Every seller has the same goal on Amazon — to increase sales. It’s the same game in every retail venue, whether online or on the street, but online, you achieve that goal by ranking higher than everyone else and placing consistently near or at the top of the search results when shoppers search for the products you sell.
Although there’s no single, clearly defined path to success in the Amazon marketplace, successful Amazon Sellers have developed and practice several methods to beat the competition and stay on top.
In this article, we present several approaches to gaining a competitive edge, especially when struggling to increase product search ranking in the Amazon marketplace.
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What is Amazon SEO?
Amazon SEO stands for Amazon Search Engine Optimization, and it’s all about understanding what kind of keywords people use when they’re looking to make a purchase. It’s not like regular SEO where you’re trying to rank high on Google for informational purposes. No, on Amazon, folks are ready to spend their hard-earned money, and your content needs to cater to that mindset.
When you list your product on Amazon, you have some essential elements like the product title, description, and keywords. These pieces of information directly impact where your product shows up in Amazon’s search results. And trust me, a higher rank means more visibility, which means more potential customers clicking on your product listing.
So, the key here is optimizing your content to ensure you pop up at the top of those search results. When you include relevant keywords that potential buyers are likely to use, you increase the chances of showing up in front of their eager eyes. And when your product appears at the top, the chances of getting clicks and conversions shoot up! However, if you don’t want to bother about SEO, you might explore other ways to make money on Amazon.
How Does Amazon SEO Work?
1. The Amazon Search Box
Picture yourself as a customer searching for something awesome on Amazon. You’d head straight to that search box at the top of the homepage, right? You can type in a specific term or just some general keywords to see what catches your eye.
And hey, Amazon is pretty smart! It quickly gives you a list of relevant products to check out. If you want to narrow down your choices, you can use those handy filters on the left side, like choosing a department or sorting by best sellers, new arrivals, and more.
2. Search Filters
These filters are your secret weapon to find exactly what you’re looking for. Want to see the most popular products? Filter by “Best Sellers.” Need something fresh and exciting? Check out “New Arrivals.”
Oh, and let’s not forget the power of customer reviews – you can pick products with the highest ratings. And guess what? Price matters too – you can set the filter to show you the best deals within your budget.
3. The Search Results Page
Now, imagine you’re the seller, eager to get your products to show up in those search results. Amazon decides the ranking based on a bunch of things like your product title, the catchy description you write, eye-catching images, and the features you highlight.
And of course, competitive pricing is a biggie! It’s like a game – you tweak and optimize each element to boost your product’s visibility and climb the ranks.
4. Sponsored Products
As a smart seller, you might want to use Sponsored Products – it’s like advertising to get a little boost. These are those nifty ads that show up when customers search for something related to your products.
You only pay when someone clicks on your ad, so it’s a pretty neat way to target those high-intent shoppers looking for what you’re selling.
Optimise Amazon Product Listing in 7 Steps
Step 1: Conduct Keyword Research
The foundation of a successful Amazon FBA listing is thorough keyword research. Keywords are the words and phrases that potential customers use to search for products on Amazon. By identifying the most relevant keywords for your products, you can increase the chances of your listings appearing in search results when customers are looking for items like yours.
Put yourself in the shoes of your target customers and think about what terms they might use to find products similar to yours. Make a comprehensive list of both long-tail and short-tail keywords. Long-tail keywords are more specific and have lower search volume, but they often result in higher conversion rates because customers using these keywords are usually closer to making a purchase decision. Short-tail keywords, on the other hand, are more general and have higher search volume but might be more competitive.
To find relevant keywords, use Amazon’s search box and pay attention to the drop-down suggestions. You can also analyze competitor listings and explore Amazon’s suggested and related item categories for more ideas. Moreover, leverage Amazon’s auto-complete feature in the search box to discover popular long-tail keywords related to your product.
Step 2: Optimize the Product Title
The product title is one of the most critical elements of your Amazon FBA listing. It is the first thing customers see when they come across your product in search results or on product detail pages. A well-optimized product title can significantly impact your click-through rate and conversion rate.
To optimize your product title:
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Include Relevant Keywords: Incorporate your primary keywords into the title naturally. Make sure it accurately describes your product and its main features.
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Keep It Concise: Amazon recommends a title length of approximately 60 to 80 characters. Shorter titles are easier to read and can help capture a customer’s attention quickly.
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Capitalize Properly: Capitalize the first letter of each word except for prepositions, conjunctions, or articles.
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Avoid Promotional Language: Refrain from using promotional phrases like “Hot Item” or “Best Seller” in the title. Stick to providing essential information about your product.
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Include Brand Name: Begin the title with your product’s brand name to ensure it’s visible to customers in search results.
