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eBay Marketing: How to Drive More Sales to Your eBay Store (2021)

Last updated April 27, 2022 5 min to read
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You’ve taken the first big step and you’ve created an eBay store. You have your stock waiting to go and your courier on speed dial. Time for the money to start rolling in, right? Wrong. Without applying effective eBay marketing strategies, you’ll struggle to make sales.

Why eBay marketing is so important

One of the major benefits of selling on marketplaces such as Amazon or eBay is that theoretically, you’ll have your digital storefront exposed to a much larger amount of people.

Don’t take this for granted though!

Although you’re selling on a site where there are millions of consumers looking for items like yours, you still need to get your eBay marketing right to ensure maximum exposure.

First things first, let’s look at the eBay marketing you should be doing on your account to increase eBay sales.

On-site eBay marketing

There are lots of marketing tactics and optimization techniques you should be using on your eBay store itself. These can have a huge impact on the visibility of your listings in search results, as well as conversion rates and sales.

Get as many testimonials as possible

It may sound obvious, but the best way to market your eBay store to a potential customer is to let your happy customers do the selling.

It’s common knowledge that buyers’ purchasing decisions are strongly influenced by a seller’s feedback. Therefore it makes perfect business sense to invest time in maximizing your positive ratings.

There are several steps to increasing your positive feedback on eBay and acquiring some great testimonials. The most important is consistently providing excellent customer service.

If you answer customer questions promptly and effectively, you’ll notice the positive impact on your seller reputation. eCommerce customer service software sets you up to manage multiple customer queries across a range of platforms, with ease. eDesk is designed specifically for online retailers and has AI-powered features that help you to resolve tickets in seconds.

Maximize positive feedback on eBay

If you’re confident that your customer service is as good as it can be, there are some handy tactics you can employ to maximize positive eBay feedback. The first is to utilize feedback solicitation software.

The majority of times when a customer has had a great experience, they don’t leave a five-star review. They might not know how, they could forget to do it or perhaps it didn’t even occur to them in the first place.

By asking them directly to leave a review, you’re giving them a polite nudge in the right direction. You’re also making it super-easy for them by including a link in the email.

With eDesk Feedback, for example, users can target customers who have bought a product on eBay and send a personalized message to fit your brand voice. It’s automated, so all you have to do is write the message, choose the cohort you’d like to send it to and watch your positive feedback rise.

Related: The Best eBay Software for Online Sellers

Try eBay advertising

If you have money to spend on marketing, then it can be worth looking into the advertising options that eBay provides.

eBay promoted listings are a great way to get your products in front of relevant buyers. Rather than an upfront cost-per-click, with promoted listings on eBay you pay a percentage of the sale fee, which varies depending on the product category.

Promoted listings are easy to set up and offer great targeting options. They may not be the best option for all industries or sellers, but they’re certainly worth researching into and experimenting with.

Get eBay top rated seller status

If you’re committed to providing an excellent buying experience to your eBay customers, you could be eligible for eBay top rated seller status.

Top rated sellers on eBay can take advantage of benefits that can make a significant difference to your sales and profit margin. These include:

  • Better visibility for your eBay listings
  • $30 credit every quarter to contribute towards your eBay promoted listings
  • Discounts on shipping when using eBay labels

You’ll also have the top rated seller badge on your eBay listings, which gives shoppers a reassurance which boosts your conversion rates.

You do have to fulfill some pretty strict criteria to be eligible for top rated status, however. As the name suggests, this status is reserved for top sellers only!

Related: eBay Top Rated Seller Status: How to Get it and Keep it

Use consistent branding, images, and video

If you are running any form of advertising or display campaigns, you need to ensure that the visuals of your ad line up with the visuals of your storefront.

For example, if you have a blue banner but your store is all orange, then potential customers need to take a few seconds to work out if it’s the same company. It’s very important that you maintain consistent branding.

Even more important than branding, is consistency with your images and product videos. The last thing you want is to accidentally mislead a customer and be left needing to remove negative feedback on eBay as a result.

eBay keyword optimization

eBay’s search feature, like most other global online marketplaces, works somewhat like Google. It provides a good user experience by showing the most relevant results from the best sellers first.

