25 Tips to Increase Sales on Amazon

Stacie Larsen

October 14, 2021

Picture this: You’re brand new to Amazon. You’re confident you have a stellar product, and you know it will be successful if you can just get more people to find their way to your listing and click “Add to Cart.” But you’re not sure which steps to take or where to direct your resources to increase traffic and conversion.

Now take a moment to consider a slightly different scenario: You’ve been selling on Amazon for a while, but you’re not seeing your sales increase like you hoped they would. Maybe you’re starting to lag behind competitors or your sales have hit a wall. Your customers love your product once they get it, but for some reason, you’re still not achieving your target Amazon conversion rates.

For most brands, the scenarios above aren’t difficult to picture. Developing a product and launching your brand are mammoth tasks, but they’re still just starting points in your journey to ecommerce success. To truly achieve your ecommerce potential, you must also increase and maximize your Amazon sales. Below are 25 expert-curated tips to help you do just that:

1. Enroll in Amazon Brand Registry

Enrolling in Amazon’s Brand Registry is a crucial first step for any brand selling on Amazon, as it unlocks additional marketing tools and advantages within the platform. Since Amazon automatically removes counterfeit listings that mimic those of registered brands, the brand registry also acts as additional brand protection.

2. Publish only high-quality images

Your product listings should be what we call “retail-ready,” with a key element being your image stack. Since customers can’t touch or feel your product on ecommerce like they can in a retail store, images should mimic the retail experience as much as possible. Images should include lifestyle photos that help customers see themselves with your product and photos that show your product from all angles and clearly demonstrate the size.

3. Add video elements to your listings

Most brands don’t take advantage of the opportunity to add videos to their product listings, giving brands who do use video an edge over the competition. According to one study cited by Feedvisor, incorporating video on an Amazon landing page can increase conversion by 80%. To maximize your resources, you can reuse video elements in your listings, advertising, and social media content.

4. Conduct keyword research

It’s critical to know which keywords matter to your audience and what potential customers are typing in Amazon’s search bar to find a product like yours. Once you know which keywords to target, incorporate them in your listing title, bullet points, description, and backend keywords. Doing so helps boost your product ranking and improve SEO.

5. Incorporate A+ Content into each product listing

A+ Content, which is only available to registered Amazon brands, gives brands the opportunity to add visually rich content below the fold on their Amazon listings. Doing so reduces your bounce rate, reinforces brand equity, improves mobile optimization, and helps you rise above competitors.

6. Engage with customers through customer questions and answers

Amazon customers can ask product questions directly on Amazon listings. Review these questions often, both to answer them and to revisit your listing description to preemptively address these concerns for future customers. You can also use trends you see in your product reviews to enhance your listing content. If customers frequently praise a certain aspect of your product that isn’t included in your product description, update your product description to include it.

7. Update your product to respond to customer needs

Your customer feedback shouldn’t just influence your product listing but also your product itself. Adjust your product or packaging to meet the needs of your audience. For example, if customers complain in reviews or returns about how you package your product, you should be adaptable enough to update your packaging to keep customers happy.

8. Solicit customer reviews

While many customers heavily rely on reviews to make a final purchasing decision, it’s against Amazon’s rules to offer incentives for customers to leave a product review. However, you can still solicit customer reviews through Amazon. We recommend all brands do so. Having more reviews—preferably positive ones—lends your brand more credibility.

9. Consider participating in Amazon Vine

Even though you can’t send customers free products in return for a review, you can boost your reviews through the Amazon Vine program. Through this program, vendors can send their products to Amazon, which in turn sends them to invited customers (called “Vine Voices”) who will provide an honest and unbiased review of the product.

10. Win the Buy Box

Conversion happens in the Buy Box. If you’re not consistently winning the Buy Box, it will be impossible to increase your sales. You can read more about the Buy Box here, but a good general tip is that providing the best customer service and value for your product will help you win the Buy Box.

11. Launch an ad campaign

When you’re just starting out, you won’t be organically ranking on Amazon. An ad campaign can help drive initial traffic to your listing, which will increase sales on Amazon and help your product eventually rank organically. We recommend starting with a sponsored product campaign, then adding a sponsored brand campaign, and eventually targeting video campaigns.

12. Establish price consistency

Your product should be priced the same across all platforms. Otherwise, you run the risk of losing the Buy Box on Amazon or burning bridges with other online sellers. Establishing and enforcing a MAP policy can help your brand achieve pricing consistency.

13. Utilize FBA

By using FBA, your products qualify for Amazon Prime—a huge selling point for customers. Selling through Prime can also help boost your product ranking, putting your product in front of even more shoppers. FBA also simplifies selling logistics for you, gives qualifying products the option of Subscribe & Save, and provides your products with the fastest shipping available.

