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How To Find & Understand Conversion Rates Of Your Amazon Products

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As competition has grown over the last few years, it has been increasingly important to test the creativity on your product detail pages to maximize conversions for your products on Amazon.

This testing requires that you understand how Amazon calculates conversion rates and where to find the data.

Amazon provides a few ways to monitor your listings’ conversion rate. Monitoring your conversion rate on Amazon can help you to:

  • Identify de-indexing events.
  • Assess the effectiveness of your advertising targeting.
  • Verify listing changes have improved conversion.

Tracking your conversion rate helps you better understand how changes you have made to your listing – or changes to the marketplace – have affected your sell-through rate.

While Amazon looks like one cohesive marketplace on the outside, it is made of much smaller platforms on the back end.

Depending on the type of physical product you are selling, your listing might be on:

  • Amazon Seller Central.
  • Amazon Vendor Central.
  • Amazon Kindle Direct Publishing (KDP).
  • Merch by Amazon.
  • Amazon Handmade.

Amazon only provides conversion rate data on a few of its selling platforms.

It is not currently possible to get an exact conversion rate from a product you are not currently selling on Amazon.

Are There External Tools I Can Use To Find My Conversion Rate?

There are many tools on the market that provide sales volume estimators.

These tools generally look at the sales rank of an item along with the category of the product.

The tools then estimate how much a product sells based on an estimation of sales for that sales rank and sub-category.

Often, these tools can be off by incredibly high margins.

In this article, you will learn how to find your conversion rate on a few popular platforms for sellers on Amazon.

We will share instructions on which platforms you can find your conversion rates and where to locate the data.

Finding Your Conversion Rate On Seller Central

If you sell your product on Amazon Seller Central, getting your conversion rate is quick and easy.

To find your conversion rate, log into your Seller Central account.

Then, navigate the top menu bar to Reports > Business Reports > Detailed Page Sales and Traffic Reports by Child Item.

(If you want to look at all of your variations (size, color, flavor) together, you can also navigate to Reports > Business Reports > Detailed Page Sales and Traffic Reports by Parent)

Screenshot from sellercentral.amazon.com; modified by author, July 2022

In this downloadable report, you can discover a lot of valuable information on the traffic and sales of your product on Amazon.

Here is a list of the information available in this report and what it tells you about your products.

Understanding The Detailed Page Sales & Traffic Report

The Detailed Page Sales and Traffic Report provides valuable information on traffic, Buy Box percentage, and Amazon Business sales.

Here is a little more about a few data points available in this report.

The Detailed Page Sales and Traffic Report is a date range report; you select the period you would like measured. The report defaults to a period of the last 30 days.

In the following definition, the statements about quotes are directly from Amazon’s descriptions of each report field.

Identifying your Unit Session percentage on AmazonScreenshot from sellercentral.amazon.com; modified by author, July 2022

Sessions

“Sessions are visits to your Amazon.com pages by a user. All activity within 24 hours is considered a session.”

If a customer comes to your product detail page, then goes to review another product, and finally returns to your product, that is one session and two page views for your product detail page.

Page Views and Sessions are global numbers. Even if you are out of stock, you will still see the total number of Page Views and Sessions on that Product Detail Page.

Page Views

“Hits in your Amazon.com presence for the selected time period.”

Page views are as described: it measures the number of page views this product has had during the date range you have set for the report.

Buy Box Percentage

“This is the percentage of page views where the buy box (the ‘add to shopping cart’ link) appeared on the page for customers to add your product to their cart.”

Understanding your Buy Box Percentage is vital to running ads or diagnosing sell-through rate issues.

For Sponsored Product Ads, your product must have the Buy Box for your ads to appear.

It is possible to have a 0% Buy Box percentage even if you are the only seller if you have a suppressed Buy Box due to pricing issues or brand health alert.

Brand Health alerts generally mean that Amazon has found your item at a lower price on a big website like Walmart, Home Depot, Lowes, Target, etc.