This means you need to optimize your eBay listings to appear high up in the results. If you nail it, you’ll be featured in the eBay Best Match position. If you achieve this, you’re winning at eBay marketing!

eBay claim that there’s no secret formula to winning the Best Match position, but there are certainly pointers to follow that make a big difference.

Firstly, you should create accurate, clear listings that follow eBay’s guidelines.

You should also use keywords wisely. This doesn’t mean stuffing any relevant search term you can think of into the product title! It means discovering your focus keyword, long-tail keyword and combining them naturally in your title. You should also use synonyms in your product description and ensure your product image is relevant and of high quality.

Off-site eBay Marketing

If you think eBay marketing ends when you leave the site, you’re leaving quite a few important rocks un-turned!

You can link to your eBay store from elsewhere and utilize a variety of other eCommerce marketing tactics to drive sales. Check out some of these crucial offsite eBay marketing tactics below.

eBay Campaigns with Adwords

Advertising your eBay products on Google AdWords is a great way to get your listings in front of lots of people.

While it can be a daunting interface to get started with, Google provide amazing support and setup guides to help you start marketing your eBay store extremely quickly.

You don’t even need to spend a lot of money, because you can ensure that you are tightly targeting your eCommerce niche and not wasting ad budget marketing to the wrong people.

Email marketing for eBay

Don’t listen to the naysayers, email is certainly not dead. It remains as one of the most effective ways of communicating with customers and prospects.

eBay has a built in newsletter facility to help you build your list of potential customers. You can also build an email list on your website, if you have one, and use it to sell your listings on eBay.

One of the reasons why email is such a good eCommerce marketing tool is its cost effectiveness. You can keep building your list over time and as it grows, your sales will too. Try different campaigns such as a newsletter to build brand awareness, to related product emails to cross or up sell.

Social media for eBay marketing

An important element of a well-rounded eCommerce marketing strategy is social media marketing. This applies to eBay marketing as well!

As consumers spend ever more time on channels like Instagram and TikTok, forward-thinking sellers are incorporating them into their marketing plans.

Why not make an eCommerce product video to share on Instagram, then link back to your eBay listing? What about sponsoring a TikTok influencer and dropping a link to your eBay store? Sellers that experiment and don’t rely on a single tactic are often the ones who achieve lasting success.

Did you know that over 60% of US online retail purchases were made through Amazon last year? Amazon’s hold over eCommerce is well established, with 9.1 million active Amazon sellers worldwide and an average of 66 thousand orders per day. Newer sellers may be wondering how they can get more sales on Amazon in such a competitive environment.

The truth is, they absolutely can because with Amazon’s booming market share come many opportunities. We’ve assembled this digestible list of 14 quick wins and strategic moves, to help you up your game and sell more on Amazon.

1. Do keyword research

Having the right keywords can be one of the most important tactics in reaching your target audiences. Using the keywords that are common to searches for your products is the objective, but search engine optimisation (SEO) is a constantly evolving game. That means that keywords used successfully in the past may not be as effective with updated search engine algorithms today.

The terms used by customers to find products change daily and are affected by seasonal, cultural, and economic factors. Hence, it’s important to stay on top of the latest SEO trends and make sure you cast a wide net when implementing keywords for each product listing.

Each product should be optimized with as many relevant keywords as possible – into the hundreds! This gives you the best possible chance of getting your products found by customers, helping you sell more on Amazon.

Amazon keyword research tools like Helium 10, SellerApp, Jungle Scout, and AMZ One can help by generating a list of related keywords with search volume, competition level, and other useful metrics, making it easier for you to choose the best keywords for your product listing

2. Use a repricing tool to get more sales on Amazon

When it comes to sealing the deal and making a sale, price is a main deciding factor for many customers. As an Amazon seller, you always want to make sure you’re pricing your products competitively, but equally, you don’t want to lose your margin! 

