Podcasts about destaney wishon

Serious Sellers Podcast: Learn How To Sell On Amazon

Play Episode Listen Later May 21, 2025 26:37

This is episode one of our "Four Pillars of Amazon" Mini-Series, hosted by Destaney Wishon and Gabi Viljoen, MBA.A main topic throughout this episode is Amazon's growth from “The Everything Store” to “The Everyday Store”. With both of them having long term experience working with Amazon, they discuss the multiple shifts that shaped Amazon's commitment to better consumer experiences, the impact of post-COVID shopping behaviors, the importance of optimizing your digital shelf and leveraging reviews, and what strategies are the most effective for managing assortment, pricing, and SKU differentiation. Focus of This Episode:Amazon's shift towards targeted, everyday consumer experiencesImpact of post-COVID consumer shopping behaviors on online retailImportance of optimizing your digital shelf and leveraging reviewsEffective strategies for managing assortment, pricing, and SKU differentiationConnect with Destaney on LinkedInhttps://www.linkedin.com/in/destaney-wishon/ Connect with Gabi on LinkedInhttps://www.linkedin.com/in/gabriellaviljoen/See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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#660 - Amazon Search Query Performance & Split Testing Workshop

Play Episode Listen Later Apr 26, 2025 40:34

Learn how leveraging Amazon's Search Query Performance data and strategic split testing can drive more sales and potentially earn you thousands in additional revenue. ► Instagram: instagram.com/serioussellerspodcast ► Free Amazon Seller Chrome Extension: https://h10.me/extension ► Sign Up For Helium 10: https://h10.me/signup (Use SSP10 To Save 10% For Life) ► Learn How To Sell on Amazon: https://h10.me/ft ► Watch The Podcasts On YouTube: youtube.com/@Helium10/videos What if a slight tweak could skyrocket your Amazon sales? Join us as we unpack the transformative potential of Amazon's Search Query Performance data with our special guest, Destaney Wishon of BTRmedia. Together, we shed light on the often-overlooked metrics like conversion and click-through rates (CTR) that can dramatically boost revenue when optimized. Picture this: a mere 4% increase in conversion rate translates into an additional $1,200 in sales for a $30 product. These insights are as vital as traditional PPC, keyword research, and AI advancements in scaling your Amazon-selling success. Ever wondered how powerful your product images can be in driving sales? We dissect a fascinating case study on a hemp pain cream to reveal how various images impact click rates. By leveraging tools like Helium 10 Audience, powered by PickFu, we gather audience feedback and discuss the importance of regularly updating images to cater to the preferences of specific customer segments. The results highlight the critical role of understanding your target audience and tailoring product presentations to meet their needs for improved market performance. Unlock the secrets of optimizing your product's visibility with search query analysis, even if you don't have access to advanced tools like Helium 10's Search Query Analyzer tool. We guide you through using Amazon's Seller Central to access valuable sales data and discuss strategic optimization of keywords and conversion rates. A real-life example illustrates how focusing on specific keywords, such as "CBD roll on," and boosting ad placements can increase sales. By understanding the relationship between organic rankings and ads, you can make informed decisions that enhance your product's profitability. In episode 660 of the Serious Sellers Podcast, Bradley and Destaney discuss: 00:00 - Leveraging Amazon Data for Sales Growth 00:29 - Amazon Search Query Performance Strategy 06:45 - Optimizing Amazon Images for Increased Sales 08:01 - Impact of Listing Images on Conversion Rate 11:26 - Search Query Performance and Product Optimization 11:50 - Analyzing Amazon Data for Optimization 15:06 - Helium 10 Search Query Analyzer Tool 19:55 - Amazon Search Data Insights 23:19 - Maximizing Amazon Search Query Data 25:00 - Search Grid Performances 30:14 - Keyword Rankings and Sales Optimization 33:03 - Improving Sales Through Search Query Analysis 35:40 - The Power of Organic Ranking 38:51 - Enhancing Product Images for Sales

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#650 - Launching New Products with Amazon Ads

Serious Sellers Podcast: Learn How To Sell On Amazon

Play Episode Listen Later Mar 22, 2025 52:17

Ready to launch your Amazon product? In this episode, we discuss the essentials of optimizing your listings and the best ad strategies for driving more sales immediately. ► Instagram: instagram.com/serioussellerspodcast ► Free Amazon Seller Chrome Extension: https://h10.me/extension ► Sign Up For Helium 10: https://h10.me/signup (Use SSP10 To Save 10% For Life) ► Learn How To Sell on Amazon: https://h10.me/ft ► Watch The Podcasts On YouTube: youtube.com/@Helium10/videos Join us in our monthly TACoS Tuesday episode, as we explore the essentials of launching Amazon products, featuring expert insights from Destaney Wishon. We start by discussing how to make your product retail-ready, emphasizing the importance of indexing your listing for the right keywords to drive sales. From match types and targeting to effective keyword research methods often overlooked by sellers, we cover fundamental Amazon advertising strategies for 2025. With Destaney's extensive expertise in Amazon PPC and Bradley Sutton's experience launching over 600 products, they provide valuable guidance for both new and seasoned Amazon sellers. Listen in as they navigate the ever-changing landscape of Amazon advertising. They recount the evolution of strategies from two-step URLs and giveaways to modern methods that are currently non-compliant with Amazon's TOS. By sharing Bradley's recent success story of achieving top keyword rankings within three weeks, they provide practical insights into adapting to market dynamics while leveraging core strategies for sustained success. They also focused on optimizing keywords for seasonal products, using mason jars as an example to illustrate the need for specificity in targeting audiences and identifying seasonal trends and opportunity keywords. Finally, let's tackle the art of optimizing Amazon PPC strategies, focusing on understanding customer feedback and incorporating emotional touchpoints into product listings. They discuss bid management strategies, the importance of balancing profitability and scalability, and how successful bidding can enhance organic ranking. Additionally, they cover the significance of tailoring marketing strategies to fit specific product niches and maintaining brand loyalty amidst the shift from organic to paid search on Amazon. Throughout the episode, we aim to equip you with actionable insights and strategies to boost your product's visibility and success on Amazon. In episode 650 of the Serious Sellers Podcast, Bradley and Destaney discuss: 00:02 - Amazon Advertising Launch Strategies Workshop 01:22 - Navigating Amazon's Ever-Changing Advertising Landscape 10:08 - Optimizing Keywords for Seasonal Products 13:12 - Keyword Research Using Helium 10 18:41 - Optimizing Amazon Advertising Strategy 24:49 - Importance of Keyword Research in Advertising 26:52 - Effective Bid Management for Targeting Types 28:50 - Finding Balance in Amazon Bid Management 35:37 - Bid Management for Sales and ACoS 38:23 - Mastering Amazon Bidding Strategy 45:41 - Discussion on Algorithmic Love and Relaunch

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#637 - How To Track Amazon Share Of Voice

Serious Sellers Podcast: Learn How To Sell On Amazon

Play Episode Listen Later Feb 4, 2025 42:36

In this TACoS Tuesday episode, Bradley and Destaney Wishon discuss different Amazon advertising strategies, campaign types, how to measure Share of Voice, and more. ► Instagram: instagram.com/serioussellerspodcast ► Free Amazon Seller Chrome Extension: https://h10.me/extension ► Sign Up For Helium 10: https://h10.me/signup (Use SSP10 To Save 10% For Life) ► Learn How To Sell on Amazon: https://h10.me/ft ► Watch The Podcasts On YouTube: youtube.com/@Helium10/videos Join us for an enlightening TACoS Tuesday discussion on Amazon Advertising Strategies for Success with our expert guest, Destaney Wishon, CEO at BTR Media. Together, we explore advanced techniques to elevate your advertising game on Amazon. We unpack essential tools like the Amazon Marketing Cloud (AMC) and Demand-Side Platform (DSP), as well as campaign segmentation strategies. We also highlight the significance of understanding the time gap between clicks and purchases, shedding light on common misconceptions about dayparting Amazon ads. With insights from Amazon Marketing Stream data, we provide actionable strategies to optimize your advertising efforts, ensuring you can effectively apply these techniques to your business. As we move forward, we focus on maximizing Amazon ad type expansion, emphasizing the competitive edge gained by utilizing unique ad formats such as sponsored brand and display ads. Destaney shares insights into the effectiveness and costs associated with sponsored brand videos, particularly on mobile platforms. We also address audience experiences with video ad performance, clarify targeting options, and explore the potential overlap in ad real estate. Our conversation also covers optimizing these ad types for conversions, offering strategies to combine various ad formats for enhanced conversion rates and discussing creative content's role in driving success. Finally, we highlight the importance of understanding Share of Voice on Amazon, a crucial metric for both large and small brands. We discuss how tools like Helium 10's Share of Voice tool can provide valuable insights into brand positioning relative to competitors, helping inform strategic investment decisions. We explore organic versus paid presence and the impact of owning more "real estate" on Amazon's search pages. Our session wraps up with an overview of best practices for utilizing brand metrics and share of voice tools, offering guidance on campaign management, bid strategies, and maximizing profitability. Don't miss this opportunity to refine your Amazon PPC strategies with insights from our engaging conversation with Destaney. In episode 637 of the Serious Sellers Podcast, Bradley and Destaney discuss: 00:00 - Amazon Advertising Strategies for Success 02:22 - Timing Discrepancy Between Clicks and Purchases - Dayparting 05:54 - Optimizing Bid and Budget Strategies 09:16 - Maximizing Amazon Ad Type Expansion 12:20 - Comparing Amazon Sponsored Brand Ad Performance 13:30 - Amazon Sponsored Products Conversion Analysis 18:35 - Optimizing Amazon Ad Types for Conversions 26:56 - Optimizing Bid Management Strategy for Campaigns 29:52 - Understanding Share of Voice on Amazon 31:57 - Optimizing Amazon Advertising Through Keywords 35:33 - Importance of Amazon Rank Strategy 36:24 - Amazon PPC Best Practices Overview 40:17 - Fixed Bids vs Other Bid Types

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#625 - Off-Platform & Amazon PPC Strategies