Unit Session Percentage

“Percentage conversion metric indicating how many units were purchased relative to the number of people who viewed the products.”

The unit session percentage is your conversion rate for that product.

You can pull this report retroactively to verify if your changes to a listing have helped the conversion rate over time.

Finding Your Conversion Rate On Vendor Central

Previously, you needed ARA Premium to find your conversion rate. However, that has changed.

Finding your conversion rate on Vendor Central is just as easy as finding your conversion rate on Seller Central.

In Vendor Central, you will go to Reports,  Analytics, then Traffic Diagnostics.

Finding Your Conversion Rate On Vendor CentralScreenshot from vendorcentral.amazon.com, July 2022

In addition, the Traffic Diagnostics Report gives you a comparison of your conversion rate compared to previous time frames.

Here you can see your change in overall conversions for a date range, or you can view your change in conversion rate by ASIN.

This report allows you to track changes in the conversion of your products over time. You can select the report range of daily, weekly, monthly, quarterly, or yearly.

Finding Your Conversion Rate On Other Amazon Platforms

The same page view and conversion data on Seller Central and Vendor Central are unavailable for the KDP platform. The KDP platform hosts Kindle and CreateSpace books on Amazon or Merch by Amazon, which provides print-on-demand t-shirts and similar merchandise.

If you are an author looking to understand the conversion rates better, you have a few additional options.

Penny C. Sansevieri, CEO and founder of Author Marketing Experts, Inc, explained:

“The most basic and obvious way to check sales is, of course, book sales. But there is also your Amazon bestseller status/rank within Amazon overall, and within each specific genre/category you are showing up in. That is a good way to see a spike in sales and/or page reads.

But keep in mind that the higher your sales rank, the less frequently your rank is updated. This means that if your sales rank is 475,000, your rank only gets updated once or twice daily; if you are at 27,000, it is updated hourly.

So, the lower your number, the more frequently you will see movement.”

Another option (if you have a physical book listed on Amazon’s KDP platform) is to open a Seller Central account and add the physical book to your inventory on Seller Central.

You will then be able to access the Detailed Page Sales and Traffic Report and the page views and sessions for that product page.

You can then manually calculate your conversion rate by taking the number of sessions divided by the number of units you sold during that period.

If you are selling on Merch by Amazon, there is currently no way for you to get access to data to calculate your conversion rate.

What Is A Good Conversion Rate On Amazon?

The next logical consideration after knowing how to locate your conversion rate for your products on Amazon is to want to evaluate your product performance against a benchmark or standard.

When looking at conversion rates for products on Amazon, one of the most significant factors is competitiveness.

For example, we would expect a cellphone case to typically has a much lower conversion rate than a more niche product.

Sometimes, an artificially high conversion or unit session percentage can indicate that you have a traffic problem.

We had a client that came to us for help with their Amazon sales. They were not getting the sales they needed on the platform.

When we looked at their Unit Session Percentage, it was well over 80%. However, the traffic they were getting to that listing was less than 400 visitors a week.

Upon further investigation, we found that their listing was only indexed for their brand name.

Re-optimizing their listing and beginning advertising on Amazon, we were quickly able to make a sharp increase in their traffic and sales, even though this lowered the Unit Session percentage rate on their product.

Considering Unit Session % In Your Advertising On Amazon

Previously, the benchmark for a good Unit Session % or conversion rate was around 20%.

In March 2020, there was a sudden drop in conversion rates across almost all verticals and products.

Amazon has said that this is due to them adding mobile data into the conversion rates. For most products, conversion rates were almost cut in half.

After this change, I recommend you aim for 7-15%.

If you have brand affinity around your products, meaning people are searching by your brand or product name to find you, we would want to see closer to 12-15% as a baseline.

We manage several accounts with an average of over 20% at a high sales velocity. These brands tend to have loyal repeat customers and strong brand affinity.

If you are a private label brand with no brand affinity, a unit session of 7% or more is what we would consider good in most categories.

If your conversion is less than this, we first recommend seeing if you can increase your conversion percentage.