14. Sign up for Subscribe & Save

Like we mentioned above, qualifying brands who use FBA can also enroll their products in the Subscribe & Save program, which gives customers a discount for signing up for recurring purchases of your product. We’ve seen this program to be a great way to increase sales on Amazon through repeat business and a loyal customer base.

15. Prioritize a good inventory history

Focus on having a solid inventory history and a consistently healthy inventory. Avoid going in and out of stock frequently, since this is detrimental to your account health and will make it more difficult for your brand to win the Buy Box.

16. Respond to customers quickly

Amazon judges you as a seller, in part, by how quickly you respond to your customers. Set a goal to respond to all customers within 24 hours. Doing so will show Amazon that you’re a reliable seller and make it more likely for you to win the Buy Box. Solid customer service will also help improve your product rankings and reviews.

17. Host an Amazon Live stream

Amazon Live allows you to host a live stream where you can feature your product in real-time and connect with your customer. It also helps you build a brand following on Amazon. One of our partner brands saw a 10% increase in sales during the week of their Amazon Live event. The brand’s best-seller ranking also increased by 70% during the week of the event.

18. Run promotions

Consider offering a coupon, Lightning Deal, or Deal of the Day to give customers a discount on your product. These promotions are especially effective for holidays and special events but can be used year-round. Any short-term discount can help temporarily increase sales.

19. Work with influencers

Shoppers look to their trusted social circles—including social media influencers—to make their purchasing decisions. Working with influencers is a powerful tactic for many brands, especially when paired with a promotion. At Pattern, we’ve seen great results when running a Deal of the Day discount on the same day we contract with an influencer to promote a product.

20. Build your own social media presence

Focusing on your brand’s own social media presence is important, too. Publishing quality content on social media, including reels on Instagram or YouTube videos, can reinforce the message you’re communicating on Amazon.

21. Publish on Amazon posts

Amazon Posts—social media outside of social media—is a free way to drive impressions and increase sales. Posts are viewed directly on Amazon’s platform and are very similar to an Instagram post with an image, text, and product link. Amazon encourages brands to use lifestyle-led imagery to maintain their presence on the platform.

22. Invest in off-platform advertising

Amazon loves when you drive outside traffic to your Amazon listings. Using Google, Pinterest, Reddit, Facebook, or other social ads are all great options to drive additional traffic to your listings.

23. Initiate email marketing campaigns

Email marketing campaigns are another off-platform strategy that can increase Amazon sales. Consider sending a campaign to your existing customer base to inform them about products or promotions on Amazon. If you don’t have an existing email list, you can run social ads that offer a digital product or discount in exchange for a customer’s email.

24. Curate an Amazon Storefront

Creating an Amazon storefront that tells your brand’s story can help you reinforce your brand and connect with your customers. When you have a sale running, your Amazon Storefront helps you put all your sale products in one spot. Your storefront can also be an effective landing place for your sponsored brand ads.

25. Expand internationally

Once you’ve reached your selling potential in your target market, it’s time to consider expanding to international Amazon markets. While expansion may not be a good choice for every brand, it’s worth considering if you have an international audience eager to buy your product.

How can Pattern help?

When you’re maxing out your time and resources to keep your day-to-day business running smoothly, it can be difficult to find the time to implement any strategies to increase Amazon sales, much less all 25 that have been listed here. It requires a skilled team, an abundance of time, and a significant amount of money to perfect your listings, social media presence, customer service, and more.

That’s why we’re here. Partnering with Pattern is like clicking the “easy” button for ecommerce. As a leading ecommerce accelerator, we take the guesswork and logistics off of our partners’ plates, making it easy for our brands to focus on what matters most.

Everything listed above can be simplified by partnering with us and accessing our marketplace management services. Our expert creative teams can handle your product listings, armed with data that shows exactly what works and what doesn’t. Our international teams throughout the globe make internationalization as smooth and easy as possible for brands ready to expand. Our proprietary software makes ecommerce reporting, keyword research, ad campaigns, and shipping logistics simple and effective.

The best part? We offer all our services at no extra cost to you, since as your partner, we’re just as motivated to see your brand succeed as you are. Interested in learning more? Get in touch with our team today.

Explore Our Ecommerce Resource Library

Find relevant content to accelerate your ecommerce business. Stay on top of industry trends and best practices.

Improve Your Amazon Advertising Strategy With One Simple Metric: True RoAS
Blog

Improve Your Amazon Advertising Strategy With One Simple Metric: True RoAS

The purpose of advertising on Amazon is simple: increase traffic and conversions. But the approach to get those conversions is not always so simple. Your Amazon advertising strategy is based on current ad data and performance results such as your return on ad spend (RoAS). 

