2020 was err…well… let’s not talk about that. Let bygones be bygones, it’s 2021 and this is going to be a splendid year! To make sure you start the year on the right note, we have created this awesome list of tips and tactics that will help you increase Amazon sales in 2021 and beyond. Implementing these strategies might be what you always needed to take your business to the next level.
#1: Go global
Expanding your Amazon business globally might be out of your comfort zone, but the potential growth opportunities might make you wanna jump on the “going global” bandwagon. Amazon.com is great but crowded. Making yourself heard requires immense efforts, but if you start selling in a market that is relatively new, you can become the #1 BestSeller in half the efforts. The up-and-coming marketplaces like Japan, Australia and India are growing speedily and have the same opportunities as the US market but with far fewer sellers at this point. If you start now, you can get a competitive edge over all the sellers that come after you.
#2: Differentiate your product from the next
Find the reason why a shopper will consider buying your product. Although all the products on Amazon look pretty much the same, some sell more while some just sit there. Why is that? Does that mean that the products that sell more are better than those not selling enough? Probably. But the main reason why some products sell and others don’t is because they are presented in a compelling way. Their copy and images address the pain point, and those products have far better visibility. They pop up everywhere – on search result pages, on competitor’s pages, on a potential shopper’s Instagram feed and anywhere else possible.
Before you think that something’s wrong with your product, ask yourself one thing: what steps you have taken to stand out from the competition. Craft a compelling copy, create larger-than-life and informative images, invest in Amazon Enhanced Brand Content and do everything that your competitor has done but ten times better.
#3: Take your inventory management seriously
Not managing inventory efficiently can adversely affect your business. Having too much inventory can lead to higher storage fees; having low inventory means you are missing out on major sales opportunities. You need to find the sweet spot where you have just enough inventory to effectively meet customer demands. There are many tools and software available out there that can help you do the job more flawlessly.
#4: Plan your holidays ahead
And by holidays, I don’t just mean Prime Day, Black Friday & Cyber Monday. There are many more holidays and events for you to capitalize on. The upcoming big holiday on the calendar is Chinese New Year (12 February), then it’s Valentine’s Day (everyone knows the date :P), St. Patrick’s Day (17 March), Easter (4 April), Memorial Day (31 May) and the list goes on. You need to prep your store for every holiday atleast a month ahead. Incorporate holiday-themed content on your detail page, promote the products that are more likely to sell on those holidays and run off-Amazon promotion campaigns. There is so much you can do! Right now, as the sales might below, you’re in a good position to sit and prepare a calendar marked with all the major holidays and events of 2021. This way, you will always know when to start preparing.
#5: Build a brand
If you think selling on Amazon means losing control over your branding, then think again. Amazon has constantly been launching several tools solely focused to build and promote your brand on the platform. And the best part is that they all are free. Be it EBC or Amazon Seller Storefront; Amazon wants that more and more sellers capitalize on them and tell their brand story to millions of shoppers. We believe that creating a brand customer trust is the most fail-proof strategies you can ever have. When customers trust you as a brand, it’s easy to survive and thrive, no matter how tough the competition gets. Don’t believe us? Let us take the example of one of the more well-known brands on Amazon. Yeti sells its insulated water bottle at $30 while most competitors sellers around $10-20, yet it mints more sales than all other sellers. Why do you think it is that? Because Yeti has created, a brand and customers are ready to spend more for its products.
#6: Leverage video ads
Sponsored Brand Video ads are embedded with other listings on the search result pages, and because they contain eye-catching movement and effects, so shoppers are more likely to stop, take notice and click. This makes them one of the most influential and engaging forms of advertising. If you are still thinking if they are worth the investment or not, read this: Amazon itself states that adding video to your product detail page can increase the chances of sales by 35%. The success of these campaigns, however, depends on the quality of the video content you have to offer. Here are some of the best practices that can help you make the most of this new form of advertisement:
- Engage with your audience without any sound because the video will autoplay on mute.
- Introduce your product in the first five seconds.
- Demonstrate your product features and benefits. Sponsored Brand Video Ads is not a place to tell your brand story.
- Avoid making any claims.
- Optimize your product page before you bring traffic.
#7: Get more reviews
Reviews are the most crucial factor that affects your conversion rates. The more reviews you have, the more sales you will get. Without any reviews, even your PPC campaigns are of no use because no matter how much traffic you bring to your listing, they won’t convert if your product detail page lacks the “social proof” they need to make a purchase. The magic number is five. When you have 1-2 reviews, everyone assumes it’s my family and friends (they actually are!); when your products get about 5-6 reviews, they seem legit to customers and after you receive 20+ reviews, it starts making a difference. Of course, it takes time to earn reviews but don’t reduce your efforts. Ideally, if your efforts are consistent, you should be receiving 3-4 reviews per every 50 sales. The ratio might be a turn-off but trust us, in the end, it’s all worth it! Set a target that by the end of this year, your products will have atleast 50 reviews and make every effort to reach (and crush) your goals.
Related: Tips To Get 5-Star Reviews & Deal With 1-Star Reviews
#8: Hire Amazon consultants
The biggest secret to increasing your sales on Amazon is not what you think. It’s outsourcing your Amazon management to an experienced firm. That’s it. Let me explain this to you with a story. There was a friend of mine who did his taxes all by himself just to save some money. At first, it was easy, but eventually, things got a lot more complicated, so he hired a CPA. Surprise, surprise, the professional expert saved more money than he cost!
In the same way, hiring Amazon marketing consultants is not money spent but money invested. Besides, you cannot be an expert in every area and there are people out there who can do the job not only quickly but efficiently. You can save yourself from any burnouts in the future and focus on areas where you excel.
If you are not willing to outsource the whole of account management yet, at least hire experts who can work on Amazon listing optimization and stuff.