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No Special Characters: Avoid using non-language ASCII characters such as Æ, ©, or ®.
By following these guidelines, you can create a compelling and optimized product title that helps your listing rank higher in search results and entices customers to click on your product.
Step 3: Optimize Product Descriptions
Product descriptions play a vital role in providing detailed information about your products to potential customers. A well-optimized product description can not only help customers understand the features and benefits of your product but also improve your search rankings on Amazon.
When crafting your product descriptions, follow these tips for effective optimization:
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Include Essential Information: Your product description should include crucial details such as brand names, sizes, colors, materials, and any other relevant specifications. Be clear and concise in your descriptions to avoid confusion.
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Highlight Key Features: Use bullet points or concise paragraphs to showcase the key features and benefits of your product. This makes it easier for customers to quickly understand why your product is the right choice for them.
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Use Keywords Naturally: Incorporate your primary and secondary keywords organically into the product description. Avoid keyword stuffing, as it may lead to a negative impact on your search rankings.
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Check Amazon Guidelines: Familiarize yourself with Amazon’s guidelines for product descriptions, as there may be specific rules for certain product categories.
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Review Listing Quality: Ensure that your product description meets Amazon’s standards for listing quality and follows any specific guidelines for your product category.
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Add Unique Selling Points: Differentiate your product from competitors by highlighting unique selling points that set it apart. This could include special features, awards, certifications, or any other compelling aspects.
Remember, a well-crafted product description not only helps customers make informed purchasing decisions but also contributes to improved search visibility and conversions.
Step 4: Optimize Product Images
High-quality product images are essential for creating a positive impression on potential customers and increasing the likelihood of a sale. Amazon allows you to include multiple images for each product, and leveraging this feature to showcase your product from various angles can significantly impact customer trust and engagement.
Here are some tips for optimizing product images:
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High Resolution: Use high-resolution images to ensure clarity and visibility. Images that are pixelated or unclear may deter customers from making a purchase.
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Showcase Features: Include images that showcase the product’s features, dimensions, and uses. Providing customers with a clear view of your product can build confidence and reduce the likelihood of returns.
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White Background: Use a white background for your main product image, as it is a standard practice on Amazon. This creates a clean and professional look.
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Include Lifestyle Images: In addition to product images on plain backgrounds, consider including lifestyle images that demonstrate your product in use. Lifestyle images can help customers envision how the product fits into their lives.
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Image Quantity: Take advantage of Amazon’s allowance for multiple images. Include images from different angles, close-ups, and images that showcase any unique features or benefits.
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Image Size and Format: Follow Amazon’s guidelines for image size and format to ensure compatibility and a smooth viewing experience for customers.
By optimizing your product images, you provide customers with a better understanding of your product, leading to higher customer confidence and increased conversion rates.
Step 5: Optimize Product Search Terms
Optimizing product search terms, also known as backend keywords, is a critical aspect of Amazon FBA optimization. These keywords are not visible to customers but play a vital role in helping Amazon’s search algorithm understand the relevance of your product to specific search queries. By strategically adding relevant search terms to your product listing, you can increase its discoverability and attract more potential customers.
Here are some tips for optimizing product search terms:
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Use Relevant Keywords: Include generic words, synonyms, abbreviations, and alternative names that customers might use to search for your product. Think about how customers might describe your product when looking for it on Amazon.
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Stay Within the Character Limit: Amazon allows a maximum of 250 bytes for search terms. Be concise and avoid unnecessary characters or repetition. Spaces and punctuation do not count towards the character limit.
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Logical Order of Search Terms: When entering phrases, type them in a logical order of search. Consider how customers might type their search queries and structure the search terms accordingly.
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No Misspellings or Stop Words: Avoid deliberately including common misspellings or stop words (e.g., “a,” “an,” “and,” “the”) in your search terms. Amazon’s search algorithm is sophisticated enough to handle various spellings and word variations.
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Use All Lowercase Letters: Capitalization doesn’t matter in search terms, so use all lowercase letters for simplicity.
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No Need for Punctuation: Skip hyphens, colons, and other punctuation marks in your search terms.
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Singular and Plural Forms: Include both singular and plural forms of keywords, unless one is more relevant to your product.
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Avoid Repeating Words: Don’t repeat words within the search terms field. Each keyword should be unique and relevant.
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Monitor Performance: Regularly review your search term performance and make adjustments if needed. If certain keywords are not driving relevant traffic, consider replacing them with more effective ones.
Optimizing your product search terms can significantly improve your product’s visibility and help it appear in relevant search results, increasing the chances of potential customers finding and purchasing your products.