Serious Sellers Podcast: Learn How To Sell On Amazon

Play Episode Listen Later Dec 24, 2024 27:50

In this episode, our expert guest answers your Amazon PPC questions. Learn how a seller scaled from $200K to $4M during Black Friday and Cyber Monday. Get actionable tips to optimize holiday sales and achieve remarkable growth! In this episode, our expert guest answers your Amazon PPC questions. Learn how a seller scaled from $200K to $4M during Black Friday and Cyber Monday. Get actionable tips to optimize holiday sales and achieve remarkable growth! ► Instagram: instagram.com/serioussellerspodcast ► Free Amazon Seller Chrome Extension: https://h10.me/extension ► Sign Up For Helium 10: https://h10.me/signup (Use SSP10 To Save 10% For Life) ► Learn How To Sell on Amazon: https://h10.me/ft ► Watch The Podcasts On YouTube: youtube.com/@Helium10/videos What if you could transform your holiday sales from hundreds of thousands to millions? Destaney Wishon of BTR Media, our expert guest, reveals the art of crafting your own demand and skyrocketing sales with strategic off-platform investments, such as TV and video ads. We dissect the tactics that took one brand from $200,000 to a whopping $4 million, focusing on differentiating branded and non-branded sponsored product campaigns, and structuring these campaigns based on search intent to maximize their impact. We also break down Amazon advertising strategies for those looking to boost performance and profitability. Discover how to make the most of tools like the Search Query Performance report and Amazon Marketing Cloud for comprehensive insights into conversion rates. Learn to balance profitability with traffic through dual campaigns, explore the potential of DSP for bigger budgets, and navigate the nuances of keyword targeting. With Destiny's insights, you'll be equipped to optimize your strategies using metrics like TACoS and tools like Helium 10 Adtomic for periodic assessments. As we explore the intricacies of Amazon PPC campaign optimization, we cover everything from keyword volumes to match types. Learn how to effectively manage budgets with keyword volume, and understand the importance of automatic and manual campaigns, especially for new product launches. We also touch on the importance of influencer collaborations and product targeting to improve conversion rates in high window-shopping categories. Join us as we conclude with a special Q&A, where Destiny continues to share her expertise and engage with our community. In episode 625 of the Serious Sellers Podcast, Carrie and Destaney discuss: 00:00 - Strategies for Amazon Holiday Sales Success 00:35 - Welcome to TACoS Tuesday 06:17 - Optimizing for New Product Launch Strategies 10:26 - Optimizing Amazon PPC Campaigns for Higher Sales 16:56 - Amazon PPC Campaign Optimization Strategies 17:57 - Optimizing Keyword Match Types in Campaigns 21:14 - Influencers and Organic Sales on Amazon 27:02 - More Q&A and Follow-Up Questions Transcript Carrie Miller: In this week's episode of the Serious Sellers podcast, we have expert Destaney Wishon with us and she's answering all of your questions, and we're going to be talking a little bit about Black Friday and Cyber Monday and how one of her clients actually went from $200,000 to $4 million this holiday season. This and so much more on today's episode of the Serious Sellers podcast. Bradley Sutton: How cool is that? Pretty cool, I think, think. Hello everybody, and welcome to another episode of the Serious Sellers podcast by Helium 10. I'm your host, Bradley Sutton, and this is the show. Well, that's a completely BS-free, unscripted and unrehearsed organic conversation about serious strategies for serious sellers of any level in the e-commerce world, and this episode is our monthly live TACoS Tuesday show, where we talk about anything and everything Amazon and Walmart PPC and advertising related with different guests, and today's host is going to be Carrie Miller. So, Carrie, take it away. Carrie Miller: Hello everyone, Welcome to TACoS Tuesday. We have our expert guest here, Destaney Wishon. Thanks so much for joining us, Destaney. Destaney: Happy to be here. Very excited. I mean the chaos of the holidays Black Friday, Cyber Monday, what better time to get all your questions in? Carrie Miller: Yeah, exactly. Destaney: On our end, almost across the board, we saw Amazon's extending this holiday period, you know, taking some pressure off of their shipping for two days. So for the first time ever. You know, if we're just comparing Black Friday to Black Friday, year over year, this Black Friday was a little bit lower, but the overall holiday period was up. I don't know if consumer sentiment around shopping is higher, but sales were almost incredible and I would say our ROAS was pretty in line. We had one brand go from $200,000 to $4 million in sales month over month. It's obviously a giftable item, but it was pretty crazy to see that. So it's been really strong now. Carrie Miller: Oh, that's amazing. Destaney: Didn't run deals whatsoever. You did nothing for lead-in CPCs are up and your sales weren't that much stronger. But for the brands who leaned in, they did fantastic. Carrie Miller: That's amazing, was there a specific strategy you think that they changed, because that's a pretty substantial jump. Destaney: They did a fantastic job. And this is kind of the new topic I've been coining in my training is when you list on Amazon, you're just capturing the demand. Amazon's doing all the work. They're driving the people that are searching for your product. You're just, you know, you got a little bucket and you're capturing it. Carrie Miller: Yeah Destaney: What they did incredible was they created their own demand, so they went off platform, they invested in TV and video and they educated their customer based on why they need to buy their product. So when Black Friday, Cyber Monday came along and they typed in their search term, they stood out in the page because the customers were already familiar with their products. Carrie Miller: Wow, that's, that's pretty incredible. Yeah. Destaney: Yeah, it was insane to watch. Carrie Miller: I was. I've been curious about the tv ads and how. You know how those are going for people, so that's sounds like they. You can do a really good job with them, depending on- Destaney: 100%. We're seeing a lot of success. It's also just like rewiring your brain. I think a lot of brands are spoiled because sponsor products are so successful. But I'm like, of course they're successful, a customer's already planning on buying you. You didn't do any work, you just fit on a keyword. Like Amazon did the work of bringing people on the platform. Carrie Miller: Very true, so would you like to get on and start answering some of the questions from the audience? Destaney: Let's do it. I mean, typically these run over, so we might as well start strong. Carrie Miller: Well, yeah, okay, this is from Spencer, and he says What is considered best practice for branded sponsored product campaigns. Do you make a separate campaign for each SKU or do you make one campaign and put all the SKUs in it? Destaney: It kind of depends. Your branded searches aren't always the same, right, if someone's typing in Coca-Cola Diet Coke versus regular Coca-Cola, you can change your strategy. So we segment based off search intents. We almost always separate branded versus non-branded, like that is table stakes. You have to separate branded versus non-branded campaigns. But when it comes to lining up your SKUs, we depend on search intent. But also from a reporting perspective, it's sometimes nice to break out into single SKU campaigns because then you can look at your TACoS per brand and you can say you know SKU A is doing really well. Maybe I should increase my branded search investment on this SKU and increase my budget on that campaign while pulling back on my branded investment for SKU number two. Breaking out into single SKU campaigns as a whole just makes it really easy to control your budget distribution if you have good naming and good organized campaign structure. Carrie Miller: Daniel says afternoon. Is there a I think it's morning for me, but afternoon probably for you guys Is there a golden ratio of CTR to CVR for measuring effectiveness of ad campaigns? Destaney: I'm not going to give a golden ratio per se because it's really dependent on category. Click-through rate's also really difficult because it depends on things like pricing and reviews. So your advertising is going to be influenced by that. Same for your conversion rate, but your conversion rate. You can figure out what your category is converting on really easy using tools in Adtomic or using the search query performance report and clearly see using brand metrics. Hey, my category is converting at 20%. You should be converting better than category average, like that's kind of the standard. If you're going to increase your ad investment, you need to be converting better than category average. That being said, again, it's also dependent on search intent. Probiotics is going to be a lot more expensive than probiotics for kids back to school, right? So you can't just blanket look at your conversion rate across the board. You have to understand intent. Carrie Miller: Awesome. Okay, let's go to Joshua. He says if you came to Helium 10 from an agency and had hundreds of their old campaigns in your account, what is the best practice? Should I delete all of the non-performing campaigns and start over? I am not sure how to proceed. Destaney: Great question. No matter what software you're transitioning to or an agency you're transitioning to, we don't ever recommend just pausing everything and hard stop. It's really bad for relevancy and it's difficult for the transition. What we do recommend doing is pulling your search term report for the last 60 days. Pull out all of your keywords that are successful and build them out into the new structure that you want to move forward with using the new software and then slowly rolling those out at the same time. As your new campaigns pick up traction, you can slowly pause out your old campaigns that are maybe a bad structure or maybe they're a weird single keyword structure that you don't want to move forward with. You slowly transition them over. First thing pull all your good keywords. Second thing pause all your bad keywords. Third thing slowly launch and transition your budgets over from old to new. Carrie Miller: What are the best practices for 2025 for new product launches. What's changed? I mean, I don't know if that's in regards to that's what I would put it, as I think. Destaney: I mean I don't know if that's in regards to me, but I would put it as yeah, I think quite a few things have changed. In terms of product launches, I would say driving external traffic is still doing really, really well and something that I think needs to be leaned into. A lot of brands cannot afford the CPCs in the category on a product that has zero reviews, so any way you can use external traffic that's maybe a bit cheaper to get your reviews up before leaning really heavy into Amazon advertising is a little bit more profitable. I would also say we're seeing this transition to creative matters so much more. So, making sure your click rate and conversion rate is good with your main image, but on the Amazon advertising side, really focusing on your sponsor brands, your sponsor brands video, your headline search ads, anything that makes you stand out on the Amazon advertising side. Really focusing on your sponsor brands, your sponsor brands video, your headline search ads, anything that makes you stand out on the page, because when you're launching, you don't stand out on the review perspective, so find unique ways to stand out within the search results. Carrie Miller: My product launched in October and I'm struggling to get sales. I've been using auto and manual campaigns, spending between 30 to 50 per day on a $20 product. I've launched the product in another territory where it's selling well. So feel confident with the product and listing. Any suggestions? Destaney: Yeah, so I would say the first thing is to look at the keywords and really make sure they're the right keywords. Type them into Amazon. Do you see similar products? Once you see similar products, are those products priced at the same as you or are they cheaper than you? Do those products have a lot more reviews than you? Figure out the competitive advantage that they may have over you and improve your listing in that way. On the advertising side, it's really as simple as again looking at the keywords and trying to expand the keywords in which you have that competitive advantage and then optimizing your bids to make sure you can be profitable. The biggest thing, though, I would say, is understanding that competitive advantage. When you type in your main keyword, what do your competitors look like? What's the price? What's the reviews? Is the main image different? Carrie Miller: And the next question is from an Elite member of ours. Hi, Andrew. For SB product collection campaigns we find basically all our sales come from top of search. Is that common? Also, is it worth spending time bidding on other placements for those campaigns? Great question. Destaney: In general, I would say it is common. If you think about how the search results are set up on desktop and mobile, what is the biggest ad on the page? It's the sponsored brand top of search ad. The headline ads, the sponsored brand ads on the product detail page are typically video. It's not typically product collection, it's sometimes store spotlight and video. The only other sponsored brands that show up on page one are way down in the middle of search, sometimes the bottom of search. So this is very typical, not surprising. You can bid on the other placements. It's not going to drive a huge difference. Just know that the majority of your traffic and visibility comes from top of search because that's where all of the customers are clicking and viewing before they scroll down the page. Carrie Miller: All right. The next one is from Keith. He says my BSR is improving and my PPC is converting. However, the organic ranking for my main keywords are not improving much. Any advice on how to improve rank? Destaney: Yeah, the two biggest factors that you can then break down is sales velocity or conversion rate. So again, figure out your category conversion rate. That's super easy with brand metrics, insights and planning or Helium 10 Adtomic, it's Amazon given data, it's first party data. So look at brand metrics. If you're converting lower than your category, you're going to need to drive a lot more traffic to your category, so you're probably going to need to spend more in order to improve that organic rank. On the flip side, let's say that you are spending more than the category or driving more in the category. Then it comes down to again like improving that conversion rate. It's traffic or conversion. Those are the two levers you really need to consider. So again, traffic the easiest thing to do is spend more it's not always the best answer or improve your listing and convert better, so that way you can easily spend a little bit more. Bradley Sutton: Did you know that just because you have a keyword in your listing, that does not mean that you are automatically guaranteed to be searchable or, as we say, indexed for that keyword? Well, how can you know what you are indexed for and not? You can actually use Helium 10's index checker to check any keywords you want. For more information, go to h10.me/indexchecker. More information go to h10.me/indexchecker. Carrie Miller: Hello, 80 to 90% of my PPC campaigns coming from SBV. I see the CPC and SBV a lot lower than sponsored. I am thinking to double down on I'm assuming that's sponsored brand video and let the SP sponsored on the second plan. Would that be a good way of going? Destaney: This is. I'm not going to say this is wrong, but this is really really unusual to see because on page one there's one sponsor brand video ad, so it's very limited in terms of advertising inventory. On page one there's 15 to 20 different sponsor product camp placements, so almost actually across the board. As an agency with over $100 million in spend, 70% of sales almost always come from sponsored products because they have more real estate and inventory on the page than anything else. Very unusual. Also, sponsored brands view can get competitive really fast because since there's only one placement on page one, when everyone starts increasing bids for that placement, you can kind of lose control as CPCs go up and you're going to lose a lot of your sales velocity. So I love sponsored brands video. It's a great format, but it's very, very limited in terms of advertising inventory and you should be investing more in sponsored products. That is, across the board, the highest sales driving tactic because there's so many more sponsored product placements than anything else. Carrie Miller: Keith says or asks what is the best way to check my conversion rate versus competitors on keywords? Destaney: I would say your search query performance report is probably like one of the easiest ways as a whole to look at search query performance. It's not specifically related to advertising. When you're specifically looking at advertising, you can't compare directly on the keyword level. You can look at it at the subcategory level but you cannot see directly on the keyword level. You have to use SQP and then overlay it with the rest of your data. Carrie Miller: How can you measure the effects of having a loss leader to help bring in additional traffic into your brand or variation listing? Destaney: Great question. I would probably dive into AMC for a lot of that. AMC is going to help you understand if someone clicks on one product, do they then end up buying another product? That's the easiest way. Without that, you could probably use depending on where you're advertising the sponsor product to advertise product report to see if people are clicking on one and then buying another. That's a really easy way to justify. It's just limited to only your advertising data where, if you use the appropriate AMC report, then you're gonna be able to see all of your organic data and that's gonna help you understand much better. Carrie Miller: My sponsor campaigns are doing well when I have a lower bid. Whenever I raise my bid to try and get more juice out of them, my budget gets blown and they become unprofitable. Do you know what I should do in order to make this work for me? Destaney: There's really no perfect answer here. I mean is the balance that is Amazon advertising. One of the things that we do to help this is we'll create two campaigns with the same keywords. One of our campaign will be lower bid, focused on profitability, and the other campaign will be higher bid, with focus on sales, and we'll shift our budget back and forth. You know, 70% of our budget is going to go to profitability, 30% of our budget is going to go to the high traffic. That way we're not having to constantly fluctuate our bids. This kind of allows us to move the budget from both to maximize profitability and then, when we're done with that, it's okay, we can shift more and turn on higher sales. It's just easier budget distribution. The other things that you could look at is your bid management strategy. Maybe there's a better middle ground. Are you optimizing for placements? Are you moving broad phrase and exact? Sometimes your long tail keywords are going to be a little bit cheaper from a CPC perspective, so you're going to be able to drive more profitability from your long tail keywords. All of those additional measures are going to be hugely beneficial for the strategy. Carrie Miller: The next question is what's your take on DSP and data from AMC? Destaney: I'm going to start with data from AMC, because it is now available for everyone. Brian Lee asked later on in the chat who can use AMC. Helium 10 has actually rolled it out, so you first need to request your instance being set up, but you do not need to run DSP ads to get access to AMC now. AMC is basically analytics and audience platform that just gives you a ton of insights into your Amazon advertising data. If you're not incredibly familiar with Amazon ads, it's gonna be probably a shiny object syndrome and I don't recommend you dive into it just yet. But if you understand sponsor brands and sponsor display. The second part of this question is what's my take on DSP? DSP has a bad reputation in the space because agencies and or Amazon managed services haven't been running it well, but DSP as a tool is incredible. It's one of the most powerful Amazon advertising tools out there, I would say, if used appropriately. You do need to be spending at least $10,000 on DSP a month for it to make sense, but DSP is incredibly, incredibly powerful for brands that are ready for it. Carrie Miller: What do you recommend for Ad campaigns when you have separate listing variations. Do you recommend to merge or manage in each campaign?? Destaney: Again, it depends on search intent. In my opinion, if I have a black t-shirt versus a red t-shirt, and that's how they're variated, I like to separate out my campaigns so I can create search terms based off the variations. So I can create search terms based off the variations. If my only variation difference is size. No, not size price $20 variation, $10 variation I may not segment them. I would typically put my lowest price first because that's going to have the highest click-through rate and then lead customers to my other variations. If it's flavor variations, weight variation, something with different search intent, I recommend segmenting campaigns so you can curate your keyword experience. Carrie Miller: What is a good way to determine keywords that you are ranking for, then comparing them to PPC campaigns to determine which keywords you may not be advertising for? Any quick way to do this. Destaney: Quick way is the fun part of this question. So the biggest thing I would say is to 100% 80-28. We kind of look at if we're ranked in the top four. We're going to pull back on sponsored product spend and move budgets to our sponsored brand, so we're winning the top of search and showcasing our brand. That's our overall strategy. You can use TACoS correlation to do this. If you have a TACoS objective, you'll see that when you spend on a sponsored product ad that you're ranked for, your TACoS is going to increase because you're cannibalizing your organic sales. So you can almost use TACoS as a lever to push and pull. It's not a perfect solution but it will help. The second thing to do would be to dive into you know, using Helium 10 and on a monthly, quarterly basis, pulling probably those terms, that on average you're above number four, number eight on, and then we create segmented campaigns for ranking that we can turn on and off as needed. So I don't want to turn off that keyword as a whole, I just want to lower the bids. So I'll shift my budget for my ranking campaigns to my profitability campaign. So I'm still running, but I'm not showing up in the top four sponsored ad placements. Carrie Miller: Jason says what is an optimal amount of keywords per exact campaign. I started with 15 or so, but as keyword harvesting creates new targets, the list has grown quite a bit. Break them into new campaigns question. Destaney: Absolutely I personally don't love harvesting new keywords into an old campaign because it's going change the performance of your old campaign right. If you have 10 new keywords that aren't proven, then your overall campaign may stop, start performing worse. So 15 is a great number. This is one of those fun like depending on what influencer you follow in the space, you're going to get a different number. It's really dependent on your budget. You know we've had brands that are spending a million dollars a month and they're able to have 100 keywords in a campaign because their campaigns had a thousand dollar budget. So we could afford from a budget perspective to drive traffic to every keyword. If you don't have that budget and you're only at $100 a month or a day, then you're going to need a lot smaller group of keywords to make sure you're collecting data on those keywords. So start with 15, maybe go to 20 to 30, depending on how high you want your budget to be, but then always break them out to new campaigns past that point. Carrie Miller: Are exact keywords generally expensive than broad? What, according to you, is the right mix of keywords, match type within a campaign and how many can should be added? Destaney: This is a fun one. There's a ton of misconceptions around this. In my opinion it just depends, because it's an auction model. If someone is bidding more on their exact match term than they are their phrase match, then maybe your exact match keywords are more expensive because your competitor is bidding more. We test all three match types across the board. They all three run in a very similar ACoS or ROAS because we control the bids to what's converting best at that certain point in time. I think for us, phrase match is one of our highest selling match types right now because broad sometimes goes too broad and doesn't convert as well. Exact match typically converts the best but can be the most expensive. If we're in a category where our competitors are bidding a lot more on exact, highly recommend running all three. Later on, someone asks can you put them all in the same campaign? You can. It's not necessarily going to hurt. We break ours up most of the time. There's instances where we won't, just so I can control again where my budget's going. But we continue to test every single keyword and every single match type and then just negate and or pause or lower bids depending on the performance in the CBCs. Carrie Miller: I recently launched, about two weeks ago. I'm running an automatic and manual campaign. Is there any other campaigns I should be running? Destaney: No, I'd say that's fine unless you have a really high budget and look at maybe video or sponsored brands. Those are going to do really well for you. It's unique advertising inventory but considering it's only been two weeks, I think an auto and a manual is good. An auto is going to be used for keyword research and data collection for you. Use your manual campaign to really control where your traffic's going and then just continue adding those automatic keywords you're finding into your manual campaign. Carrie Miller: Mike says, I'm in a category where there's a lot of window shopping, so my advertising spend is high as lots of clicks, no and low sales. Long tail keywords have low traffic and the keywords with higher search volume are very general, expensive and saturated by competitors. Any other strategies to consider? Destaney: Yeah, I would say, like the home decor, apparel, puzzles those categories can be really difficult because of the window shopping. So you got to think how do you stop someone from window shopping? Video does really really well because then you're educating them on why your product's better and why they're interested. And the good thing with sponsor brands video is if they're just watching the video you don't get charged. You only get charged if they clicked, and if they click they're interested. But again, I'd put this back on you to ask why are people clicking on your listing but not buying? Like even in high window shopping categories, you need to have a competitive advantage. The second thing I would say is product targeting, sponsor product product targeting, sponsor display product targeting can do really well. Target all of the competitors who have lower reviews than you, a higher price point than you, worse reviews than you. These do really well in window shopping categories because, as you mentioned, people are looking at competitors and then clicking on other listings and other listings. So this is a good opportunity to kind of take advantage of that mentality. Carrie Miller: Would you also say influencers are probably really the best way for those particular categories. Destaney: Yeah, I think influencers do really well because they're again, it's the same as the video concept. You don't want to just capture the demand and be compared to every other product in your category by price or reviews, which is what Amazon's known for. How do you educate a customer on why they need your product before they even click? Influencers, video ads, off-platform traffic does that job. Carrie Miller: Do you think Amazon rewards or gives more ranked juice for organic sales more than PPC sales, or do they treat them the same? Destaney: I would probably say more to organic sales. This is why your big retail brands your Johnson and Johnson's, your Pepsi or Coke's can get away with having listings that maybe aren't as fantastic because their organic conversion rate is so much higher, right? Even before they were spending a ton like seven years ago when I got started in this space those brands did so well because their conversion rate was higher. Customers were searching for their brand name and buying right, so their organic is already inflated and doing much better. Nowadays, PPC of course plays a role, but Amazon knows that they're going to max out on how much PPC opportunity they can have within the search results, so I think organic is weighted a little bit heavier in terms of conversion rate and click-through rate. Carrie Miller: Do you ever increase budget on a PPC campaign, even if it isn't maxing out? Destaney: It doesn't hurt. I don't think it necessarily helps. It can. I've seen a few people kind of make statements like I ran a campaign at $50 a day budget and it did nothing. When I increased it to $500 a day it did something. I've never really seen that, but it doesn't hurt anything. Carrie Miller: Joshua says wait. So I thought it was best practice to segment campaigns, as in keywords and such, to determine the performance. So is it best practice to clump keywords together for campaigns in groups of 10 to 15? Destaney: It doesn't really matter. Single keyword campaigns are okay, they don't hurt, but they're a pain to scale. We have brands that have 500 keywords doing well, so I'm not going to create 500 campaigns when it doesn't drive that much added value. We do 10 to 15 because it's controllable, it's easy to scale, it's easy for us to build out. Because it's controllable, it's easy to scale, it's easy for us to build out. In an absolutely perfect world, single keyword campaigns could be the best solution, the most value added, because you can do your placements at the same time, but they're not scalable for most people. Most people don't have the operations to run it appropriately and the software's out there that are recommending single keyword campaigns have a really terrible bid management strategy that doesn't make sense for them. So I would say if you're a small brand, only have one product, go ahead and run single keyword campaigns if you want. Just make sure you have a good system for naming and structuring. Carrie Miller: This is a good question. If you're new to Helium 10 Adtomic, what's the best place to start? I feel overwhelmed by the complexity of the system. Destaney: I would start by saying that that is the nature of Amazon and Amazon probably going to feel overwhelmed. So the biggest thing is to actually go through, like the videos that are directly within Adtomic. Like that's what I would say one of your best bets and start learning each piece individually. That's something that I kind of got overwhelmed with, like in the beginning. Keyword research and bid management that should be our core focus when it comes to advertising. So go through those segmented videos and help yourself understand the system that way. Do you have anything else, Carrie? Carrie Miller: Yeah, I mean we do have kind of a PPC Academy. If you are a paid subscriber to Helium 10, you can go into that course. But Bradley also has done some. He did some masterclasses on Adtomic and then there's also kind of learn videos, like you were saying, just like watch those little videos for each different thing within the actual tools. There's kind of little training videos. I would suggest doing that. We also have it in our academy. We have videos in our academy that show you how to use Adtomic. Destaney: General, it just takes time and, to not get overwhelmed, you have to hop in and you have to test and learn. By the time you learn something Amazon will change some button or some switch. So don't get overwhelmed by like. We have incredible comments and questions that are being asked that I would say are pretty advanced here. So, like, don't get overwhelmed by all of that. Just start simple, start small and you'll figure it out as you go. Carrie Miller: I think we'll do maybe one more here. I think this is a good one. I use Cerebro to extract keywords from competitors ASINs and then include those as exact and phrase match within the same campaign. As a result, my campaign sometimes ends up with 500 plus keywords. Is this approach okay, or should I create smaller, more segmented campaigns? Destaney: I'm going to assume what's happening with your 500 plus keywords is only 10 of them are actually getting impressions and clicks. That is the problem with that strategy. Unless you have a thousand dollar a day budget, you cannot afford the data across all those keywords. And what I mean by that is the industry standard is you need anywhere from 10 to 20 clicks per keyword before knowing whether or not it's a keyword that can be optimized right. So let's say 10 clicks at a $1 bid across 500 keywords. I can't do that math. What is 500 times $10? Like 5000? Carrie Miller: Yeah. Destaney: Please, you guys I just got the zeros. This is one of those memes I was like what is the most embarrassing thing you typed into your Amazon or your calculator this year? I was about to say you cannot afford to collect data on all those keywords. You're going way too big and you're going to have campaigns that only have 5 to 10 keywords getting clicks, because that's where all of your budget's going. Your budget's only going to go to those keywords. Amazon's not going to spread it across all of your keywords. So there's no point in doing any of that keyword research when 480 of those keywords you cannot afford to get impressions on. That is why we break them out in a segmented campaign. So I can have a $10 campaign focus on one to two keywords, collecting data. I can turn on and off as my keywords are successful versus your 500. Again, you can't necessarily afford it unless you're going to be spending 5 to $10,000 to collect data on all of those terms. Carrie Miller: All right, I think that's the last question. I think you've done an amazing job for pretty much 45 minutes straight answering questions. So thank you. And Andrew says Destaney is the GOAT. And then Cory said “Agreed, this is awesome!”. So thank you so much for joining us for TACoS Tuesday and thank you to everyone in the audience. We had lots of I mean, we still have questions we haven't answered. I'm sorry about that. We just don't have time to do all of them every single time, but if you join next time early, you can get your questions in early, right when we start and get them answered. But thanks again for everyone who joined and also Destaney. If anyone wants to reach you, where can they reach you? Destaney: Facebook or LinkedIn is probably the easiest. I see a few like good questions that came in last minute. Cory Benson, like all of my content is pretty much on LinkedIn, based around your question, so feel free to follow me on either of those platforms or reach out in the Helium 10 groups. I'm pretty active in those groups, so if you have any questions that we missed, we'd love to hop in and help. Carrie Miller: Yeah, if you're not following Destaney on LinkedIn, you're missing out, so you got to go go follow her there. So, all right, thank you again, and we'll see you all again next time on TACoS Tuesday.

#609 - AI Optimized Amazon PPC Campaigns

Serious Sellers Podcast: Learn How To Sell On Amazon

Play Episode Listen Later Oct 29, 2024 43:30

In this episode, we will discuss Destaney's top Amazon advertising strategies, from setting up initial campaigns to advanced strategies such as Amazon AMC, and what's coming in the future. What if you could transform your Amazon advertising game with just a few strategic tweaks? Join us as we sit down with Destaney Wishon of BTR Media, our guest expert, to uncover the secrets behind mastering Amazon PPC. From understanding the fundamentals of conversion rates and bid management to leveraging advanced AI strategies, Destaney sheds light on how sellers, both newbies and veterans, can optimize their ad spend. We explore the intricacies of using tools like Helium 10's Adtomic to benchmark product performance in competitive categories like home decor, ensuring your campaigns hit the mark and convert clicks into sales. We take a closer look at what it means to truly optimize your Amazon advertising campaigns. Discover how identifying underperforming ads and adjusting bids can significantly impact your ACoS and ROAS. We discuss the importance of relevancy and the power of long-tail keywords in capturing less competitive niches. With Destaney's insights, you'll learn how monitoring account activity through tools like Adtomic can prevent unnecessary expenses and how adjusting strategies based on competitive factors like pricing and reviews can troubleshoot conversion barriers. Ready to elevate your strategy with AI-driven advertising? Destaney highlights the potential of new AI features of Helium 10 Adtomic in streamlining keyword performance and improving budget efficiency. We explore how transitioning budgets from traditional to AI-optimized campaigns can enhance both new and existing Amazon PPC campaigns. Whether you are launching a new product or defending your brand against competitors, our discussion emphasizes the importance of bid management and using data-driven insights to align your Amazon advertising endeavors with your business goals. Don't miss this opportunity to take control of your Amazon advertising success. In episode 610 of the Serious Sellers Podcast, Bradley and Destaney discuss: 00:00 - Amazon Advertising Strategies and Tips 04:31 - Granular Insights in Home Decor Advertising 08:53 - Comparing Adtomic and Amazon Ad Console 09:40 - Amazon Advertising Conversion Strategies 16:08 - Long Tail Keywords and Competition 17:00 - Amazon Advertising Beginner Strategy Guide 25:19 - Strategies for Amazon Advertising with AI 26:58 - Optimizing Your Amazon PPC Campaigns 33:55 - Optimizing Advertising Strategies With Adtomic 37:41 - Maximizing Sales Strategies Without Adtomic 42:57 - Adtomic Campaign Optimization Session

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#597 - Expert Tips for Dominating Amazon PPC

Serious Sellers Podcast: Learn How To Sell On Amazon

Play Episode Listen Later Sep 17, 2024 25:08

Join us for an insightful TACoS Tuesday with Amazon PPC expert Destaney Wishon of Btr Media, as she shares her expertise on Amazon advertising strategies. We explore the key benefits and features of Adtomic, a powerful tool for managing Amazon PPC campaigns, focusing on bid management, keyword research, and holistic performance tracking. Destaney emphasizes the importance of understanding market dynamics, competitor actions, and customer behavior to effectively manage ACoS fluctuations. She also offers strategies for handling high CPC in competitive niches, including evaluating repeat purchase rates and the impact of ad spending for organic placement. Next, we cover essential Amazon PPC campaign strategies tailored for businesses of all sizes. Discover how to kickstart your keyword research with low-bid, low-budget auto campaigns, and the importance of profitability-focused campaigns optimized for ACOS or ROAS objectives. We also discuss organic ranking campaigns, the nuanced application of sponsored brands and sponsored display ads, and the comparison between CPC and CPM models for sponsored display. Learn about optimal product launch strategies and effective product targeting strategies that focus on competitive advantages and thoughtful ASIN grouping based on budget and objectives. Finally, we dive into advanced Amazon PPC optimization strategies, especially for those with limited budgets. Listen as we discuss the benefits of using broad and phrase match keywords over auto campaigns, targeting long-tail search terms, and leveraging customer demographics. Destaney also addresses challenges such as campaigns not receiving impressions and the effects of pausing campaigns versus lowering bids when using day parting. Additionally, we highlight the importance of bid management during off-peak hours, understanding customer purchase behavior, and using the refine feature in category targeting campaigns for more precise ad placements. Don't miss our interactive Q&A session with Destaney, where she answers a range of insightful questions from our audience. In episode 597 of the Serious Sellers Podcast, Carrie and Destaney discuss: 00:01 - Amazon PPC Strategies With Destaney Wishon 01:52 - Maximizing Amazon Advertising With Helium 10's Adtomic 06:15 - Optimizing External Traffic for E-Commerce 07:43 - Essential Amazon PPC Campaign Strategies 09:19 - Choosing Between CPC and CPM 12:27 - Optimizing Keywords for Amazon Sales 13:35 - Amazon PPC Optimization Strategies 20:50 - Optimizing Bids Frequency and Bulk Strategy 24:32 - Interactive Q&A Session With Destaney ► Instagram: instagram.com/serioussellerspodcast ► Free Amazon Seller Chrome Extension: https://h10.me/extension ► Sign Up For Helium 10: https://h10.me/signup (Use SSP10 To Save 10% For Life) ► Learn How To Sell on Amazon: https://h10.me/ft ► Watch The Podcasts On Youtube: youtube.com/@Helium10/videos

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#576 - Amazon PPC Masterclass for Prime Day

Serious Sellers Podcast: Learn How To Sell On Amazon

Play Episode Listen Later Jul 6, 2024 44:13

Do you want to outperform your competition on Amazon Prime Day 2024? Join us as we explore cutting-edge Amazon PPC strategies with the esteemed Destaney Wishon of BTR Media, who shares her expert predictions and actionable insights to help you skyrocket your Amazon advertising game. With Prime Day 2023 setting a new benchmark at $12.7 billion in sales, we decode consumer behavior shifts and the unique opportunities presented by this mid-year retail extravaganza, differentiating it from Black Friday and Cyber Monday. Our discussion dives deep into the art of managing Amazon ads around Prime Day, emphasizing the importance of defining your primary goal—be it maximizing profit or driving sales. We also unpack the extended attribution window's impact on ad spend, conversion rates, and ACoS. From the advantages of increased pre-event ad spend to capture window-shopping customers to the phenomenal conversion rates during Prime Day itself, we provide a holistic view of how to capitalize on this massive sales event. Destaney's insights reveal the significance of targeted ad strategies in enhancing your organic rank and BSR, alongside the long-term benefits of acquiring new customers. Get ready to maximize your Prime Day advertising efforts with practical advice on Adtomic Day Parting Schedules. Learn how to control CPCs and optimize conversion rates during peak traffic times, identify high-performing search terms, and strategically adjust bids. We also tackle the challenges of regaining momentum post-stockout, realistic budgeting, and leveraging coupons to boost conversion rates. As we navigate the new pricing rules and the competitive landscape with events like Walmart Plus Week, we arm you with strategies to ensure your brand is well-prepared. Whether you're a seasoned Amazon seller or a new brand, this episode is packed with invaluable tips to help you make the most of Prime Day 2024. In episode 576 of the Serious Sellers Podcast, Bradley and Destaney discuss: 01:22 - Amazon PPC Readiness for Prime Day 04:20 - Prime Day Impact on Shopping Habits 08:56 - Amazon Prime Day Advertising Strategies 13:23 - Maximizing Sales Opportunities Beyond Prime Day 19:29 - Prime Day PPC Optimization Strategies 21:00 - Optimizing PPC Strategy for Prime Day 27:18 - Maximizing Creative Impact in Ads 32:06 - Prime Day PPC Strategy and Sales 35:48 - Maximizing Sales Strategy for Prime Day 36:42 - Price Matching and Marketplace Strategies 39:15 - PPC Spend Strategy for Prime Day ► Instagram: instagram.com/serioussellerspodcast ► Free Amazon Seller Chrome Extension: https://h10.me/extension ► Sign Up For Helium 10: https://h10.me/signup (Use SSP10 To Save 10% For Life) ► Learn How To Sell on Amazon: https://h10.me/ft ► Watch The Podcasts On Youtube: youtube.com/@Helium10/videos Transcript Bradley Sutton: We continue in our series and helping you guys get ready for Amazon Prime Day 2024 with a special Tacos Tuesday episode with best practices for advertising, not just on Prime Day, but before it and after it. How cool is that? Pretty cool, I think. If you're like me, maybe you were intimidated about learning how to do Amazon PPC, or maybe you think you just don't have the hours and hours that it takes to download and sort through all of those sponsored ads reports that Amazon produces for you. Adtomic for me allowed me to learn PPC for the first time, and now I'm managing over 150 PPC campaigns across all of my accounts in only two hours a week.Find out how Adtomic can help you level up your PPC game. Visit h10.me/adtomic for more information. That's h10.me/adtomic any level in the e-commerce world. Bradley Sutton: Hello everybody and welcome to another episode of Serious Sellers Podcast by Helium 10. I am your host Bradley Sutton, and this is the show that is completely bs free, unscripted and unrehearsed, organic conversation about serious strategies for serious sellers of any level in e-commerce world. Welcome to a very special edition of Tacos Tuesday. If you guys have noticed, for the last few weeks on, like the podcast and other live streams, we have been focusing on Prime Day readiness. We wanted to make sure that 2024 is your best Prime Day and today we wanted to go deep in specifically talking about Prime Day readiness for PPC. All right, because that's one of the things that you can still kind of like control up until the day of Prime Day. So that's why we've invited the number one expert in the entire world on Amazon PPC Destaney Wishon here. Destiny, how's it going? Welcome back. Destaney: Hello, hello. Thank you so much for having me very excited to be here, as always. Bradley Sutton: Before we get into your training here, do you have any predictions for Prime Day. Like, are you expecting things to be just kind of like normal, business as usual? Are you expecting anything new and unusual this year? Destaney: I am going to predict that this year is going to be even bigger than last year, which is saying something, because I distinctly remember being up at like 4 am having to adjust budgets last year because everyone was expecting it to be a little bit lower, just due to the state of economy and kind of where we were at with inflation. And it was 9 am and we're like out of budget across the board and conversion rates were double what they were the two weeks prior. So, I was like you know, we're driving a ton of sales, our ROAS looks fantastic, let's maximize this. So, I'm expecting it to kind of see a similar trend and be pretty big this year. Bradley Sutton: Awesome. I hope that that prediction comes true. Share it. All right, I'm going to go off screen and let you go ahead and take it away. Destaney, that prediction comes true, share it. All right, I'm going to go off screen and let you go ahead and take it away, Destaney. Destaney: I think when it comes to inventory and deals and content, it's a little bit more of a one size fits all solution. But when it comes to Amazon advertising and Prime Day, there are hundreds of different strategies that you can run depending on where your brand's at from a profitability perspective, from a cash flow and a lifestyle perspective when it comes to repurchasing, inventory and things like that. That's going to influence your Amazon advertising strategy. So, I've always been a big fan of not giving one size fits all solutions. I think everyone who follows me is very familiar with that, and this is no different. Some people are going to go online and say do not increase your budgets, do not change your bids. And some people are going to say, to maximize that opportunity, but it's going to be really dependent on where your brands at. So, kicking things off, let's talk about Prime Day 2023 and why these matters. Destaney: $12.7 billion in sales. It was an absolute record for their largest annual event 375 million items sold. 37% of US households took part in Prime Day. That is really important. And also consider how many people share accounts you know grandparents, cousins, things like that so it's probably even higher. For being honest, the reason this matter is last year was the largest single sales day in all of Amazon history, and the reason I'm calling this out is because, as customers become more and more familiar with Prime Day, it's changing their shopping habits. For one, everyone knows that the first two to three weeks leading up to Prime Day you log into your app, it's the first thing you see. Right, they do a homepage takeover, letting you know it's Prime Day. They're also starting to drip out Prime Day deals. Now what this means is customers are going to stop their normal purchase habits. If I buy Tide Pods once a month on a Thursday, I'm probably going to hold off on buying my Tide Pods until Prime Day. If I have back to school items that I want to purchase, I'm going to hold off on buying those until Prime Day. Now the problem is customers are still shopping, they're still opening the app and they're clicking around, but they're not always purchasing. This is important to call out because the two weeks leading up to Prime Day and really the week before leading up to Prime Day, you're almost always going to see a drop-in conversion rate. Customers are still shopping, they're on the platform, they are clicking, they're adding to cart and they're building their list, but they're not checking out until Prime Day. So that's really important to consider. Destaney: The second part to consider is think about Black Friday, Cyber Monday. Everybody knows what time of year Black Friday, Cyber Monday, is and everyone builds their baskets beforehand. You know they get the magazines for Walmart and for Target. They circle all of the items they want to buy. The difference is those items are holiday specific. The consumer habits are still similar, but the items are different. Prime day is smack dab in the middle of summer. People aren't necessarily buying their Christmas gifts yet. They're buying all kinds of gifts and they don't necessarily have specific items going into it. I, for example, will hop onto the Lightning Dill app and get caught up in all the excitement and the craze and just scroll until I find products that I want. So naturally, due to the flooding of customers on the platform, everyone is getting increased visibility. I think that's the biggest thing to consider. So, whether you have deals or whether you don't have deals, you're probably still going to see an increased visibility, but Prime Day is synonymous with savings. So, if you don't have a deal and you don't have a badge, you may not get that visibility. Destaney: Now another small screenshot I added here is from one of our accounts. Last year we had 101 campaigns almost out of budget. This is not due to Amazon trying to spend more money on Prime Day. This is just due to the nature of how the auction works. When you have five times, 10 times as many customers on the platform clicking around, your ads are going to get clicked more, and the more clicks you get, the more you spend. So, the more your budget's going to be spent. This is why the first level of optimization is almost to increase your budgets, because we know there's going to be so many more customers on the platform. They're going to be clicking so much more because they're shopping around. So, increase your budgets and we're going to dive into that optimization later. Destaney: But I thought it was really important to set that context and understanding just how many customers are on the platform during Prime Day and how that trickles down to your brand, whether or not you participate. Now there's kind of three important things to consider. You have lead-in Prime Day, lead-out, Prime Day either or. And why this matters is because the week before Prime Day is historically some of the worst performance you will ever see when it comes to Amazon advertising on the platform. Why? Well, as we mentioned, customers are still shopping. They may not be purchasing, but they are window shopping. Lead in period is really important because, again, people are logging onto a platform and they're starting to add to cart. They're starting to build their list for the products that they may want to purchase. This is important to understand because you can make your optimizations as early as 10 days prior or 14 days prior, and you need to optimize towards what you're wanting your outcome to be. So, if your only goal is profitability, then you should probably lower your budgets the week before. On the flip side, if your goal is maximizing sales and understanding consumer habits, you'll start to realize that those customers are adding to cart and clicking, so you probably still want to continue to run ads there, even though they're not purchasing. Destaney: Yet we all know that attribution is extended on Amazon. The majority of the time, it's a 14-day attribution, sometimes longer. What's happening here is the customers are going to add to cart and click on your ads, but they may not purchase until later. So, your clicks and your spend are going to be much higher and your sales are going to be much lower. At its simplest, conversion rate is going to be down because people are clicking and not buying, and a cost is going to be up. People are clicking and not buying, so some people will just say you know, it's fine, let's continue running my ads full speed ahead, knowing it's going to pay off later. That's typically what we recommend our brands do, but some people who are only focused on profitability that is it. They don't necessarily care about the Prime Day customer because they know they're too price conscious. They're going to lower their bids and budgets the seven to 10 days before Prime Day because they don't want to attract the customer who's not going to convert until later on. So, keep that in mind. The second thing to keep in mind is that there is a lead out period, which pretty much means that a lot of shoppers are going to continue to stay on the platform after Prime Day. As we know, Prime Day has now been extended to almost Prime Week and when you have Walmart and Target and every other major retailer running these discounted days and deals, you're going to see a much longer timeframe. So, we've actually seen the week after Prime Day have some of the highest conversion rates because shoppers are still ready to buy, but some of the lower CPCs because most advertisers actually pull back on their budgets after Prime Day. So, lead-out's another really big opportunity for brands. So, keep these things in mind as you're building out your strategy. Destaney: Here's just some kind of quick insights that I pulled from our personal accounts. As you can see the timeframe here impressions are definitely relatively high before Prime Day. Prime Day one last year was insane. It was one of the craziest days I've ever managed. Truly Before 9am we had blown through most of our budgets because there were that many people on the platform, I honestly kind of put the brakes on quite a few of our brands because I was worried that it was an attribution issue. But at the end of the day our conversion rate was about 2x 3x what it was on normal days during the beginning of Prime Day morning. You can also see the day after Prime Day there's definitely a drop off. This is influenced by the majority of our brands run deals, but impressions still stayed relatively high or back to average kind of a week afterwards, spend is the same thing. Destaney: So again, our brands we recommend continuing to spend at a higher-than-average pace leading up to prime day, because we understand customers are window shopping, so we want to go ahead and catch their eyeballs before the day even hits. We want to stand out, so we personally increase our spend for the majority of our brands. Now, again, if a brand comes to us and says, hey, my only goal is a cost, my only goal is profit, then we're going to pull back on spend the week prior. But that is a decision that needs to be made at the brand level, not the agency or software level. So, knowing all of this, I think, before we dive into some really specific strategies around how you manage your ads, from an ad type, from a bid, from a budget perspective, you really need to decide is your goal on Prime Day to maximize profit? Is that your only focus, yes or no? The second thing is do you want to maximize sales? Now, a lot of people argue of you know a Prime Day audience isn't the best, it's, you know cheaper, it's discounted audience. They're not actually looking for your product, they just want a discount and save money. But at the end of the day. Destaney: We've seen some two really strong effects from Prime Day. One, when ran appropriately, in an incredibly targeted way, you can take advantage of the heightened conversion rate on Prime Day and 100% improve your BSR and your organic rank on the page. We have run multiple tests with that. The second question I always get well, does your organic rank stick? Yes, if it's ran strategically in a very precise way. So, for us, we do like to maximize our presence on Prime Day because we know it's an opportunity to improve our presence on page one and improve our organic rank because our conversion rate is higher than our competitors. That's something really important to remember. Destaney: The second part to remember is, as we saw earlier, around 40% of households are participating, so think of all of the new eyeballs you can get in front of. So, anyone who has a product that's purchased more than once whether it's a supplement that's repeat purchased, or whether it's a brand that has multiple products, like fitness gear Prime Day is a huge opportunity to get in front of a very warm audience that's ready to buy. So sometimes you can bring them into your brand and then they'll come back post Prime Day to purchase your other products. So those are things to consider when you're deciding. You know, is your goal to maximize product profit and just take advantage of the wave of traffic and do nothing, or do you want to maximize sales and build on all these other opportunities and make sure that you're investing in a much longer-term strategy than just Prime Day? Once you know those two, you can start optimizing beyond that. So, for all of those here that their main goal is maximizing profit, there's kind of a few things that we want to look at here. Destaney: One bid management. We don't recommend making aggressive changes to your bids. In general, we see that brands who do not run any deals and are only focused on profitability will maintain around the same ACOS or ROAS. Sometimes it improves if they're in a category that does well during Prime Day. Sometimes it's worse because they didn't run any discounts and all their competitors did so. Now their conversion rates decreased. The traffic's going to your competitors and not you. If you're not running any deals, we do typically see a lower conversion rate. So, we sometimes recommend going ahead and lowering your bids a little bit, maybe 5% to 10% across the board, because customers are going to continue to click but not purchase, and again, this is because maybe your competitors are running heavy discounts and deals. If your competitors are running heavy discounts and deals and someone types in toothpaste and you're the only one not running a deal, you're not going to drive sales and you're going to have a lower conversion rate than everyone else. So, keep these things in mind. Lead-in is another strategy where maybe you need to lower your bids and budgets because your ads are not going to perform well leading up. Right, you can't sacrifice the increase in ACOS leading up because you're not going to drive sales on Prime Day without deals or discounts. Destaney: Budget management's another really big one. At the end of the day, if you don't run deals or discounts and your category is known for deals and discounts, you're going to perform worse. So maybe it's worth decreasing your budget on everything that is not in line with your performance expectations. So the two easiest ways to do this are just go into Ad Console or Campaign Manager or, if you're using Adtomic, you can easily make adjustments throughout there and look at your targeting tab in Ad Console or the search term tab in Adtomic, which is the better tab to look at, and you can filter by everything that has an ACOS that is not in line with your expectations the last 30 days and go ahead and decrease that bid, knowing it's probably going to perform even worse on Prime Day, right, and it's not always a drastic difference, but it's usually enough to make a difference. Same thing with your budgets. Maybe you leave your budgets or you decrease your budget slightly on everything that has over 100% ACOS, right, Everything that's just out of line. Destaney: Go ahead and decrease, and what's going to happen is you're going to optimize towards a little bit more profitability. You're going to get a lot more customers viewing your listing. Naturally, usually you know anywhere from 10% to 20% if you don't run deals or discounts. So, you're still going to drive more sales, but you're going to do it without advertising a ton. So, you're going to usually have a much higher profit on these days if you run this style of strategy. Again, the downside to this is, if all of your competitors are running deals and discounts, their conversion rate is going to be higher. They're going to drive three to four times the amount of sales as you and, as we know, the digital shelf is not unlimited. So, if they're doing much, much better and their organic ranks pushing up, yours is going to be pushing down on the page and that can be hard to make up for unless you're doing a ton externally or have other plans right outside of Prime Day. So, keep those things in mind. Destaney: Now the second half of the strategy maximizing sales is where we're going to have a lot more very specific strategic recommendation. If you're not running deals, you can still expect a lower conversion rate, but across the board, what you really want to look at is increasing budget. That's the first and foremost way to maximize sales. Everything, all of your campaigns that have a ROAS or ACOS within your target, go ahead and increase your budget 20 to 30% and what's going to happen is, again, your organic sales are going to increase. So, if you're also increasing your ad sales and your ad spend with an increased budget, your tacos is typically going to stay close to the same, but you're seeing an overall sales increase. So, your overall profit's going to increase just due to economies of scale. So that's kind of the first thing that we look at is making sure everything converting really well, everything within a cost of a row, as we're increasing our budget on. The next thing we do is increase bids that are in a similar situation, but we're a little bit more strategic on this. Again, I'll open up my search term tab and I'll say, hey, my average conversion rate for my account is 12%, but these five keywords that are my most important keywords they're converting at a 20%. Let's go ahead and increase my bids on those, because I want to drive as much traffic as possible to those precise keywords that are going to improve my organic rank as well as improve my overall performance if my conversion rates higher. The next thing we're going to do is we're going to be very strategic with our campaign creation, and that's what we're going to get into in our next few slides. We're going to create campaigns that are specifically focused on maximizing visibility. Destaney: A really quick pro tip and I'm only calling this out is because Prime Day traffic comes in waves. We typically see the morning of the first day of Prime Day as one of the highest. You can use Atomic Day Parting Schedules. So, if you're nervous to go in and just increase bids and budgets 24 hours because you don't know what performance is going to look like, you can use Adtomic Day Parting Schedules to choose those certain time frames where you can actually see your conversion rates higher and your CPCs are lower. So, we all know that your conversion rate does fluctuate throughout the day. You can use something like the day parting schedules to build out rules throughout the day if you want to balance that line of profitability and sales. So, keep that in mind, All right. Destaney: So, leveraging the search term tab this is a really quick screenshot pulled directly from Atomic that I wanted to shout out because it's one of the best ways to have a lot of control. So, a lot of people will go to every single campaign and add a crazy placement modifier, increase sales or top of search by 100%, increase budgets. But that's not very strategic because you're going to have some search terms that don't do well, some that do well. So, if you pull Adtomic, you can leverage the search term tab. If you're an ad console, it's the targeting tab and you can filter top down by spend. I'm a really big believer of operational efficiency and 80-20. So, I almost always go top down by spend efficiency and 80-20. So, I almost always go top down by spend. Destaney: What I am personally looking for are the terms where my conversion rate and click-through rate that's another good metric to look at is higher than average. So, as you know, we can pull our category average from insights and planning tab. More on that probably later when we hop into Q&A. But you can also pull it from your account average. So maybe your account average again is 8%. So, what I'm really looking for here are there any terms that have insane conversion rate that I know is better than the category? If so, you can assume that during Prime Day it's going to perform even better. So, I'm going to go control my bid and increase my bid on all of those terms, especially if my ACOS is lower than what my target is. This specific account does have a 30% average ACOS, as you can see here. That is our target. So, I'm probably going to increase performance on these terms. But if I see a term that's performing less than our average maybe it this 3% and 8% and it's not a strategy that the brand wants to run, I'm going to pull back my bids, right, Unless I'm running a dealer discount. This is a way that really helps improve your total sales and your organic rank while still maintaining some of that level of profitability. What you don't want to do is spend a ton of money on a term that has a terrible conversion rate. All that's going to do is hurt your organic rank because Amazon wants the products that are converting the best at the top of the page. So, keep that in mind when you're running your bid magic and be a little bit more strategic around these increases and decreases during Prime Day. Destaney: The second thing we want to do is if we're running deals or discounts, this is even more so. We want to create a couple of campaigns focused on winning top of search. Now, Bradley and I have talked quite a bit about this area and whether or not to use high bids or whether or not to use placement modifiers, but for Prime Day specifically, especially if we have a deal badge on our ad, we create campaigns for the top of the page. The reason being is, as we know, customers are looking for deal badging and the best place to see that deal badging is the number one slot on the page. Now, most people can't afford to win this 100% of the time. It's just incredibly expensive. In the supplement space it would cost you around $90,000 in spend to win one keyword over 80% impression share $90,000. And this was last year. So, this is why we create separate campaigns is because we don't want to compete with all of our other campaigns that are focused on profitability. Destaney: We create one to two campaigns for one to two top keywords that convert better than anything. Profitability we create one to two campaigns for one to two top keywords that convert better than anything else and our one to two keywords that we want to improve our organic rank on and we're going to set insanely high bids and probably put also a top of search modifier on it. And when I say insanely high bids, people always think it's three to four dollars. No, that is not going to compete during Prime Day, especially not in a competitive market. For some of our campaigns where we only want to win top of search, we don't care what the return on ad spend is during that timeframe, because people repeat purchase or because we have a good deal. I'm talking $10 to $15 bids or in the supplement space it's $40 to $50 bids. That is the kind of bid that is often needed in competitive categories on Amazon. And again, why we do this is because our conversion rate is so much higher with our deal. We drive so much traffic because of our deal badging that our organic performance will improve and stick for the next four to six to eight weeks. And if we continue to maintain that high and heightened level of traffic, organic rank will stick the whole time. Destaney: So, we don't do this with all of our campaigns. We don't do this with every keyword. We cannot afford it, we would hemorrhage money. But we create one to two campaigns with one to two keywords and we set a budget that we can control in order to piggyback off of that conversion rate and those sales. So, think very strategically around this what keywords in your account are you converting better than everyone else? What keywords can you afford to win top of search on and create some of these campaigns so that way you can start improving your organic positioning on the page through PPC during Prime Day. Another quick thing to note is when you create your campaign, put top of search, put Prime Day in the campaign name or whatever you need to see, so that way when you see a poor ACOS or poor ROAS you don't pause it, because that's not the objective of the campaign. The campaign is to improve your BSR and to improve your organic positioning, not to drive profitability. So that's kind of a really quick tip and we'll probably talk more on that in the Q&A section. Destaney: The next thing that's incredibly important is to consider how many people window shop on Prime Day. So more frequently than probably any other time of the year, customers are clicking around sponsored display almost always does really well during prime day because this positioning on the page is really valuable. So, what we do is we create really specific sponsored display product targeting ads where we only target all of our own products and we run these with the increased budget on prime day. And we run these with an increased budget on Prime Day because we know that customers are less loyal. Now it can be argued how much brand defense campaigns you should run throughout the year and I have some good data to kind of back into those areas but during Prime Day I'm of the opinion that customers are less brand loyal. They're looking for deals, they're looking for discounts. So, make sure to protect your listing, especially if you have a deal. If you have a deal, the last thing you want them to do is land on your page, see a better competitor ad and click out. So, we increase and run specific prime day targeting strategies for sponsored display. Don't throw in hundreds of products to target. Don't put expanded product targeting. Only target your own brand name to make sure you are defending your listing. Other sponsored display strategies we can talk about later whether or not it's audience targeting, category targeting or retargeting, but this is something that needs to be ran in almost every single account. Destaney: Profitability or scalability focused. Maximizing your creatives is another big one. So almost all headline search ads are being forced to move to a custom image regardless, but even more so on Prime Day. It's needed to maximize your creatives because you need to stand out on the page, and when there are hundreds of deals, hundreds of discounts, you need to stand out on the page, and when there are hundreds of deals, hundreds of discounts, you have to stand out by how you've built your brand. So, look at the differences in these two ads. They're both selling the same product, but one of them is way more eye-catching. The bottom one also will typically drive a 200% increase in click-through rate, which is incredibly, incredibly important, because as you're running these ads, everyone's running deals right. Almost everyone in your category is gonna run some level of dealer discount, so if you're not, you have to stand out. Destaney: Adding a lifestyle image is one of the number one way to improve the performance of your sponsor brand ad and your sponsor display ads. So go in there and get that done If you don't have the creative to make this happen, use Sponsored Brands AI Builder. Is it fantastic? No, not always. I said no really aggressively, but we actually have used it for a lot of brands. It's not always as fantastic as a professional shoot, but is it better than nothing? Yes, because even if it's a poor AI creative, you're not getting charged. A list of customer clicks. Sponsored brands ads are pay per click most of the time, right. So, get it up and running to bring eyeballs to your listing and then, if the customer is still interested, they will click on. So that is kind of the biggest thing that we recommend from a sponsored brand sponsored display ad perspective. Immediately get your lifestyle images uploaded. Destaney: The other thing we're going to discuss is creating remarketing campaigns. So, one thing that you have to consider is, again, 40% of households are on the platform. This is your opportunity to get your brand in front of hundreds of hundreds of thousands of customers. Now, some of them may not purchase. Some of them may look but not buy, as we know. So how do you take advantage of that traffic? The 30, 45, 60, 90 days after prime day, you create remarketing campaigns. You can create remarketing campaigns directly with an ad console with sponsored display. As you can see, there's a target added section here. Remove all of those targets. Amazon auto-populates some of them. Remove them. All you want to do is create a remarketing campaign within the look back window that you would prefer. Why this is so important is because if a customer was looking at your product during Prime Day, they are interested in it probably throughout the year, right? So, you're able to capture that customer ID and then serve them an ad 45 days later when maybe they're ready to repeat, purchase or buy a new one, right? This is a really valuable way to take advantage of all the traffic you're getting on Prime Day and monetize it later on throughout the year. If you run this same campaign within DSP, you can also get even more targeted. Within DSP, you can say hey, I want to go ahead and serve everyone an ad. Who viewed my page on Prime Day but did not purchase. Or who viewed my competitors but did not purchase, right? If I'm selling TVs, you don't want to continue serving someone an ad. If they already bought a TV, they probably don't need another one, maybe. Destaney: So, within DSP, you can set up and create that audience where you own that customer ID that viewed within your category and you can get really targeted of negating and or highlighting certain audiences. So, this is incredibly, incredibly important. If you're not a fan of DSP or if you have any concerns red flags you think it's terrible drop those concerns in the chat because I can answer them. Around. 90% of the time, DSP does not work because it's not ran appropriately or expectations weren't set or it was spent too much money without highlighting how granular you can get and, if that's the case, run sponsored display ads to dip your toes in and play around with getting really granular with your remarketing audience to take advantage of Prime Day traffic. Those are all the biggest things that we had here, so I wanted to leave it at that and then hopefully answer some of the follow-ups we had. Bradley Sutton: That was good. The main takeaway guys. I mean, there's tons of takeaways you guys should have, but I hope one of the main takeaways that maybe opened some of your eyes is that when we're talking Prime Day, PPC readiness, it's not just July 16 and 17 that you have to keep in mind. There's stuff you have to do before Prime Day PPC readiness. It's not just July 16 and 17 that you have to keep in mind. There's stuff you have to do before Prime Day. There are things that you have to keep in mind, like this last slide about after Prime Day. Prime Day has a big impact and it's outside of just two days, so just keep that in mind. If there's one takeaway, make sure you remember them. One question of somebody made about 10 minutes or so ago not necessarily about prime day, but it's especially important because of prime day coming up is she's been sold out a month and I've actually talked to some sellers like this. They're worried. Like prime day is coming back. Um, how do I regain my momentum? As far as you with PPC to make sure I'm okay for Prime Day, so what would you say to Paula? Destaney: Well, I think Prime Day is actually a fantastic time to launch if you can find out or carried away to stand out on the page. The biggest thing I would say is you almost need to restart your honeymoon period. I know this is more Bradley's area of expertise, but a lot of people will go out of stock and then come back into stock and expect to have the same BSR, same positioning on the page, same traffic as they did prior. That's almost never the case. From what we've seen, we see a huge drop in just organic positioning. So, the biggest thing is like setting expectations and making sure you're preparing your budget. When you come back into stocks, you're probably going to have to spend more money up front to make up for the sales volume that you did receive organically. Now, with it being Prime Day, I almost recommend at least having a coupon or something on your page to improve your conversion rate relative to your competitors and then just spending maybe a little bit heavier up front, knowing you're going to make up for that once your organic position goes back to normal. Bradley Sutton: All right, what else we have here? We've got, Gianna from. She says if I've paused keywords in the past, I've not performed well. Is it worth reactivating them with low bids during prime to generate visibility and perhaps sales, or is it better to leave them paused? Oh, that's a nice and juicy one right there. Destaney: I wouldn't say that they're gonna perform that much better on prime day, unless maybe you're a lot cheaper and you have a good you know deal badge or something along those lines. I would say why did you pause them instead of lowering your bids? Right, if they're absolutely converting terribly and you've got 50 clicks and no orders like, okay, that makes sense, pause it. But if they've driven any sales in the past, maybe you do start them with a really low bid just to see what can happen. But this is again drawing. If you're only focused on profitability, probably not. It's probably not conformed that much better out of the blue. But if you are focused on maximizing sales, maybe it is worth looking at. You know, last 90 days what keywords have driven an order, even if not profitably, and what should my bid be, knowing my conversion rate may be higher. Bradley Sutton: One quick question I have for you before I go back is I think one of the things differently this year is Amazon's new rules on like sale prices and coupons and things like that, where, hey, you've got to be lower, you can't just artificially raise your price and then. And then you know, like some people do, and then people see, oh my goodness, it's 60% off, but it's just because they raised the price by 60%. Now, that being said, obviously there's going to be some people who still game the system, maybe from variation, abuse or some black hat stuff. But one thing that I've found now is, you know, like me personally, what I would do in the past is I would still have some kind of sales discount before prime day a little bit, just to get some momentum going and maybe increase on my organic. But now I'm all of a sudden, I'm trigger shy because I'm like, oh shoot, whatever discount I do now, that's setting my, my baseline price for this month, which means I'm going to have to do it even bigger. Uh, you know discounts, even getting a coupon approved. So, has that new rule changed any of your strategy at all? Or? Um, are you doing less pre? Uh, prime day discounts um, or what's your strategy there? Destaney: Yeah, I would say, less pre-prime day discounts and or just being a lot more thoughtful around our overall pricing strategy. Because I think, like that's always, like the biggest complaint I see with Prime Day is some brands like, no, don't do anything, don't make any changes, it's not valuable. Everyone's looking for discounts and it's like, yeah, that is true, but also, as we discussed, you're getting in front of 40% of households in America. So, I think, just being a lot more strategic around the timing, also realizing that if you overlap high spend and PPC and steep discounts, you're not going to be making any money, so you better hope you make up for it with inflated conversion rate and improved organic rank. Another big factor I think is, as we're starting to see more with Walmart and other retailers and external influencers, is just price matching as well. It's making sure that you have price parity across all of your platforms and your discounts are lining up in a similar fashion. Bradley Sutton: That's actually important, because last year Walmart Plus Week was the same week as Prime Day, but then this year Walmart has two of them and they're both not on Prime Day. One was already last month and one, I think, is this week or next week or something. So, yeah, definitely what Destaney just said Keep in mind, guys, because if you could lose the buy box on one or other marketplace, if you're running discounts on one but not the other, Sydney says, alright, during Prime Day she's going to have a deal badge. But she's asking would you run an ad on a keyword that you already have your product organically ranked on the first page, or would you target keywords based on the conversion rate, regardless of organic ranking? Destaney: Great question. So, the line that I usually draw on my sand is if I'm ranked in the top four, then I'll pull back on PPC. That's kind of the line. Page one does not matter. In my opinion. 80% of click share goes to the number one carousel on the page, the top four, that's 80% of clicks go there. So even if you're ranked on page one but you're at the bottom of the page, you're not getting near as much visibility and you can be booted really quick. So, we typically say, hey, if we're in the top four, that's a great place to be. If I'm five through eight, sometimes that's okay as well. It really depends on the category. But you got to think as a customer. If you're shopping on mobile, you see a headline search ad, you see three sponsored product ads and then you see your four organically ranked, and then you have another sponsored ad carousel. So, a customer has to scroll quite a bit just to get to 10 to 50. So that's kind of the area that we see. Cannibalization starts happening when you're ranked in the top four and you're advertising in the top four. Other than that, you really don't need to worry about it too much. Maybe you lower your bids a little bit and you focus on that mid-point in the page. But yeah, good question. Bradley Sutton: Johnny says sponsor display as CPC or VCPM for protecting your own listings. Destaney: For protecting my own listings, I do recommend a CPC model. VCPM gets a little murky when it comes to attribution because it's quite a bit different, so I like just controlling my CPCs and only targeting the specific ASINs I want to target. Bradley Sutton: Danica says in order to maximize the sales, what percentage uplift or down of the PPC spend will you do in two weeks ahead of Prime Day, a week ahead on Prime Day, after the Prime Day? Destaney: Good question Really depends on ROAS and overall budget. If we're being honest, we have some brands that will do a 15% increase in spend for lead-in. So, we'll segment our campaigns that we want to increase. We know that performance is going to be terrible. We'll invest in DSP. We'll do a lot on the awareness side 15% to 20% heavy. Some brands that have a specific marketing budget will go even higher. But if it's like a traditional brand that's focused on tacos, ACOS, then we'll only increase 5% to 10% for lead-in. And then on Prime Day, again it really depends on budget because you can maximize your spend if you want to, but you got to make sure you're hitting sales targets. You spend if you want to, but you got to make sure you're hitting sales targets. Lead out, as mentioned, was stronger last year than we've ever seen it before. So, I believe our lift for lead out was around 12% the two weeks after. Bradley Sutton: Another good one here from Dion. He's, or she, is still in launch phase, so it's only been a little over a month since they created their listing, so he's not profitable. He's still trying to get that traction. Should he or she stay away from doing you know, prime Day activities and just keep going with his launch, or what is your suggestion there? Destaney: Honestly, as mentioned, I've seen multiple brands launch products on Prime Day and have an amazing head start because their traffic is so much better, even from a review positioning standpoint. If you can get 50 people to buy your product on Prime Day and 5% of them leave reviews, that's a really, really good start. If you don't have the money for it, then, yeah, probably stay away. But if you have enough reviews even in your launch phase to have a decent conversion rate, then it's a really big opportunity to get in front of a lot of customers. That's going to drive sales volume and increase your review count. Bradley Sutton: All right. Last question of the day is any specific strategies for advertising listings with lightning deals. Destaney: Nothing too specific. You can create specific sponsor brand ads and shout out the deals in your headline. You can also. Usually what we've seen historically they change this frequently is if you run additional auto campaigns not necessarily additional, but if you have auto campaigns on the ASINs with lightning deals, they typically do win unique inventory on the page, whether it's frequently bought together, the lightning deals page on Amazon or other segments of like sponsored deals. So just make sure you have the maximum exposure we discussed Bradley Sutton: Okay, so now, what homework do you have for everybody from now until next week? Again, like I said, guys, this is like the third, fourth, fifth thing in a row that we've been doing about prime days. We want to make sure you guys have the best prime day. What do you want people to do from now until next week? Uh, and then report back to you on when you come on. Destaney: I would say the biggest things are we released a prime day checklist which covers things outside of amazon advertising as well, so I would 100% check that out. The second thing I would do is really define is it that profitability or that scalability strategy? What are you trying to accomplish? And then go through the deck that I shared today I'm sure we'll send it out and just look for any of those low hanging fruit opportunities. Do you have your brand defense campaigns covered? Do you have your bids and budgets ready for lead-in, which starts really soon? Do you have the appropriate creative assets, custom imagery, video, lifestyle images, all of that? Do you have it ready to go? And then I think the reason we actually wanted to do a follow-up campaign is because a lot of the items that I mentioned are hands-on keyboard. You need to log in and make these adjustments. You need to look at your search terms tab in Atomic. So, we wanted to put a follow-up of like hey, here's everything we think you should do. Once you've identified what you want to accomplish, let's actually hop on and do a Q&A for everyone who maybe tries to launch a sponsored display ad and gets confused. You know, sponsored display is now overly complex. You have reach and sales and audiences, so we really wanted to give everyone the opportunity to then come in hot and ask questions. For hey, I tried to do this. It doesn't work, or this is what I'm seeing, this is what I'm not. Bradley Sutton: Okay, all right. So, guys, I don't have the signup sheet yet for next week's live, but just if you're watching this on YouTube, make sure to hit the notification for when we go live and look out in your email, we'll send you a message to register for that uh workshop. You guys have got your homework uh cut out for you. I've got. I put the link that she referred to right there. There are some tips from Carrie, some tips from Destaney and others there. h10.me/primelist. h10.me/primelist. Destaney, thank you so much for coming on here and sharing your knowledge. I got to kick back for half the workshop here and chill. I just listen and learn like everybody else. So, thanks for that and we will see you back here next week. You, Destaney, and also everybody else out there as well. Thanks a lot, everybody.

Live from House of Amazon: Why do the top minds in advertising choose Cannes Lions?

Play Episode Listen Later Jun 28, 2024 26:57

#048 - Join us in this special episode as we broadcast live from the House of Amazon at the one and only Cannes Lions festival. In this episode we are taking a deep dive with Amazon Ads Evangelist Jeff Cohen and Destaney Wishon as they unravel what's behind Cannes Lions. This convo is a great introduction to the unique value and strategic importance of Cannes Lions for industry leaders.Why Listen?Discover why Cannes Lions is one of the ultimate gatherings for decision-makers in advertising, offering unparalleled opportunities for networking, learning, and innovation.Learn how Amazon leverages Cannes Lions to share ad strategies and drive future growth.Find out how Amazon's integration of influencers at Cannes Lions is reshaping the advertising landscape.Explore the innovative practices and future trends showcased at House of Amazon, from Twitch and podcasts to advanced multi-touch attribution models.Gain actionable insights on the latest trends in performance marketing, consumer journey analysis, and the democratization of advertising tools.Resources: ➡️ Get weekly insights from BTR Media➡️ Connect with Jeff on LinkedIn➡️ Connect with Destaney on LinkedInSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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How Sellers Can Prepare for Amazon Prime Day in 2024

Serious Sellers Podcast: Learn How To Sell On Amazon

Play Episode Listen Later May 7, 2024 31:44

#045: Are you preparing for Amazon Prime Day as a seller? Dive into this episode with co-host Destaney Wishon and Adam Vanbaale, where we're tackling all your Prime Day issues and questions. Adam speaks on essential strategies and insider tips from his experience that are key for brands looking to make the most out of this big day on Amazon. We uncover how Prime Day has evolved from just another sale day into a major shopping holiday, right up there with Black Friday and Cyber Monday. We highlight the critical elements for a successful Prime Day: well-crafted content, smart promotions, and flawless operations. As the conversation unfolds, Destaney and Adam speak on various promotional tactics, inventory management, the role of #amazonadvertising and changing consumer behaviors that demand brands to stay agile and proactive.A few key takeaways: Prime Day should require a more strategic approach that includes solid content, engaging promotions, and sharp inventory management to capture the consumer surge.Consider launching smaller promotions before Prime Day to draw in early shoppers and extend discounts after the event to keep the momentum going.Amazon's algorithm tends to favor listings with deals, and ensuring your products are prominently placed and badged on the search results page is crucial for maximizing your visibility and clicks.Keep a close eye on your cross-channel marketing to avoid pricing issues that could lead to suppressed listings on Prime Day.The period after Prime Day also offers significant opportunities for sustained sales, thanks to ongoing traffic from consumers who might have missed the main event.More Resources:Connect with DestaneyConnect with AdamPrime Day Prep WebinarPrime Day Checklist & TimelineJoin our newsletterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

amazon dive black friday advertising retail ecommerce sellers cyber monday prime day amazon prime day destaney wishon destaney

#554 - Walmart PPC Campaign Setup And Strategy Q&A

Play Episode Listen Later Apr 20, 2024 31:17

Let's explore Walmart PPC advertising and its potential with the guidance of the incredible Destaney Wishon! In this riveting session, Carrie and Destaney take us on a comprehensive journey through the landscape of Walmart's pay-per-click platform. She contrasts Walmart's strategies with industry giants like Amazon and Google while emphasizing the unique advantages that come with Walmart's strong retail foundation. For those of you looking to break into or expand your understanding of Walmart's burgeoning online marketplace, Destaney's wisdom is an indispensable asset. Throughout our discussion, we tackle the subtle art of crafting effective advertising strategies for Walmart. We begin by casting a wide net with auto campaigns, gathering the crucial data that sharpen our approach for more targeted ad groups later on. Destaney highlights the significance of fine-tuning product listings to meet Walmart's specific guidelines, and how this can dramatically improve your search algorithm outcomes. We also peek into the untapped potential of video and sponsored brand ads on Walmart, and share expert tips on leveraging tools like Helium 10 for keyword research. The knowledge shared here is a goldmine for sellers aiming to capitalize on the low advertising costs within certain categories on Walmart's platform. As we round off this episode, we discuss the nuances of optimizing product placement and advertising strategies, drawing insights from the evolution of Walmart's auction system. Destaney provides us with actionable strategies for bid management and placement optimization that hinge on a deep understanding of data and market trends. We unpack the anticipated developments in Walmart's PPC landscape, including the possibility of introducing negative keywords in auto campaigns, and how tools like Adtomic can revolutionize sellers' PPC management. Join us for an episode packed with strategic insights that promise to elevate your advertising game on one of today's fastest-growing online retail platforms. (Time Stamps) - In episode 554 of the Serious Sellers Podcast, Carrie and Destaney discuss: 00:00 - Walmart PPC Campaign Setup and Management 04:39 - Comparing Amazon and Walmart Advertising 07:25 - Optimizing Walmart PPC Campaigns for Beginners 15:58 - Understanding Walmart Auction System for Advertising 19:56 - Digital Shelf Advantageous for Sales 24:27 - Common Mistakes in Advertising on Walmart 25:15 - Optimizing Keywords and Advertising on Walmart 29:41 - Importance of Conversion Rate Optimization 30:39 - Walmart Wednesday PPC Insights ► Instagram: instagram.com/serioussellerspodcast ► Free Amazon Seller Chrome Extension: https://h10.me/extension ► Sign Up For Helium 10: https://h10.me/signup (Use SSP10 To Save 10% For Life) ► Learn How To Sell on Amazon: https://h10.me/ft ► Watch The Podcasts On YouTube: youtube.com/@Helium10/videos Transcript Carrie Miller: How should you set up your Walmart PPC campaigns, should you run automatic campaigns on Walmart, and how Adtomic can help you to better manage your Walmart PPC. This and so much more on this week's episode of Walmart Wednesday. Bradley Sutton: How cool is that? Pretty cool, I think. We know that getting to page one on keyword search results is one of the most important goals that an Amazon seller might have. So, track your progress on the way to page one and even get historical keyword ranking information and even see sponsored ad rank placement with Keyword Tracker by Helium 10. For more information, go to h10.me/keywordtracker. Carrie Miller: Hello everyone and welcome to another episode of this Serious Sellers podcast hosted by Helium 10. My name is Carrie and this is our Walmart Wednesday, where we talk about everything Walmart, and I'm very, very excited today because we have an amazing guest. I've actually been wanting her to come on for quite some time because I've had a lot of PPC questions and so I am so excited to have a PPC expert in here. So, we have Destaney Wishon, and so I'm going to bring her on. Hey, Destaney, how's it going? Destaney: Hello, hello, it's going well. How are you? Carrie Miller: Good. Thank you, I'm very, very excited, as I told you before, to have you on here. I know there's going to be a lot of questions that people are going to have, so I have a list of questions actually already that I know people have asked before and I'm going to start asking you those as well. But before we get started, just for anyone who isn't familiar with who you are, can you give a little kind of like intro background and who you are? Destaney: Yeah, of course. So, Destaney Wishon, CEO and founder of what was formerly Better AMS and is now Better Media. We really got started in this space managing Amazon advertising for the last seven years, I think back in the old days when it was Vendor Central, Seller Central and you had like AMS and different ad types and things are a lot more simple, which is going to be probably a really fun part of today's conversation. And now we've rebranded, we're Better Media and we manage kind of all the core large retailers in the space. Carrie Miller: The first thing is could you give us a little overview of what Walmart PPC advertising is and just how it differs from Amazon and Google, Because I know you're basically on all the platforms, so you're the best to answer this one. Destaney: I'd like to start honestly like a little bit more zoomed out and kind of philosophical on the platforms. I think a lot of us, and probably a lot of listeners, are accustomed to Amazon running the show. Right, when you think of e-commerce, when you think of selling and brand building, you do typically think of Amazon, but a lot of people forget, like Walmart wrote that playbook they were kind of the first ones to write that playbook their largest retailer. So, everything that you see Amazon being successful when it comes to e-commerce, Walmart's already done in stores and physical retail, and I think that's really important to note because one that means from a cashflow perspective, they're in a really great position. It's not a new company trying to compete directly with Amazon. Amazon does have AWS and everything externally driving a lot of revenue for them, but from an e-commerce platform perspective, Walmart has every brand connection when it comes to the largest brands in the world, right, Johnson & Johnson, Procter & Gamble, Nestle have been selling into Walmart for 40 years. So, that's really important to consider because it's framing how they shaped their Walmart platform and it's framing how they're hiring as well. They're hiring a bunch of ex-Amazon talent. They're not having to completely reinvent the wheel. They're basically taking everything Amazon did that was really successful, and applying it to Walmart, but with that consideration that their audience is a little bit different. Right, the audience that's typically going into Walmart is very used to the products that have always been in a Walmart shelf. Everything that you've historically bought your deodorant, your toothpaste, everything that you've grown up with is in Walmart, and that's really how we're also seeing their e-commerce platform being positioned. It's giving favoritism to historical brands that are in stores. So that's something to call it, because it's kind of what we're up against. Right, in order for Amazon to become Amazon, they need to differentiate themselves from Walmart, and they did it by opening up an amazing third party platform and allowing anyone to sell anything, because they didn't need to sell the same products as Walmart. That wouldn't have been as competitive. They needed to sell unique and new products and really grow this third party seller platform. Walmart's taking a slightly different approach. Right, they're making sure that they're starting an e-commerce platform that still gives value to their products that are in stores. So, I want to start with that, because it's shaped kind of how they ran ads Across the board. Advertising is actually really similar I would say. Walmart's taking the exact same playbook. I mean there's small differences. Amazon allows for better negating and better control, especially on the bid management level. From like a targeting perspective. Amazon's doing a lot more moving into kind of DSP and better creatives and things like that. That being said, Walmart's really where we are at five years ago with Amazon, with slight complexities, and that we have more control over placements and device type, which I think is pretty complex, and I'll pause there and see if you have any thoughts on that. Carrie Miller: No, yeah, I think it's. For me it's been easier to start advertising on Walmart because it is kind of it is like very basic, kind of from the ground up. So, if you really want to learn advertising from the ground up it's starting to just get your feet wet with Walmart advertising, I think it's a good idea because you're going to literally see it grow from the, from the ground up. You'll be able to see all the changes and how things, um, you know, work together. So, I think it's a really good thing to get in there if you haven't yet done PPC. Destaney: A hundred percent. When we started on Amazon I think I've been in this space for seven years now possibly it just goes by really fast it was pretty much an auto campaign that you would just let run and it would do really really well for you and you didn't have placement modifiers and you didn't really have sponsor brands or sponsor display ads. It was great, it was easy. And then you took those auto campaigns, and we were able to apply them into manual campaigns with match types and Walmart's taking that same approach. I will say I think Walmart can be. It looks a little bit more complex in my opinion. Like everyone says, advertising console user interface is terrible. But sometimes I walk into Walmart and I'm like, oh my gosh, this is too much information. I need these graphs to go somewhere else. I'm really overwhelmed logging into Walmart sometimes. Carrie Miller: Yeah, they do give a good amount of information for sure. I guess that leads into the next question. So why do you think that someone would want to start advertising with Adtomic? Because we have Adtomic for Walmart now with Helium 10 to help you with your advertising, as opposed to just using the Walmart platform Walmart Connect. Destaney: Yeah, I think the biggest reason is bid management is, like 100%, one of the most important parts about Amazon or Walmart and you need a bid management solution for either platform. I actually think that it's more important when it comes to Walmart strictly because they do have the search in grid and the placement modifiers and that adds complexity from a bid model perspective. If you come in and try to arbitrarily adjust all of these placements without knowing or having data, it's going to be a big pain and then tracking the follow-up of that data is a pain. So fundamentally, from a bid management perspective, it needs to be done. You have to have a bid management solution if you're advertising on either. I think the secondary aspect and this is again can be applied to both is just having a better view of your business. Like I said, I log into Walmart Connect and that initial graph that is shown. It's not intuitive, but when you're able to look at something and take away an ad and build custom reporting based off your overall business needs and I think that's a big value add from an Adtomic perspective, it's way more beneficial. Carrie Miller: Yeah, definitely I agree, because I've used both and I felt the same way that I just needed an easier way to view what was going on, and the Adtomic platform is much better for that. So, if you do want something that's easier to figure out where things are, what keywords are working or where to place things, then Adtomic is definitely the way to go for you. So, let's get into some beginner questions then. For some beginners, how would you recommend that someone set up their PPC when they first start out? Do you think that people should do their keyword research and do exact campaigns, auto campaigns? What do you think about with Walmart and how you should get started? Destaney: I think something that we've seen is the Walmart customer searches a little bit different than the Amazon customer. So, rather than roll over the exact strategy that you're running externally, we've actually we made this mistake as an agency, we came into our first few brands, and we tried to apply the exact strategy we did on Amazon. We copied and pasted over; we did our like. Everyone who knows us knows we do like a really granular campaign setup right One campaign, one ad group, one ASIN, five to 10 keywords. We tried that approach on Walmart, and it did not work. Like it was just it was. It was too little; everything was spread too thin. And then we heard the feedback of like hey, start with an auto campaign with all of your products in it, and we did that. And once we started collecting data, then we could start breaking things out into broader groups, and that helped us a ton Across the board. I think auto campaigns are a little bit more powerful on Walmart, which actually makes sense in my opinion. That's how Amazon started as well. Auto campaigns were a lot more powerful because it was really easy to link the products in your campaign with the products that are associated with your SEO, and then your CPCs are quite a bit lower, so it's a lot less risky. So, I think that's the biggest feedback is don't try to spread yourself too thin, group things into bigger groups and then collect data on what placements are doing best for you and segment past that. Carrie Miller: Yeah, and just a call out with Helium 10, you can get Walmart search volume. So, with Cerebro you can find keywords. So, one of the things I did was I just did a bunch of keyword research, and I did notice that it's not necessarily the same keywords that I would use on Amazon, and so they're kind of more general, but there are some specific ones. Maybe they only have like 17 search volumes I have actually made sales on those, so if they're very, very relevant, I would still use them, even if you're like, oh, the search volume isn't very good because people are finding you in other ways too. There's Google ads and there's a bunch of other things that Walmart's doing to get people to your page. But yeah, so I would definitely advertise on those. But one of the things that was hard for me when I did an auto campaign was the fact that you can't do any negative targeting, and so I was having the most random, weird keywords popping up that I don't know how it happened, and so that is something to call out too is to keep an eye on your auto campaigns because of that situation. I don't know if you have any ideas or thoughts about that. Destaney: One thing we've seen, and this is something that is just from auditing, not as much from kind of full management on the Amazon advertising side is you're back in keywords and the keyword research you're doing on Walmart is also really different. Walmart has different brand guidelines per category that cause a lot of specificity and nuance changes, and that's important because auto campaigns work by scanning your listings, scanning all of your keyword research that you've done and associating with the keywords that are then in that auto campaign right. So, I don't know in your specific use case, but something we've seen across the board is they'll take their exact Amazon listing and again upload it to Walmart, not realizing that there's category nuances and it's a brand-new algorithm, it's a brand new platform. They're going to be tweaking things pretty consistently. So that's something to consider that you need to make sure you're understanding the algorithm on the platform you're playing in. You need to update your listing for a Walmart customer for the Walmart algorithm, and that's going to influence your campaigns and those auto campaigns as well. Carrie Miller: Yeah, definitely Don't copy and paste. I always say that do not copy paste. Destaney: One thing I want to hit on, because you had a great call out there is you may see something with really low search volume, and I would 100% still bid on those terms because it's the same bidding model for the most part. It's a pay per click bidding model. So, if you bid 10 cents and no one clicks, like you're not hurting anything. So, it's not really going to hurt your advertising to put all those low volume listings on there. What's going to happen if someone does search? If only 10 people search a month? You're going to be the only one bidding and it's going to be really cheap and it's going to be a crazy profitable sell for you. So those can drive a lot of incremental volume long term. Carrie Miller: Yeah, 100%. And you can actually on Magnet, on Helium 10, I'll take a list of all those kind of lower search volume keywords and that you can actually put them into magnet and there's an analyze keywords and it'll show you the total search volume. So, when you add it up it actually gives you a lot more exposure on Walmart. So that is one sale here, one sale here, and it adds up. So that's the way you get from, you know, one sale a day to 10 to 20 sales a day. You know something that comes up every time. Destaney: You know something that comes up every time. Like we have this conversation of like there's no volume on Walmart, or like I listed something and there's no volume and it is dependent on category, of course. But you got to think. You know, from a grocery perspective there's a ton of volume, like we've seen, very close to similar Amazon volume in certain categories, and that's also influenced by your advertising. If there's no volume, that also means your advertising costs are probably going to be pretty low. So sometimes it's worth it to play in those spaces because you're taking a long-term bet. Again, I keep comparing it to Amazon 7 years ago, but there were a lot of people who ran into the same thing then, but then they figured out the algorithm really well and they were able to scale that out long-term. So don't compare it to Amazon. That's not a fair comparison. They're very different platforms, especially category specific. Carrie Miller: Yeah, definitely I. Yeah there's a lot of opportunity, even just like video ads and sponsored brand ads. I noticed on bigger keywords even there's no video ads there's. I mean, you wouldn't see that on Amazon at all and so there is some really good opportunity if you really think strategically like, hey, this whole keyword, you know maybe it's a little bit more competitive, but there's no one doing a video ad, I can just go in and dominate. So, you kind of have to like, really, you just think about, you know different ways you can beat the competition with each different keyword, and you can capitalize on those sales. Destaney: And those are huge opportunities. So, we didn't mention this in the beginning, but I'm based out of Bentonville, Arkansas, so most of my friends either work for Walmart or agency side, and Walmart for the Nestle and the Procter and Gamble's and the General Mills has always been a big player online. So, it's funny if you bid on mascara or cereal, it's going to be competitive. But to Carrie's point, if you can get into those creative opportunities, you're always going to have a competitive advantage, because for General Mills to go create a video for every single SKU is incredibly costly and then they also need to send that video through marketing and legal. So, the time it takes them to create an asset specifically for a new platform and a new ad type is 6 to 9months by the time it's briefed, created and approved. So that's where we have a huge competitive advantage. Every time a new ad types rolled out, go hop in that platform or win some traffic and market share against the big name players in the space? Carrie Miller: Yeah, definitely, that's a really good yeah, and I forgot to mention the Bentonville. So, do you have any insight, other insight thoughts about you? Know the fact that you're in Bentonville. Destaney: It's funny, it's such a small community in Bentonville and when I started on Amazon, everyone would be like you can't tell people you work for Amazon around here, cause it's a competitive environment. But when Walmart started becoming a bigger player in the e-commerce space, I was like from day one, like this is going to be a huge opportunity, like Walmart is. I don't want to say they're too big to fail, but Walmart has the audience. Right, everyone knows Walmart. They're the largest retailer, which means they have to have a lot of customers. They have the money, they've been in business for an incredibly long time and they're attracting the talent from Amazon. Right, it reminds me of, like software world Everyone's going to go to the big fun players in the space. So, I don't think they have to reinvent the wheel and I think they're going to make a big difference. Carrie Miller: I agree. I agree. There's a lot of good opportunities there, so get on Walmart. If you're not, can you talk a little bit about how the auction works on Walmart and what factors determine the placement? And all that information for everyone in the audience? Destaney: Historically the auction was quite a bit different, and it was a major red flag. It used to be an auction model where just the highest bid won. Yeah, so if you bid $12 and the second bid was $1, you weren't paying a dollar and one cent, you were paying $12. So, that made things really difficult from a bid management perspective, from a brand perspective. Walmart finally transitioned that over. It acts pretty similar to Amazon and I love this question when it comes up into the groups of like suggested bids. Why are suggested bids so high? And one thing to consider is auction models and a PPC is just buying real estate. You want to win the top placements, the highest traffic placements, which is typically the top of the page. You have to bid the highest amount. Where Walmart gets a little bit more complex, and I like to the placements on Walmart. You know, searching Grid, Buy Box, mobile Desktop. I like to relate to kind of placement modifiers on Amazon. We always start with like a clean slate, a foundation of just a bid, like let's win this placement, and then, once we start collecting data, we can start breaking out an increase in a placement or a higher bid elsewhere, and I recommend everyone do the same, like it doesn't matter if you see a read an article that says you know mobile conversion rates are much higher than desktop. I wouldn't go and make that bet. Instead, like we prefer, if you're solely focused on profitability, start with low bids and a low auction and what's going to happen is you may not get impressions in traffic and that's fine, it's still, it's not hurting you, but increase incrementally until you collect data and you can figure out your breakeven ROAS. On the flip side, if you have money to spend, start high and collect data really quick and like. A big thing I'm a huge fan of is just to always make database decisions. They give you so much data you can see your placement performance and all of your keyword performance. So, wait till you collect data and then make bid decisions based off that. Carrie Miller: Yeah, that's really good. It's really good that you called out how clunky it was before I took my ads before the relevancy model and before the second price auction. It was actually really hard because you actually couldn't even advertise higher than you were organically ranked, so I was just stuck in these far-out places. Yeah, then literally that next month when they changed the relevancy, I went from $200 to about $800 for this product. Then I started going up and up and up and went to about $12,000 a month for just the one product because they changed these small little things in the advertising and so that's a huge call out because people who were on back then were probably frustrated. So, I want to kind of let everyone know that it's changed and it's better. Destaney: It is changed, and I think that's also a really important call out, just like organic rank. So, algorithms, again, are driven off like two things, especially like a shopping algorithm. One they need data, right, so they need a ton of inputs in order to say, hey, yes, this product should be indexed for Chapstick. They need 300 data points saying that customers convert for Chapstick right, so volume clicks and conversions matter. I think the second big thing is every platform wants to drive sales, so we were talking about this before hopping on, but in order to improve your organic rank on any platform, you need to sell more units, and how do you sell more units? That's up to you to figure out. A lot of people say, oh, that's Walmart's job. I listed my product, now they need to sell it. It doesn't quite work that way. It's an algorithm, right, yeah? So, either you advertise on Walmart, and you start driving more units, which improves your organic rank, and as your organic rank improves, you get more visibility, which sells more units for you, or you figure out how to sell units off platform, one way or another. At the end of the day, though, like one of the biggest ranking juice factors is always going to be advertising on that platform because it's so much more precise. Like we've seen conversion rates for sponsored ads and they're incredible. So, yeah, highly recommend that. Carrie Miller: Yeah, it's just so funny that people have a different mentality when they come on Walmart like almost, I don't know, I don't want to say entitled, but it's like they should do this for us, and they should do that. It's like amazon doesn't do that for you, amazon makes, makes you pay, yeah, so why not? Destaney: It's kind of funny I don't know if maybe it's similar of like they're thinking about a retail store like you get your PO and then Walmart puts your product on the shelf, but at the end, and then Walmart brings in that foot traffic, I guess. But at the end of the day, you're competing against so many other products on a digital shelf yeah, competing against so many other products on a digital shelf. Yeah, a retail shelf, you can only squeeze 10 products, 10 toothpaste brands, like in that section. But a digital shelf is so much different, and you do have the opportunity to influence where you're showing up on that shelf in a really simple way, and I think that's advantageous. Carrie Miller: Well, even going back to retail, even when you get into retail you are supposed to move it. So, I remember talking or not talking, but like listening to Sarah Blakely with Spanx and she got her stuff into Neiman Marcus, and she was having her friends go buy it. She went into the stores for Neiman Marcus, Nordstrom, and was selling these products herself. Destaney: It was like they thought she was like an in-store rep, because she was just sitting there like trying to sell her products. I remember that exactly. Carrie Miller: So. It's like you know that ownership of. I want to get these products out there. My product is amazing, I want it in front of people. And so, another person I talked to about retail, as they said, historically people were always using billboards. They were using commercial advertising if they got into Walmart. So, once they get into Walmart, they are actually, you know, responsible to get to move the product as well, but it's just a different way of doing it, and if they don't move it on the shelf in the physical stores, Walmart would take them off. So, it's, it's the same thing. So always have that mentality of how can I, what can I do to move my product on this platform. I think that's why I always think about Sarah Blakely, because you know she was not too, too good for going in there and literally working at the store all day, every day, so I love that. Destaney: And to that point, like one, she had that scrappy mentality, which was incredible. But this is a conversation that comes up. If you cannot afford to advertise on the platform, you know, become a connector, become an influencer, start hopping on lives, start doing TikTok's and gaining that traction for yourself and then sending that traffic to your said platform. But to that point, I also think that's where we're spoiled by sponsored ad performance. Right, you've been on a keyword, someone clicks on it, and you see the results. But back in the day, it's back in the day like what? 15 years ago, yeah, you were in a national media campaign, or you paid for a billboard, and you said here's $50,000 for this billboard and all you could do is see if you saw a lift in overall sales. It was a lift test. That's what marketing was judged by. Now we have the ability to pinpoint the age, income, geographic time of click and we're spoiled by it. Carrie Miller: It's pretty amazing. Yeah, I actually to your point about you know, if you get scrappy. I've actually seen some people you know that use Helium 10 and they're like I don't, I don't have that great of a budget, but they chose products kind of in their hobby niche. They'll go live and do demos or on YouTube. They have YouTube channels where they show how to use their product and they sell it with the links. You know they can link it to one more and amazon, and so they they're doing that and that's how they've gotten a ton of traction. So, definitely think outside the box if you're not able to, you know, invest in PPC. Destaney: Sean Reily from DUDE Wipes is a ton of incredible content on how they started, because he, he, they had to be so scrappy that they would just like buy these really crazy like billboard placements or bid on these certain placements that they knew would get tv attention. They were going to baseball games and holding up signs like with their products names and then when the baseball aired, they would be in the background holding their signs. And it's that exact same thing of just how you get in front of people. Carrie Miller: Yeah, it's so amazing. Yeah, so that's a good call out there. Okay, so we do have some questions here from the audience and of course Bradley has asked the first one. He said let's see, does Walmart broad phrase and exact perform similar to Amazon or does it have weird things like Amazon where broad can go super wide and exact sometimes performs? Destaney: Performs like phrase even? I would say they're similar. I think Amazon sponsored brands broad match is a little bit of an outsider and just the overall conversation with sponsored brands broad match we've seen go really wide lately. I have pulled all of our agency data to see if we've seen a change in conversion rate on sponsored products broad match and we haven't. So, I'm kind of like I don't want to make a huge comparison there, but I would say they're very similar. Carrie Miller: What are some common mistakes that you see new beginners doing on, you know, with advertising or just getting on Walmart in general? Destaney: I would say poor keyword research. We dove into this one a little bit. But to go even deeper on that, I think some people overthink keyword research and at the end of the day, it's like what would you type in to find this product? Yep, start with that. Like make a commonsense list of the top 10 keywords that you would type in, not the ones that are algorithmically showing the highest revenue, not the ones that a tool is showing you. Start with common sense keywords I'm buying mascara or Chapstick or lunchbox, right and then use the tools to expand on those, because it's twofold here. Your commonsense keywords are almost always going to be the most expensive because if you're thinking about bidding on them, so is everyone else right. But where you have a lot of opportunities, you take all of the Helium 10, long tail terms that you didn't think about right. So, if you use something again like a Chapstick, everyone's going to bid on Chapstick. But if I find this long tail of, like peppermint Chapstick for chapped lips, children, non-toxic, it's going to be such low search volume. But you have to add up hundreds of those, 50 of those, like Carrie said, and that's where you're going to get your profitability. It's still, even though it's early days, from a platform. There's a lot of big-name players that are driving up ad costs. I would say where that's where it's a little bit different from amazon, right like all of your big-name players are in stores on Walmart, they're also advertising on dot com. So, you still have to be really strategic around that keyword research you. You have to figure out, you know what terms are going to drive the most sales for you but maybe not be profitable. What terms can you get a really long tail on? That's going to drive additional volume but take a little bit more work to invest in. Not having a bid management solution is 100% number two. A lot of people don't understand bid management. I don't expect people to. It took me 3 years and probably over $30 million of spin before it became intuitive. I had to touch so many accounts in order to start figuring out the correlation of bid management, and there's a lot of simple videos on just bid formulas. But if you're not that person, if you're not going to understand algorithmically and mathematically how to build a bid solution, not a lot of us are, you need to use a tool? Your bid is the number one indicator of what your ROAS or ACOS is going to be. Carrie Miller: Yeah, so I guess that brings you back to Adtomic. Are there any other kind of parts of Adtomic you think that are helpful for sellers? Destaney: Custom reporting, I think, is a big one. To that point, when you're starting out and starting to build a midsize business, your focus almost changes. In the very beginning you're in everything because it's your baby. It has to be perfect. As you start scaling you realize you're spread too thin. So, you start picking up what you're best at and I think that's where a tool like Atomic really comes into play. It's 80-20. It's you know. Let's build out either custom reports so I can focus on what I need best, whether it's my tacos, whether it's my margin, whether it's my conversion rate, or even getting into, like some of your other tools, market tracker, things like that. That's where it gets really valuable. In my opinion, it's bringing back time for you as an entrepreneur. It's not going to be as perfect. Every business owner thinks they're perfect, right. You have to start letting go some of those resources because in order to have a successful brand nowadays, you have to be good at product development. You have to optimize per platform. You probably need a social presence. You need to handle forecasting and inventory. You need to handle finances in your P&L. It's insane how much goes into. It's amazing that we have the opportunity to do it from our iPhone, but it's also insane how complex it is. So, you have to start bringing in tools that maybe aren't as good, but they allow you to scale your own time. Carrie Miller: I know I get this question a lot. Maybe somebody's advertising already and they feel like they've done a lot of things to kind of optimize. What kinds of things do you recommend for people to take their sales to the next level like? Maybe they feel like they're stagnant. Are there any kind of go-to strategies you have for Walmart where people can kind of say, hey, if I implement this, I could probably see a lift, or what should I? Which they look at that maybe people are ignoring that they should be looking at. Destaney: I want to get into like all the fun small things of like ad type expansion and all of that, but I want to call out just conversion rate optimization first, because it's super easy to blame a lack of sales or bad performance on the thing that you least understand, which is typically advertising. It's typically PPC and just coming from the agency side, I mean we've heard it all in that regard and I think a really important call out is if someone clicked on your ad, if you look at your campaign and you see clicks, that ad did its job Because think about it as a customer, as I personally shop on Walmart, I don't go around just clicking on things that I'm not interested in buying. So, if the customer clicked, that means they were interested in it, but they landed on your listing and they decided not to buy, and your job is to decide why they didn't purchase. Is your listing not good enough? Is it not the color or the flavor that you're looking for? So, conversion rate optimization is always the thing that we say to start with. If you have a little bit of extra profit in your account and you need to invest in something, start with conversion rate optimization, because it's going to make your PPC 20 times better. And then beyond that, I would say another big thing to call out that can really influence top line sales growth is making sure you're managing your PPC not just for advertising but to grow your overall organic rank. So, creating campaigns specifically focused on improving your organic positioning on the page. Carrie Miller: Very good. All right, and we do have a good PPC question here. Ben Tiffany said any word on when Walmart will start allowing us to create negative search terms on our auto campaigns? Destaney: I would probably give it another quarter or end of year. Honestly, I think it's too blaring of a discrepancy to not roll out, so I'm assuming it's on the roadmap for pretty soon. Carrie Miller: Yeah, I have heard it's on the roadmap, so I thought it would already be out. So maybe they're just taking a little more time to make sure that it works well. So yes. Yeah, that's probably what's going on here, but I think we're pretty much out of time. But thank you so much for joining us today on this Walmart Wednesday and we really appreciate your insights for PPC. We haven't really done a whole lot on PPC, so hopefully we'll be able to get you back on here at some point and do some more Walmart PPC stuff. But thanks again for joining us and to everyone else, thank you for your questions and thank you for joining us live and we will see you all again next month on Walmart Wednesday. Bye, everyone. Destaney: Awesome. Thank you, Carrie. Bye guys.

Helium 10 Buzz 4/11/24: Dietary Supplement Policy Updates | Amazon's Focus On AI | New Freedom Ticket Course

Serious Sellers Podcast: Learn How To Sell On Amazon

Play Episode Listen Later Apr 11, 2024 13:24

We're back with another episode of the Weekly Buzz with Helium 10's Principal Brand Evangelist and Walmart Expert, Carrie Miller. Every week, we cover the latest breaking news in the Amazon, Walmart, and E-commerce space, interview someone you need to hear from and provide a training tip for the week. Amazon updates its dietary supplements seller's policy https://www.nutraingredients-usa.com/Article/2024/04/05/Amazon-updates-its-dietary-supplements-seller-s-policy# eBay Uses AI to Deliver Personalized Recommendations to Fashion Shoppers https://www.pymnts.com/news/ecommerce/2024/ebay-uses-ai-to-deliver-personalized-recommendations-to-fashion-shoppers/ Magento bug exploited to steal payment data from ecommerce websites https://www.techradar.com/pro/security/magento-bug-exploited-to-steal-payment-data-from-ecommerce-websites Amazon invests $25 million in a 10-year research collaboration to advance AI https://www.aboutamazon.com/news/innovation-at-amazon/amazon-invests-25-million-in-a-10-year-research-collaboration-to-advance-ai Amazon announces over €700 million investment in robotics and AI powered technologies across Europe https://www.aboutamazon.eu/news/innovation/amazon-announces-over-700-million-investment-in-robotics-and-ai-powered-technologies-across-europe Exclusive: The FTC is probing Amazon's new controversial fees in its $140 billion seller business https://fortune.com/2024/03/08/ftc-amazon-seller-fees-inbound-placement-low-inventory-antitrust/ We're proud to announce the launch of the new and improved Freedom Ticket course! Our award-winning, best-in-class FBA course has been streamlined and updated, so it delivers even more value in less time—setting up Freedom Ticket students just like you for sustainable Amazon success in 2024 and beyond. https://www.helium10.com/blog/freedom-ticket-fba-course/ And, for an added edge in the e-commerce arena, Carrie Miller shows us a savvy strategy for leveraging Helium 10's Cerebro for your Walmart listings, serving up another round of invaluable tips and tricks for selling on Walmart.com. In this episode of the Weekly Buzz by Helium 10, Carrie covers: 00:46 - Supplement Policy Update 02:05 - Ebay Utilizes AI 02:57 - Magento Payment Vulnerability 03:36 - Amazon Invests in AI 06:35 - FTC Probing about New Fees 07:15 - New Freedom Ticket Course 09:35 - Pro Training Tip: Cerebro for Walmart Transcript Carrie Miller: Amazon updates its dietary supplement sellers policy. Amazon and eBay invest heavily in AI for their e-commerce platforms, and what does the FTC have to say about all of the new fees for storage that Amazon has imposed? This and so much more on this week's episode of the Weekly Buzz. Bradley Sutton: How cool is that? Pretty cool, I think Carrie Miller: Welcome to another episode of the Serious Sellers podcast hosted by Helium 10. My name is Carrie and this is our weekly buzz episode, where we give you all of the latest Amazon, Walmart and e-commerce news. We also give you a serious strategy for serious sellers at any level. So let's go ahead and see what's buzzing. Okay, so let's go ahead and get into our first article, and this first article is about how Amazon is updating their dietary supplement sellers policy. Now, this is kind of a long time coming. This has been in the works for a few years, and so basically, what's happening is, instead of the seller being able to send in their third party testing and certificates and just submit them through Seller Central, now the analysis has to be done and sent straight from a lab to Amazon. So it's actually a more direct approach. They want to make sure they can really verify that these supplements have been third-party tested, and that goes for all the compliance that they have. So what it says is that if you want to ensure that your listings are compliant with the policy, that you just need to go to manage your compliance dashboard and initiate the test for each of these products. This actually came about because there was a private lab that was actually testing the quality. So the quality some of the dietary supplements on Amazon was requested question repeatedly over the past several years and they found that maybe some of the supplements didn't have exactly what they said in them. So this is probably a really good thing for consumers and, you know it'll help the sellers to really be able to verify that their products are really legit and what they say. They are so curious to know what you think. If you are a nutritional supplement seller, what do you think about this new qualification that you have to or compliance thing that you have to do? Carrie Miller: Okay, next article is about eBay, and eBay is actually using AI to deliver personalized recommendations to fashion shoppers. Now, this, I think, is really cool because a lot of stuff on eBay is used and so when somebody looks at some sort of a style, they actually are going to recommend similar style products. It's going to be based on the previous 10 clicks, so sometimes this could be good and sometimes not, because maybe somebody clicked on something they like. I don't like that, but it could get quite a few more sales and more exposure for sellers because it'll start recommending these similar styled clothing items to buyers. So I think this could be a really cool thing. They're starting with fashion and then they're going to move out to other categories, and this could be a really good thing for especially eBay sellers when you're selling used items, to help people to find your items much faster. Carrie Miller: And the next article is about Magento. Magento has had a bug that really exploited the payment area, so it basically left vulnerable to bad actors to be able to steal payment information data on your Magento site. There are 150,000 Magento sites. There are over 150,000 Magento sites out there site. There is a fix for this, and so you can basically download the fix or upload the fix. However, it works usually with a developer and you can make sure to secure your website so that you do not have somebody that can go in and steal your payment information. Carrie Miller: And next, this is a really interesting piece of news, and that is Amazon is investing $25 million in a 10-year research collaboration to advance AI. So they're doing this with the University of Washington and the University of Tuscuba I don't know how to say it and NVIDIA, and they're all focused on AI. So I think this gives sellers a really good opportunity to really focus on AI in the next few years, because this is the direction that Amazon is going. So the more that we can stay on top of it, the better that we can sell our products and get what you know get the products that we want to get into the customer hands. Um, so it's going to be, I think, a lot of innovation over the next few years. In addition to that, they have invested $700 million in robotics and AI-powered technologies in Europe. Some of the things I think these are really cool to look at how the Amazon warehouse does things, but they're actually. They have this innovation lab that's in Italy, and this is where scientists go all over the world where they're investing in these technologies, and this is where scientists go all over the world where they're investing in these technologies, and some of the technologies that have come out of here are really quite interesting and I want to scroll down and show you. Carrie Miller: So we've got the universal robotic labeler. So it's a high-speed auto-labeling technology so this is kind of how it looks and they can basically quickly label all those packages. And then there's a universal item sorter and they can basically quickly label all those packages and then there's a universal item sorter so they can use these machines to sort all the items and make sure they're sorted efficiently to deliver them to the locations every day, and they're usually sorted into where their similar locations or destinations are. There's an automated tote retrieval, which I think is really kind of an interesting thing. They basically have these totes where they put all the products in to be packaged so really interesting. They have a bag containerization all kinds of really cool stuff. An automated guided cart that goes through the Amazon fulfillment centers and a flat sorter robotic induct so if anything falls off or they basically can pick things up and put it back on where it needs to be. And a palletizer it's a robotic palletizer. Really interesting stuff here Automated packaging, so basically they wouldn't even need people, which is crazy. Carrie Miller: And then Amazon robotics floor so really interesting stuff that is coming out of Amazon and so I think the more they already are using robotics and a lot of these technologies in their Amazon warehouses. So the more time that goes on as they continue to research, I think there's gonna be more of this involved. Obviously, people are going to need to be there to operate in these types of machineries, but probably less people involved. But it's also going to be important, you know, just because there's also a lot of investment going into AI for the actual platform itself. So we really need to stay on top of AI, make sure that our listings are going to be something that the AI can read and deliver to customers, so definitely something to keep on your list to stay up to date on that information. Carrie Miller: The next article is from fortunecom, basically, and they have a whole article about the FTC and how it's basically probing and questioning Amazon's controversial fees, and this came after a lot of outrage from sellers over the fees. So they have been looking into this because of know just so much has been going on. There's been a lot of noise about this, so we'll have to wait and see what the FTC thinks about this, what they're going to do about it and if it's something that they can do something about. So we'll stay tuned on that, all right. So that is all for the news that we have this week. Carrie Miller: Okay, so let's go ahead and get into the Helium 10 feature updates. Now, this is one of my favorite updates that we have, and that is we have Freedom Ticket 4.0. This is perfect for beginners as well as advanced. There's something for everyone here. Kevin King is leading this Freedom Ticket 4.0. And so you've got a lot of great information from Kevin King on how to get started with your business. We also have a bunch of expert guests that are really giving you some really great information. So if you are advanced, you're going to have that. If you're a beginner, we have stuff about product research, how to find your product, how to calculate profitability correctly, how to know when to pay yourself insurance all that great stuff so that you are fully prepared for your business. But for any of those who are more advanced, you've got also some great modules like, for example, the power of AI for Amazon sellers. That's done by Steve Simonson. Carrie Miller: There's some stuff about exiting your business. We have Scott Dietz from the Northbound Group, and he talks about beginning with the end in mind, because your exit is going to be where you make most of your money from your business. Then we also have some listing, content, optimization things, how to help your customers find your products, and, if you go down even further, we had Destaney Wishon, who talked about pay-per-click advertising, did a great job in explaining pay-per-click advertising and how to utilize PPC on Amazon. We have some great information about supply chain logistics how to source and ship your products and so we have some expert guests on that. And we also have some great information from eCommerce Chris on compliance, which is really, really important to make sure that you don't get banned from Amazon as a seller, that you stay in good compliance with their policies. Carrie Miller: And I think one of my favorite modules on here was finding and hiring VAs and managers for your business. Josh Hadley led that one and really did a very good job, step by step, of showing how to hire the best talent for your business. So if you're advanced or if you're a beginner, this is perfect for you, and if you have employees, you can have them take this course If you want them to be better versed in the Amazon world, help them to understand, get a really good education on how Amazon works. This is perfect. You can have them go through the course and they're going to learn so much, but it is for everyone. I learned so much even just listening to some of these experts that talked about all these different topics. So just listening to some of these experts that talked about all these different topics. So definitely check it out, you are going to love it. Carrie Miller: Okay, so now I'm going to go ahead and get into the training tip of the week, which is Cerebro for Walmart. A lot of people don't even know that we have Cerebro for Walmart, but it is an incredible tool to optimize your Walmart business by helping with your listing optimization and your pay-per-click advertising. So I'm going to go ahead and share my screen and show you how this works. So what you're going to do is you're going to go to Cerebro and you need to make sure to choose Walmart, which is way at the bottom. So usually it's at amazoncom, but you want to scroll all the way down here to walmartcom and you want to choose the walmartcom market. Okay, the next thing you want to do is you want to go to walmartcom. Now I have just chosen garlic presses here and we do. Carrie Miller: Just another note we do have x ray for Walmart here, but I like to pull x ray because I like to use this to find the product IDs, and this is basically where this is like an ASIN on Amazon, but they have product IDs. Another way you can find it is by just going to the actual listing, and you can you can scroll over to the very right, the very far end of it, and it's at the very end. It's this number, right here is the product ID number. So what you're going to do is you're going to basically copy that product ID, so I can just copy it right here and I'm going to put it into Cerebro. Now you can do more than one product ID at one time, but I'm just going to do this one, and this is going to pull up all the keywords for this particular product ID. Carrie Miller: That shows you all of the keywords that they are ranking for organically and sponsored, so you can see down here all of their keywords. You can see the search volume on Walmart and you can see it on Amazon. Now, I wouldn't be dismayed about the low search volume. You still are going to make sales Even if there's a low, low search volume. I've made some good sales on those keywords for my own business. Carrie Miller: But something that I love to do too is I like to sort by the sponsored rank. So I like to see exactly where my competitors are advertising. So this is going to show pretty much their exact strategy, because they don't have as many. A lot of people are using exact keywords, exact matches, so this is going to show you exactly where they are advertising. It's going to give you a huge list of really good keywords that you can utilize in your listing. And another thing you can do is you can just sort by organic rank. You can clear these filters. I had them on, I think, a little bit earlier, but see, there's actually even more keywords here that they're advertising on, and so we can see that there's a lot of really good keywords that are going to be very, very relevant. By just sorting the sponsored rank, you can see the organic rank. I sometimes like to filter by organic rank to see where they're ranked, maybe one to 10. You can also sort by volume. Carrie Miller: On Walmart or on Amazon, you can sort by phrases containing. So maybe you wanted to just see. You know, press all the phrases containing, press and, basically you know, pull up a bunch of very relevant key terms, and so this is an incredible tool to help you to find those keywords for Walmart, and it's definitely helped me. I've done a great job with these keywords on my pay-per-click advertising. The exact matches have done really well. So if you take the time to do this research, maybe take the top 10 to 20 keywords that you want to focus on on Walmart I think it's a really good strategy. Carrie Miller: Really write them into your listing. Make sure that you have these keywords in your title the main one that you want to focus on, at least in your title. Don't keyword stuff, because they will actually penalize you on Walmart for that. Have your main keyword phrase in there and then write these keyword phrases throughout your listing to optimize it and also start your pay-per-click advertising with these exact match terms and I think you will be pleasantly surprised at the results that you see. That is all that we have this week for the Weekly Buzz. Thank you so much for tuning in and we hope that you check out ou