At a minimum, your RoAS number tells you how well you’re maximizing your ad spend. The problem is the RoAS you’re getting from Amazon or an advertising agency isn’t always accurate. 

As a top 3P seller on Amazon, Pattern helps brands improve their Amazon advertising strategy and results by providing them with one simple metric: true RoAS.

Understanding True RoAS

To understand why true RoAS is helpful to brands, you need to understand how Amazon and other agencies calculate and present your RoAS.

The key to growing your brand and maximizing your ad spend is to drive incremental traffic, rather than cannibalizing what has already taken place. For example, if you are selling probiotics, and paying for sponsored ads to win the keyword “probiotics for women”, but also organically ranked in the top results with the same keyword, that’s cannibalization. The RoAS score you would receive from Amazon includes that level of cannibalism, which inflates the number, causing you to pay more on ad spend. The best ads drive incremental growth instead of cannibalizing organic sales. 

At Pattern, we’ve created the acceleration software to make sure brands are getting their “true RoAS”. Pattern’s patented tool applies artificial intelligence to advertising to maximize incremental growth or true return on investment. 

Our software helps brands optimize their efforts by providing live and updated information on where your brand is not organically ranking, and what you should be paying for. If your ranking improves in one area, the ad spend will automatically decrease for those words or phrases until the software detects a drop in ranking, signaling that your ad spend should go up again. This dynamic monitoring of ad spend will help you maximize incremental growth and improve your RoAS.

Improve Your Amazon Ad Strategy with Pattern

Knowing your true RoAS is key to improving your Amazon performance. Advertising agencies and marketplace account managers often give you an inaccurate RoAS ratio or value, which only incentivizes you to spend more on advertising, ultimately increasing revenue for the agencies and/or marketplaces.

At Pattern, a 3P partner on Amazon and other marketplaces, we view our brands just as that: a partnership. When you win, we win. You succeed on Amazon by maximizing your ad spend and we have the data and resources to help you do just that. Accurate, transparent data and reporting will help improve your advertising strategy to drive more traffic to and conversions on your products. 

Ready to finally get your true RoAS? Contact us.   

Slowing Inflation is Music to Consumers’ Ears
Blog

Slowing Inflation is Music to Consumers’ Ears

**Instrument Pricing Changes Tune Amid Record Inflation** Compared to 2022, consumers should expect to pay more for musical instruments, but the rate of inflation shows signs of slowing. **The backstory:** America’s most popular musical instruments saw a notable price increase in 2022 compared to 2021, but the rate of inflation eased in Q4 ’22. **Why it matters:** Slowing inflation within this product category could indicate economic pressures like increased demand, rising labor costs, and supply chain disruptions are easing across the consumer landscape. **What we’re seeing:** The average cost of musical instruments increased 7.5% from 2021 – 2022; however, when analyzing individual increases year over year, some instruments saw price increases as high as 21%. <iframe title="YOY Price Change for Instruments — 2022 vs. 2021" aria-label="Bar Chart" id="datawrapper-chart-02Lwk" src="https://datawrapper.dwcdn.net/02Lwk/2/" scrolling="no" frameborder="0" style="width: 0; min-width: 100% !important; border: none;" height="379" data-external="1"></iframe><script type="text/javascript">!function(){"use strict";window.addEventListener("message",(function(e){if(void 0!==e.data["datawrapper-height"]){var t=document.querySelectorAll("iframe");for(var a in e.data["datawrapper-height"])for(var r=0;r<t.length;r++){if(t[r].contentWindow===e.source)t[r].style.height=e.data["datawrapper-height"][a]+"px"}}}))}(); </script> * Trombones experienced a 21.73% increase compared to 2021 * Trumpets +20.08% * Flutes +18.6% * Recorders +16.13% * Saxophones +13.63% * Clarinets +10.55% * Drums +5.41% * Ukuleles +5.17% **However:** Inflation among these same instruments was significantly less in Q4 ’22 compared to Q4 ’21. In some cases, prices decreased from Q4 ’21 – Q4 ‘22: <iframe title="Price Change for Instruments — Q4 2022 vs. Q4 2021" aria-label="Bar Chart" id="datawrapper-chart-6X6GZ" src="https://datawrapper.dwcdn.net/6X6GZ/2/" scrolling="no" frameborder="0" style="width: 0; min-width: 100% !important; border: none;" height="379" data-external="1"></iframe><script type="text/javascript">!function(){"use strict";window.addEventListener("message",(function(e){if(void 0!==e.data["datawrapper-height"]){var t=document.querySelectorAll("iframe");for(var a in e.data["datawrapper-height"])for(var r=0;r<t.length;r++){if(t[r].contentWindow===e.source)t[r].style.height=e.data["datawrapper-height"][a]+"px"}}}))}(); </script> * Trombones +11.23% * Flutes +10.41% * Saxophones +5.94% * Clarinets +5.59% * Trumpets +3.10% * Recorders +2.85% * Drums -2.59% * Ukuleles -8.46% **Moreover:** Certain instruments saw inflation reverse in 2022. On average, prices for melodicas, guitars, and violas saw their prices decrease by 4.41%, 3.19%, and 0.97%, respectively. <iframe title="YOY Price Change for Instruments — 2022 vs. 2021" aria-label="Bar Chart" id="datawrapper-chart-0Tefk" src="https://datawrapper.dwcdn.net/0Tefk/3/" scrolling="no" frameborder="0" style="width: 0; min-width: 100% !important; border: none;" height="259" data-external="1"></iframe><script type="text/javascript">!function(){"use strict";window.addEventListener("message",(function(e){if(void 0!==e.data["datawrapper-height"]){var t=document.querySelectorAll("iframe");for(var a in e.data["datawrapper-height"])for(var r=0;r<t.length;r++){if(t[r].contentWindow===e.source)t[r].style.height=e.data["datawrapper-height"][a]+"px"}}}))}(); </script> **Diving Deeper:** Inflation was more significant when comparing Q4 ’21 to Q4 ’20 than when comparing Q4 ’22 to Q4 ’21, indicating a slowing down of price increases for consumers. <iframe title="YOY Q4 Price Change for Instruments — 2020 – 2022" aria-label="Stacked Bars" id="datawrapper-chart-p6iqt" src="https://datawrapper.dwcdn.net/p6iqt/1/" scrolling="no" frameborder="0" style="width: 0; min-width: 100% !important; border: none;" height="206" data-external="1"></iframe><script type="text/javascript">!function(){"use strict";window.addEventListener("message",(function(e){if(void 0!==e.data["datawrapper-height"]){var t=document.querySelectorAll("iframe");for(var a in e.data["datawrapper-height"])for(var r=0;r<t.length;r++){if(t[r].contentWindow===e.source)t[r].style.height=e.data["datawrapper-height"][a]+"px"}}}))}(); </script> * In Q4 ’21, average prices for all instruments were up 8.89% compared to Q4 ’20. * When comparing Q4 ’22 to Q4 ’21, the average price for all instruments only increased by 2.65%. **The takeaway:** While consumers should expect to pay higher prices for instruments this year, overall inflation impact within this product category appears to be slowing down. With National Ukulele Day coming up on February 2, now is a great time for ecommerce brands to take advantage of slowing economic worries and reach new consumers. * Want Pattern’s data science team to power your brand with consumer insights like these? Contact us to [request more information](https://pattern.com/contact-us/) today.