Step 6: Optimize Product Price
Pricing is a critical factor that can directly influence customer purchasing decisions and overall sales growth. As an Amazon FBA seller, finding the right price point for your products is essential to stay competitive and attract buyers.
Here are some strategies for optimizing product pricing on Amazon:
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Competitive Research: Research your competitors’ prices to understand the market dynamics and identify a competitive price range for your products. Consider the pricing of similar products with comparable features and quality.
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Consider Shipping Costs: Take shipping costs into account when setting your product price. Offering free shipping can be attractive to customers and may increase conversion rates, especially for lower-priced items.
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Automate Pricing: Utilize Amazon’s Automate Pricing feature to adjust your product prices automatically. This tool allows you to respond to changes in the market, competitor prices, and demand while staying within your desired price range.
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A/B Testing with Price Points: Experiment with different price points using A/B testing to understand how customers respond to various pricing strategies. This can help you find the optimal price that maximizes sales and profitability.
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Win the Buy Box: Winning the Buy Box means Amazon designates your listing as the default seller for a particular product. Factors like price, availability, and seller performance influence the Buy Box rotation. By offering competitive prices, you increase your chances of winning the Buy Box and attracting more sales.
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Track Rankings and Reviews: Keep track of your product’s rankings and customer reviews. Positive reviews can improve your search rankings and overall sales performance.
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Use Brand Analytics: If you own a brand, utilize Amazon Brand Analytics to access aggregated search term reports and understand how customers find your branded products. This data can help you make informed pricing decisions.
Remember that pricing is a dynamic aspect of selling on Amazon, and it may require periodic adjustments to stay competitive and meet changing market conditions.
Step 7: Use A+ Content and Brand Analytics
As an Amazon FBA seller, leveraging A+ Content (formerly Enhanced Brand Content) and Amazon Brand Analytics can give you a competitive edge and enhance your product listings’ performance.
A+ Content: A+ Content allows you to enhance your product descriptions by adding rich media, such as videos, enhanced images, and engaging text placements. By providing customers with more detailed and compelling product information, A+ Content can increase customer engagement, boost conversion rates, and lead to higher sales.
To use A+ Content, you need to enroll in Amazon’s Brand Registry program, which allows you to create and manage your brand’s content on Amazon.
Amazon Brand Analytics: If you own a brand, Amazon Brand Analytics provides valuable insights into how customers discover your branded products and your competitors’ products on Amazon. This data includes top-performing search terms, click-through rates, conversion rates, and other powerful metrics. By analyzing this data, you can refine your keyword strategy, optimize your product listings, and make data-driven decisions to improve your brand’s performance on Amazon.
To access Amazon Brand Analytics, you need to enroll in Amazon’s Brand Registry program.
5 Amazon SEO Best Practices
1. Write Naturally and Avoid Keyword Stuffing
As an Amazon seller, your primary goal is to provide a positive customer experience. To achieve this, focus on writing product listings in a way that feels natural and informative. Avoid the temptation to cram your content with repetitive keywords, also known as keyword stuffing.
In the past, keyword stuffing was considered a valid SEO tactic, but it led to poor user experiences. Shoppers would struggle to find relevant products amidst the excessive keyword use. Recognizing this issue, Amazon has updated its algorithm to penalize sellers who engage in this practice, leading to lower search rankings and decreased visibility.
To avoid keyword stuffing, follow these best practices:
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Research Relevant Keywords: Conduct thorough keyword research to identify relevant and high-performing keywords. Use tools like Amazon’s search bar suggestions, third-party keyword research tools, and competitor analysis to find the right keywords for your products.
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Focus on Value: Instead of repeating keywords, concentrate on providing value to your potential customers. Write compelling product descriptions that answer their questions, highlight the benefits, and explain how your product can solve their problems.
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Optimize Backend Keywords: Amazon allows you to include backend keywords that are not visible on the product listing but help improve search rankings. Use this space wisely to include additional relevant keywords without sacrificing readability.
2. Craft Customer-Centric Sales Copy
Your product listings should be tailored to address your customers’ needs and concerns effectively. A customer-centric approach builds trust and encourages shoppers to make confident purchase decisions.
Here’s how you can create customer-centric sales copy:
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Answer Questions: Analyze customer reviews, product inquiries, and seller feedback to identify common questions or concerns. Address these queries in your product listings to proactively provide the information customers are looking for.
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Highlight Benefits: Instead of simply listing product features, focus on explaining how those features benefit the customer. Demonstrate how your product can improve their lives, solve a problem, or fulfill a specific desire.
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Build Trust: Use clear and honest language to instill confidence in your product. Avoid making false claims or overhyping your product’s capabilities, as this can lead to disappointed customers and negative reviews.
