15 Proven Strategies To Increase Sales on Amazon

If you’ve been selling on Amazon for a while, you’ll notice how the landscape for sellers is constantly changing.

Whether it’s changes to Amazon’s rules, increased competition, or inflation driving up prices, there’s always something changing that could affect the way you do business on Amazon — for established sellers and enterprise brands alike.

At Jungle Scout, we’re in the business of helping businesses maximize their profitability on Amazon, so we’re constantly looking out for changes to the ecommerce landscape and to how Amazon operates. We’re also continually refining the strategies we use to help our clients increase sales.We’ve collected 15 of those strategies to share with you in this post. Each one is actionable and up to date with how Amazon operates today, giving you the guidance you need to take your business to the next level.

1. Optimize product listings with high-intent keywords

To stand out from the growing competition on Amazon, you need to find your key differentiator. What is the customer’s pain point that other competitors are not addressing? 

Your listing copy, product images, product videos, and other marketing material should all push that as the first and most vital reason why customers need your product. 

As you tailor your copy around this central differentiator, be sure to include high-intent keywords, the terms that shoppers who want what you’re selling are most likely to type into the Amazon search bar. This is a foundational piece of search engine optimization on Amazon (Amazon SEO).

Not sure how to find this kind of pain point? The easiest way to do this is to really study your competitors’ product reviews and customer questions:

• What are customers saying about these products?
• What are the top three reasons why customers love this product?
• What are the top three reasons why customers do NOT like this product?
• What information are they looking for when asking a public question on a listing? 
• Does the competing product not fulfill some customers’ needs?

If you can solve these pain points and demonstrate that in your images and copywriting (and include the most valuable high-intent keywords in that copy), then your chances for converting a visitor into a buyer will significantly increase.

More on keywords: Depth, width, and relevance

High-intent keywords are the most important, but they aren’t the only keywords that matter. Amazon’s search algorithm has evolved in recent years, and today’s iteration prioritizes customer intent and “sellability” or conversion likelihood most of all. In other words, it wants to supply searchers with the items they are most likely to buy.

Sellers need to identify the most relevant high-traffic keywords for a product (using a tool such as Jungle Scout’s Keyword Scout), then optimize listings to include those keywords in product tiles, bullet points, and descriptions. From there, you can go wider with your keyword strategy, expanding and diversifying your keyword research to make sure you can beat your competitors and rank for a wider range of search terms.

Jungle Scout users accomplish this using a couple of different tools: Keyword Scout and reverse ASIN search on all competitor products for one of your listings.

Simply find your competitor’s product’s ASIN and enter it into Keyword Scout. Then, after collecting all of the ranking keywords, compile the data to see which competitors are ranking for which keywords.

You’ll be surprised at how poorly some big Amazon sellers are doing when it comes to ranking important keywords. They aren’t even thinking about them!

But their negligence is the perfect opportunity for you, regardless of how many reviews you have (though having some of that social proof will definitely aid in this process).

2. Improve click-through rates with high-quality images and A+ content

For many products, Amazon shoppers are inundated with search results, and a lot of them look very similar. It’s no surprise that shoppers rely heavily on visuals to make purchasing decisions — so make the most of your visuals and stand out from the crowd. 

High-resolution images, lifestyle shots, and infographics are all effective ways to communicate more information and catch more eyes, all of which helps to improve conversions. 

To get the best possible visual results, use Amazon A+ Content, a type of Enhanced Brand Content available to businesses enrolled in the Amazon Brand Registry program. 

Amazon itself says that this is a great way to bring more attention to the products you sell. A+ content can contain types of visuals that other product listings can’t, which literally gives you a visual advantage over non A+ listings.

3. Use competitive pricing strategies to stay ahead

Pricing is important, especially in high-competition and undifferentiated products. Pricing is one of the direct influences on capturing the Buy Box (now called the Featured Offer). Pricing also ties closely to conversion rates and can play into customer trust.

Because pricing is this important, brands and sellers should apply real-time tracking to competitor prices. This way you can dynamically adjust your own pricing to stay competitive while maintaining necessary profit margins.

Sellers can use Jungle Scout’s Sales Analytics tools to access competitive pricing insights on individual products, sellers, and market segments. Enterprise brands need a different level of analytics and a different set of tools. In the Jungle Scout ecosystem, enterprise analytics are found in Cobalt Digital Shelf Analytics. 

4. Use Amazon coupons and Lightning Deal

Everybody loves a sale, which is why discounts and coupons are one of the oldest and most reliable marketing strategies. This is certainly the case with Amazon digital marketing, where sales, coupons, and Lightning Deals can last weeks, days, or even just minutes. This kind of time-limiting creates urgency around discounts, increasing sales velocity.

