Becoming a successful seller on Amazon is no easy feat, and maintaining that status is even harder. With so much competition in practically every product niche, it's become increasingly difficult to consistently stand out from the competition. That's where product listing optimization comes in – but what exactly is Amazon listing optimization, and how do you go about it? The easiest way to define listing optimization, be it on Amazon or on any other platform, is building your product listings in a way that increases the chances of interested buyers finding them, and to do it in a way that ensures they find your listing before they find the competition. This guide will go over the core tenets of Amazon listing optimization, outline best SEO practices, and give you a full overview of how to optimize every part of an Amazon listing. Whether you're just starting out your Amazon seller journey, or are a seasoned Amazon seller who wants to stay a step ahead of the competition, we've got you covered with this comprehensive Amazon listing optimization guide.
Amazon Listing Optimization Overview
To best understand listing optimization on Amazon, it's important to understand what it means to optimize your Amazon listings. Listing optimization refers to the search engine optimization (or SEO) of your listings. In practice, this simply means creating the most optimized listing for best performance in search results on a given platform; in our case, Amazon. This increases the chances of appearing in relevant searches, and ranking higher in those searches relative to the competition. This section will go over why optimizing your Amazon listings is important, and explain the benefits of creating optimized listings, as well as taking the time to optimize your existing Amazon listings.
The Importance of Optimizing Your Amazon Listings
As mentioned above, proper optimization of your Amazon listings should result in improved ranking in relevant buyer searches, and the importance of that cannot be overstated. After all, you simply can't make a sale if buyers can't see you, and you're much less likely to make a sale if buyers reach your competitors before they even see you. Creating and maintaining optimized listings is also a crucial step towards building your brand on the Amazon platform, allowing you to establish trust with buyers and boost sales even further down the line.
Benefits of Optimizing Your Listings
Search engine optimized listings result in higher visibility, driving more sales and increasing brand awareness. They also have the added benefit of increasing conversion rate – that is, the number of buyers who find your listings and actually go through with a purchase – since they offer buyers themselves a wealth of well-organized, easy to understand information about the product. Ultimately, SEO optimized listings bring the benefits of increased visibility and a buyer-first listing creation method, resulting in more sales and higher revenue for you, both in the short- and long-term.
Amazon SEO Best Practices
So far, we've defined the idea of listing optimization on Amazon very broadly. In this section, we'll start getting into more detail, go over each of the core tenets of good search engine optimization on Amazon, and discuss the most important SEO best practices to implement when creating listings for your products.
Utilize Keywords Effectively
Keywords are words or phrases that are relevant to your product, which buyers are likely to input into the search when trying to find an item on Amazon. Properly utilizing keywords is the most elementary aspect of listing optimization, and involves much more than just copying and pasting keywords you think may be relevant to your search. Effective use of keywords in your listing involves firstly finding relevant keywords using a keyword research tool, then using them in various parts of your listing where they fit naturally into the text. Avoid shoehorning keywords in, and avoid "keyword stuffing" (that is, the superfluous use of keywords in the text), as these can actually hurt your search ranking.
Research Your Competitors
Knowing the competition is the best starting point for every strategy in business, and listing optimization is no exception. The best way to know what's working on the search engine optimization front is to take a look at what your more successful competitors are doing. Examine things like listing structure, take a look at the information they provide on their listings, and make a note of how they go about including that information. Next, see if there's anything they've missed – if you can provide more pertinent information about the product, you've got a good shot at improving your rank in searches.
Leverage Amazon A+ Content
Amazon enables its sellers to enrich their listings with what it calls "A+ Content," which encompasses adding rich text, images, high-definition videos, comparison tables, and other features in the product description section of your listings to help them stand out from the crowd. A+ Content helps you establish your brand, create a more cohesive feeling across your listings, and enables you to provide more information in your listings in a more easily accessible way.
There are two types of A+ Content: Basic A+ Content and Premium A+ Content, which requires a personal invite from Amazon. With the former, you'll be able to include comparison charts, multiple product images, videos, 360° interactive product views, and more, while the latter will enable you to further customize your text and image modules, add interactive product comparison charts, insert clickable Q&As, include carousel modules, and more. Sellers using the basic version of A+ Content can see an increase of up to 8% in sales, while those who use Premium A+ Content can see sales increases of up to 20%. Finally, both A+ Content programs include the ability to create a Brand Story section, which appears across all your ASINs and helps establish your brand on the platform.
