We hear from Amazon sellers every day who are intimidated and overwhelmed by their competition on Amazon. They feel like there’s no way that they can compete against the big brands who already have a following when they are just getting started. This type of thinking is something we like to call a scarcity mentality. It’s the idea that you have to either win everything or you get nothing.
Let me tell you a little secret about SCARCITY MENTALITY…it will not make you money! While you are spending so much energy worrying about someone else, you could use that energy to focus on improving your listings and growing your traffic. So promise me you’ll switch your energy to something that is worth your time, right now! Got it?
I guarantee your competitor is not doing everything right on Amazon and there’s plenty of room for opportunity for YOU to shine. Don’t worry about what they are doing, but instead let them educate you on what’s working and not working for customers, and take that information to improve your listing.
Here’s how to put this motivation into action: go to the listing of a competitor who intimidates you. Then, you’re going to make an old-fashioned list of pros and cons. First, write down all the things that you love about their page, their product, and their engagement. Do they have great images? Are they really personal when responding to questions? Are their bullet points engaging?
Next, put on your customer hat and write down all the things that you’d feel their listing is lacking if you were looking to purchase their product. Are there too many keywords stuffed into their description? Is their product missing any key components that your product offers? Are their images sterile? What are customers saying in the reviews about where this product fails to deliver?
Now take a look at your product. I guarantee that your product has a UVP or unique value proposition. What makes your product stand out? What problem does your product solve that your competitors’ product doesn’t?
Finally, go back to your listing and look at it from the perspective of a brand new customer. Do they fully understand the VALUE and BENEFITS of your products? Do they know how their life will change when they buy it? Are your bullet points highlighting not just the features, but the benefits? Once you ask yourself those honest questions, make the changes that create a clearer reflection of your brand. Once you do that, you can feel confident that you came to compete no matter who you are up against.
If you want more information about what you can learn from your competitors, check out a recent episode of our podcast, Playbook for Amazon. In Episode 9, we cover “How to Study Your Competitors to Beat Them”.
This post was written by our friends at MerchentWords for the TurnKey Success Blog
In 2018, Amazon beat Google as the destination for 54% of all online product searches. As an Amazon Seller, this is important for two reasons. Firstly, this means more people than ever are accessing Amazon regularly, which increases your potential customer base. Secondly, due to the fundamental difference in nature between Google and Amazon, that means more people are shopping online. Therefore, not only the quantity of potential shoppers has gone up, but the quality as well.
The primary difference between searching on Google versus searching on Amazon is the intent. Keywords that come from Google are research-based; their primary purpose is to deliver information. Whereas keywords that originate from Amazon are purchase-based, they drive a sale. That means that it’s more important than ever before to ensure your keyword data is current, accurate, and properly placed.
There are two types of purchase-based keywords you can use to optimize your listing and ad campaigns: top-of-the-funnel and long tail.
Top-of-the-funnel keywords are broad seed keywords that have high search volumes like “shirt” or “phone case.”
Long tail keywords are phrases with two or more words with lower search volumes that tend to be specific to the product you’re selling or a niche audience. In the example above, some long tail keywords would be “workout shirts for women” or “clear iphone 6s case.”
You need to include both to ensure customers can find your listing and then purchase your product once they’re there. High traffic with low conversion rates leads to little profit; while low traffic with high conversion rates leave money on the table.
There are four key elements to an Amazon listing: product name, product features, description, and search terms. Amazon’s algorithm looks at each of them differently, so it’s essential to know which keywords to place where. Let’s go through each one individually.
Your product name (aka title) should include top-of-the-funnel keywords that accurately describe your product. A concise and relevant title will improve search results, catch a customer’s attention, and drive traffic to your product. Each keyword in your title should be relevant to your product and searchable on its own.
When formatting your title include the brand, product, and critical attributes like size, color, and quantity. Search each of these qualities individually in your keyword tool of choice. Find relevant keywords with high search volumes and place them in your title.
Be careful of how many keywords you include. You want your title to read clearly on desktop and mobile. Amazon also limits the number of characters by category so be sure to review the guidelines for your product. The trick is maximizing your number of keywords while also keeping it readable.
Here’s an example of a good and bad title we found on Amazon.
This title is concise and informative. Chances are, you know exactly what this product looks like without seeing the picture.
This title is overstuffed with keywords and truncated in the search results. Many of the keywords, such as “8 Hours Playtime,” are better suited as bullet points.
Pro Tip: Capitalize the first letters of each word in your title and use numerals (2) rather than spelling out numbers (two).
Listed in Seller Central as Key Product Features, customers use the bullet points in this section to quickly obtain information about your product, especially those shopping from their mobile devices.
