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Originally published on October 25, 2022, updated September 6, 2024
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In a previous article, Kristen discussed what to sell on FBA. She now details how to increase your FBA sales once you're up and running.
No matter your products, no matter your brand, every Amazon seller faces the same challenge: how do you increase your sales? Enrolling your products in the FBA (Fulfilled by Amazon) program already gives you a bit of an edge since it means your items gain Amazon Prime status. It's also said to average a 20-25% uptick in sales—so, not a bad start.
But many other sellers also use FBA, so you still have plenty of competition. What other ways can you stand out and convince customers to choose you? Here are a few smart strategies you can use to increase sales on Amazon FBA.
If you're wondering how to increase Amazon FBA sales, you need to keep these nine things in mind.
Amazon customers are often price driven, meaning they’re out to find the best deal on every item. Keeping your prices low enough to attract deal seekers is an obvious way to increase your sales.
But pricing too low can hurt your bottom line. Keep an eye on what your competitors are charging so you can make sure your prices are in line with what customers expect. If they can see that your products are competitively priced but still a good deal, it’s one of the main factors enticing them to buy. Using an automated repricing tool can help you maintain a competitive edge.
Offering the best price won’t matter much if customers routinely hate the products they receive. No matter how good the deal is, if you get a lot of returns or bad reviews, it will hurt your overall sales (and could also get you kicked off the platform completely).
To build a reliable seller reputation, only sell products you have absolute confidence in. It’s not only good business, but it's also the best path to repeat customers, positive word of mouth, and the kind of glowing reviews that boost sales.
Related Reading: How to Sell on Amazon Successfully in 2023
The foundation of a great customer experience is selling good products at a reasonable price. But even if you’ve got that part down, problems still happen.
If a product breaks in the mail or an issue at the warehouse leaves your customer with the wrong item, you want to be ready to handle it. Be committed to solving customer problems as they arise. Consistently delivering a fast response that fixes the issue will boost your overall reputation and sales.
When a customer is ready to buy, they won’t patiently wait until you’re ready to sell. If you’re out of a product, they’ll turn to the next best option. Don’t lose those sales. Stay on top of your Amazon inventory to make sure products are available at the exact moment that people want them by using services like Kickfurther for fast inventory funding.
If you need help keeping your products in stock, RestockPro makes your FBA inventory management much easier. It tells you what to restock (and when) based on your selling activity and instantly calculates estimated margins so you can focus on your most profitable products.
Many Amazon customers value convenience just as much as the product price. This means one of the smartest ways to capture more sales is to make your product the easiest one to find.
Free Guide: Amazon Listing Best Practices
You already have the Prime advantage, so the next step is to learn the basics of Amazon SEO (search engine optimization) and optimize all of your product listings to rank higher for relevant searches.
Changes to your listing might be a sign of hijacking. SellerPulse includes listing content change alerts so you can get notified every time your product's image, title, or brand changes.
eCommerce buyers take a risk every time they purchase a product they haven’t physically seen. You can reduce that risk by clearly showing them what to expect.
Take high-quality photographs of all your products that show customers how they truly look and perform. When buyers can see and better understand what they’re receiving, it naturally increases their confidence in clicking that Buy Now button.
Deal seekers aren’t just on the lookout for the best price, they also love promotions. Giving shoppers more for their money (or throwing something in for free) provides an extra incentive to purchase.
Use promotions strategically to drive up sales. You don’t want to lean on them too often, but they can be a smart way to get a customer to try your product out for the first time or to move inventory that’s been sitting stagnant in your warehouse.
Selling on Amazon is competitive – we all know it, and there's no way around it. Even with a great product, reasonable prices, and Amazon SEO working to your advantage, it can still be difficult to get noticed.
Boost your visibility on the platform by using Amazon advertising to the best of your ability. Investing in advertising options like Sponsored Display ads and Lightning Deals will get your products in front of more people, which is usually the hardest part of winning new sales.
Reviews can make or break a sale. When happy customers gush about how much they like a product, it gives potential customers more confidence in the decision to buy. And when unhappy customers come back to complain in the reviews—well, you can imagine what happens (it isn't good).
The best strategy for getting more reviews is to proactively ask for them. Giving customers a polite nudge after they purchase can go a long way toward boosting your reviews, which can then increase your sales.
If you want more reviews (and more sales), you need to engage with more buyers. eComEngine's FeedbackFive software is designed to do just that and a whole lot more! You can send Amazon-compliant review requests, identify top review trends, and even get alerts for negative reviews.
If you want to increase Amazon FBA sales, you need to do good business. Make sure your products are awesome, your customer service is great, and your product listings are strong. When this happens, the reviews and sales are bound to follow.
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