I recently started selling on Amazon and in this post I'm going to share some ways for you to increase your conversion rates.
For some reason, very few people actually spend time on their listing and this gives people like us a great opportunity to sell more stuff.
Here's a screen of my conversion rates in the past week.
Here's basically what I do when I launch a new product on Amazon:
1) I look at all my competitors on the first two pages. I take note of their titles, key features and product descriptions.
I also look at the reviews to see what buyers have said and the language they have used in their reviews. We want to use the positive and negative things said by buyers to our advantage in our own key features and product descriptions.
For example if an American product is being sold in the UK and you can source it in the UK then you want to clearly state that it is made in the UK and not in America. We are basically looking to position our product so that it is perceived superior to everyone else's products. Obviously you need to have a pretty good product otherwise you won't survive after the bad reviews start coming in.
2) I then look at product descriptions of similar products on e-commerce websites. Here I am looking to find a sentence or two that I could adapt into my own listing. Something that hasn't already been mentioned by my competitors in their Amazon listings.
3) Now we take all the good bits from all the information that we have gathered and write our own title, key features and product description. It helps if you know how to write copy at this stage but if you don't then don't worry about it.
By doing 1+2 you will have come across certain keywords that your competitors are not using for their search terms inside seller central. Put the ones that you feel are most related to your product into your title. Don't worry if it looks really long.
Here's some other things that I do to increase conversions.
1) In the title I state the benefit of the product. I actually say what it is for! So many people just have the name of the product as their title.
2) Use a 8-12 word benefit driven headline in the product description box.
3) Every sentence is on its own line. Have you seen those product descriptions that contain 500 words with no white space?!
4) Bullet points to list the benefits of your product and another set for why they should by your brand.
5) Call to action. I tell people to buy the product and to add it to their cart!
6) Offer a guarantee
7) I use power words to make my copy more compelling. Example: Amazing, Best, Trick, Proven, Miracle. I'm not 100% sure if I can list websites here but there's so many sites that lists of power words that you can use.
In the above screen shot you will see that my conversion rates have increased as the week went on. That's basically because I was testing and improving upon everything I've listed above.
It's actually shocking how conversion rates can change with the same content being switched around a bit without changing any words.
Yes I know this looks like a lot of work but it's not. It normally takes me around 3 hours from start to finish and then maybe another hour or so of tweaking over the course of a week or two.
Let's say I make $10 net from every sale and 100 people come to my listing.
That would mean 7 sales (7% CVR) for me and $70 for the day.
That's like $25k a year which isn't too bad for one product.
Now if we can get that conversion rate up to 20% by doing some of the things above then with the same 100 visitors coming to our listing we are now making 20 sales a day. That's $200 net per day.
That's like $75k a year!
Oh by the way... the more you sell the higher you appear in the search results. If you were getting 100 sessions/visitors to your listing before now it will be even more which means MORE SALES and PROFIT for you!
For some reason, very few people actually spend time on their listing and this gives people like us a great opportunity to sell more stuff.
Here's a screen of my conversion rates in the past week.
Here's basically what I do when I launch a new product on Amazon:
1) I look at all my competitors on the first two pages. I take note of their titles, key features and product descriptions.
I also look at the reviews to see what buyers have said and the language they have used in their reviews. We want to use the positive and negative things said by buyers to our advantage in our own key features and product descriptions.
For example if an American product is being sold in the UK and you can source it in the UK then you want to clearly state that it is made in the UK and not in America. We are basically looking to position our product so that it is perceived superior to everyone else's products. Obviously you need to have a pretty good product otherwise you won't survive after the bad reviews start coming in.
2) I then look at product descriptions of similar products on e-commerce websites. Here I am looking to find a sentence or two that I could adapt into my own listing. Something that hasn't already been mentioned by my competitors in their Amazon listings.
3) Now we take all the good bits from all the information that we have gathered and write our own title, key features and product description. It helps if you know how to write copy at this stage but if you don't then don't worry about it.
By doing 1+2 you will have come across certain keywords that your competitors are not using for their search terms inside seller central. Put the ones that you feel are most related to your product into your title. Don't worry if it looks really long.
Here's some other things that I do to increase conversions.
1) In the title I state the benefit of the product. I actually say what it is for! So many people just have the name of the product as their title.
2) Use a 8-12 word benefit driven headline in the product description box.
3) Every sentence is on its own line. Have you seen those product descriptions that contain 500 words with no white space?!
4) Bullet points to list the benefits of your product and another set for why they should by your brand.
5) Call to action. I tell people to buy the product and to add it to their cart!
6) Offer a guarantee
7) I use power words to make my copy more compelling. Example: Amazing, Best, Trick, Proven, Miracle. I'm not 100% sure if I can list websites here but there's so many sites that lists of power words that you can use.
In the above screen shot you will see that my conversion rates have increased as the week went on. That's basically because I was testing and improving upon everything I've listed above.
It's actually shocking how conversion rates can change with the same content being switched around a bit without changing any words.
Yes I know this looks like a lot of work but it's not. It normally takes me around 3 hours from start to finish and then maybe another hour or so of tweaking over the course of a week or two.
Let's say I make $10 net from every sale and 100 people come to my listing.
That would mean 7 sales (7% CVR) for me and $70 for the day.
That's like $25k a year which isn't too bad for one product.
Now if we can get that conversion rate up to 20% by doing some of the things above then with the same 100 visitors coming to our listing we are now making 20 sales a day. That's $200 net per day.
That's like $75k a year!
Oh by the way... the more you sell the higher you appear in the search results. If you were getting 100 sessions/visitors to your listing before now it will be even more which means MORE SALES and PROFIT for you!
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