How to Increase Sales on Amazon: 23 Actionable Tips

by | Oct 3, 2022

Selling on Amazon is both a blessing and a curse.

While you can launch a business on the world’s biggest marketplace for a small monthly fee, the low barrier to entry means that it’s an extremely competitive marketplace.

There are over 2.5 million third-party sellers on Amazon, with another million joining every year.

The great news is that just as fast as third party sellers on Amazon are growing, so is Amazon itself!

Amazon is responsible for almost 50% of US ecommerce sales each year and has over 200 million prime subscribers.

That’s a lot of potential eyeballs to showcase your products to!

If that doesn’t excite you as an Amazon FBA seller, I’m not sure what will!

But, how can you stand out from the crowd, increase your sales on Amazon, and become one of the elite that turns Amazon selling into a full-time gig?

If you’ve dipped your toe in the Amazon waters and found it more challenging than you expected, then this article is perfect for you.

I’ll cover 23 ways on how to increase sales on Amazon. Once you’ve read all the tips, you’ll have a bulging toolbox of methods for growing your Amazon FBA business, and becoming one of the many super successful amazon sellers creating life changing income everyday!

Let’s dive in.

How to Increase Sales on Amazon; 23 Pro Tips

1. Generate More Sales by Owning the Buy Box

The buy box is how the bulk of sales on amazon are made.

Situated to the right of all product listings, it’s the product’s ‘call to action’, encouraging you to either ‘add to cart’ or ‘buy now’.

amazon product listing - displaying the buy box

You may think that by simply listing your product on Amazon the buy box is part of your listing, but unfortunately that’s not the case.

You have to ‘win’ your own buy box and compete to retain it.

First you need to be eligible for the buy box, which is easily done by signing up for a professional seller account and then ensuring your account health remains in good standing.

To maintain good account health you’ll need to offer top drawer customer service and comply with Amazon’s policies and T’s & C’s.

Unfortunately, however, if you’re in a competitive niche, you may not always win the buy box on your own listing and Amazon may instead add a competitor’s product into the buy box.

To try to limit this occurrence, you’ll need to list as a prime seller, offer competitive pricing, keep your inventory topped up, maintain positive seller feedback and sell products in new condition.

Here’s Jungle Scouts post with more details on how to win the buy box and generate more product sales.

2. Increase Sales by Creating a Store for All of Your Products.

If you sell multiple products under your own brand, you can generate more sales by opening up an Amazon store.

Here’s an example from the third-party seller BigDot.

example of amazon store

Selling all your products from a single storefront helps to increase your sales in several ways;

  1. Cross-promotion. When a shopper sees a product of yours in the regular listings, then there is a chance of them clicking through to your store to see your other ones.
  2. Enhanced A+ listings. I’ve covered this in more detail in the Register your Brand tip. The A+ listing lets you use image-rich product details to paint your product in the best light.
  3. Easy to remember URL. If you set up your own store, Amazon provides you with a web address in the amazon.com/YOURBRANDNAME format.

Best of all, there is no charge to set up an Amazon store, though you will need to pay to register your brand first.

3. Increase Sales By Adding Videos To Your Listings.

A product listing that includes a video can increase your sales by as much as 2.5 times. It’s another feature available to those who have registered as a brand with Amazon and is a great way to highlight product benefits or show them in use.

increase sales on amazon with video

There are some guidelines to follow for the content of your video.

The spoken language must be English, you have to provide supporting evidence for any claims you make, and you can’t use a video to promote a discount or special offer.

Additionally, video content can’t be political, sexually suggestive, or direct the viewer away from the Amazon platform.

In short, adding a video to your listing provides you with a chance to show off the fantastic benefits of your product to shoppers.

You can shoot the video yourself, as the minimum resolution required is 480p ― a recording quality possible with all recent smartphones. Use the 16:9 aspect ratio, so it looks good on mobile, and keep the video file size under 5GB.

4. Increase Product Sales by Doing Better Keyword Research

Like Google, Amazon is a search engine. Unlike Google, Amazon’s only goal is to sell products.