Optimize Your Product Titles
Titles are the first things buyers see when they encounter your product in search results, so you'll want to make extra sure that your product titles are both optimized to rank highly and appear in search results, as well as to entice buyers to click on your item. To do this successfully, you'll want to follow a few best-practice SEO guidelines. Firstly, you'll of course want to include your main keyword in the title, and make a point of having it towards the beginning. Secondly, you'll want to take into account the length of your title, and abide by any category-specific length limits. Thirdly, it's important to keep your titles in correct title case – no forgetting to capitalize words. Finally, avoid using any symbols or emojis in your title.
Use High-Quality Product Images
Last but certainly not least, product images are often a make or break when it comes to making a sale, and they're equally important for SEO. Products with plenty of high-quality images will rank better in Amazon searches all other things equal, so it's important to upload all 9 images that Amazon accepts per listing. Keep in mind that not all 9 images will be displayed – in practice, only the first 7 of the 9 images you upload will be displayed on the listing itself, or the first 6 if your listing also includes a product video.
Creating Optimized Amazon Product Descriptions
So far, we've gone over SEO best practices and how they pertain to the very basic components of an Amazon listing. In this section, we'll take a look at the proverbial bread and butter of every listing: the product description. We'll start with an overview of how to write a product description for an Amazon listing, outline the benefits of creating optimized and compelling product descriptions, and give you a few helpful tips to help you write product descriptions that rank and convert.
Writing Amazon Product Descriptions: The Basics
When writing an item description for an Amazon listing, there are three golden rules to keep in mind: be concise, know your audience, and keep it simple.
Be concise. You'll have a word count to abide by in your description, so writing lengthy descriptions not only runs the risk of being off-putting to buyers, it's simply not possible on Amazon. Before you begin writing, create a list of the points you want to make about the product, and as you write, convey each message in only as many words as necessary.
Know your audience. Understanding your audience is the first step in every successful marketing move, and writing a product description that converts is no exception. Research the type of buyer who buys your product, the language most likely to resonate with them, and what's important to them in a product, and use this information to create a compelling product description.
Keep it simple. The easier it is for buyers to understand, the easier it is for them to click "Buy Now." Remember that not all your buyers will be native English speakers, too, so it's important to make your product descriptions accessible to the widest range of potential buyers to increase the likelihood of making a sale. Avoid flowery language or superfluous adjectives, both for simplicity's sake and to save your word count for where it actually counts.
Benefits of Writing Compelling Descriptions
The benefits of writing compelling descriptions are manifold. Firstly, you'll be far more likely to convert buyers who click into your product listing with an easy-to-understand product description written in the correct tone. Secondly, a compelling description that relies on market research is inherently an optimized one, which helps your Amazon listing rank better than the competition in buyer searches and ultimately increases your sales.
Tips for Writing Product Descriptions
Writing a high-quality product description for an Amazon listing is crucial for attracting potential buyers and converting them into customers. Here are some tips to help you create an effective and compelling product description for your Amazon listings:
Highlight Key Features and Benefits. Clearly outline the most important features of your product, and explain how they'll benefit your customers. Focus on how your product solves a problem, or showcase how it can improve their life in some way.
Make Full Use of Bullet Points. Break down the key features, benefits, and specifications and include them in your five available bullet point slots. This makes it easier for customers to quickly scan and understand the product's main attributes, and does wonders for your product's search ranking.
Provide Specifics and Details. Include relevant details such as size, color options, materials, dimensions, and any other specifications that are important for the customer's decision-making process. This may seem obvious, but it's easy to overlook!
Optimize for SEO. Take care to incorporate relevant keywords in your description to improve your product's ranking and visibility in search results. Make sure the keywords are used naturally, however, and don't "keyword stuff" to the point that it compromises readability.
Proofread and Edit. Another simple yet crucial thing that's easy to overlook. Check your description for grammatical errors, typos, proper formatting, and clarity. A well-written and error-free description reflects professionalism and attention to detail, making it more likely that buyers will make a purchase.
Remember, your product description is often the first impression customers get of your product, and of you as a seller. Take the time to write an optimized product description that showcases your product's value and resonates with your target audience, and it will pay back dividends in future sales.
Amazon Bullet Points
Well-written bullet points are an integral part of an optimized Amazon listing. Bullet points not only help buyers easily and quickly gain information about a product – they're a key tool for Amazon search engine optimization and have a strong impact on your search ranking and visibility. The importance of utilizing bullet points on Amazon correctly cannot be overstated, and this section will go over how you can get the most out of each one with just a few simple tips. Keep reading for a full overview of the benefits of utilizing bullet points and key tips for writing effective bullet points for your Amazon listings.
