Selling online can be tough because you don’t always get to touch and see the product in person, which means that capturing your audience can be a bit trickier. When it comes to selling on Amazon, the foundation of converting views to sales is your listing copy. Potential buyers will not only base their decision on the visual elements of your listing but also what they learn about your product in your bullet points and product description. Thus, it is important to use words that will both make your product relatable to your target market and entice your customers to buy.
Effective sales copy is a crucial component of your listing and can help you properly position your products on Amazon. It can, in fact, mean the difference between making a single sale or creating a lifelong customer. Any sales copy worth its salt will answer a crucial question: Why? If you can explain to your customers why they need your product, you have won most of the sales battle. Your product’s “why” should paint a picture of how your product will fit into the consumer’s lifestyle.
Brands like Apple and Nike have done a phenomenal job of defining their “why”, and as a result have amassed cult followings among consumers. They lead with clear, succinct missions statements that define their core values, and follow up with the logistics of what their products do. These companies have been successful because consumers understand their why, and purchase their product to be part of a vision not necessarily for their products themselves.
When working on your sales copy and defining your “why”, here are five places we recommend looking for inspiration:
- Check Out Reviews and Comments – Whether they belong to your product or a competitor’s, people who have previously purchased the product will give you insight into the reasons why consumers are buying products in your niche.
- Review Customer Questions – These could help you understand what potential customers are looking for prior to purchasing products.
- Talk with people in your niche – Going straight to the horse’s mouth can give you insight into your target customer’s motivations.
- Find fitting affirmation statements – These should inspire your customer and encourage them to reach their goals in life.
- Use Famous or Inspirational Quotes – Either directly use the quotes or paraphrase them to enhance your product
Once you’ve defined your why, creating dynamic sales copy will be much easier.
Want more support in creating the type of sales copy that converts prospects into customers? Apply now to see which of our services you qualify for.
No matter how amazing the product, how phenomenal the price, or how finely composed the listing, one of the challenges that any Amazon seller faces is listing visibility. Your ideal customer cannot purchase your product if they do not know that it exists. Utilizing Amazon’s coupon clipping feature can help you to increase both your visibility and your sales.
What Are Coupon Clippings
Coupon clippings are essentially the same as their real-world counterparts. Customers on Amazon can virtually “clip” the coupons you set up and the savings are applied to their purchase at check out. In addition to the incentive of a discount that is given to customers, coupon clippings help boost your visibility.
Not only do these clippings appear on your listing, but they also are compiled in a virtual “circular” on Amazon’s website. All of the clippings that are currently active amongst Amazon sellers are sorted here by category. This gives you an opportunity to put your product in front of customers who are looking for your product but who might not have otherwise known that it existed.
How Do They Work
When setting up coupon clippings in Seller Central, it is important to understand exactly how they work. To begin, you will need to set a budget for the clipping. The budget you set for your coupon will be used for both the USD equivalent of the discount you are offering and the fee Amazon charges you each time a coupon is redeemed (currently this fee is set at $0.60 per redemption). Once the budget you’ve set for the clipping is depleted, your coupon deactivates.
For example, let’s say you are offering a $4.00 off coupon on a $25.00 item and the first day your coupon becomes active 50 customers redeem it by purchasing your product for $21.00 after clipping the coupon. This is how you would calculate the cost regarding these transactions:
(USD equivalent of the discount you are offering times the number of redemptions) + (redemption fees times the number of redemptions) = ($4.00 * 50) + ($0.60 * 50) = $200 + $30 = $230
The next day, your budget will be decreased by $230 as a result of customer interest.
When setting a budget, please keep in mind that you can always increase your budget, but you may not decrease it. It’s also important to note that if you do not use your entire budget, you won’t be charged that money. For example, if you set a $2,000 budget and $1,500 is used, you will only be charged the $1,500.
Real Life Results
Our clients have had great results when using coupon clippings. Here is an example of one of our clients’ actual numbers:
As you can see, the return on investment for coupon clippings is well worth it! Factor in the increase in exposure, the possibility of repeat or subscribe and save customers, and a larger pool of customers for reviews and there should only be one question remaining: How quickly can you set up your first coupon clipping?
Studies have shown that consumers would much rather look at images than read through long paragraphs of copy. As customers on Amazon, we subconsciously purchase what appeals to our eye. Let’s admit it, we’ve all taken a look at a product and said to ourselves “ this looks fake or like a scam”. We should keep this “customer mentality” in mind when listing a product. That means that the images on your product listings on Amazon need to be as clear, concise, and appealing as possible.
Amazon, of course, has their own guidelines for images in their TOS. You can find the break down of all the basics for both the main product and support images. Their guidelines provide basic prohibitions such as no profanity, blurry images, unprofessional shots, etc. They also provide basic rules on how to properly format images. Seems like common sense, right?
While these guidelines are great, they do not tell us everything we need to know about what makes an image successful with our customers. As sellers, we need to know what images are going to make a difference in the listing.
Consider your audience
Take some time to think about how your customers would like to see your product captured, as well as the different occasions that it will be used. Once you have made that list, you now have different ideas of not only product images but also lifestyle images that’ll set your listing apart from your competitors.
Hire a professional photographer
Your images should always appear professional and not look as if it was taken on your phone. Hiring a photographer can go a long way toward giving your product legitimacy. Product images are NOT a place where you want to cut corners. Consider using a freelance website like Fiverr.com or bartering with an up and coming photographer if your budget is tight.
Keep it simple
As a basic rule of thumb, the main image should be a high-quality product image with a plain white background that displays exactly what the product is. It’s always a great addition to show the packaging so that your customers will know exactly what to expect when purchasing your product. We’ve included an example of an excellent packaging image below:
Use every image slot
Amazon provides sellers with a nine-image block to fill with product images. This means you have nine opportunities to display your product in different ways and inform potential buyers about the product.
In these images, the product should be displayed in every angle. Utilize lifestyle images, infographics, social proof, instructions, unique benefits, and key features to fill your nine available blocks.
Your images should paint a picture of how your product will fit into the customer’s life. The customer should be able to feel as if they can put themselves directly in the picture or at least feel that the product will work for them.
Don’t forget your brand
Give your images an extra spark by including your logo in the bottom right corner as well as taglines on your lifestyle images! Let your customers know who you are.
If you’re interested in finding out more information about how to optimize your images on Amazon, apply now to find out which services you need to perfect your listing.