The more relevant the products it shows potential customers in the search results, the more likely it is to make a sale.

While there are many factors that contribute to ranking your product in the search results, it starts with good keyword research and ensuring you have relevant keywords throughout your product listing.

Keyword research is a huge topic and as such I urge you to dig deeper here to get it right, but in summary you’ll want to ensure you have the most relevant keywords in your product title, bullet points, product description and backend of your listing.

increase sales on amazon with good keyword research and distribution

example of where to add keywords

5. Increase Amazon Sales With Video Shopping Streaming.

A recent innovation from Amazon is their live shopping channel. Much like QVC, you get a slot to pitch your product to a live audience of Amazon shoppers.

increase sales on amazon with live video streaming

The service is currently free to use, and you don’t need to book a slot in any broadcast schedule. Amazon shoppers can see who is streaming on the Amazon live page and choose which product promotion they want to watch.

You have to promote a specific product, and you can also advertise a discount coupon to encourage additional sales.

Amazon recommends that you stream for at least 30 minutes, so people have a chance of catching your live stream.

There are two ways you can approach streaming on Amazon.

You can use Amazon’s dedicated IOS app, which is free to download. Alternatively, you can use a service like Restream, which can simultaneously stream to over 30 social networks, including YouTube, Twitter, Facebook, and Twitch.

6. Increase Amazon Sales With Virtual Bundles.

You have likely seen the bundles that Amazon shows you underneath a product you’re looking at.

It’s an upsell method to squeeze more revenue from every sale that’s as old as the hills.

increase sales on amazon by bundling products together

In the example above, many coffee maker buyers will likely want the filters that go along with it.

The ‘frequently bought together’ feature is automated by clever Amazon AI working in the background.

But, you can now create your own virtual bundles to beef up your average order value.

Select between two and five complementary products and create a virtual bundle within Seller Central.

The primary benefit of using virtual bundles is that Amazon can fulfill them from your single-item inventory without you having to package them together before you ship them to the warehouse.

You’re not limited to your own products either. You can create a virtual bundle using other sellers’ products, as long as you have their permission first.

7. Increase Amazon Sales With A/B Testing.

A/B testing (sometimes called split testing) is a method of optimising any online sales asset.

You duplicate something you use for selling like an advert, landing page, or Amazon product listing, making a small change to one of the copies.

Next, you then let the same number of shoppers view each version, then check your analytics to see which performed the best.

Once you discover which is the best one, you then take a copy of the winner and try and improve it even more. You can endlessly cycle A/B testing to increase your conversion rate ― in theory, it’s a never-ending process.

To A/B test an Amazon product page manually is quite a laborious process, involving lots of copying and pasting, updating, and tracking time frames to run your tests. It’s a lot to keep on top of.

There is software available that can automate the whole process for you.

I like one called Splitly. Splitly makes it easy to deploy A/B tests on your Amazon listing.

Just enter the changes you want to test directly in the software, and let Splitly handle the rest.

splitly amazon a/b split tester tool

8. Increase Sales by Improving Your Product Review Score.

Product reviews are the life-blood of your listing.

83% of people say they trust reviews over advertising, and the average shopper reads ten reviews before making a purchase.

There is no doubt that you should actively seek out reviews for your product.

amazon review image

But, it’s firmly against Amazon’s TOS to offer any incentive to shoppers in return for a positive review. So how can you ensure you gain good reviews from your customers?

At the risk of stating the obvious ―you should only sell quality products. If your product has any inherent flaws, lousy packaging, or will break after a few weeks of use, don’t be surprised if your customer feedback reflects this!

You are permitted to ask shoppers to leave a review, but that is all you can do.

You can’t offer discounts or gift cards, nor state that you want any review the customer leaves to be positive.

And forget any harebrained schemes where you exchange positive reviews with other sellers.

To encourage reviews, put a neutral note in your packaging asking for one.

Alternatively, click the request review button next to your Amazon Seller Central’s sale entry, and Amazon will email the customer with a review request. You can automate this process using a Chrome browser plugin.