3. Help Improve Your Rankings
To increase the visibility of your products and attract more potential customers, it’s crucial to improve your Amazon search rankings. Amazon’s search algorithm considers various factors when determining the ranking of product listings. Here are some strategies to boost your rankings:
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Offer Faster Delivery Speeds: Amazon values fast and reliable delivery options, as it directly impacts the customer experience. Enroll your products in Amazon’s FBA program, where Amazon handles storage, packaging, and shipping for you. By leveraging FBA, you ensure faster delivery speeds and qualify for Prime eligibility, which displays the coveted Prime badge on your listings. Many customers prefer Prime-eligible products, which can significantly increase your chances of making a sale.
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Use A+ Content by Enrolling in Brand Registry: Amazon’s A+ Content allows brand owners to enhance their product detail pages with rich media, such as images, comparison charts, and enhanced product descriptions. A+ Content provides a more immersive shopping experience, conveying the value and benefits of your products more effectively. To access A+ Content, enroll your brand in Amazon’s Brand Registry program.
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Become an Amazon Prime Seller: When you enroll in FBA, you automatically become eligible to display the Prime badge on your listings. As mentioned earlier, the Prime badge signals to customers that your product is eligible for fast and free shipping, which can significantly boost conversions. Many shoppers actively filter their search results to only show Prime-eligible products, so having this badge can give your listings a competitive edge.
4. Use Basic Style Tips for Listings
Creating compelling and persuasive product listings is an art that can greatly influence a customer’s decision to purchase. Here are some basic style tips to optimize your listings for maximum impact:
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Be Descriptive, Clear, and Concise: Clearly communicate the key features and benefits of your product, using concise and easily understandable language. Avoid using jargon or complex terms that might confuse potential customers. Make sure your product descriptions are accurate and free of grammatical errors.
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Be Persuasive, but Not Pushy or Gimmicky: Highlight the unique selling points of your product and explain why it stands out from the competition. However, refrain from using exaggerated claims or pushy sales tactics, as this can be off-putting to customers and may lead to negative reviews.
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Be Accurate and Truthful About Product Condition and Quality: Honesty is essential in building trust with your customers. Provide accurate information about your product’s condition, materials, and quality. Misleading customers with false or incomplete information can lead to unhappy customers and potential returns.
- Avoid Making Exaggerated or Subjective Claims: While it’s essential to highlight the benefits of your product, avoid making unrealistic promises or subjective claims that cannot be objectively verified. Stick to factual information and let the quality of your product speak for itself.
5. Download the Amazon Quick Start Seller Style Guide:
To excel in Amazon SEO, it’s essential to adhere to Amazon’s guidelines and best practices. Amazon provides a valuable resource called the “Amazon Quick Start Seller Style Guide,” which offers detailed instructions on creating excellent product detail pages. The guide covers various aspects of listing optimization, including:
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Title, Capitalizations, and Numerals: Learn how to create attention-grabbing titles with proper capitalization and the appropriate use of numerals. Effective titles improve your product’s discoverability in search results.
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Brand Names, Trademarks, and Symbols: Understand the correct usage of brand names, trademarks, and symbols in your listings. Proper brand representation enhances your credibility and protects your intellectual property.
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Dos and Don’ts for Key Feature (Bullet Point) Details: Bullet points are essential for conveying key information quickly. Learn the dos and don’ts of crafting compelling bullet points that highlight your product’s benefits.
- What to Include and Not Include on Product Descriptions: Create comprehensive and engaging product descriptions that provide customers with all the information they need to make an informed purchase decision.
- Additional Image Tips and How to Avoid a Quality Alert on Your Listing: Images are crucial in showcasing your product. Learn how to optimize your product images to attract customers and avoid quality alerts from Amazon.
By following the guidance provided in the Amazon Quick Start Seller Style Guide, you’ll ensure that your listings are well-structured, consistent, and in line with Amazon’s best practices, which can positively impact your search rankings and sales performance.
FAQs About Ranking On Amazon
Is Amazon.com a search engine?
Sure. Amazon.com is both an e-commerce marketplace and a search engine.
A lot of buyers use Amazon to compare prices and find products they’re interested in purchasing. Many sellers use Amazon to research the market before launching a new product online.
Furthermore, Amazon.com data is often used to answer voice search queries since the introduction of Alexa.
How often does Amazon update its search algorithm?
Amazon rarely announces when they make changes to their search algorithm. Consequently, it is impossible to predict how often the Amazon ranking algorithm changes.
Fortunately, the core algorithm tends to be fairly stable.
How does the Amazon SERP work?
Users are shown the Amazon SERP after completing a product search on Amazon.com. SERP represents the search engine results page.