6 Surefire Ways To Gain Sales Traction On Amazon FBA


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Jun 24, 2023

6 Surefire Ways To Gain Sales Traction On Amazon FBA

Amazon.com employee Christopher Cruz loading packages on a truck trailer for UPS

Amazon.com employee Christopher Cruz loading packages on a truck trailer for UPS delivery from the... [+] company warehouse in Fernley, Nevada.

Online retail in the United States is a multi-billion dollar sector, but for new businesses, tapping into the online market can be tough. Rather than trying to get shoppers to your new website and competing for traffic in the crowded web space, you can simply go to where they are. With Amazon's 197 million monthly visitors, new e-commerce businesses may want to add their products to the platform and hope to get a share of Amazon's traffic. But while it's possible, it's not simple.

A large number of businesses fail on Amazon on a regular basis. Just like the internet, Amazon is crowded, with over three billion products on the site worldwide. On average, 1.3 million products are added to the site each day.

So what strategies can you implement to have success on Amazon?

Differentiate your product and add value.

Even if you sell the same products as other sellers on Amazon, you need to differentiate your listing through keywords, color variations, and other signifiers that will make your product show up in search results.

"Making slight variations in your products now can make a lot of difference in the eyes of the Amazon algorithm later," says Dan Vas, an entrepreneur and successful Amazon FBA seller. "This can be done through the use of keyword research, color changes of your product, upgraded materials, or having a slightly different design. Whatever you can extract from your product that is unique is how you can differentiate your brand from the pack."

Add a ‘premium’ angle to your product.

Amazon's algorithm is very price conscious. Profitero, a price intelligence firm, analyzed the data and found that Amazon changes its prices more than 2.5 million times a day. Think about that for a second. That means on average, a product listed on Amazon will change in price almost every 10 minutes.

To offer a comparison, Walmart changed their prices approximately 50,000 times in the month of November last year.

This means there will be a lot of sellers who could be offering the exact same product at lower prices.

Counterintuitively, Vas recommends slightly raising your prices. Not only does this separate your product from the rest of the competition, but it also allows you to make a little money for your troubles.

"Having a product with premium material, design, branding, or that little extra your customers can see, touch, hear, or benefit from will raise the value of your product," he says.

Set up an automated email campaign.

Every successful marketer, whether they are in the Amazon business, social marketing business, or just a regular brick-and-mortar business, relies on email marketing as the cornerstone of their company.

Email is a great way to communicate with your customers and having an automated email to follow up after a sale is a great way to initiate action from customers in the future.

Amazon really loves it when your customers write those five-star reviews for your products and they reward you for it. That's why it's key to set up a sequence of automated emails, first to thank the customer for their purchase, and a few days later check to see if the customer received their product. "The main reason for these automated emails is to politely ask for a customer review," advises Vas.

The key to grabbing your customer's attention via email is personalization. No one wants to read a thank you email that looks like it has been computer-generated. Take your time to create personalized emails to ensure consumers feel connected and therefore, are more likely to respond.

Invest in professional photography.

Your product images are the gateway to the 'buy now' button. Don't underestimate the value of bringing a great photo to the mix where your product is concerned.

Vas has guidelines for imagery down to a science. "The main image should be perfectly clear on a white background. The second image should be a different angle on the same white background. Third and fourth images need to show the product in action. Here's where you can show customers how to use the product. Fifth and sixth images should show the packaging and branding," he shares.

Master Amazon Pay-Per-Click (PPC).

Amazon pay-per-click is a must-have strategy for your sellers account, especially in the beginning. Getting your product to the front page, in a sea of similar products, may be difficult without a PPC campaign.

PPC is a form of advertising which can boost your listing to the very front page for a specific keyword. "When you finally launch your product, I suggest setting a budget of $20 per day and allowing it to run for three to five days. After the campaign has run, take a look at your analytics to see which keywords are performing the best. Once you have this data, create a manual phrase match campaign with those specific keywords on Amazon PPC all over again, and make sure you bid high for those keywords," says Vas.

This big push for keywords in the beginning may get a little pricey, but for the first couple of weeks your listing needs a major push towards the first page in order to get the momentum started.

Collect customer emails for future promotions.

Majority of sellers on Amazon do not collect emails. This is a very big lost opportunity.

"When you collect customer emails and have sequences set in place for follow-ups, promotions, and coupons, you are building your customer base into a community of people who are actively engaging with your brand on Amazon," says Vas.

He recommends setting up ClickFunnels, which allows you to automate and easily create marketing funnels and landing pages. And then offering special discounts off the regular price of your product.

However, in order for the customer to receive the offer they must provide you with their email. When they perform the action, an automated email will trigger the coupon code and send it straight to their inbox. This should be the first email in a series that you create.

With your marketing funnel set up, you can now direct traffic to a specific web page via social media accounts, through emails, or anywhere else you’d like to share the link.

Anytime people click through that link they will have the opportunity to purchase your product at a discounted price and you will have the ability to obtain client email addresses that you can re-market to in the future.

Add a ‘premium’ angle to your product.