Also remember what Amazon’s goal is: to show shoppers the products they’re most likely to buy. The algorithm takes into account Amazon Coupons and Lightning Deals as it works: these types of sales attract more shoppers and improve ranking. 

Even better, both of these types of growth can start to compound on one another, with better search performance leading to more customers leading to more conversions leading to better search performance— you get the idea. 

It’s also a good idea to use prior sales data and sales cycles to time your promotions around peak sales periods. Prime Day and Black Friday are huge opportunities with equally huge levels of activity and competition. Sales and promotions can help you stay on top through it all.

5. Manage your inventory for Amazon efficiently

Inventory management is more important than many sellers realize. Poor inventory performance can lead to reduced storage limits on Amazon, directly affecting how much product you can send in. Even more critical, running out of stock can hurt your organic ranking for a product — and that ranking doesn’t automatically bounce back once you’re restocked. Staying in stock and maintaining efficient inventory levels helps protect your visibility, sales potential, and long-term performance.

And that’s not all.

Having too much inventory could lead to high storage fees, both short and long term. And having too little could mean you miss out on major sales opportunities.

Predictive inventory management software helps sellers avoid these kinds of problems, keeping inventory at ideal levels to avoid both overstocking and stockouts.

Jungle Scout offers a top-of-the-line inventory management tool for your Amazon products, called Inventory Manager. This powerful tool helps sellers track stock levels and forecast demand accurately so you can keep inventory levels stable across the entire sales year. Using a data-based tool like this limits human error, which is bound to come into play when making restocking decisions.

The last thing you want is for Amazon to suspend your seller account due to poor inventory performance. 

6. Optimize for the Buy Box to increase conversions

The Buy Box (Featured Offer) is massively important: unless there’s something not quite right about the offer there, most buyers won’t look past it for any other way to buy. Many won’t even realize there are any other options!

Somewhere between 80% and 90% of Amazon purchases are made through the Featured Offer, so being the Featured Offer is the most strategic way to grow sales and increase conversions.

Amazon evaluates several factors when picking a seller for the Featured Offer, including seller performance ratings and shipping speed. Price is a leading factor as well.

Sellers can monitor Buy Box trends using Jungle Scout’s analytics and competitor pricing tools. If you aren’t winning the Buy Box, our analytics data can help you determine why and what adjustments to make.

7. Invest in Amazon PPC ads to drive sales

Amazon PPC (Pay-Per-Click) campaigns are another crucial way to increase product visibility. Less established brands and sellers may find this particularly useful as it’s a way to position your products near the big dogs in your category. 

Amazon offers a few different PPC methods, including Sponsored Products, Sponsored Brands, and Sponsored Display Ads. Each of these can be an effective way for sellers to reach their target audience.

Of course, not all ad spending is equally valuable. The trick is figuring out where, when, and what types of ads will give you the best ROI on your ad spend. Jungle Scout’s Advertising Analytics is the data-driven tool you need to understand the impact of your Amazon advertising and maximize your ad spend ROI.

8. Implement retail media and Amazon DSP for advanced advertising

Enterprise brands have other methods at their disposal beyond standard PPC campaigns. These are more complex to manage, but most large brands benefit from doing so.

Amazon DSP (Demand-Side Platform) is a powerful programmatic advertising platform that gives brands advanced advertising capabilities that include:

• Shopper retargeting
• Audience segmentation
• Cross-channel campaigns (advertising outside the Amazon ecosystem)

Many brands combine both approaches, running Amazon PPC campaigns alongside DSP, creating a full-funnel advertising approach. Cobalt’s Share of Voice tracking is a helpful tool here that monitors brand impact and charts it against competitors.

9. Expand your reach with external traffic sources

Building an audience that loves your brand and products is key to prolonged success on Amazon. There are plenty of ways to do that — including bringing in traffic from outside Amazon!

Pulling in external traffic can improve your product rankings: Amazon loves to show the products that will sell, and external traffic certainly helps with that goal. Of course, external traffic also boosts sales directly: you’ll sell more products when more people see those products. 

• Promote on social media. Grow brand awareness on platforms like Instagram, TikTok, and Facebook by posting creative content (like behind-the-scenes videos and user-generated content) around your products and brand. Using social media is a great way to promote your products and drive traffic to Amazon.
• Create a customer engagement campaign in Amazon Seller Central. Another perk of being enrolled in Brand Registry is being able to send an email campaign to tailored audiences right in Seller Central. Choose from repeat customers, high-spend customers, recent customers, and brand followers. 
• Use other digital marketing strategies. Google Ads, Facebook ads, influencer marketing, or even a good old-fashioned email campaign can drive additional traffic to your product detail pages.