You can start this by looking at potentially re-optimizing your Amazon product detail page.

If that is not possible, you will want to make sure you are adjusting as you optimize your bids for Amazon.

Conversion Data Can Impact Your Entire Sales Cycle

Your product conversion rate on Amazon can affect your sales cycle, organic ranking, and how your ads appear.

Use your conversion rate to monitor how changes to your product listings have affected your sales and new competition in the marketplace.

Then, apply your conversion data to benchmark product and marketplace changes.

This data will help you optimize your listing for better sales and results from product advertising.

More Resources:


Featured Image: David Gyung/Shutterstock



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5 Questions Answered About The OpenAI Search Engine

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5 Questions Answered About The OpenAI Search Engine

It was reported that OpenAI is working on a search engine that would directly challenge Google. But details missing from the report raise questions about whether OpenAI is creating a standalone search engine or if there’s another reason for the announcement.

OpenAI Web Search Report

The report published on The Information relates that OpenAI is developing a Web Search product that will directly compete with Google. A key detail of the report is that it will be partly powered by Bing, Microsoft’s search engine. Apart from that there are no other details, including whether it will be a standalone search engine or be integrated within ChatGPT.

All reports note that it will be a direct challenge to Google so let’s start there.

1. Is OpenAI Mounting A Challenge To Google?

OpenAI is said to be using Bing search as part of the rumored search engine, a combination of a GPT-4 with Bing Search, plus something in the middle to coordinate between the two .

In that scenario, what OpenAI is not doing is developing its own search indexing technology, it’s using Bing.

What’s left then for OpenAI to do in order to create a search engine is to devise how the search interface interacts with GPT-4 and Bing.

And that’s a problem that Bing has already solved by using what it Microsoft calls an orchestration layer. Bing Chat uses retrieval-augmented generation (RAG) to improve answers by adding web search data to use as context for the answers that GPT-4 creates. For more information on how orchestration and RAG works watch the keynote at Microsoft Build 2023 event by Kevin Scott, Chief Technology Officer at Microsoft, at the 31:45 minute mark here).

If OpenAI is creating a challenge to Google Search, what exactly is left for OpenAI to do that Microsoft isn’t already doing with Bing Chat? Bing is an experienced and mature search technology, an expertise that OpenAI does not have.

Is OpenAI challenging Google? A more plausible answer is that Bing is challenging Google through OpenAI as a proxy.

2. Does OpenAI Have The Momentum To Challenge Google?

ChatGPT is the fastest growing app of all time, currently with about 180 million users, achieving in two months what took years for Facebook and Twitter.

Yet despite that head start Google’s lead is a steep hill for OpenAI to climb.  Consider that Google has approximately 3 to 4 billion users worldwide, absolutely dwarfing OpenAI’s 180 million.

Assuming that all 180 million OpenAI users performed an average of 4 searches per day, the daily number of searches could reach 720 million searches per day.

Statista estimates that there are 6.3 million searches on Google per minute which equals over 9 billion searches per day.

If OpenAI is to compete they’re going to have to offer a useful product with a compelling reason to use it. For example, Google and Apple have a captive audience on mobile device ecosystem that embeds them into the daily lives of their users, both at work and at home. It’s fairly apparent that it’s not enough to create a search engine to compete.

Realistically, how can OpenAI achieve that level of ubiquity and usefulness?

OpenAI is facing an uphill battle against not just Google but Microsoft and Apple, too. If we count Internet of Things apps and appliances then add Amazon to that list of competitors that already have a presence in billions of users daily lives.

OpenAI does not have the momentum to launch a search engine to compete against Google because it doesn’t have the ecosystem to support integration into users lives.

3. OpenAI Lacks Information Retrieval Expertise

Search is formally referred to as Information Retrieval (IR) in research papers and patents. No amount of searching in the Arxiv.org repository of research papers will surface papers authored by OpenAI researchers related to information retrieval. The same can be said for searching for information retrieval (IR) related patents. OpenAI’s list of research papers also lacks IR related studies.

It’s not that OpenAI is being secretive. OpenAI has a long history of publishing research papers about the technologies they’re developing. The research into IR does not exist. So if OpenAI is indeed planning on launching a challenge to Google, where is the smoke from that fire?

It’s a fair guess that search is not something OpenAI is developing right now. There are no signs that it is even flirting with building a search engine, there’s nothing there.

4. Is The OpenAI Search Engine A Microsoft Project?

There is substantial evidence that Microsoft is furiously researching how to use LLMs as a part of a search engine.

All of the following research papers are classified as belonging to the fields of Information Retrieval (aka search), Artificial Intelligence, and Natural Language Computing.

Here are few research papers just from 2024:

Enhancing human annotation: Leveraging large language models and efficient batch processing
This is about using AI for classifying search queries.

Structured Entity Extraction Using Large Language Models
This research paper discovers a way to extracting structured information from unstructured text (like webpages). It’s like turning a webpage (unstructured data) into a machine understandable format (structured data).

Improving Text Embeddings with Large Language Models (PDF version here)
This research paper discusses a way to get high-quality text embeddings that can be used for information retrieval (IR). Text embeddings is a reference to creating a representation of text in a way that can be used by algorithms to understand the semantic meanings and relationships between the words.

The above research paper explains the use:

“Text embeddings are vector representations of natural language that encode its semantic information. They are widely used in various natural language processing (NLP) tasks, such as information retrieval (IR), question answering…etc. In the field of IR, the first-stage retrieval often relies on text embeddings to efficiently recall a small set of candidate documents from a large-scale corpus using approximate nearest neighbor search techniques.”

There’s more research by Microsoft that relates to search, but these are the ones that are specifically related to search together with large language models (like GPT-4.5).

Following the trail of breadcrumbs leads directly to Microsoft as the technology powering any search engine that OpenAI is supposed to be planning… if that rumor is true.

5. Is Rumor Meant To Steal Spotlight From Gemini?

The rumor that OpenAI is launching a competing search engine was published on February 14th. The next day on February 15th Google announced the launch of Gemini 1.5, after announcing Gemini Advanced on February 8th.

Is it a coincidence that OpenAI’s announcement completely overshadowed the Gemini announcement the next day? The timing is incredible.

At this point the OpenAI search engine is just a rumor.

Featured Image by Shutterstock/rafapress

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Warning: Unpopular SEO writing opinion

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Warning: Unpopular SEO writing opinion

Unpopular opinion alert: Adding new blog posts may not help your site.

(No matter what that content marketing company told you.) 🙄

So many of my new clients — especially subject matter experts — don’t need new content (immediately).

They HAVE content — scads of it scattered across various platforms.

(Maybe that sounds familiar.)

What they DO need is someone to review their content and customer persona, pinpoint opportunities, and develop a baby-step approach to leveraging those older content assets.

Because there are always opportunities. 🔥

Before writing another word, ask…

  • Are you repurposing the content you have? Or are you writing it once and forgetting about it (which is so common)?
  • Is your customer/reader persona still accurate, or has your target audience changed post-COVID?
  • Do your sales pages showcase your benefits and speak to your customers’ pain points? Or are they flat and dull?
  • Does your content sound like YOU with a point of view? Or is there a massive disconnect between how you talk to clients and the words you use on your site?
  • When did you last take a peek at your old sales emails and email welcome sequences? Could updating those assets make you more money?
  • Isn’t it time to save time (and budget) and leverage your existing content?

If you need help untangling your content and messaging, let me know. I love creating content order out of chaos.

After all…

 

Warning Unpopular SEO writing opinion

 

What do you think? Leave your comment below.

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Google Bans Impersonation In Ads

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Google Bans Impersonation In Ads

Google bans impersonation and false affiliation in ads, enforcing policy changes in March.

  • Google bans impersonation and false affiliation in ads.
  • Policy enforcement starts in March.
  • Violators will be banned from Google Ads.

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