone generate sales consistently!
However, sales velocity is one of the most important metrics Amazon takes into consideration to rank the product on Amazon SERP organically.
Not just that, Amazon also uses positive signals, like higher sales velocity, to assign best-seller badges to product listings, even if the listings have fewer ratings and reviews.
In this blog, we’ll discuss different strategies to increase your sales velocity on Amazon.
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Many sellers are missing opportunities in terms of keywords.
Yes, you may have found 100s of keywords, but often there are more to find – especially semantically related long-tail keywords. They are usually highly targeted, with a high conversion rate despite having a lower search volume.
Here are a few ways to find keywords.
Enter your seed keyword into SellerApp’s Amazon keyword research tool and find the relevant long-tail high-converting keywords from the results. Add these keywords to your listing.
For example, if you’re selling scented candles, you can search for the same keyword in the tool.
Filter the top 10 highly relevant keywords with decent search volume and conversion rates. Add these keywords to your listing.
Filter the keywords based on relevancy and conversion rate. Now, select the top 10 keywords from the results.
Adding these keywords to your product listing can help you get more visibility and conversion for relevant search terms.
If you scout Amazon, you can see many issues with Amazon listings – bad copywriting, spelling errors, crammed keyword placement, non-readable text, and more.
The quickest and easiest way to increase sales velocity is to fix these basic errors in your listing.
Apart from that, you can also use these few tips to optimize your product listing:
Potential buyers often make their purchase decisions based on the product image alone.
Therefore, it is crucial to ensure that the product images are both relevant and of high quality.
While you can take pictures of the products yourself, a professional product photographer can help you make your products look better than your competitors.
Note: Amazon has recently launched an Amazon AI Image Generator. With this tool, you can easily create your professional product photos without the need for a professional photographer.
With countless sellers selling similar products on Amazon, pricing plays a huge factor in winning the “Buy Box” and improving conversions.
Think about the shoppers’ point of view. If the product is not a high-value item, shoppers often purchase the low-priced product.
This is especially true if multiple sellers are selling the same product.
So, always keep an eye on products in the category and keep your product pricing lower than other sellers to win the Buy Box.
Note: While shoppers might divert from your listing when the price is too high, the opposite is also true.
If you price your product too low, shoppers can perceive it as low quality and avoid purchasing it.
This is where you need to balance and ensure your product is competitively priced.
Product reviews are a must-have to convert shoppers to an Amazon listing.
According to a survey conducted by Amazon, 54.4% of its customers read at least four product reviews before making a purchase decision.
So, if your product listing lacks a good number of reviews, consider participating in Amazon’s Early Reviewer Program or the Vine Program to get more reviews.
The Early Reviewer Program is designed to help newly launched products get their first few reviews. Amazon randomly selects customers who have already purchased the product and asks them to share their experience with the product. In return, they receive small rewards.
Vine Voices has the unique opportunity to order items free of charge and share their product experiences with Amazon customers to help them make informed buying decisions.
Note: Please note that the reviews must be honest and unbiased, and you cannot ask for positive reviews or ask a reviewer to change or remove their review. It might lead to account suspension.
Another useful tip to increase your sales velocity is to provide exciting offers and discounts to shoppers.
You can incentivize customers to spend more by offering free shipping for orders above a certain amount. For example, you can provide free shipping for orders over $50 or $100.
Alternatively, you can offer discounts and coupons for bulk purchases or bundles. For example, you can offer a 10% discount for orders over $100 or a buy-one-get-one-free deal, which is irresistible for shoppers.
Another way to increase sales velocity is by increasing the average order value. For instance, you can suggest complementary products to shoppers, such as accessories, extended warranties, or add-ons, to enhance the value of the main product.
You can also reward your repeat customers by offering loyalty programs that give them points, cashback, or freebies for every purchase. This can encourage them to buy products more frequently and spend more.
