Are your products on Amazon not selling well? You’re not alone! One of the most popular questions among Amazon sellers is “why is my product not selling on Amazon?” After reading this article, you will have tactics and strategies to boost your sales on Amazon and leave your competitors in the dust.
1. Optimize Your Listing
Nope, your product listing is probably not optimized enough.
So what does it take exactly? Here’s a list of ways you can optimize your product listing so you don’t have to ask yourself “Why is my product not selling on Amazon?”
Your title is the first thing your customers will see, and how you structure it also determines whether or not they’ll be able to find you through search. Figure out exactly which keywords your target audience is likely to type in when searching for your product, and try to use them in your title without appearing overly spammy.
Amazon provides you with 250 characters, and we recommend using them all. When you write the title, put yourself in the shoes of the buyer. Don’t simply throw SEO keywords together because that can be unattractive and confusing for your potential customers. Follow best practices; capitalize the first letter of each word, write actual numerals for numbers, and use the word “and” as opposed to “&”.
Amazon gives you the option to post up to nine images. The preferred size is 1000x500px. First, your images need to be sharp and beautiful to attract your customers’ eyes. Hero shots of Amazon products must be displayed against a white background, so make sure you get this done professionally.
If you’re trying to get by with your own photos, that could be part of the problem. If your photos don’t tell the story of your brand through product photos and lifestyle photos by showing how it would become a part of their life, they haven’t done their job. If your photos aren’t beautiful, 3D renders are a great alternative to product photography. They are incredibly detailed and can be showcased in any light or angle you desire.
Amazon provides you with a space to insert five bullet points worth of information about your product. You’ll want to make sure you communicate the key product features in a way that’s simple and easy for your potential customer to understand.
The way you choose to price your product has a direct psychological effect on your customers. When you see something that’s way less expensive than others, it’s natural to wonder if the quality is lower as well. When something is too expensive, it won’t sell unless you clearly articulate the reasons why it’s more expensive. It has to be worth it to the customer.
Your product description is an opportunity to increase searchability and explain to your customers why your product is “the one.” Shoppers are bombarded with options in most product categories. Take this opportunity to stand out.
2. Develop Your EBC
This might be the answer to “why is my product not selling on Amazon” and it’s often overlooked.
Enhanced brand content also known as EBC is additional text and/or images placed in the product detail page. Use this platform to put your product miles ahead of the competition.
This one is a no-brainer.
There’s no better way to distinguish your product on Amazon. Convey your brand story and help customers see how your product fits into their lifestyle.
EBC is currently free on Amazon, but many anticipate that Amazon will begin to charge for this service. If you don’t have it yet, get on it!
Here are the main benefits of EBC:
- Less Immediate Bounces
- Communicates Brand Value and Assurance
- Increases ROI of advertising
- Reduces negative reviews
- Reduces product returns
Your EBC is like having an intriguing advertisement within your product listing, so it’s important to have it done professionally.
Trying to do it without professional help may lead to poor EBC and low conversion rates. Make it worth it.
We’ve worked with many Seller Central account holders to create enticing EBC pages in several categories, including consumer electronics, health and wellness, and houseware. We have tons of experience working with Amazon and know how to deliver dynamic, informative Amazon-approved pages that will improve your sales.
3. Get More Reviews
According to a survey conducted by BrightLocal:
- 91% of customers regularly read online reviews
- 84% of customers trust reviews as much as a recommendation from someone
It’s clear that reviews are one of the best ways to convey trust, reputation, and authenticity to customers. People want to feel like they made the best decision, and reviews help them feel more assured.
In fact, reviews also boost your rankings on Amazon. You might have noticed when you search on Amazon that the top results tend to have the most reviews.
There are several ways to get reviews. Some opt to work with a professional review service while others attempt outreach programs to incentivize reviews. No matter what strategy you use, get this part figured out.
If you’re wondering why your products aren’t selling on Amazon, this could be the answer.
4. Spread the Word More
Let’s say you’ve done all the optimizing you can, but you’re still not seeing results. In this case, you probably just need to get your product in front of more eyeballs. Don’t underestimate the timeless power of advertising.
Perhaps you can try running pay-per-click (PPC) campaigns. Here are some ways to optimize your Amazon PPC campaigns:
- Amazon PPC campaigns take your buyers directly to your product page, so it’s essential that you target the correct audience.
- Choose the correct keywords. Figure out which keywords customers would use to find your listing and use that.
- Look at your data and constantly optimize. See which campaigns are having the most success and which ones are incurring the highest costs so that you can prioritize. Of course, you’ll want to continue advertising with the campaigns that yield the most profits for the least ad spend.
- Customize your spending. It might seem like you can figure out the optimal advertising spend and then let it run on autopilot, but that’s not the case. For example, you may want to increase your ad spend in the evening since many people are just getting home from work and want to shop online to unwind.
If your sales are not going as well as you would’ve liked, don’t throw in the towel! There’s a reason so many people are asking the same question, “why is my product not selling on Amazon?” You’re not alone, and by putting in real work on the action steps discussed in this article, you’ll see a positive difference in your sales.
What are your thoughts on how to increase Amazon sales?