Back in ye olden days, when a person walked into your brick and mortar shop and looked at products and asked questions, the expectation was to convert the majority of the time. But when it comes to online shopping, the conversion rate is much, much lower. However, it doesn’t always have to be that way. RepricerExpress will show you what you can do to improve conversion rates on Amazon.
1. Sign Up For FBA
Taking part in Fulfillment by Amazon (FBA) is one of the easiest and quickest things you can do to increase conversion rates. It makes your products Prime-eligible, and having the Prime badge on your inventory makes it that much more appealing to buyers. They know they’re getting a high level of trust and security, and it’s far more often than not a tipping point in purchases.
However, independent or regardless of FBA, you should also be…
2. Regularly Optimising and Enhancing Brand and Product Content
Optimising your product and brand content is a bit of a loaded tip, as going over everything that’s involved can easily cover several posts. But here are some pointers to keep in mind:
- Make your images, which are one of the first things a buyer sees, as good and self-explanatory as possible. In the most general sense, this means hi-res images shot from multiple angles on neutral backdrops.
- Have a solid title in place that appeals to buyers and covers the main keywords. Usually it goes manufacturer/company/brand name + flavour/variant/colour + quantity or size + product name.
- Regularly research keywords to ensure you have the best-performing ones. Use the top ones in the title, then the second-tier keywords in bullet points in the product description. Any leftover keywords, you can use them in the back-end.
- Maximise your reviews to convince others to purchase with you. Feedback is one of the top ways buyers make purchasing decisions, and the more — and more positive ones — you have in place, the more trust and security someone has in making a decision.
Related: 21 Ways to Rank Your Products Higher on Amazon
3. Use A/B Testing to Settle on the Best Changes
A/B testing means you compare two things that are exactly the same, except for one — and only one &mdash difference between the two. Perhaps you might A/B test which image to use as the main one, or which bullet point feature goes at the top of the list. Once you have the results of one change, keep it and work down a list of variables until you have a product page as close to perfect as possible.
4. Get Your Prices in the Goldilocks Zone
Remember Goldilocks, the scamp of a girl who broke into a bears’ house and ate their porridge, sat in their chairs and slept in their beds, remarking on which of each was most perfect? Adopt the same approach with your product costs.
Use Amazon repricing software to implement rules so that you can get into the Goldilocks zone as often as possible, maximising on conversions and profit margins at the same time. Just remember that too low can make buyers equate prices with cheap product quality and too high will turn buyers off, so try and find that sweet middle spot.
5. Link Products in Various Ways
Some of the most common methods are up-selling, cross-selling and bundling when it comes to improving conversion rates. But a somewhat unique feature on Amazon is ‘frequently bought together’, which links products and shows the total price to buyers, as well as the option to add all the products to the cart.
6. Stay in Regular Contact with Your Buyers Throughout and After the Process
When a prospective buyer asks a question about your product, answer it as soon as possible, taking no longer than 24 hours. And when they’ve made the purchase, send follow-up emails so that nothing falls through the cracks. You can also include a discount code for a second purchase — if the buyer does make that next purchase, you can be pretty certain they like what you’re about.
7. Go After Every Single Review
Chase after every single review like your business depends on it — in a way, it does. Online, you’re only as good as your reputation and the more buyers you can have to vouch for your quality of products and customer support, the more you’ll be able to capitalise on conversions in the future.
Final Thoughts
There are countless ways to improve your conversion rates on Amazon, but these are some of the top ones you can put into action right now. But if your rates are right where you want them, then channel your time and energy into reviewing your pricing rules with RepricerExpress. If you haven’t hopped on board, now’s a perfect time to do so. You’ll get a 14-day free trial when you sign up right now.