Benefits of Utilizing Bullet Points
Amazon enables its sellers to publish up to five bullet points in each ASIN, and making full use of these bullet points has multiple benefits for your product and brand. Firstly, bullet points are a great way to convey a wealth of information quickly. After reading the product title and browsing images, buyers skim over the bullet points to get a better idea of the item they're considering purchasing. Creating informative and engaging bullet points is a great way to keep buyers interested and convert impressions into sales. Secondly, bullet points give Amazon's search algorithm more information to work with when determining the rank of your product listing in searches. Utilizing keywords in the bullet points is a great way to improve your search ranking and visibility.
Tips for Writing Effective Bullet Points
Writing effective bullet points for an Amazon product listing is crucial for grabbing the attention of potential buyers, conveying key information quickly, and improving your visibility in buyer searches. Here are five tips to help you create effective bullet points for your Amazon listings:
Be Clear and Concise – Bullet points should be brief and to the point. Each bullet should communicate a key feature or benefit, or concisely group together key pieces of information (i.e. item dimensions and weight).
Utilize Keywords Effectively – Incorporate varied yet relevant keywords naturally into the text of your bullet points. Take care to use keywords only where they naturally fit into the text, and avoid keyword stuffing.
Use Action-Oriented Language – Use strong verbs and action-oriented language to engage buyers with the product. Verbs like "achieve," "enhance," "experience," and "discover" can make your bullet points more compelling, without adding gratuitous adjectives.
Prioritize Key Features – Start with the most important product features in your first bullet point. Customers often read the first few bullets more carefully, so use them to capture attention and convey the product's unique selling points and benefits that make it stand out from the competition.
Address Pain Points – Identify common pain points or challenges that your product can address and incorporate them into one of your bullet points. Show how your product solves a problem or makes the customer's life easier.
Remember, your bullet points should concisely communicate the most important aspects of your product and its benefits through the use of keywords for maximum search engine optimization. Use a mix of features and benefits, and keep the language clear and persuasive.
Prioritize Amazon Reviews
Amazon reviews are an integral part of the shopping experience on the platform, but did you know they also play a significant role in listing visibility? Buyers will often filter their results by product rating, and items with a large volume of positive reviews consistently rank at the top of buyer searches.
Gaining positive customer reviews for your product on Amazon is crucial to improving your search ranking, and remains a major factor that buyers take into account when deciding whether or not they'll make a purchase. In this section, we'll take a look at a few ways to get more product reviews for your Amazon listing, outline the benefits of accumulating positive reviews, and go over some key tips for generating more reviews organically.
How to Get More Reviews
As mentioned above, getting reviews for your product is one of the most important things you can do as a seller. How you go about this, however, depends on your seller status, the item in question, and your expectations from the process. We'll take a look at two possible scenarios – a new branded product you've launched that has yet to gain traction, and an established product with less-than-glowing reviews.
For a product you've just launched, the simplest course of action is to enroll in Amazon Vine. Amazon Vine is a program that recruits a selection of Amazon shoppers and enables them to "purchase" items free of charge in exchange for leaving detailed, honest product reviews of products. Sellers can enroll their products into this program provided they meet a few criteria, including having their own brand, registering their brand with Amazon's brand registry, and having the enrolled product in stock and ready to ship at FBA.
For products that already have reviews but lack positive reviews, it's important to analyze the critical reviews to understand whether there is a recurring problem that is causing a less-than-optimal buyer experience. This will enable you to either fix a production or design problem, clarify operating instructions, or provide dedicated customer service to preemptively address the issue before it becomes a problem.
Benefits of Accumulating Positive Reviews
Gaining positive reviews of your Amazon products can go a long way towards improving their ranking in buyer searches, as well as increase your overall brand visibility across Amazon. You can also expect to enjoy a higher conversion rate, increased sales, and establish trust in your brand, both on Amazon and beyond.
Tips for Generating More Reviews
Generating product reviews on Amazon is important not just for listing optimization, but also for building credibility, trust, and social proof for your products. First off, it's important to understand that you cannot, under any circumstances, incentivize buyers to leave you product reviews, positive or otherwise. So how can you generate more product reviews, despite this hurdle? Follow these tips, and you'll soon see product reviews rolling in.