Slowing Inflation? What Musical Instrument Pricing Tells Us
Blog

Slowing Inflation? What Musical Instrument Pricing Tells Us

It’s safe to say consumers and brands alike are eager for a change to the pattern of rising inflation, steadily increasing in many ecommerce categories . Pattern’s internal team’s data scientists analysis of instrument pricing shows a glimmer of hope that inflation may be slowing, which would be great news for brands selling online.

At Pattern, we’re interested in and monitoring trends and news related to pricing since price is a key factor in a brand’s profitability (as explained in the Ecommerce Equation). When brands are able to optimize their price, conversions, and traffic, they can optimize their profitability. And profitability leads to better allocation of resources, better brand control, and gives leaders the ability to expand their presence to new markets worldwide.

YoY Instrument Pricing Increased at a Slower Pace

When analyzing the pricing changes of instruments from 2021 to 2022, our teams found that prices increased, but at a slower rate than from 2020 to 2021.

As shown below, the year over year Q4 changes show quite a lower rate of increase.

Inflation Improvements Raise Profitability

Because inflation impacts online shopping behaviors, lower inflation can lead to better overall profitability for brands. This idea, of course, is nuanced, but Pattern’s Ecommerce Equation can help illustrate the general principle.

When inflation rises, consumers change their spending habits. Shoppers spend more time researching products, forego premium, higher-priced brands, and buy more in bulk. Brands tend to see a loss of loyalty as they’re forced to raise prices.

Price is a key variable in the Ecommerce Equation: price x conversion x traffic = profitability. As inflation lowers, brands can expect better performance in all of these areas—more traffic as spending habits return to normal, higher conversion from returning customers, and price that better fits consumer demand. As inflation lowers and these variables stabilize, brands will see profitability increase.

Raise Your Profitability with Pattern

As an ecommerce accelerator, Pattern is obsessed with gathering data that helps our brand partners succeed. We’ve created best-in-class technology, models, and analytics to understand changes on the horizon and inform our decisions. With an incredible team of data obsessed Pattern employees, we see what makes the difference in truly great ecommerce performance and apply those learnings for brand partners. 

Ready to improve your profitability? Contact us here.