Amazon Sponsored Ads may seem simple at a glance—pay per click, target a few branded and non-branded keywords, and let it run—but there are Amazon advertising strategy rabbit holes that can be utilized in unique and effective ways for any brand. One such strategy to bring into play is product targeting through Sponsored Ads on Amazon.
The central idea behind Sponsored Ads on Amazon is that a seller is able to pay to play in spaces they may not otherwise inhabit using a pay-per-click model to showcase their product in certain areas. While targeting specific keywords seems to be the most common approach, there is also a form of targeting that allows a seller to target specific products instead. There are many benefits to this as well as many ways to go about it through either Sponsored Products or Sponsored Display.
A few potential Amazon advertising strategies for a product targeting campaign include:
One way to ensure your products get a high impression volume and thus a higher proportion of clicks is through hijacking the detail pages of competing high performing products.
For example, if you are trying to advertise for a new product in a competitive space, you may find it hard to gain relevancy on high volume generic search terms. One way a seller may be able to hack this is through bidding to get their new product on the detail page of an established high-performer that comes complete with reviews and star ratings—this can ensure you are able to get a lot of eyes on your product detail pages and thus a lot of new potential consumers as well.
To make sure your products have the best chance at conversion from a competitor detail page, make sure that the competitor products you decide to target are generally similar products that have an equal or lower star rating to yours and an equal or higher price point.
For example, if you are a seller of bath and body products advertising on a two pack of bath soaps for $20 with a 4.6 star rating, you may want to consider placing your product on the detail page of a competing brand’s bath product with a 4.1 star rating priced at $30. All things considered, a consumer may be more compelled to select or at least consider your product despite their prior brand loyalty directly from that competitor’s detail page.
One of the great things about product targeting competitor pages is that a consumer is confirmed to be interested in a certain type of product by navigating to a detail page, but may be able to be swayed by a product that looks otherwise the same but has a lower price point or higher star rating.
Think about this when gathering ASINs to use as targets. That’s the sweet spot for making sure your products have a chance at bringing potential customers to your detail pages instead.
Product targeting provides an interesting way to get into the mind of consumers by way of targeting complementary products. Essentially, this allows a seller to showcase their products on the detail pages of products that go well with theirs. A few examples of this may be:
Targeting complementary products can be beneficial in many of the ways targeting competitor spaces is—you can hijack top performing products and take advantage of increased organic search volume without feeling pressure to compete with the products you’re targeting.
As is the case with Amazon, sellers always run the risk of other sellers conquesting their branded terms or attempting to take market share by directly targeting their detail pages, like was covered above. To combat this happening on your own product pages, use product targeting as a way to defend your branded spaces.
Instead of running the risk of a consumer navigating to your page (either organically or through sponsored advertising) and potentially clicking on a competitor’s ad—whether it be because of difference in price, ratings/reviews, or other factors—a seller can bid through product targeting to sit more products on their own product detail pages. This ensures that when a consumer is on one of your product detail pages, they will only continue to see your products.
While many sellers may limit themselves to a “set it and forget it” approach when it comes to advertising, utilizing the product targeting feature through Sponsored Products can lead to great wins for your brand in sales and brand awareness.
As stated explicitly by Amazon, product targeting can help sellers gain a higher percentage of product detail page views—meaning more eyes on your products and a higher chance of conversion no matter which strategy you choose to utilize.
Our expert digital marketing teams can help you grow your Amazon business at no added cost. If you’d like to learn more about Amazon advertising strategies for product targeting, or for any other ad goals for that matter, schedule a demo with Pattern today, or download our Amazon Advertising Strategy eBook below.
Find relevant content to accelerate your ecommerce business. Stay on top of industry trends and best practices.
Peak season is almost upon us and with all signs pointing to it starting earlier than ever, with Christmas gifting searches now ramping up in August and September, it’s time to start preparing for peak. In this article, we’re sharing our top five tips for planning and preparing for peak season with Google Ads and the strategies required to get your Paid Search ready so you can drive success over this crucial period.
In 2021, gifting search terms started increasing in popularity in August. The general trend is that people are looking, researching and weighing their options early, so it’s best to start your Paid activity early to ensure that you’re capturing that early research traffic. This will help drive revenue alongside aiding those consumers who are in their research phase.
From 2020 to 2021, spend during Cyber Week actually only rose 2% but in the weeks leading up to it, it increased by 16%. However, Cyber Week is still the biggest period during the latter half of the year, accounting for 23% of all online spend by consumers over peak. Being prepared and starting early will help you to maximise your time during this period.
According to Google, 48% of global consumers have stopped buying or using a service due to privacy concerns. Privacy is front of mind when consumers are shopping online and we know that Google is phasing out 3rd party cookies in 2023. This is going to make it much harder to track users online and it’s something that brands need to think about this now – waiting isn’t an option.
From a Google Ads point of view, you want to ensure you have set up the Google Ads tag across your site and have enabled ‘Enhanced Conversions’, which ensures all conversions are tracked and allows you to monitor other actions such as ‘Add to Cart.’ This is relatively easy to set up, especially if you use ‘Google Tag Manager’.