Provide an Outstanding Customer Experience
This may sound obvious, but it is too often overlooked. A positive buyer experience starts with an accurate listing and ends with a high-quality product. Ensure your products are delivered on time or even earlier when possible, and make a point of addressing customer concerns before they become negative feedbacks or critical product reviews.
Prioritize Follow-Up and Communication
While Amazon no longer enables sellers to freely communicate with buyers – in fact, it is flat out discouraged by the platform – you can still establish yourself as a multichannel retailer and give buyers additional avenues for communication that are not stifled by Amazon's restrictive policies. With tools like EasyChannel, you can easily transform your Amazon business into a multichannel ecommerce business and expand your brand to additional selling platforms, and enjoy the many benefits of multichannel commerce across all your selling channels.
Pre-Emptively Address Problems
Informative packaging inserts to help buyers understand how to use your product correctly, and pre-empt any possible critical reviews that result from a misunderstanding. Packaging inserts can also include a request to your buyer asking them to leave a product review, but note that you cannot explicitly request a positive review, nor can you incentivize buyers to leave you one.
Engage with Critical Product Reviews
Respond to existing reviews, both positive and negative, in a professional and helpful manner. This shows potential customers that you value feedback and are committed to improving your product, and enables you to address the problem in a way that other buyers can learn from, thus potentially avoiding a recurring problem with additional buyers down the line.
Be Wary of Buying Product Reviews
Remember that while generating reviews is important, it's equally important to maintain ethical practices and avoid fake or incentivized reviews, which can harm your brand's reputation and violate Amazon's policies. Incentivized reviews run the risk of backfiring, leaving you with a suspended Amazon account and a brand you've spend time and money building down the drain. Genuine and honest reviews from real customers hold the most value for potential buyers, and keep you safe from Amazon's wrath.
Amazon Sponsored Products
While not strictly a method of Amazon listing optimization, making use of Amazon Sponsored Products is a great way to improve your products' rankings in search results. This section will give you a general overview of Amazon Sponsored Products, discuss the benefits of enrolling your products in Amazon Ads' Sponsored Products program, and give you a few key tips for getting the most out of Amazon Sponsored Products.
What Is Amazon Sponsored Products?
Amazon Sponsored Products is one of the programs offered under the larger Amazon Ads platform. It offers sellers the ability to promote their products in buyer searches by placing bids on relevant keyword searches. The higher their bid, the higher the likelihood of their promoted product being ranked highly in search results. This type of model is known as CPC (cost-per-click) or PPC (pay-per-click) advertising, and is used on a variety of ecommerce platforms including Etsy, eBay, and Walmart. As the name implies, you pay any time a buyer clicks on your promoted product, whether you've made a sale or not.
Benefits of Sponsored Products
Enrolling products in Amazon's Sponsored Products program is a great way to give your products the push they need to start gaining traction and accumulate orders and reviews. The targeted advertising approach means you'll be promoting your products to buyers who are already interested in the products you offer, and while they may not necessarily make a purchase through your promoted product, it's a great way to get the word out about your brand and products. It's a great tool for boosting your brand's visibility in a highly-targeted way across multiple searches, thereby increasing your presence on Amazon and helping you establish trust in your brand. Finally, Sponsored Products enables you to precisely control your advertising budget and gain valuable insights on what works, and what doesn't, so you can get more out of each advertising dollar.
Tips for Using Sponsored Products Effectively
Using Amazon Sponsored Products effectively requires a strategic approach to ensure you're getting the most out of your advertising budget. These simple tips will help you make sure you're spending your advertising dollars where they count so that you can get the most benefit from Amazon Sponsored Products.
Keyword Research. Conduct thorough keyword research to identify relevant keywords with the help of third-party keyword research tools like Semrush. You'll want to target keywords that strike a balance between search volume and competition.
Segment Your Campaigns
Organize your products into specific campaigns and ad groups based on similar products, themes, or seasonality. This allows you to create more targeted ads and more effectively adjust your ad bids.
Choose Match Types Wisely
Amazon offers three match types for your keywords: Broad, Phrase, and Exact. Use a mix of match types to control the level of targeting. Broad matches can help you discover new keywords, while exact matches offer more precisely targeted advertising.
Optimize Product Listings
Before launching campaigns, ensure that your product listings are optimized with high-quality images, compelling titles, detailed descriptions, and relevant keywords both in the listing and as hidden product descriptors not visible to buyers.
Monitor and Adjust Bids
Review the performance of your keywords regularly and adjust your bids accordingly. Increase bids for high-converting keywords, lower bids for less effective ones, and omit keywords that don't convert.