Think like a buyer, not a seller. If you were coming to Amazon to buy a product like yours, what would you want to know? Use each bullet point to highlight a top feature or benefit of your product. This area is a great place to include both high- to mid-volume keywords and long-tail keywords that characterize your product. But most importantly, this is your chance to highlight the aspects of your product that make it something you MUST have! Communicate the “WHY” behind why someone would want your product, and you’ll sell your customer in a heartbeat.
Amazon recommends writing this section in sentence fragments separated by semicolons or commas rather than full sentences. Again, think about how you can make it easily readable, while also maximizing keywords and character limits.
Here are our real-life examples.
Good Bullet Point:
Bad Bullet Point:
The top example quickly communicates which devices these headphones work with instead of the lengthy and hard-to-read approach of the bottom.
Pro Tip: Only include brand names in your listing if they are pertinent to your product. Amazon will suppress listings that include branded keywords to boost search traffic.
This section helps customers learn essential details and make a connection with your product. It should include product-related information that answers common customer questions and help guide them in their purchase decision.
This section is an excellent place to utilize keywords you haven’t used elsewhere on your detail page and continue telling the story of your brand and sharing why someone should buy your product. Think about how, when, and where customers are using your product; consider including care or operating instructions, and warranty information. Also, be sure that any product claims you make are truthful and can be substantiated.
While including the proper keywords is essential for Amazon search ranking, also ensure your copy reads well! Use correct grammar and punctuation and make sure that each word or phrase you include makes sense within the sentence.
Bad Description :
In the second example, the seller uses this section as an extension of the product features. It isn’t in paragraph form and repeats keywords used earlier in the listing. Using a variety of keywords allows more customers to discover your product. Keep it brief though, Amazon only allows 2000 characters. While spelling variations are useful (e.g., “lite” vs. “light”), consider using them in your backend search term section to maintain consistency and avoid duplication.
Pro Tip: More people than ever are shopping on their phones. Keep your language mobile-friendly! Convey essential information clearly and concisely, so you limit unnecessary scrolling.
Search Terms (AKA “Hidden” or “Backend Keywords”)
It’s important to place your most relevant, highly-ranked keywords into your title, description, and bullet points. For those that you can’t fit, you can include as search terms.
The search terms section is the place for keywords that don’t fit into the visible part of your listing but can help enhance your discoverability. Use this as an opportunity to get indexed for new searches; include spelling variations, other use cases and occasions for your product, and niche audiences. Consider incorporating relevant phrases in other languages.
Remember, this section is limited to 250 bytes, so do not include symbols, punctuation, duplicates, brand names, or misspellings.
The Ultimate Listing
By combining all of these techniques and tips, you’re well on your way to finding success. Even if you don’t sell on Amazon, Amazon keywords can play a large part in helping you be profitable in e-commerce.
Vox recently stated that “Amazon is uniquely qualified to spot and highlight shopping trends, as it’s where 75% of Americans do most of their online shopping.” Amazon shopper search terms give you incredible insights into high-level shopping trends, while simultaneously assisting you with the smallest of listing details.
As the experts in shopper search, MerchantWords is here to help you find the most relevant keywords to grow your business. We’ve collected and analyzed over 1.6 billion keywords and 390 million products since 2012. Our singular focus has been to ensure that you have the most extensive, accurate metrics available.
Utilize our shopper search data for product research, listings, and ad campaigns, or have our experts do the writing and optimization for you with our Listing Advisor service. Either way, we’re here to help you achieve success.
Don’t panic…just plan! Here’s what you need to know:
Amazon officially announced that they will start enforcing their title rules on July 22nd. If a listing is currently breaking Amazon’s title rules the listing will be suppressed on July 22nd
What are Amazon’s title rules?
Glad you asked! There are TONS of rules but here are some important ones to keep in mind:
- Know your category title character limit, majority of titles must be 200 characters or less but check your category and make sure your title length is compliant
- DO NOT USE ALL CAPS, seriously, don’t do it
- Do not include promotional messaging such as FREE SHIPPING
Why you should not panic!
It is pretty simple because you are paying attention! While other sellers have their head in the sand you my friend are prepared and have the tools to make these adjustments to avoid getting your listing suppressed.
When should you make the title changes?
This is tough because Prime Day is on July 15th to July 16th. Since titles are so important for ranking our team recommends writing out your new titles NOW but do not switch them out until post-Prime Day to ensure you are not messing with your rankings.
If you have any specific questions about your title changes be sure to reach out to our team and schedule an audit call, we would be more than happy to help you with the process!
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.