9. Use Amazon Attribution To Monitor Sales From External Traffic.

Until recently, it was difficult for brand registered sellers to precisely measure the performance of the external traffic sent to an Amazon listing.

You may have been able to get basic analytics, sure, but you couldn’t be confident which external channel was getting you the best ROAS (return on ad spend).

With Amazon Attribution, you can quantify the performance of external paid advertising like Google, Facebook, and Instagram. And if you can quantify the performance, then you can optimise your campaigns.

Amazon Attribution is the name given to a specialist analytics package offered by Amazon.

You use unique tracking tags with your external advertising platform to get granular performance metrics within your Seller Central.

This opens up the possibilities for sending and optimising pre-sold paid traffic to your Amazon product listing.

An additional benefit of sending external traffic to your product listing is a bump in your search results rankings with the Amazon algorithm.

Although Amazon doesn’t expressly state this benefit, I have seen this time and time again with my own Amazon FBA business.

increase sales on amazon with amazon attribution

10. Increase Sales on Amazon by Working With Influencers.

Influencing seems to be the gig that every Gen Z’er wants nowadays instead of becoming a Doctor or Lawyer. Most won’t make it to the top, though, and earn the megabucks the best in the business do.

This means there are millions of low-cost influencers you can hire to promote your products and, most of the time, it will only cost you the price of a free product sample.

Here’s the sort of promotion you could do for your Amazon product;

example of influencer marketing with amazon products

There are a couple of ways you can work with influencers.

Firstly, browse the social networks searching tags that fit your brand and product to identify influencers who have some authority in your niche.

Then simply message them directly asking if they’ll sample and review your product.

An alternative method of finding influencers is to use one of the many influencing marketing agencies. For a small fee, influencer agencies matchup advertisers and influencers in a multitude of niches.

Upfluence is one and has a database of millions of influencers you can search through by audience size and niche.

Once you have found an influencer, provide them with a free product and ask them to highlight or review it in one of their updates or videos.

You can also give them multiple units and ask them to run a contest or giveaway as well.

11. Increase Amazon Sales With the Help of an Account Manager.

Your success is Amazon’s success. So don’t overlook the plethora of help Amazon provides to third-party sellers to help them increase their sales.

There are comprehensive help articles and a seller forum containing articles and tips for growing your business.

A paid service Amazon provides on top of all this is what they call Strategic Account Services. Which, in plain English, is a dedicated account manager.

increase sales on amazon with an account manager

For $40 per month, you get assistance from an Amazon expert, who can help you in several ways.

They will create a business plan for your business designed to propel you forward and increase your sales.

You also gain advice and knowledge on some aspects of Amazon selling, like fulfilment and inventory.

The monthly subscription gets you at least one call per month, and they can even help you create your listing and optimise it for the search results page.

A significant benefit of the program is early access to new Amazon features. You are first in line to try out the innovative selling initiatives that Amazon releases, helping you to steal a march on the competition.

12. Increase Amazon Sales by Cross-Selling on Other Platforms.

At one time, different selling platforms competed with each other to capture market share. Today the watchword is collaboration.

You can look to increase sales of the stock you hold in the Amazon warehouse by listing it for sale on other platforms.

If you are an Instagram user who also happens to have a Shopify store, then there is a way to leverage these two to increase your Amazon sales.

Instagram (owned by Facebook) has launched a shopping feature for you to promote products from the pictures you post to your Instagram feed.

You need to register as a business user on Instagram, which allows you to link your Shopify store populated with your Amazon products.

Then you can simply tag items in your pictures. Post the products as part of an overall ‘lifestyle’ strategy for your images, like in the example below.

example of cross selling amazon products on instagram

When a shopper clicks through on your Instagram ad, they are directed to your Shopify store to complete the order, which you can then fulfil directly from your Amazon inventory automatically.

You can even create social media discount codes on Amazon to make an offer even more attractive.

Plus, at the time of writing, Instagram ads are generally cheaper to buy than Amazon ones, so you have a method of reducing an Amazon Sponsored Listing PPC bill.