It’s also vitally important that you build up your first-party data during this time as this is data you own and it can be used when targeting consumers that have provided your brand with their email address. Pattern’s own experience shows that by segmenting and using first-party data, you can see a 10% improvement in revenue and ROI.
A full-funnel approach is now more important than ever as consumers become more discerning and have more choices than ever of where to shop.
Pattern has seen success with Google Ads’ ‘Discovery Campaigns’ (image-based ads that appear on Google platforms such as Gmail and the Google app), which have driven success both from a traffic and revenue perspective.
The performance of these campaigns is significantly enhanced by adopting a segmented and nuanced approach to first-party data and incorporating these into your campaigns. Other options for a full-funnel approach include YouTube and testing bidding on keywords that are more representative of the research phase. (e.g. ‘best baby clothes’ for a baby clothes brand)
Earlier this year, Google announced that they were moving away from Smart Shopping and launched Performance Max. This is a new campaign type that incorporates features and placements from Smart Shopping but expands them onto other platforms such as Gmail but also alternative creative options, such as images and videos.
Since Google has already started automatically upgrading Smart Shopping campaigns to Performance Max, expect to see some fluctuations in the first 2 weeks following the switch over but results generally seem positive. We recommend upgrading sooner rather than later to limit any potential impact to peak period.
Peak period will be even more competitive than in 2021 and you’ll need your budgets to support this period, we recommend boosting budgets in October to start capturing that early peak traffic. As we enter November and the Cyber Period, start early and make sure you are capturing those consumers looking for early bargains, ensuring you are being nimble in your optimisations and reacting to the data that you are seeing.
Overall, peak period is vital to help drive your sales and by preparing early, you will see strong results and drive success for your brand. If you want to discuss how your brand can navigate this next peak period, contact us to discuss your options with our performance team now.
Entering the ecommerce landscape is a huge undertaking for any brand—it usually requires a large investment in resources and expertise to really be successful. Any brand can quickly get in over their heads trying to navigate the nuances of SEO, fulfillment and logistics, distribution control, listing optimization, and meeting the numerous other requirements and administrative tasks to show up well on marketplaces.
Unfortunately, because it’s so easy for third party, gray market, and unauthorized sellers to obtain and sell products online, many brands find themselves pressured to execute an ecommerce plan without the right resources to succeed on marketplaces and their other channels.
So, for brands looking to enter the ecommerce space or improve their current and future performance, it makes sense to partner with an ecommerce consultant.
Pattern’s global presence and proven success with hundreds of brands has allowed us to develop highly effective ecommerce consulting services. We can guide your brand to navigate issues both large and small in marketplaces worldwide. To maximize your ecommerce efforts, you’ll need to understand what an ecommerce consultant does and how to select one who drives the right value for your brand and products.
An ecommerce consultant is a specialist in the ecommerce space who can give you personalized guidance on how to market your products and grow their presence on digital marketplaces.
An ecommerce consultant should be able to analyze your brand, audience, category, opportunity, and current roadblocks and help you understand how to utilize your resources (or what resources are missing) to be most effective in capturing your opportunities in the ecommerce space.
Not sure how to evaluate a consultant? Here are 4 key attributes to look for as you make your choice.
At Pattern, we prioritize brand obsession for a reason—we know that a brand-centered mindset makes a crucial difference in the outcomes and results our partners achieve. So in our experience, when you begin your search for an ecommerce consultant, it’s important to look for a partner who is specialized in ecommerce, invested in the product, and passionate about helping brands build and improve their strategies. Typically, this means finding someone that consults exclusively for ecommerce marketplaces, rather than choosing a consultant who offers many different services.
It’s also important to avoid choosing a consulting partner who can’t deliver the right experience for your brand. The best indication of whether your potential consultant can do that is to review their history, data, and results with other brands. Ask if they’ve helped others in your selling category, if they’ve solved specific issues your brand is facing, and why they feel you are a good fit. The key is to leave the conversation feeling confident that you understand your consultants’ capabilities and whether or not they match up with your needs.
It’s best to pick a consultant who knows how to guide a brand onto and through multiple marketplaces worldwide. You’ll want to take a look at your long-term strategy and think about the regions and platforms you’re currently on and where you might want to take your brand in the future. If your consultant is truly great at what they do, they’ll be able to help you perform well enough with your current product roadmap that it’ll be a no-brainer to expand your presence at the right time.
The most effective partnership with an ecommerce consultant will be able to give you both recommendations and point you to solutions for making those changes in your planning, processes, and execution. Your time and money is valuable, so you want to make sure that you’re spending it as efficiently as possible as you follow your consultant’s advice. So, before you commit to an ecommerce consultant, ask about the resources and concrete solutions they typically recommend to the brands they work with.
Finding an ecommerce consultant that checks the boxes can be a difficult task. At Pattern, our entire focus and drive centers around giving brands the tools and resources they need to succeed on domestic and international ecommerce marketplaces.
With over 100 global ecommerce consultants across 10 global offices, we have the right tools to partner with brands across the world to achieve better ecommerce success. We give specialized advice, then make sure our partners have all the adequate SEO, social media, CRM, Amazon multi-channel fulfillment services, and ecommerce outsourcing services they need.
Interested in ecommerce consulting services? Set up a call here to learn what Pattern can do for your brand on global marketplaces.