This is something that using repricing software can help with. Repricing software automates the pricing process in real-time, ensuring your prices stay in line with those of competitors, and with market fluctuations, while you get more sales on Amazon.

Repricing software also has many customisable features that allow you to set prices at optimal levels to help drive sales, without compromising profit. It’s worth taking a trial to see how it can help lift your sales. 

3. Get more Amazon reviews

Online reviews are important to spread confidence through word of month and for building credibility for your brand. It’s also a fact that 72% of shoppers won’t buy until they’ve read reviews of a product from people like themselves – people they trust. 

Even a strong product with great marketing behind it still has to overcome the fear of the unknown if there’s no social proof. Plus, positive reviews are a significant factor in deciding which products win the Amazon Buy Box.

Get more Amazon reviews by encouraging feedback from your customers. The best way to do this is by utilizing feedback software to automate the process.

4. Provide great customer service

Customer service is absolutely essential in eCommerce. Offering top-quality customer service not only adds value, but helps retain customers. A big part of making a sale is assuring the customer that they can trust you to deliver, and that trust is hard earned but easily lost. Providing good eCommerce customer service is critical, and committing to providing great customer service is all the more so!

As an Amazon seller, you need to be on top of your customer service. Responsiveness, a friendly manner and quick and easy resolution processes are all ingredients that make for a winning approach to great customer service. 

But it can be confusing trying to streamline it all. Thankfully, there are all sorts of tools available to make this job easier, like helpdesk software to keep all your customer interactions in one place. This helps you to respond quickly and accurately to customer inquiries when they come in, so that your customers always know you’ve got their back.

5. Leverage Amazon seller tools

The best part about being an Amazon seller is that you don’t have to go it alone. There are numerous tools available to help you maximize your business and get the most out of selling on Amazon, whether third-party or FBA. 

From repricing tools, to help desk software, to review software and even shipping assistance, many tools exist on the market today that specifically help Amazon sellers optimize their listings, prices, feedback, shipping, customer service and even their taxes. 

There are many different seller tools available, so it’s worth reading about options and making an informed decision about the right ones to choose for your business. With the right tools, you can grow your business more than you ever thought possible. 

6. Get more sales on Amazon with ads

Running ads is almost guaranteed to help you get more sales on Amazon, but it’s easy to just throw money at them and hope for the best. You can do better! Pay attention to your advertising cost of sales (ACOS) metric, the figure for how much ad spend you need in order to make a sale.

By advertising more efficiently, you lower your ACOS and ensure you get more bang for your buck. Over time, you’ll learn what works and you can employ a strategy with regards to how you run your ads. Taking an insight-driven approach to Amazon ads results in a more profitable Amazon business!

7. Optimise your product pages

The old saying goes that 80% of readers never make it past the headline of any piece of content. That means once you’ve written your product title, you’ve effectively spent 80 cents of your dollar.

When writing product titles, stick to the formula of:

  • Brand name
  • Product name
  • Features (size, colour, gender etc). 

This lets you include the right keywords in the right order to immediately tell shoppers that this is the product for them.

Moreover, making sure to visually design your product pages so that they’re clean, simple and easy to read will also help win over shoppers. No one wants to read through a cluttered page. The more straightforward (yet informative) and the cleaner you make your design, the more likely you’ll be to win over those elusive eyeballs!

8. Win the Amazon Buy Box

The quickest way to get more sales on Amazon is by ensuring that your products show up consistently in the Amazon Buy Box (the area in the top right of a product page, where shoppers can ‘Add to Cart’ or ‘Buy Now’). This is because over 82% of sales happen through this highly sought after space.

Although the exact formula to win the Buy Box is unknown, there are a few things that we know are essential. These are mainly metrics that prove the seller is providing a good customer experience. Customer reviews play a big role here. The more positive reviews a seller can amass, the likelihood of winning the Buy Box increases. 

In addition to reviews, something else that’s obviously very important to Amazon shoppers is price! By using repricing software, you can automatically set your prices at the optimal level to win the Buy Box and maximize profit, even if you’ve got an enormous inventory.

9. Amazon account health rating

The Amazon account health rating (AHR) is a new feature that helps you monitor your account health based on its adherence to Amazon seller policies. 

It considers both negative factors (such as the number of unresolved policy violations on your account) as well as positive factors (how your account positively impacts the customer experience through its selling activities). 

Each account will be given a rating, which is regularly reviewed as Amazon monitors the performance of its sellers. If your account is off-target, you will be notified so that you can improve your performance. Conversely, a good AHR rating will work in your favor, helping assure customers that they’re doing business with a compliant seller. 

10. Maintain your Amazon SLA

A big part of being a seller is cultivating trust with your customers. That means showing them that you operate in an above-board manner and that you’ll make good on your promise of fulfillment to them. One way of doing that is by making sure your Amazon store has a Service Level Agreement (SLA). This is a promise to your customers that they’ll receive their orders on time. When it comes to fulfillment, the SLA is based on the capacity to fulfill open orders and on-time shipping and delivery. 

SLAs help manage customer expectations by defining standards and outlining circumstances under which you as the seller won’t be liable for unfulfilled promises (e.g., natural disasters preventing shipping, etc). 

eDesk’s customer service solution is designed to alert you when your SLA is expiring, so your business is never caught without one. Having a current SLA helps you maintain transparency with customers, thereby building trust which helps ensure customer loyalty.  

11. Focus on products that already sell

Most ambitious business owners want to try new streams of revenue, but it’s important not to lose sight of the things that are making you money now. 

By doubling down on the products that already provide your Amazon store with a reliable revenue stream, you not only deliver to market demand but ensure that you have the financial runway required to take risks on innovative new products, if need be. 

Review your financial statements every quarter and look at the items that are performing best in your store. Think about how you can continue to market these with ads, SEO keywords and upgraded images to maximize their selling potential in your online store. 

12. Sync your inventory

Inventory can be a delicate balancing act. Hold too much inventory for too long and you need to pay over the odds to store it. But hold too little inventory and you lose out on vital sales, or even customers, due to an inability to fulfill. Amazon can also penalize you if your inventory performance isn’t up to standard.

Stock control is something every seller needs to understand and have the capability to manage for optimal results. Smart inventory management is an under-appreciated way to increase your Amazon sales and profit margin. Fortunately, there are tools that can help. Investing in the right tools and software can help sellers take the stress out of balancing supply and demand.

13. Expand into new Amazon marketplaces 

Amazon currently has 20 marketplaces around the world, which include the US, Canada, Mexico, UK, France, Germany, Italy, Spain, Japan, Singapore, Brazil, Australia and more. 

You can scale your brand by moving into some of these marketplaces. This can involve doing market research to find out which products are popular in each market and then uplevelling your shipping operations in order to be able to ship globally.  

But expanding into new markets also means you’ll need to take language into consideration and localize your listings so that they feature each marketplace’s local language and SEO keywords in the appropriate language. Multilingual customer service is also needed in order to be able to service customers across various marketplaces in their local language. 

Sounds complicated? It doesn’t have to be. eDesk’s help desk solution is designed to support customer service and workflow in multiple languages, so you can expand your business without investing in the overhead of hiring a global team. 

14. Spy on your competitors

Ok, maybe “spy” is a bit of an exaggeration, but profitable sellers are always on the lookout for what their competitors are doing. You want to make sure you’re offering the right inventory for your market at the right prices. Repricing software will monitor this for you, taking the guesswork out of pricing at the right levels. 

Using data gleaned from helpdesk reporting can also help you gather valuable insights and feedback from your customers, which will help you to better understand what customers want and need. Acting on analytics-driven insights from easy-to-read reports means you’re always one step ahead of the competition. 

Final thoughts

The quest to increase your store’s Amazon sales doesn’t need to be an uphill struggle. There are many resources available to Amazon sellers today to help them optimize their store and develop a healthy sales pipeline. 

By staying in touch with how the Amazon platform grows and using the right tech tools to drive your business, you can continue to do what you do best: building a great brand, winning customers, retaining existing customers and improving your bottom line. 

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