13. Increase Amazon Sales With Good Product Images.

It would be corny of me to say that a picture paints a thousand words, so I’m not going to 😜.

But, images are a significant part of your listing, and it’s no understatement to say that your product images’ quality can make or break your listing.

Your main product image will be the one doing most of the heavy lifting, so if you only get one image right, make sure it’s this one.

When a shopper does a keyword search, Amazon returns a table of results that each displays the main image for a product.

Studies have shown that humans are hardwired to prefer visuals over text.

Most people will scan the pictures first to narrow down their options before clicking through to the product listings.

Amazon has some requirements for your main product image, which includes;

  • A white background
  • The long side of the image must be a minimum of 1600 pixels to allow hover-to-zoom
  • Not animated
  • No suggestive content
  • No added text like ‘Amazon Approved’ or ‘Top Seller!’
  • The product should also fill 85% of the image

Here are a few examples of Yoga Mats’ main product images that illustrate how to and how not to do it.

examples of product listing images on amazon

The image third from the left shows the product in a good light; you can see what you are getting. The second and fourth images are trying to do too much and may confuse a shopper.

The image on the left is, at best, confusing ― just how big is that Yoga Mat supposed to be?

Ensure that you produce high quality images and that your main product images show your items in the best light and comply with all of Amazon’s requirements.

14. Increase Sales by Building up Your Sales Velocity.

Amazon doesn’t show random products in its search results page; you have to earn a high ranking.

You can’t game the system either with keyword stuffing or any other ‘guru secret.’ One fundamental factor that rewards better search visibility is making regular sales.

But how do you make regular sales when you’re buried on page 8?

You have to get creative and push every day to get sales however you can. When you launch a new listing, commit time every day to finding customers for your product.

This often requires an incentive like a discount.

You can find willing buyers looking to take advantage of new sellers’ promo coupons in online communities like Rebatekey and Snagshout.

discount platforms for amazon products

Offering your product at a reduced price using third-party services doesn’t break Amazon’s TOS, as long as you aren’t soliciting reviews in return for a discount.

Any reviews you gain must be ‘organic’ and left because the buyer felt your product was good, bad, or just meh!

Supermarkets give significant discounts on new products all the time to generate those initial sales and get a product up and running.

Once your listing begins to get regular sales and honest, positive reviews, Amazon should start to reward you with a higher place in the search results.

15. Generate More Sales on Amazon by Offering Discounts for Multiple Units.

Offering a discount to shoppers who buy multiple units is a popular way to keep stock ticking over and boost sales.

You can set a promotion that gives money off when a shopper buys multiple units or bundles an item in with other products you sell.

For an offer with greater longevity, you can also create multi-pack offers for your listing and let shoppers save with a bulk purchase.

increase sales on amazon by offering discounts

16. Use Lightning Deals To Increase Amazon Sales.

Lightning Deals are a time-limited deep discount offer that runs for between 4 and 12 hours.

You have to offer a minimum of 20% off, and Amazon will charge you extra to run the promotion too.

The deals are actively promoted to shoppers, and many Amazon users keep an eye on the latest offers on the dedicated offer page.

examples of amazon lightning deals

Amazon further encourages sales by promoting scarcity, with a bar showing the percentage of units left and a clock counting down the time left.

To be eligible for a lightning deal, your chosen product listings need to have a review rating of 3.5 or above and at least 20 units of the items in stock.

Don’t forget, all current promotions for a listing will combine at the checkout. So if you run a 20% lightning deal while you already have a 5% discount code offer running, then the shopper will get 25% off in total.

17. Increase Amazon Sales by Automating Your Pricing.

If you sell an item on Amazon with lots of competition, then free shipping alone won’t be enough to win more sales.

If your product has comparable features and reviews to your competition, then it’s likely that price will be the deciding factor as to whether you get the sale or not.

You can manually adjust your pricing on a day-to-day basis to make sure you are priced similarly to your competitors. But what if you don’t have the time to check on your competitor’s prices continually?

Many successful sellers choose to automate changes to their Amazon selling prices to stay competitive.

There are several services available that allow you to reprice your items automatically.