On Amazon, it’s usually whoever can afford to spend the most on advertising – wins!
If you can optimize your inventory costs, then you can stretch your advertising budget and still make a good profit after the sale.
One of the ways to optimize your inventory is to monitor your inventory levels and sales patterns. This will help you avoid overstocking or understocking your products, which can lead to higher storage fees or missed sales opportunities.
Another way to optimize your inventory is to plan your orders ahead of time and use the most cost-effective shipping method. This will help you reduce your shipping costs and avoid paying extra for expedited delivery.
By following these tips, you can improve your inventory management and increase your advertising efficiency on Amazon.
Recommended read: Five Methods to Sell on Amazon Without Inventory.
If your brand is new or you’re expanding to a new audience, not everyone will recognize your brand and purchase your product.
You have to expose your brand to your target customers repeatedly to familiarize them with your brand before they make any purchase.
The best way to do it is with Amazon Display Retargeting campaigns. These campaigns show display ads to shoppers who have recently purchased or clicked on products similar to yours.
Retargeting ads almost always have a higher ROI and deliver better results than targeting people who are completely new to your brand.
In an online business like Amazon, small details such as the title, bullet points, and order of product images can make a big difference.
But how do you know what’s impactful in your listing and what’s not?
The answer is A/B testing.
You need to test all the elements in your product listing, including titles, images, keywords, bullet points, and A+ content, to find out what works best.
For example, let’s say you want to test the listing title. Keep every other element consistent, including the advertising strategies, and run one version of the title for two weeks. Then, change only the product title and run advertising for another two weeks.
Now, analyze the click-through rate (CTR) to see which version has better CTR performance.
Note: Test all the elements in your product listing one by one. Even a small percentage of improvement can compound over time and generate better sales velocity.
FBA doesn’t just make shipping easier; Amazon also pushes FBA-fulfilled products in the search results over seller-fulfilled products.
Studies have shown that 27% of customers use social media as a product discovery platform, and 67% of consumers buy products through social media platforms.
The best way to generate external traffic for your brand is by running paid advertising on these social media platforms.
The benefit is that you don’t have to compete with other products on Amazon SERP; you send traffic straight to your listing.
What’s more, Amazon loves it when sellers bring more people to their site, and it improves your organic ranking as well!
With the addition of Amazon Attribution, measuring the performance of your non-Amazon advertising campaigns also gets easier.
Based on these metrics, you can optimize your campaigns on the go and grow your sales velocity.
Apart from social media advertising, here are a few other ways to increase sales velocity:
Email marketing can help you nurture your leads and customers throughout the sales funnel. You can use email marketing to send shoppers different discounts, coupons, product recommendations, and cart abandonment reminders to increase conversions.
If you want to drive brand awareness and sales with minimal investment, then content marketing is the way to go. Additionally, generating UGC content can be an excellent way to promote authenticity and build trust with customers.
Last but not least, you can explore collaboration with micro-influencers to market your products to new audiences on a limited budget.
A noteworthy example of this approach is demonstrated by Birchbox, a beauty brand that launched a three-month campaign called “Love, you.” in collaboration with micro-influencers from diverse backgrounds and generated significant improvement in conversion rate.
Check out this guide to learn more about Amazon influencer marketing.
Everyone wants to generate more sales – that’s the whole crux of doing an Amazon business.
And the good news is, if you play your cards right, there are multiple opportunities to increase your sales on Amazon.
Especially if you follow the tips we’ve mentioned in this post, you’ll see a boost in sales, and generate the momentum you need to increase your organic footprint and share of voice in the market.
Want more custom e-commerce strategies to improve your sales velocity on Amazon?
SellerApp can help! We have Amazon PPC experts who can create customized advertising strategies for your business. We’ve already helped 20,000+ brands, including enterprise businesses like Phillips and Coca-Cola, increase their sales, and we can do the same for you!
Schedule a call now, and let’s increase your sales volume together!