Make Use of Negative Keywords
Use negative keywords to exclude irrelevant search terms that might trigger your ads to reduce wasted ad spend on irrelevant clicks.
Use Amazon's Automatic Targeting
Start your Amazon Ads journey with automatic targeting campaigns, especially for new products. Automated targeting uses Amazon's algorithm to identify relevant keywords based on your product content, and will help you create more successful campaigns from day one.
Remember that successful Sponsored Products campaigns rely heavily on optimized listings, and require ongoing attention and adjustment. Regularly analyze your campaigns' performance data and be prepared to adapt your strategies to changes in customer behavior and market dynamics.
Amazon Listing Optimization – A Few Final Thoughts & Key Takeaways
Optimizing your Amazon listings entails a non-negligible amount of work, effort, and foresight, but it remains one of the most important things you can do as an Amazon seller. Taking the time to create highly-optimized listings for each one of your products helps you not only in search result ranking – optimized Amazon listings rank higher, of course, but they also convert more, perform better when promoted with Amazon Ads, and help establish and build trust in your brand. This simple Amazon listing optimization guide can serve as a guideline for Amazon sellers of all kinds to help them create perfectly optimized listings that rank better and convert more buyers, increasing sales and boosting revenue in the long term.
FAQs for Amazon Listing Optimization
Still have a few lingering questions? Check out our frequently asked questions, and find out everything you need to know about Amazon listing optimization.
Q: What are the benefits of optimizing my Amazon listings?
Optimizing your Amazon listings offers a multitude of advantages. First, optimized listings elevate product visibility, of course, but they also boost customer engagement and increase the likelihood of making a sale. Secondly, optimized listings foster a positive brand perception by clearly conveying product information, offering persuasive visuals, and prioritizing customer engagement. Optimized content also helps your customers better comprehend your product's features, resulting in reduced returns and improved product reviews.
Overall, listing optimization not only helps sellers outshine competitors, it also works to maximize organic and paid advertising performance, establish an online presence that resonates with buyers, and drives growth and success on a highly-competitive marketplace.
Q: How can I optimize my Amazon product titles for SEO?
Optimized titles are an integral part of an optimized Amazon listing, which is why it's important not to overlook them when creating your product listings. These four steps will help you ensure that your Amazon product title is properly optimized.
Include Your Main Keyword. Your main keyword, or the search term buyers are most likely to use to find your product, should be included in your product title. It should not start your title, but ideally it should be placed towards the beginning.
Mind the Length of Your Title. Keep your product title within the character limit guidelines of the product category in which you're listing your product. Going over the limit results in an incomplete title, which is detrimental for SEO.
Ensure Correct Title Case. It's important to ensure that your title is written in correct title case, and that you avoid using all caps in the title. It not only hurts your ranking, but also reflects poorly on your product and brand.
Don't Use Special Characters. Special characters and emojis have no place in your Amazon product title. Reserve these for social media posts or marketing emails.
Q: What tips should I follow when writing product descriptions?
Writing product descriptions for your Amazon listing can be challenging. There are so many things to take into account, and so many factors that can impact your search ranking and engagement. These simple tips will help you write compelling, optimized descriptions for your products so they achieve better ranking and conversion results.
Keep it simple and to the point. Buyers don't have forever to read your listing to find pertinent information about the product. Your product description should be concise and easy to understand, and convey only relevant information about the product itself.
Write for your audience. Your product description should be tailored to the audience you're writing to, both in language and tone.
Emphasize key product features. A good product description promotes the product its selling of course, which is why you'll want to prioritize the product's features and benefits as its main selling points.
Utilize your bullet points. Amazon lets sellers include up to five bullet point in their listings, and they're not just a great opportunity to convey relevant info to your buyers at a glance; bullet points are crucial for SEO, too.
Proofread your description. Grammar mistakes, spelling errors, or poor formatting reflect poorly on your product and brand, and can be avoided by taking the time to review your description before publishing.
Q: How can I get more reviews for my Amazon listings?
Gaining more reviews for your Amazon listings is best done by delivering a quality product with an all-around exceptional customer experience. Offer quality products and attentive customer support, and the positive product reviews will naturally come rolling in. If you're still having trouble getting good reviews for your products, you can enroll new products in the Amazon Vine program to help them get their first product reviews and gain traction. Make sure you maintain ethical practices by avoiding incentivized or fake reviews, of course, and engage with existing customer feedback to build credibility and trust in your brand.
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