They continuously scan your competitors and reprice your items within a few seconds of them changing theirs, so you always are priced competitively.

You can set a minimum selling price so you don’t sell something at a loss. You can choose to ignore some seller’s prices to avoid a pricing war or if they always seem to be selling at loss-making levels.

But, automating your pricing generally means that you can remain in the ballpark to keep your stock selling when others try to undercut you by a few cents to win a sale.

You don’t have to pay for an expensive repricing service either. If you only sell on a few ASINs, then Amazon has its own free automatic repricing tool that’s worth experimenting with first or use software like Sellersnap.

18. Increase Amazon Sales by Running Promotions.

If you have a slow-moving item for sale, then Amazon allows you to create a short-term price promotion it calls coupons (vouchers in some other countries).

It’s a discounting method that also benefits from appearing in a special product feed that shoppers check in on to see the latest bargains.

You can choose to reduce your item price by a fixed amount or by a percentage of the current selling price. Which is better? I say don’t make your customer have to get out a calculator.

If you have a product that sells for $100 and want to give a 10% discount, most people can work that one out.

If you have an item that sells at $38.50 and want to take 5% off the selling price, set it for the monetary amount of $2 instead of $1.92, which is 5% off.

You have control over the length of time for the promotion and the total value of the discount you want to give.

You can set a budget and expiry date, so you’re always in control and can understand exactly how much profit you are giving away to increase your sales.

The Coupon page is accessible from Amazon’s main home screen menu. Here’s what it looks like showing a range of promotions using both percentage and fixed-value discounts.

examples of amazon promotions

19. Increase Amazon Sales With Sponsored Advertising

With tens of millions of products listed for sale on the Amazon platform, it’s easy for your product listing to get lost amongst all the others.

One step you can take to increase your visibility is to run a sponsored advertising campaign. A sponsored product listing will appear prominently in the results when a shopper does a keyword search.

This is a sample result page when searching for a UPVC window handle;

examples of amazon sponsored ads

You can see that the top four listings are all sponsored items, which means the sellers are paying to appear there.

A sponsored listing is charged using the PPC (pay-per-click) model, meaning you are only charged when a shopper clicks into your listing.

You have to pay each time a customer clicks on your sponsored listing, whether they buy the item or not. So you need to be careful when running a sponsored PPC campaign.

You’ll want to be sure that you can convert a percentage of the additional traffic.

Setting up a sponsored advertising campaign is relatively straightforward in your Amazon Seller Central.

You can manually target a list of keywords for your PPC campaign, or you can let Amazon choose when to show your ads with automatic targeting.

Manually targeting a list of keywords provides you more flexibility to optimise a campaign and improve your PPC ROI.

20. Increase Amazon Sales by Registering Your Brand.

Are you fed up with creating a winning product only for another seller with deeper pockets than you to copy your idea and crush your listing?

You won’t have any protection or be able to take action against them unless you register a trademark then sign up to the Amazon brand registry.

Registering a trademark is not particularly a straightforward process, but it’s worth it. It can cost upwards of $450, and your brand must be unique and not impact any other registered ones.

Once your trademark is registered, and you complete the signup with the Amazon brand registry, you benefit from protection against counterfeiters, plus gain access to A+ listings.

What are A+ listings?

Usually, a product listing for a standard third-party seller looks like this―

standard amazon product description

But after you have registered for the Brand Registry, you can create image-rich product descriptions that can convert more traffic into sales.

Here’s one for an A5 notebook registered with the Amazon brand registry.

enhanced amazon product listing

An A+ listing can be a game-changer for your product listings.

You’ll often be able to sell a product at a higher selling price and have more tools to differentiate yourself from your competition.

21. Increase Amazon Sales by Listing Internationally

What’s better than selling on one Amazon marketplace? Selling on ALL of them.

Amazon started in the USA, but it serves markets in eleven countries or regions at the time of writing.

increase sales on amazon by listing internationally

(Image Source)

Amazon lets you access these other markets from your Seller Central dashboard, and it’s a reasonably straightforward process.

