4 Steps You Can Take to Increase Your Amazon Sales

    Did you know that it is estimated that Amazon receives almost 90 million visitors each month? That’s a lot of potential buyers for your products. In fact, Amazon says that sellers who are new to the marketplace have a good chance of increasing their sales by about 50% when they up their item volume on the website.

Whether you are just getting started or having been selling on Amazon for quite a while now, here are some things you should know that can help ramp up those sales and increase your overall revenue.

1. Get a Pro Merchant subscription. If you are selling 40 or fewer items each month, Amazon considers you an “Individual” seller and suggests that it is most cost effective for you to list your items for free, and then pay a $0.99 flat transaction fee, plus referral fees and variable closing fees when the item sells. If you are selling more than 40 items a month, however, you will probably find that you can save on fees by getting the Pro Merchant subscription. Pro Merchants pay $39.99 per month, plus the referral fees and variable closing fees, but there is no $0.99 transaction fee. There are some other benefits as well, such as customized shipping rates, feeds and tools to load inventory, and access to order reports. You can also become eligible for featured merchant status, which we will discuss later.

2. Stay competitive on prices. One of the biggest complaints I hear from Amazon sellers is that it always seems like there is at least one seller that seems to want to undercut everyone else. It’s not always best to be the seller with the lowest price, and I believe that you should strive to hit that sweet spot right in the middle between the highest priced seller and the lowest. You should do some thinking ahead of time about the items that you buy to sell on Amazon. Is there a sufficient enough margin for profit between what you paid for the item and what you can reasonably sell it for on Amazon? If you are just starting to sell on Amazon, make sure to do some research first, so you don’t end up having to heavily discount the item or actually lose money trying to sell it.

3. Set a goal to become a Featured Merchant. Amazon sellers who gain Featured Merchant status can then compete for the Buy Box. The Buy Box is the box on the product detail page that buyers click when they want to begin the buying process. Sellers are evaluated for Featured Merchant status based on the following criteria:

  • ODR (Order Defect Rate) – ODR is based on customer feedback, A-to-Z claims and charge-backs
  • Other seller performance metrics
  • Customer shopping experience offered on an item, such as speed of delivery, shipping options, price, and 24×7 customer services (including through the seller’s participation in Fulfillment by Amazon)
  • Time and experience on the Amazon selling platform
  • Status as a Pro Merchant

4. Make your Amazon buyer a customer for life. Unlike eBay, where customers know that they are buying from different sellers, Amazon blurs the line so that a purchase from a seller seems more like a purchase from Amazon itself. Since Amazon does not permit sellers to distinguish themselves as individual sellers by placing advertisements in the packages that they ship, you can personalize the experience and build up your brand by sending them a postcard to thank them for their purchase. You can also use this method to send a discount on their next purchase.



This guest post was contributed by Kat Simpson. Kat is a trusted eCommerce author, speaker, educator, and entrepreneur. Kat Simpson has been a successful eCommerce merchant for over 10 years; is an eBay Education Specialist and Gold Level PowerSeller, as well as a successful Amazon merchant. Currently Kat is the hosts the popular weekly eCommerce Podcast That Kat Radio and an active Facebook Group ThatKat.

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