If you want to analyze where your buyers are coming from, Amazon Attribution is a helpful tool that measures the impact of external traffic on sales.

For more details on audience building, check out our articles on building your brand and leveraging social media marketing techniques.

10. Improve customer sentiment and get more reviews

Customer reviews are another element that impacts search rankings, conversion rates, and customer trust, and good ones ultimately boost sales. Even a middling review score can be a death knell for sales numbers, so it’s important to pull in more reviews from satisfied customers. 

Amazon’s Request a Review feature and Jungle Scout’s Review Automation are two powerful ways for sellers to ask for and collect more reviews in a way that helps rather than hurts the customer experience — without time-consuming manual follow-ups.

11. Enroll in Amazon Brand Registry for advanced features

By enrolling your brand with Amazon Brand Registry, you reduce the risk of having someone selling counterfeit products under your brand name. You also gain exclusive tools including A+ Content, Brand Analytics, and Sponsored Brands.To enroll your brand, you must have a legally registered trademark. So while it may be costly and time-consuming, getting a trademark is a necessity.

What are the other added benefits of registering your brand?

• A+ Content. Amazon A+ Content provides brand owners with a distinctive feature to create visually captivating product descriptions for their Amazon listings with images, infographics, and templates.

• Amazon Storefronts. Brand owners can create a dedicated storefront on the Amazon marketplace. This Amazon Store will resemble an ecommerce website without any distractions from competitors’ products and ads, boosting brand credibility and customer loyalty.
• Advanced advertising. After enrolling in Brand Registry, brand owners can access advanced advertising tools such as Sponsored Brands, Sponsored Display, and Sponsored Brands Video ads.
• Customer insights. You’ll have access to the Brand Analytics dashboard, where you can learn more about your customer’s shopping behavior, searches, demographics, and much more. 

12. Monitor competitor strategies and market trends

To stay ahead of the competition, sellers and brands must continuously monitor competitors’ pricing, promotions, marketing strategies, and rankings. When competitors make a change to their strategy, your brand will sometimes need to adjust to stay ahead or keep pace. 

Competitor tracking tools like Jungle Scout’s competitor analysis features can provide insights into market share, pricing trends, keyword performance, and much more.

13. Simplify Amazon operations with bulk data and automation

If you work for an enterprise brand, your business likely manages hundreds or thousands of SKUs. Operations get complex at this scale, so you’ll need bulk data capabilities for efficient decision-making.

Manually tracking price changes and Buy Box win rates, for example, just isn’t possible at this scale. You need automation to handle the size and scope of your storefront and product portfolio.

Automation can deliver powerful results in areas like pricing adjustments, restocking alerts, and ad bidding, helping you stay efficient and profitable even at scale.

Jungle Scout’s Data Cloud, built exclusively for enterprise brands, gives you the tools you need to export bulk insights, integrate with internal reporting tools, and customize performance dashboards.

14. Use data analytics to make smarter business decisions

Scaling your Amazon business as a seller is easier to do when you’re making decisions powered by data. By tracking metrics and key performance indicators (KPIs) such as conversion rates, ad spend, and profit margins, you gain real data that can inform business decisions and help you grow quickly and sustainably.

Jungle Scout’s Sales Analytics and Competitive Intelligence help sellers scale smarter: Competitive Intelligence helps you track the top products and brands in your market and gain a comprehensive view of the competitive landscape. For enterprise brands, Cobalt Digital Shelf Analytics gives you the depth and breadth of data needed to optimize your business strategy and sustain performance.

15. Leverage market share data

Enterprise brands should also measure market share trends as a way to increase category growth in sustainable ways. Brand penetration, share of shelf, and category trends are all helpful markers that brands can use to adjust their own strategy before they get outflanked by competitors. 

Cobalt Digital Shelf Analytics is the industry-leading market intelligence tool, providing enterprise sellers with insights and data they can use to form stronger pricing and marketing strategies.

Ready to increase your Amazon sales? Turn insights into action with Jungle Scout Cobalt

The 15 strategies we’ve shared with you are proven methods for increasing Amazon sales, but most of them require one thing: data-driven insights. From competitor pricing research to listing optimization to PPC and DSP campaigns, you need Amazon seller software that delivers market intelligence data and gives you the tools to turn those insights into action.  For powerful, actionable data that takes the guesswork out of increasing sales, turn to Jungle Scout Cobalt. With Cobalt, you get unified insights, automated ad performance, and unmatched marketing intelligence that helps you sharpen your strategy and boost revenue faster!