Before you jump in to sell your existing products in another market, however, you need to ask a few questions first.

Make sure that your product is legal to sell in your chosen new marketplace.

With marketplaces available in diverse locations like the United States, Singapore, and Saudi Arabia, local laws may mean that your product is not necessarily legal for each one.

Apart from the letter of the law, there are other reasons why your product may not work in different marketplaces.

For example, religious sensitivities may make certain products unacceptable to the Saudi market.

Electronic items that work fine on the Japanese marketplace’s voltage requirements may not be OK for a European one.

Another consideration is your aptitude in the local language. Sellers do need to provide after-sales care for the products they sell.

If you want to try and sell your items on the Turkish marketplace, you need to have a plan in place to respond to questions written in Turkish.

It won’t mean you can’t sell in a market if you can’t speak and write the language. But, you may need to outsource any foreign language support to a freelancer, which, of course, increases your costs.

22. Increase Sales by Including Essential Product Details.

Have you ever shopped an Amazon listing and felt it could be what you were looking for but didn’t buy because the product details lacked essential information?

With competition as hot as ever on the platform, there is little excuse for you not to spend the time crafting listing information that provides every detail of the features and benefits your customers might look for.

Here’s a perfect example.

These men’s trousers don’t say anywhere on the listing about how long the inseam is, which is a crucial piece of information to know if you aren’t of average height.

example of trousers on sale on amazon

A JungleScout survey found that 29% of people struggle to craft a good product listing.

So it’s worth your time studying other listings and reading up on best practises to find out what’s good and what’s bad.

You don’t have to tackle the listing yourself either; there are plenty of professional Amazon listing writers for hire on the freelancing sites like Upwork and Fiverr.

So if you want to get your listing as good as it can be, then perhaps it’s worth getting a pro to do it for you instead.

But, if you do write your own, make sure that you don’t leave out key information that will lose a sale from uncertain customers who don’t want to take a chance.

23. Increase Amazon Sales by Offering Free Shipping.

When was the last time you paid extra for something when you knew you could get it cheaper?

Chances are you paid a little more for something if it came with fast, free shipping.

82% of Amazon shoppers say that price is an important consideration point, but delivery speed also plays a factor in deciding what to buy.

As of 2022, there are 200 million Amazon Prime members. Amazon Prime is a membership fee that shoppers pay to access fast, free delivery on millions of items.

Free shipping has a psychological impact on shoppers. ― 61% of shoppers are less likely to complete a transaction if free shipping isn’t included.

Another survey also showed that 78% of Amazon Prime shoppers signed up mainly for the free shipping benefit.

If you’re not already, the number one way of increasing your sales on Amazon is to sell under the Amazon FBA program.

The Amazon FBA program allows you to send your products into the Amazon warehouse and list them on the marketplace with the Prime delivery logo.

Once you make a sale, Amazon ships it to the customer at no additional cost.

The trust Amazon has built up for good; quick delivery ensures that if you sell your items with Prime shipping, you’ll have an advantage over the competition that doesn’t.

Here’s an example.

example of prime vs standard listing

The cheapest listing for this product is selling at £11.45, including delivery.

Despite the Prime listing being £0.54 more expensive, many shoppers will opt for it because of the ‘free’ next day delivery.

If you’re selling on Amazon but not using the FBA program, then switching over to take advantage of Prime delivery is perhaps one of the easiest ways to increase your sales.

Summary

It can be tough launching a business on Amazon.

There is so much competition for this new way of shopping that it can be hard to make your items for sale stand apart from the rest.

That’s why you have to dedicate yourself to multiple ways of increasing your sales.

Like most things in life, it takes hard work on lots of little things to make the big thing pay off. Focus first on making sure that you have good, detailed product listings with great images.

If you’re not selling via FBA to take advantage of the free shipping the customer wants, you are probably excluding a heap of shoppers.

Once you are selling on FBA and have polished listings, experiment with promotions and advertising to further increase your profits.

Finally, consider registering a brand, entering new Amazon marketplaces, and cross-selling on other platforms.

Please share with anyone you think this might benefit. Thank you 🙂