Selling on Amazon takes a lot of planning and effort if you want to be successful. You have to put a lot of thought into every step you take along the way. It’s not a job where you can just slap a listing together and leave it there to sell. You have to be active about the entire process. It can get a little overwhelming as you figure out what strategies to use to work towards success.
Everyone’s methods will differ a little because what works for one seller might not work for another. Sometimes things like what category your product is in, or what shipping options you use can really change your approach. Even if you’ve been selling on Amazon for a while now, there are still things you might be wondering about changing to see if your profits increase.
Thankfully, there are a lot of tips and strategies you can read about online. Thousands of them even. Some of them are really helpful while others may just be too specific or outdated to work for you. It’s hard to know what’s going to work and what’s just not a workable strategy or solution for you.
With that in mind, this list has narrowed down some of the advice out there to a more manageable number of strategies to try. If you’re wondering how to be a successful seller on Amazon, and need some fresh ideas, stick around. Here are seven strategies you can use to be a successful seller on Amazon.
1. Find A Fee Calculator That Works For You (And Use It Often)
When you’re listing products keeping in mind the costs that go into your listing is important. It will affect everything you decide to do to make a profit. Making decisions about what price to list your product at sometimes is a tough thing to do without a handy tool like an Amazon fee calculator.
If you’re using FBA (fulfillment by Amazon) to sell your products the decisions on pricing and costs per listing get even more detailed. The fees associated with FBA services get very specific and take into account things like how large your product is, or how long it’s been in Amazon’s warehouse. You don’t want to leave these important numbers up to chance and guesses.
Using an (fulfillment by Amazon) FBA fee calculator can help you figure out the exact costs of listing your product, and give you a competitive price suggestion. You’ll want to price your product somewhere in that sweet spot where you’re you’re still making money but haven’t priced yourself out of the market.
Amazon is a very packed marketplace so you need to make sure you’re keeping pricing relative to your product’s direct competitors or you’re going to lose out on sales. Fee calculators are the best way to do this. There are very detailed calculators and very basic calculators alike out there. Find what works for you, and use it often. Your profits and success depend on this.
2. Make Sure Your Listings Are SEO Friendly
When you’re writing your listing titles you are going to need to make sure you understand how SEO (search engine optimization) works. Your products need to be listed with keywords that make sense based on what your selling and the most popular words customers search for to find that item.
The best keywords aren’t always what you think they will be so you’re going to have to spend time learning about SEO and keywords. There are tools out there like AMZ Tracker which can give you keyword suggestions for your listing. AMZ Tracker looks at search trends and sales trends to give you suggestions for the best way to list your item.
There are other keyword tools you can use too, but AMZ Tracker has been around the longest. Their database of keywords and trends is the biggest one out there because of this. When it comes to figuring out how to effectively list your item you want the most robust information database available.
It’s okay to make sure your listings don’t look like a mess of words strung together, but you still need to make sure they do have relevant keywords in them. Without optimizing your listing you’re going to miss out on a lot of potential traffic to your item, and that will negatively affect your profits. It may take some time to get a knack for SEO listing titles but it’s worth the work.
3. Use Highly Professional Product Images
Your listing could be optimized and priced well but still lose out on converting traffic to sales if you have low-quality images. Amazon customers have come to expect high-quality products from their purchases on Amazon. If your product images look like something you did at home with a basic camera, customers are going to notice, and probably take their business elsewhere.
It’s unlikely a customer will place much trust in a listing with bad pictures. They might make assumptions that poor image quality equals poor item quality. Don’t give them the chance to make that assumption even if it would be untrue. Make sure your images are high-quality and look as professional as possible.
If you’re taking the pictures yourself this means making sure you’re using good lighting and a good camera. If your product is pictured with background items make sure it’s the prominent item in the photo, and that it’s easy to see. Don’t leave the customer guessing which item they’re buying. No one wants to spend money if they aren’t sure exactly what they’re buying.
If you can have your product images taken by a professional, definitely consider doing that. It’s an expense for your Amazon business that could make a huge difference in your profits. It might cost a little more up front but your potential for success is drastically different when you have great product images to show your customers.
4. Be Mindful Of Your Review Scores
Your reviews are very important to your potential new customers. They want to know they’re buying a good product, from a great seller. If your product doesn’t have reviews or has a low score, your customers may end up choosing another option where they can easily see better buyer feedback.
