24 Selling on Amazon Tips to Grow Sales and Win Market Share

“Calculate and know your unit profitability (including an allocation for overhead costs). Most Amazon sellers waste at least some time selling products that actually make no money for the seller, while only benefiting Amazon and Amazon customers.” - James Thomson

“The best way to sell more on Amazon is to win the buy box. If you sell the same products as a dozen other retailers, then the best way to win the buy box is by dynamically re-pricing your items.” - Will Harris

“For direct-to-consumer players, think

of Amazon as customer acquisition.

Choose some small AOV top sellers and

make sure you put them on Amazon.

Encourage follow-on purchases

through your own site in order to

capture more customer data, up-sell,

cross-sell and increase overall LTV.” -

Drew Sanocki

“Amazon rewards sellers who can ship quickly and accurately. Our clients are, often, best of breed in their segments. They provide fast fulfillment and avoid oversells or cancellations, and as a result, Amazon rewards them with prime seller advantages.” - David Potts

"Diversify! They’re not the most vendor-friendly platform and make changes from time to time that aren’t in the best interests of sellers. Not saying Amazon isn’t a big deal, just suggesting that Amazon should be just one pillar of four or more major channels including Facebook Ads and Google Ads –– and, of course, your own direct web storefront." - Larry Kim

"Use Amazon’s Keyword Tool to optimize your copy around long-tail keywords that are less competitive." - Chris Van Dusen

"Amazon also allows you to sell your service on Amazon. When people buy products, your service can be offered as an add-on and everything is handled through Amazon." - Rieva Lesonsky

"Understand that reviews and SEO play a large part in getting your product listings in front of more people. Amazon is a search engine as much as it is a marketplace. People search for products on Amazon. And Amazon has ranking factors to help it determine which products to show, in which order, when someone performs a search." - Ryan Bemiller

"The #1 rule of retail economics will always be that you make your money on the buy. Thus, driving additional sales, even at less than your target price, will allow you to ultimately buy more and lower your sourcing costs. The best way to drive additional sales on Amazon is by using a repricing tool (with price floor limits of course) to constantly fight for, and win, the buy box." - Michael Ugino

"Focus on reviews. Positive reviews drive higher conversion rate and drive rankings. Email your customers after they purchase asking for Amazon reviews and watch your rankings go up!" - Justin Mares

"Focus on decreasing inventory errors like mis-picks, mis-ships, and out-of-stocks. Order & inventory accuracy, as well as fewer customer mishaps, are both highly determining factors for winning the Buy Box and gaining access to the Prime Merchant-Fulfilled program." - Andy Eastes

"Optimize Your Listing! Proper title, bullet points, description and great images can drastically improve your sales." - Kevin Rizer

"Get reviews! Quality and quantity are necessary. It’s also better to have a few not-so-great reviews mixed in as long as your overall rating is strong. It makes your listing look real. If all you have is a few 5 star reviews, customers will assume it was you or your mom who reviewed your product." - Brett Curry

"Include quality, accurate, detailed descriptions. Buyers appreciate more than just the “pre-filled” descriptions of items." - Danna Crawford

"Endeavor to own your brand and listings on Amazon. Competing with other retailers (including Amazon) on price is almost always certainly a race to the bottom. A single product listing with 10 sellers means that sellers can only really differentiate themselves by price alone." - Kunle Campbell

"Give Amazon’s suggested PPC campaigns a try. I’ve seen a number of clients test them compared to the campaigns they built themselves based on tons of keyword data, metrics, etc, and still have Amazon’s auto-generated campaigns produce a higher ROI. If it works for your brand, that’s time you can spend elsewhere." - Aaron Agius

"Master the art of branding. Whenever customers search for products on Amazon, the search engine displays many similar products. Understanding how to position your brand properly will help you stand out. This includes product pictures, pricing, product description, reviews, etc. In order to accomplish the feat, you must nail your target market. Deeply understand your target market and you will succeed." - Ned Nadima

"Try as best as you can to focus on your customer experience and conversion rates. Although you’re limited in what you can do on Amazon, anything you can do to optimize your marketplace listings for conversion will catch the eye of the Amazon search algorithms." - Jason Dea

"The biggest tip I have for Amazon is try to tack on an extra item with your listing. Normally if you’re selling an item on Amazon, other sellers can be on that same listing. That means you’re not guaranteed to get the sale for that item, especially if you’re not the lowest price." - Peter Attia

"Selling more on Amazon all depends on how many quality reviews you receive. The sales are obviously going to figure into how often your product shows up in search results as well." - Catalin Zorzini

"The key on Amazon for their search algorithm as well as influencing buyers is to have good ratings and reviews around your product. There are many ways to accomplish this, but one critical thing to do is to comment/reply to all your current reviews." - Erik Qualman

"Reviews from past customers give you the credibility you wouldn’t otherwise get. It’s an extra portion of word-of-mouth that boosts your offer. It’s in your best interest to get as many of them as possible." - Jacob Firuta

"You can go with paid options, of course –– but nothing beats working toward getting tons of legitimate 5 star reviews." - Dennis Yu

"Sell with Fulfillment by Amazon (FBA). Not only does this reduce work in handling orders, FBA products will appear in Prime-filtered searches." - Jan Lastuvka

https://www.bigcommerce.com/blog/amazon-selling-tips/

Read our entire “Selling On Amazon” Guide:

https://www.bigcommerce.com/blog/selling-on-amazon/

Read more Amazon selling tips: