B2B sales strategies on amazon
Posted: Tue Dec 03, 2024 6:23 am
Amazon is one of the strongest sales channels that exists today with more than 50% of organic searches for products within its ecosystem, having overtaken Google in eCommerce search and Walmart as the largest retail retailer in the United States.
It is undeniable that Amazon is currently one of the strongest channels in terms of sales, and as we saw in the post B2B sales strategies on Google, this is also a channel to consider for generating B2B sales.
Over the past 10 years, Amazon has grown its business 10-fold, achieving milestones such as dethroning Walmart as the largest retailer in the US and launching other services such as Amazon Web Services, Alexa, Prime video and Amazon Go.
AMAZON BUSINESS
Amazon Business began operating in the United States in 2015, generating more than $1 billion in sales in its first year and serving more than a million companies.
Between 2016 and 2018, the service was launched in Germany, the United Kingdom and France, and now has hundreds of thousands of customers in companies across Europe. Finally, it is now available in Italy and Spain.
Amazon B2B marketplace gross sales grew 60% in 2019 compared vp safety email lists to the previous year, accounting for 5.7% of all Amazon revenue in 2019.
What are the benefits of the Amazon Business program?
Increased visibility of offers with a special badge
The possibility of offering discounts for large-scale purchases
Customize offers for businesses
Price display excluding VAT.
Enjoy Amazon logistics and the possibility of selling throughout the EU without any additional commissions
Optimize the product sheet
But Amazon is not going to do all the work for us, so if we want to get the most out of all the tools that the e-commerce giant offers us, we have to start from a good base, and this begins with the product sheet .
The product sheet must show in a visual and simple way the characteristics of our product or service , our competitive advantages, the extras we offer, etc. In short, all the relevant information we can provide to convince the customer that our product is the best to meet their need.
The higher the price of the product and the more B2B focus we want to give it, the more necessary is the work of optimizing and describing the product sheet, which acts in all respects as if the Sales Rep were interacting with your client on behalf of your company. Products like the one in the photo, which cost several thousand euros, need good product sheets, detailed descriptions and, above all, to guarantee the trust of the potential buyer.
Some key points would be:
Descriptive titles including the main keywords and making good use of capital letters.
Competitive advantages and main features in bullet point format to make them more visual and easier to read.
Respond to user reviews by trying to personalize the responses and doing so as quickly as possible.
However, we must not forget that creating a good product sheet is as important as positioning it well in Amazon search results and on product detail pages.
A well-constructed product page will help us position ourselves organically within Amazon. In addition, it is advisable to rely on sponsored product campaigns that will allow us to display our products on the first page of search results and on the detail pages of similar products, providing instant visibility.
As key recommendations for a product sheet to position well within the platform, we need to focus on 3 key elements:
Make a correct description of the product, taking into account the characteristics of the product and what the potential buyer needs. The product description must be detailed, considering the fundamental characteristics of the product and all those additional ones that help to determine the purchase.
Choose the right keywords for your product . To do this, you can use the list of categories that Amazon indexes - those that are on the Amazon home page - and that determine the most standard way for buyers to search. But, in any case, you should also think about what is relevant to the customer, what they need, what interests them and what motivates them to search for your product. Correct targeting through keywords will help those search terms find the ideal customer for your product.
Provide the product sheet with the necessary graphic and visual elements. Many purchasing behaviors have a decisive element in photography. Humans are visual beings, we base ourselves on what we see and based on that we decide. And regardless of whether your product is B2C or B2B, the visual elements of the product sheet are very relevant elements in customer behavior.
It is undeniable that Amazon is currently one of the strongest channels in terms of sales, and as we saw in the post B2B sales strategies on Google, this is also a channel to consider for generating B2B sales.
Over the past 10 years, Amazon has grown its business 10-fold, achieving milestones such as dethroning Walmart as the largest retailer in the US and launching other services such as Amazon Web Services, Alexa, Prime video and Amazon Go.
AMAZON BUSINESS
Amazon Business began operating in the United States in 2015, generating more than $1 billion in sales in its first year and serving more than a million companies.
Between 2016 and 2018, the service was launched in Germany, the United Kingdom and France, and now has hundreds of thousands of customers in companies across Europe. Finally, it is now available in Italy and Spain.
Amazon B2B marketplace gross sales grew 60% in 2019 compared vp safety email lists to the previous year, accounting for 5.7% of all Amazon revenue in 2019.
What are the benefits of the Amazon Business program?
Increased visibility of offers with a special badge
The possibility of offering discounts for large-scale purchases
Customize offers for businesses
Price display excluding VAT.
Enjoy Amazon logistics and the possibility of selling throughout the EU without any additional commissions
Optimize the product sheet
But Amazon is not going to do all the work for us, so if we want to get the most out of all the tools that the e-commerce giant offers us, we have to start from a good base, and this begins with the product sheet .
The product sheet must show in a visual and simple way the characteristics of our product or service , our competitive advantages, the extras we offer, etc. In short, all the relevant information we can provide to convince the customer that our product is the best to meet their need.
The higher the price of the product and the more B2B focus we want to give it, the more necessary is the work of optimizing and describing the product sheet, which acts in all respects as if the Sales Rep were interacting with your client on behalf of your company. Products like the one in the photo, which cost several thousand euros, need good product sheets, detailed descriptions and, above all, to guarantee the trust of the potential buyer.
Some key points would be:
Descriptive titles including the main keywords and making good use of capital letters.
Competitive advantages and main features in bullet point format to make them more visual and easier to read.
Respond to user reviews by trying to personalize the responses and doing so as quickly as possible.
However, we must not forget that creating a good product sheet is as important as positioning it well in Amazon search results and on product detail pages.
A well-constructed product page will help us position ourselves organically within Amazon. In addition, it is advisable to rely on sponsored product campaigns that will allow us to display our products on the first page of search results and on the detail pages of similar products, providing instant visibility.
As key recommendations for a product sheet to position well within the platform, we need to focus on 3 key elements:
Make a correct description of the product, taking into account the characteristics of the product and what the potential buyer needs. The product description must be detailed, considering the fundamental characteristics of the product and all those additional ones that help to determine the purchase.
Choose the right keywords for your product . To do this, you can use the list of categories that Amazon indexes - those that are on the Amazon home page - and that determine the most standard way for buyers to search. But, in any case, you should also think about what is relevant to the customer, what they need, what interests them and what motivates them to search for your product. Correct targeting through keywords will help those search terms find the ideal customer for your product.
Provide the product sheet with the necessary graphic and visual elements. Many purchasing behaviors have a decisive element in photography. Humans are visual beings, we base ourselves on what we see and based on that we decide. And regardless of whether your product is B2C or B2B, the visual elements of the product sheet are very relevant elements in customer behavior.