Amazon has very set rules about soliciting reviews. You can’t buy or incentivize reviews in any manner. That doesn’t mean you have to sit back and hope you get good reviews though. You can definitely reach out to customers after their product has been delivered. Amazon offers sellers tools to send follow up emails.
In your follow ups you can ask your customers to leave a review if they’re enjoying their product. Make sure you aren’t specifically asking for a five-star review, but asking for real feedback on their experience. You can’t request a specific type of review, but you can request an honest review in your follow up.
You can also mention reviews on your social media pages. If you have a customer base that’s following you online, it’s likely because they enjoy you and your products. If they’ve recently made a purchase they may have just forgotten to leave a review. Again, you can ask on social media for reviews about real buyer experiences and honest feedback.
The key to getting reviews is to make sure you are doing these follow-ups. Stick within Amazon’s review rules, of course, but don’t leave getting reviews to chance. Sometimes buyers get busy and they need a reminder. It’s okay to send an email or post on social media to remind them. It could make a big difference in your review score, and that can translate to more sales.
5. Track Negative Reviews Effectively
No matter how hard you try, eventually you will end up with a negative review. It’s just part of being on Amazon and selling to customers. How you handle negative reviews will make a huge difference in how future customers see you as a seller, and what they decide about your items.
There are tools to help you match up negative reviews with the right order number. It’s often the case that the review itself is left under a name that doesn’t match up with who you shipped the item to. If you don’t have the right information it’s impossible to follow up and help fix the problem.
Once you’ve matched up the right review to the right order, make sure you’re reaching out to solve the problem professionally and proactively. If you need to take some time to calm down before responding, go ahead and do that. It’s not always easy to read a negative review, especially if it feels like the buyer is being personal about things.
When you’re ready, reach out to the customer. You can offer to replace broken items, or refund something, or a combination of these things. Any other solutions you might come up with would be fair game too. The point is to make sure you are offering a way to fix their negative experience.
If you do this thoughtfully and professionally the customer may consider changing their review. Amazon does allow them to do this for up to 60 days after the feedback has been posted. Reaching out in a professional, timely manner when a negative review happens is essential. Don’t respond to the review publicly, but make sure you are contacting that customer.
Not reaching out is a missed opportunity to turn a bad experience around which means a negative review won’t be changed. Make every effort you can to satisfy an upset customer. It will affect your review score and potential future sales.
6. Great Customer Service Is Imperative
Building on what you’ve just read about your reviews, make sure you aren’t losing sight of offering a great experience for all customers. This starts from the moment they click on your listing. If they are leaving questions make sure you are responding in a timely manner with factual information. If there’s something you can’t answer, do a little research before responding.
Leaving a customer waiting for an answer, or giving them misinformation can lead to negative experiences and missed sales opportunities. No one wants either of those things to happen when you’re selling on Amazon so make customer service a huge focus of your business.
Sometimes it’s easy to overlook a focus on customer service because you’re selling online. Customers feel a little more removed from direct interaction. Make sure that you aren’t falling into that trap.
Be present for your customers, and show them you truly care about their business. It will make all the difference, especially if your competitors aren’t offering the same great experience to their customers. Don’t skip out on this step just to save a little time. Your customers deserve to know just how important they are to you.
7. Watch Your Competition (And Use Their Success)
Your competitors can be your biggest source of information on what works and what doesn’t. If they’ve been around longer than you, or they’re new but have shot up the ranks like lightning, there’s a reason. See what they’re doing differently and use that information for your own gain.
Are their listing titles slightly different? Is their keyword use better? What are their customers saying in their reviews? Looking at all of these things really gives you some insight into how to improve your own listing to increase your sales (and profits.) If their keyword is different than yours, see if you can make that change.
If you’re noticing their customers are consistently complaining about a specific product issue, see if your product can solve that problem. If it can, highlight that in your product description. You don’t have to call out your competitors in your description, but you can mention that your product doesn’t break easily (if that’s a common complaint) or is easier to use, etc.
The point of this strategy is to keep an eye on what other sellers in the same category are doing. You don’t have to ignore or invalidate their sales just because they’re your competition. Use their success to build your own successful Amazon business. It’s valuable information you shouldn’t overlook.
Selling on Amazon and being successful will take some time. You can use the strategies you’ve read about here to help develop yourself and your brand on Amazon. See which tips work best for you and use those. Once you’ve figured out what works, don’t get too complacent.
Things on Amazon are always changing. Stay focused, give great customer service, and enjoy the profits that result as a part of your hard work. You’ll never regret the effort you’ve put into your business when you start seeing more sales and money rolling in.