Can Agencies Serve as Teachers in Amazon Selling?

Serious Sellers Podcast: Learn How To Sell On Amazon

Play Episode Listen Later Apr 5, 2024 39:44

Wondering why some Amazon sellers do really well and others don't? In this video, Michael and Destaney Wishon from BetterAMS share their own ups and downs with Amazon ads. They talk about how tricky Amazon advertising can get, why focusing too much on one thing can be a problem, and what basics you need to know. They also discuss whether it's better to handle your ads on your own, use software, or work with an agency. We'll see you in The PPC Den!

amazon focus serve teachers wondering agencies sop amazon ppc amazon selling destaney wishon betterams destaney

#548 - Top 10 Secret Amazon Hacks with Kevin King - Part 1

Play Episode Listen Later Mar 30, 2024 32:50

Listen in as we team up with e-commerce maestro Kevin King to uncover some of his most closely guarded Amazon strategies and hacks, designed to both save you money and significantly boost your profits. In this first installment of a two-part series, Kevin generously shares insights from our new and latest version of the Freedom Ticket course, revealing the fundamentals of branding, product selection, and customer service—essential knowledge for any serious Amazon seller. Not only do we cover these basics, but we also tease some of Kevin's 'ninja' strategies, giving you a taste of the powerful tactics he discusses in the Helium 10 Elite Mastermind Program. Our conversation with Kevin continues as we tackle the world of Amazon PPC, emphasizing the crucial role of conversion rates in successful campaigns. We delve into the importance of understanding and optimizing your brand entity score and the innovative ways you can leverage tools like Amazon Comprehend within your Q&A sections to boost product rankings. The dialogue shifts to the evolving landscape of AI, examining its transformative effects on e-commerce. Kevin and I discuss how savvy sellers are utilizing AI tools to generate everything from compelling images to high-quality video content, and even crafting targeted ads with platforms like AdGen AI. Wrapping up this content-rich session, we focus on strategies to maximize conversions and enhance the overall customer experience on Amazon. Kevin shares practical tips on pricing strategies for attracting product reviews, the psychological impact of using an 'index image' to display product benefits, and the importance of establishing a unique guarantee that resonates with your audience. Moreover, Kevin illuminates the potential goldmine of including optional insurance charges in direct-to-consumer sales and the art of presentation in online retail. Tune in to hear how these tactics, along with high-quality visuals, can revolutionize your approach to online sales in the era of AI-driven e-commerce. Stay tuned for part 2! In episode 548 of the Serious Sellers Podcast, Bradley and Kevin discuss: 00:00 - Secret Amazon Hacks With Kevin King 04:41 - Helium 10 Elite Training Webinar Hacks 06:06 - Improving Amazon PPC and Brand Entity 09:41 - Maximizing Q&A for Keyword Ranking 13:53 - Answering Questions on Amazon for Ranking 17:03 - Maximizing Rewards With Business Credit Cards 21:38 - AI Tools for Amazon Sellers 26:05 - Maximizing Conversions With Product Indexing 26:49 - Maximizing Reviews With Dummy Listings 31:15 - Testing Guarantee Names With Helium 10 31:25 - Direct to Consumer $4 Insurance Strategy Transcript Bradley Sutton: Today is part one in a two-part series with Kevin King, who's gonna open up some of his top Amazon hacks and strategies with you guys for the first time in a while. How cool is that? Pretty cool, I think. Bradley Sutton: Are you looking to learn how to sell on Amazon? The Freedom Ticket course made by Kevin King is one of the most popular courses ever created for Amazon sellers. It's got over 90 modules and 40 hours of detailed, step-by-step training to help get you started on your entrepreneurial journey. Now this course costs $997 but Helium 10 actually covers that cost of the course for any Helium 10 member. Find out why tens of thousands of students love this program by going to h10.me/freedom ticket. Don't forget that if you do sign up for a Helium 10 account, don't pay full price. Use our podcast discount code SSP10 to save 10% off for life. Bradley Sutton: Hello everybody and welcome to another episode of the Serious Sellers Podcast by Helium 10. I'm your host, Bradley Sutton, and this is the show that's completely BS free, unscripted and unrehearsed organic conversation about serious strategies for serious sellers of any level in the e-commerce world. And every year, every two years, Kevin King comes on and opens up with our audience some of our best hacks. And now, for the first time ever, we're actually opening that up right here on the podcast. So we are going to go ahead and have a recap of some of Kevin's top strategies that he opened up with a live audience and let's see what you guys think. There are some killer ones here. This was supposed to only be an hour, so I thought I could fit into one episode, but hey, Kevin had too much fire, so we're actually splitting this up into two different episodes. Here's part one. Hope you guys enjoy it. Bradley Sutton: We're going to be revealing some things that a lot of Amazon sellers maybe have never even heard of, and these are things that are designed to help you save money and make money. Two of the things that maybe is the reason why you're even in this Amazon game in the first place right. Now, something that's important, though we're going to be talking about hacks, if you want to call them that, or kind of ninja strategies you see that little ninja logo on the bottom right there but selling on Amazon is not just about knowing the latest hacks and tricks. These definitely can help but remember, we are not trying to take away from the very valid point that you have to know about branding, how to pick products, how to do keyword research, how to do your accounting, advertising, customer service. The fundamentals are still very important and so we've got the Freedom Ticket Program if you guys are interested in that. So some of you might, after watching this, be like, wow, you know what? I am not of this level yet. And don't worry, you're still going to be able to get value out of this regardless of the level you are. But if you're like man, a lot of this stuff is over my head. He's using terminology I haven't heard of. Freedom Ticket Program might be for you. That is something that beginners all the way to advanced sellers can take as a refresher course on the fundamentals of Amazon and we have a brand new one - brand new version first time in over two years. The fourth version of Freedom Ticket is coming out imminently, just in a couple of weeks. So make sure to stay tuned for that. Anybody who is already a Helium 10 member, you guys will be able to get access to that. Bradley Sutton: Now, I mentioned that Kevin is one of the main trainers of our Helium 10 Elite Mastermind Program-that's the one that I've been a part of since, way before I even worked at Helium 10 and probably the most popular thing that's part of this mastermind is every month, Kevin gives his ninja hacks. He gives like usually seven ninja hacks, and these are quick, actionable nuggets of knowledge that can help you immensely in your Amazon business. I think a lot of these hacks that he gives every month are valuable to the majority of Amazon sellers, and with those hacks, two guest speakers join him on these trainings and they share the latest strategies that's working right now. And so that is the basis of what Kevin is going to be talking about today. Today, instead of this being behind the closed doors of the Helium 10 Elite Mastermind, which most of the year is closed, he's opening up some of his favorite ones from the past doors of the Helium 10 Elite Mastermind, which most of the year is closed. He's opening up some of his favorite ones from the past couple of months with you, so you're going to get a sneak peek, without actually being Helium 10 Elite members, on the kind of level of knowledge that being part of this mastermind can help you. Kevin King: Welcome everybody to this webinar. Like Bradley said, we do this every single month, usually on a Thursday. It varies on the exact Thursday, sometimes around the middle of the month, but we do a Helium 10 Elite training and what I want to do today is basically, like Bradley says, open up the doors and share some of this with you. So I've gone through from the last few months, some of my favorite stuff. Then I'm going to share that with you today, absolutely free. So some of it will be the ninja hacks, the first six or so things that I have seven ninja hacks. That's what I do every single month. So I have seven of them here for you today as well. I'm going to share six of them with you, and then the seventh one, which is the one Bradley just talked about, where someone made a million dollars selling over a five-day weekend. I'm going to show you that hack. You've got Easter coming up, Mother's Day coming up. It could make a huge difference for some of you. So that'll be at the very end, so make sure you stay to that. If you leave earlier, you're going to miss the number one hack that could make you a lot of money and I've taken a few slides from some of the presenters that have been in the Helium 10, the guests and a couple. Just a little section of some of what they presented, and you know, when they presented it, they presented it their way and in their voice. I'm just going to give you a quick little summary of those, just so you can get a taste of the kind of stuff that you find in Helium 10 Elite and share that with you. And you're going to find some actionable, good stuff today. Kevin: Number one this is something that you're going to fail at. You know, everybody's always like PPC. I hate PPC. It just drives me crazy. You know, and you're going to actually fail at PPC unless you fix this metric. This is something that nobody really talks about. Aaron Cordova is actually the one that shared this, and I think Destaney Wishon has talked about it and a few other people have talked about it. But if you don't actually take a look at this metric, your PPC is just going to drive you crazy and cost you through the nose. Kevin: What you want to do is you want to check the benchmark conversion rate for your brand. Now you're going to need brand registry. So if you don't have a trademark filed and you're not brand registered, you won't be able. What you want to be checking for is, if you're not at the bare minimum median conversion rate for your category, you're most likely going to be spinning through the nose on your PPC and it's just not going to work like you want it to be. Your ACOS is going to go and your TACOS are going to go through the roof. This video here is about a minute video. I'm going to play it. I'm going to have to hold up a little speaker next to my microphone because for some reason the Zoom is not letting the sound, but Aaron is going to explain this to you on this video. Here we go. Aaron: Basically, you find your conversion rate compared to everybody else. You go to campaign manager okay, campaigns. If you know how to get the campaign manager that you have other problems, campaign manager, you go here. Then you go to the side it's called insights and reporting. You're going to get a brand metrics okay, the brand metrics are awesome. Okay, in here you're going to pick your brand. You're going to get brand metrics, okay, the brand metrics are awesome. Aaron: In here, you're going to pick your brand. You're going to pick a category. In this case, I'm going to pick sports water bottles. Okay, select that guy and continue. Okay, then you're going to go in here and you're going to press this little view detailed metrics for your brand in this category. This is going to be horrible. I apologize, this is something we haven't really worked on very well. Check out this. Customer conversion rates your brand 4.9%, category median 10 and sometimes a lot of them, they show the category top okay. This is an embarrassment. This listing is an embarrassment. Okay, it is half as less than half as good as the median, which, when you're just at the medium, your product probably will not even be profitable because you're literally average, essentially horrible. But this is how you open the door to see if you're going to have a best seller at the very, very, very, very minimum. You got to be at the category median. Kevin: If you're not, at that category median then you need to adjust your listing. You need to fix your product page. You need to fix your product page. You need to fix your listing so that you can convert higher. Otherwise you're going to be fighting an uphill battle on everything. All right, that's number one. Number two this is how you can boost your brand entity score. How many of you ever heard of a brand entity score? I bet there's hardly any of you out there. There might be a couple of you have heard of a brand entity score. Does anybody know what the brand entity score is? Everybody has one on Amazon. Kevin: If you're a seller on Amazon and this affects your rank, it's a score that Amazon does. There's a lot of factors in the A9 that affect your rank. There's a ton of factors but the brand entity score plays a major role in how do you rank and you can affect this with your Q&A section. Amazon doesn't just look at your keywords. They don't just look at your title and your bullet points and your back-end keywords. They're reading everything. They're reading the Q&A section. They're now using AI to analyze your images. They're taking a lot of stuff into account when they're going to rank you and the Q&A section plays a major role. So if your Q&A section is fairly empty, that's a problem. You section is fairly empty, that's a problem. You need to get that full. That's one of the ways that some people, when they first start out and they have no reviews, they fill their Q&A section and you watch what you can do. You can rank a lot quicker. But this brand entity score is something you want to pay attention to. Kevin: How do you find it? There's something called Amazon Comprehend. Now this was shared by Matt over at ClearAds, originally on LinkedIn, and then he presented it in detail at my recent Billion Dollar Seller Summit and then we've shared it here as a hack. He's allowed me to share part of it, so I can't show the whole thing, but he allowed me to share part of it in my newsletter and here. Kevin: But it's called Amazon Comprehend and what you want to do, you can access this. There's a link there at the bottom. It's on AWS, on Amazon AWS, and it's an API. So it takes a little bit of programming know-how or how to get into this thing. It's not too bad but it's not like straightforward. Kevin: But with this Amazon Comprehend, once you get access to the API, what you can do is you can maximize your Q&As for keyword ranking. So the Q&A section on Amazon on your product. You want to maximize that for keyword ranking. So what you want to do is you want to remove the bias from search. So your description and all the content on your listing, they have a bias towards the seller of the product. So Amazon knows that you're optimizing your listing like you're making this the best and you're like saying that my product is the greatest thing since sliced bread. But Amazon's like how do we know that Kevin can say his product's the best, but maybe it's actually not so good despite what he says or whatever claims he's making? So we want to know from the customer what do they actually think? And let's take what they actually think and factor that into how we're going to rank this product. So they use the Q&A section and reviews both of those to do this. So if you don't have reviews and Q&A, you have a bias. Kevin: So what you want to do is you want to come in and gather questions that people might be asking about your product. So how do you do that? If you don't know, if you don't have legitimate questions and people haven't asked real questions yet, you can go out to tools like Ahrefs or Semrush. Those are big SEO tools so they have a free aspect and there's a paid aspect. Or you can go to answerthepublic.com. That's Neil Patel's company. Neil spoke at the Sell and Scale Summit Helium 10 did about a year and a half ago. But answer the public and you can just type in a keyword. You can type in you know, if you're selling dog bowls, slow-feed dog bowls, you can type slow-feed dog bowl into answerthepublic.com and it'll spit back. It goes out and reads Reddit and all these different forums and says these are the questions people are asking about slow-feed dog bowls. So you can take those as a seed and you can then use those and have someone ask those on your Amazon listing and then you, as the seller, answer them just to get some in there. But you're going to answer them in such a way that you want to make sure that you answer yes or no. Amazon is looking for yes or no answers. Big answers are great, but if you can start, if someone says, does this slow feed dog bowl keep my dog from having diarrhea, you want to try to phrase your answer in the form that you say yes or no and then you can say other stuff and put additional keywords in there for ranking and all this. Kevin: But they're looking for yes and no answers to questions and that's how they can guide. Like, if someone types in slow-feed dog bowl stomach problems or something they're going to know, yes, this one actually helps it. So you want to get multiple questions in there and then what you're going to do is you're going to use Amazon Comprehend. Before you put these questions in, you're going to actually and the answers, you're going to use it to actually get a score. So it's going to return the sentiment. So you're going to ask the question, show that, upload that into Comprehend, put the answer and then make sure you're getting a high percentage of confidence. Amazon Comprehend will give you a score back. It's on like a zero to one scale and it will give you a score back and you want a high level of confidence towards Amazon interpreting your response as positive or negative. Kevin: Now you can also do this and go look at your competition's reviews. You can gather it from there. You don't have to go to answer the public. You can get what people are asking on other people's products and use those and once you find the ones that have the high confidence. Then what you want to do, uh, which one? Like I said, is zero to one, but one is the highest. Those are the ones that you want to get onto your listing and those are the ones you want to put onto your listing. Kevin: So what you're going to do is you're going to these newly found questions that score high on the confidence, using Amazon Comprehend. You're going to go and actually, either maybe you have a buyer account that you buy stuff from Amazon you can ask the question or you can get your friends or family or someone to ask a question. Remember, this is not review, so it's okay. You can get someone to ask a question. Or, if you're on a Facebook group, say, can you ask this question? And then you go in there as the seller this is important, it gives you a little bit more weight and answer the questions. Whenever someone asks a question, Amazon pings. I don't know what the number is now three to five, ten people says, hey, do you know the answer to this question? But one of them is always the seller. You want to be the first to try to get in there and answer before someone else does and messes it up. They may answer too but you want to get yours in there as quick as you can, so you go in and answer it with that yes or no or whatever. When you ran it through Amazon Comprehend whatever it gave you as the highest score and this is going to help you rank on Amazon. It's a pretty cool little technique. Kevin: Here's another way. Everybody's always got cash flow problems. Money, money, money, money, money. How do I pay for this? How do I pay for that? Not everybody has a rich uncle or deep pockets. If you have decent credit, this is a way that you can actually extend your supplier payments for 60 days with zero interest. It's pretty cool. It's called the Amazon Plum Card, so if you have decent credit I don't know if this is available to people in other countries. I'm not sure what their exact rules are on what countries you have to live in to get this. Obviously, US citizens can get it, but Amazon has a whole bunch of, I mean sorry, American Express has a whole bunch of different cards. The Plum Card actually gives you discounts for paying early. So if you charge all your PPC or you charge whatever you want to charge suppliers. Whatever you want to charge, if you pay it early they'll give you a 1.5% discount. Or they have an option where you can extend it for 60 days and don't have to pay any interest as long as you pay the minimum due. You got to make a minimum payment. As long as you pay the minimum due, they'll give you 60 days to pay that. So this can be a great way. If you're trying to juggle some cash is to use this card. Kevin: A lot of you are saying, Kevin, that's all great, but my supplier doesn't take credit cards. How am I supposed to pay my supplier with credit cards? I always have to wire money or use Alibaba Escrow or something or whatever. Actually, there's a service called Melio. This one right here, Melio Payments that allows you to actually pay by credit card anybody, so you can pay suppliers. They do charge a fee, so it costs you about 2.5% to 3% roughly. So they do charge a fee because they get hit with processing fees but that fee is often less than what you would pay in interest or to get a loan, or origination fees or something else, and so that is an option, especially if you combine this. Kevin: If you're really cash flowing, you can go to bankrate.com and you can do a search for 0% interest credit cards and there's a lot of credit cards that have 12, 15, 18 months of 0% interest. So if you go there and actually apply for one of those credit cards, you have decent credit. You can get a 0% interest credit card that you can ride out for a while, while you're growing your business and use Melio payments to pay it. You're basically paying a 3% fee, which is basically a 3% interest, which is dirt-cheap in today's world. Now another credit card you might want to consider, if you're already selling and you're running a lot of PPC especially, is the Amex Business Gold Card. This is not the regular gold card, not the consumer gold card. It has to be the business gold card but it gives you 4x points on all your PPC spend up to $150,000 per card. So you can get 600,000 points on one single card in a year. Kevin: And I know one of the guys that comes to one of my events, the Billion Dollar Seller Summit. He actually, and I'm not sure if he's in Helium 10 Elite or not, but he has like 10 of these cards. He lives in Brazil and he cycles through them, so as soon as one hits that $150,000 on his PPC spin, he just swaps out the card. He says he's flown first class everywhere in the world and hasn't paid for a plane ticket in years and flying first class with him, his wife, his family, that this card is an amazing card for that. So there's different credit cards for different purposes but those are two that you might want to consider and you can transfer these to different airlines. You can transfer them to hotels. Kevin: You know Bradley is always going out to the, he's always doing the Maldives honeymoon strategy. He's been out to the Maldives three or four times. A lot of you may not realize that's not Helium 10 sending him out there. They're not saying man Bradley, good job, dude, here's a free trip to the Maldives. No, he's using his miles and his points to go out there on his own and do this stuff for you. But this is one of the ways he knows how to do this. There's another site called points.me where you can see what's the best place to transfer stuff. Kevin: There's a ton of stuff around this but I just want to show you this. Really cool. We could talk about this for hours of all kinds of cool stuff you can do, but I just want to show you these really quick. Now here's some AI. AI is the hot thing right now. Everybody's AI, this AI, that. There's some stuff that everybody's just sticking AI on the end of everything, even if it's not really AI. But I want to show you 11 really cool tools. There's a lot more but these are just 11 tools that you may find useful in selling e-commerce, that may come in useful in helping you with your images or helping you with research, or helping you with a few different things. Before I do that, if you have not seen this, this is from Sora, S-O-R-A, and this is video. It's not publicly available yet, but karavideo.ai has a wait list right now and they're gonna be the first to offer this. Kevin: This is studio level quality imagery on by video by prompting. So you type in a text prompt, you type in a paragraph, say I want a video like this and it will make the video up to I think it's 30 or 45 seconds right now, maybe up to. It's going to get to where it can do much longer videos and entire movies, but it's amazing. I'm going to play this for you. There's no sound on this, so I'm going to play this for you. Kevin: But this video here of these mammoths walking and these people walking through a Tokyo with the cherry blossoms, this little animation here. This was all done in minutes by typing in a prompt. So, like those mammoths, this was the prompt that was used. That's the exact prompt. Several giant woolly mammoths this was the prompt that was used. That's the exact prompt. Several giant woolly mammoths approached, treading through a snowy meadow, blah, blah, blah, blah, blah. That's what made that video. Kevin: In fact, there's movie producers now that are saying this is going to change everything. We're going to be able to do entire movies without movie studios. It's crazy. You're going to be able to do product videos and lifestyle stuff and all kinds of crazy stuff with it. So keep your eyes on this, and I would recommend you get on the list at karavideo.ai so when this opens up, you get some of the first access to it. They're a little bit worried about how authentic this is right now, so they're putting in some safeguards, but it's really cool technology. Kevin: Now, notice there was no sound on this one, because this doesn't make the sound, it just makes the video. So you need sound. So what has happened is ElevenLabs has a tool that will take a quiet video for example, that mammoth and it will analyze what's in the video and it will make the sound of, like the mammoths crunching the snow or making their horns their sound, you know. Whatever. This is an example of a video I'm about to play here. It may be a little bit hard to hear I'm going to hold the speaker up to it of a video I'm about to play here. It's maybe a little bit hard to hear, I'm going to hold the speaker up to it, but this video was made with a prompt, silent. And then this ElevenLabs went in, analyzed the video, what's in the video, and added all the sound effects using AI in a matter of minutes. So let me. AI audio: In a place beyond imagination, where the horizon kisses the heavens. One man dares to journey where few have ventured. Armed with nothing but his wit and an unyielding spirit, he seeks the answers to mysteries that lie beyond the stars. Kevin: This is pretty cool stuff. You're going to be able to do some amazing stuff with your products, with your advertising, with everything. This is coming and it's important to stay on the cutting edge of this, because if you're first mover in a lot of this stuff, you're going to have major, major advantages over your competition. Now there's more to this, though. It even gets cooler. You can actually now do ads with AI. These ads will go out and this adgen.ai will actually go to your Shopify site. It will go to your Amazon listing. You can put in the URL of your Amazon listing and it will create ads formatted perfectly for Facebook, Instagram, Linkedin, everywhere, automatically based on that. Then you can do some modifications, but it's really cool. So you can give it a brand name, you can give it a URL, you can give it a subject and it will automatically create the ads for you. This is another one Pika Art which will take a still photo and add animation to it, and then you can automatically change it. You can just type in the background and it automatically changes. It's called pika.art. You can change your top. Here you have a monkey. Let's put some sunglasses on him. You can do this. You can just drop in a still image that doesn't move and you can add movement to it. It's really cool where this stuff is going. This is a prompt. You can take a screenshot of this. I'm not going to go through the whole thing or you'll get this in the replay. They'll show you actually how to use peak art to add movement, which can actually dramatically increase your engagement rate on social media or any kind of advertising you do. It's amazing stuff. There's crazy stuff that's out there. Kevin: Now some additional tools, Chad Rubin went through a bunch of AI tools and he said these are some of the ones that he considers to be the god mode of AI frameworks. I'm just going to buzz through them really quick. You can take notes and go check them out later. One is called booth.ai. It generates studio-quality product photos in minutes, so you don't even need a photographer anymore. Another one called CopyMonkey. This optimizes your Amazon listing. There's others like Shoelix, and there's quite a few out there that will do this, but CopyMonkey is one you might want to check out. There's ReviewScout, which, if you're a reseller or a wholesaler, it'll give you deep insights into the competition and buyer box trends for wholesalers or resellers. There's one called MContent, which also helps you do all kinds of great imagery change out backgrounds, put your product in special scenes. They just introduced some new cool tools just this week, so MContent is really good. He's presented on the Helium 10 Elite as well. Kevin: DoMyShoot's another one that will help you do all your visual content. So basically it's AI as your photographer. Instead of spending $5,000 to take everybody to the beach, you can upload your product and put it in any kind of scene that you want. frequently.ai is another one that's really, really good. Another that has all kinds of answers to all kinds of questions. Another one is the valky.ai, or some people know it as Shoelix. That one's another one that's really popular. So these are all some cool Amazon or AI tools for Amazon sellers. Another one is iphoto.ai will help you create your listing images where you can upload your product and drop it into all kinds of scenes, modify it, do testing on different images and different backgrounds. It's really really cool. So those are some of the AI tools that are out there. Kevin: The number five here. This is from Ayana at YLT Translations. She presented on the Helium 10 Elite and she said you know, this is a cool little trick on how you can get more reviews. So you have to be selling in additional marketplaces. If you're just selling in the US marketplace, this won't work. But if you're set up to sell in other marketplaces, you know Amazon combines the listings. When you don't have a lot of combines the reviews, I'm sorry. When you don't have a lot of combines the reviews, I'm sorry when you don't have a lot of listings from other marketplaces. So what she's saying is you can create dummy ASINs and of your target products and then list them in all the different marketplaces. Now someone buys it, that's okay, but you can also create dummy ASINs and then what you do is you and each one of those make sure they're in all the same browse mode. She has the steps here make sure that the localized listing is live, at least the tile and some bullet points, so you put a legitimate you know it's localized and it's in the right language and it's written right and put a really low price so that viners don't get hit, because most people don't realize that sometimes, when your price is high, vine reviewers don't take your product even though they might want it, because once they hit $600, they have to pay taxes on it. Kevin: So a lot of people don't realize that in the United States that anything over $600 in gifts, they get a 1099 from Amazon at the end of the year. So if they got $10,000 worth of products at retail price and they then have to pay, Amazon says this is what we gave you in gifts. It's just like winning. If you went to the Price is Right or a game show or Jeopardy or something, you have to pay taxes on those winnings. Or if you went in Vegas over $10,000, you got to pay taxes. So this is a lot of times, they won't take your product if it's a $49 product because they're like ah, that's just going to add to my taxes. But if it's temporarily $9.95 while you're getting the vine reviews and then you put it back at $49.95 later, they might take it. So you want local low pricing and then you go out and you get. Kevin: You do vine reviews everywhere and then they'll all combine together. If you do them in multiple marketplaces and if you really get do this right, you can get up to 2,400 different ones. And some of the ways you can do these. You know these quote-unquote dummy listings that she's got on the right-hand side there. You just do different colors of a product. That's kind of like a dummy listing. It's like, okay, I have azure, I have a cobalt, I have a navy, a sapphire sky teal, and then you could have your supplier make just a couple of each of these colors and then you send those out. This is a really cool way to actually get your reviews up and then, once you get enough reviews in a marketplace, it wants to keep sharing these. It'll just share that marketplace usually, but this is a way that you can get a running start. It's a pretty cool little technique. Kevin: This is from Matt Koston. He presented a couple months ago on Helium 10 Elite and this is one of his tricks. That he showed is this is how you can convert like crazy with what he called an index image. This he calls it the. It's the image in your listing that will be the top reasons why your product is the best. This is not your main photo. This is not your photo number one. This is what he calls this photo number two, and it's an index of your products. Is why I think it's why he calls it the index damage, and what he says is you need to number the benefits. A lot of people are using call-outs, they use infographics but they don't number them. He runs a company that does testing and split testing and all kinds of stuff and he says that they've tested this to the end of the earth and back and this is what works. So you want to actually have numbers like this. So something like this should be your second image the five reasons you love, or the seven reasons, or the three reasons. Kevin: Odd numbers are always better than even numbers. Three, five or seven or nine always work the best. Why do I do seven ninja hacks every month for Helium 10 Elite? Seven is a magic number when it comes to psychology. But here he's got the five and look, there's numbers. That's important. He just doesn't list them. People like order and when they see numbers, their mind can sort it and they can read it quickly and it makes sense to them. So the numbering system here is critical, not just the fact that he put the main point, the main benefit and capital, and then explained it in bold and a little bit larger and then explained everything else below it in light blue. But he's got these numbers. That's the critical thing is numbering it. Kevin: And then you notice here. On the third one, there's a US flag. US flags for Americans can up your conversion rate dramatically. You don't have to have a product that was made in the USA. You can say you're a USA company. Now, if you're going to say it's made in the USA and put a flag, it needs to be made in the USA, don't lie. You can say we're a small US company and you can have a flag. Kevin: Now, I see people sometimes make mistakes where they put a flag and they put it inside their graphics or their photos and they don't put it in red, white and blue. They put it in green or they put it in some other color. Never, ever, do that. The flag always needs to be in red, white and blue and look like an American flag. Don't change the colors on it to make it fit the graphic it needs to look because that instantly says a message. But these little things can convert really really well for you. Kevin: It also says add a golden guarantee. Amazon automatically guarantees if they don't like the product they can return it. But you want a golden guarantee. You almost want to name it. Give it some sort of crazy name the PX22G guarantee or something. Don't just say it's money back guarantee or 100% money back or satisfaction guarantee. That's all just common. Give it some sort of crazy name - the dog barker, the tail wagging guarantee or something like that. The outlandish almost ridiculous in your guarantee name. So here's some examples 100%, no mosquito bites guarantee. Bottom of the bottle guarantee, lifetime never lost guarantee. Give it some sort of name like that, not just money back or your satisfaction guarantee or some general thing. Give it a name. It resonates with people and will help your conversions. Like I said here, the generic like 30 money-back guarantee gets just lost in the noise. Test your guarantee names too. You can use Helium 10 to do that. There's other tools out there, but Helium 10 has it built in. Where you can, actually they have a relationship with PickFu but you can do it through Helium 10 and test the guarantee names as well. The number of sales you make is far higher than the people who will take advantage of the guarantee. So don't worry about a guarantee. Kevin: I have something in one of my things I do direct to consumer and I have a $4 insurance charge. It's optional but it's automatically on the order form. They have to cross it out. If they don't want it, it fills it in, but then they cross it out and about 30% or 40% of the people pay that $4. And every year, if I send out 5,000 orders, I might have three people take me up on it. And so, out of 5,000 orders, if 40% take it, that's 2,000 people that pay me $4. That's eight grand and I had to replace three orders. There's big money in this. So don't worry about a lot of people taking advantage of it. Some will. Kevin: There's also something called the squeezed benefit test. You take a look on the left. This is the original graphic that someone had. Has all the bullet points. This is what you normally see and what most of you're probably doing. But look at the one on the right same type of stuff but much easier to read, numbered, organized with icons. This converts people on Amazon buy photos, they don't buy products. I think Perry Belcher originally said that they buy photos, they don't buy products. So your photos are crucial to your conversion and they're going to become even more crucial with AI. This is the test. And look at the difference, even of people, it's 76%. That's 100% certainty that this is a much better option. So this is a cool little tactic that you can do.

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#388 - Clicks to Conversions: Destaney Wishon's Amazon PPC Million $ Tactics

AM/PM Podcast

Play Episode Listen Later Mar 28, 2024 60:25

Join us as Destaney Wishon, a trailblazer in Amazon PPC marketing, sits down to share her meteoric rise in the eCommerce sphere. Her story isn't just about mastering click-throughs and conversion rates; it's a narrative woven with the threads of challenges, triumphs, and the evolving role of women in this industry. Destaney's practical Amazon PPC tips are a goldmine for anyone looking to excel in the Amazon selling space. We also take you behind the scenes of choosing the right PPC agency for your Amazon business. Navigating the complexities of today's ad metrics requires more than a superficial understanding of the platform—it demands a strategic partnership with experts who eat, sleep, and breathe Amazon's Ad Console. In this candid exchange, we dissect the importance of education in the craft of PPC, the unforeseen benefits of handling diverse accounts, and how free audits can sometimes be the key to scaling your brand. Find out why a deep dive into agency selection could make all the difference for your advertising strategy. We wrap up with an exciting discussion on the newest tools and tactics shaping Amazon advertising, from Amazon's Marketing Cloud to the ethical landscape of competitive PPC strategies. Destaney and Kevin also contemplate the seismic shifts AI is creating in search and ad creatives, forecasting how these changes might dictate future marketing campaigns. Stay tuned for a wealth of knowledge that might just revolutionize your approach to connecting with consumers on the world's largest online marketplace. Whether you're a seasoned marketer or just starting out, this episode is packed with the kind of insights that can turn advertising into an art form. In episode 388 of the AM/PM Podcast, Kevin and Destaney discuss: 04:27 - Women's Representation in the Amazon Space 06:21 - Agency Selection and Amazon Advertising Expertise 09:49 - PPC Audit Qualification Process 17:59 - Amazon Advertising Opportunities and Challenges 18:51 - Common Misconceptions in Amazon Advertising 21:55 - Targeted Marketing Strategies for Brands 29:14 - Driving Sales Strategy for Amazon Brand 35:08 - Amazon Advertising Strategy Insights 37:10 - Analyzing Brand Metrics for Industry Comparison 40:11 - Cost Per Acquisition and Lifetime Value 43:26 - Analyzing Amazon Advertising Strategies 47:05 - Impact of AI on Amazon PPC Strategy 50:21 - Amazon's AI-Driven Advertising Strategies 57:30 - Amazon Advertising and Stage Presence 59:50 - Kevin's Words Of Wisdom

women amazon ai navigating impact ecommerce tactics representation conversions ppc clicks words of wisdom common misconceptions amazon advertising stage presence amazon ppc marketing cloud cost per acquisition destaney wishon destaney

#545 - The Secrets of Successful Amazon PPC Campaigns Unveiled

Serious Sellers Podcast: Learn How To Sell On Amazon

Play Episode Listen Later Mar 19, 2024 43:22

Unlock the full potential of your Amazon advertising efforts with the expertise of PPC maestro Destaney Wishon of BTR Media, who brings a wealth of knowledge to our illuminating discussion on Amazon PPC strategies. Listen as we dissect the limitations of relying solely on ACoS metrics, advocate for sales volume and profitability harmony, and delve into her firsthand experiences with Helium 10's powerhouse Amazon PPC tool, Adtomic. The conversation takes a turn into the synergy of PPC and organic ranking approaches, providing you with actionable insights to enhance your ad campaigns and achieve success in the Amazon marketplace. Get ready to navigate the tricky waters of Amazon PPC campaigns for non-repeat purchase products, where we tackle the tactical acceptance of losses to build organic rank and the criticality of budget allocation for long-term gains. The episode is packed with rich strategies, including leveraging Amazon's Search Query Performance reports and optimizing bids with precision. Discover the art of juggling multiple product variants in PPC and the effectiveness of single keyword campaigns, all while managing to maintain a robust presence in a competitive niche market, like supplements. Our TACoS Tuesday program culminates in a robust discussion on keyword match types, revealing how exact and phrase matches can coexist without cannibalizing each other's potential. Destaney shares her valuable insights on sponsored brand video ads, the finesse of managing bids outside of Amazon's console, and the tactics for handling unprofitable long-tail search terms. From the strategic considerations for small-budget brands to the nuances of keyword research and Amazon PPC tips for new sellers, this podcast episode is a great resource for anyone looking to elevate their Amazon advertising game and carve out their brand's success. In episode 545 of the Serious Sellers Podcast, Bradley and Destaney discuss: 00:00 - Amazon PPC Strategy Q&A With Destaney 02:44 - Understanding PPC Strategy and Metrics 06:06 - Custom Bidding Rules in Adtomic 10:00 - Amazon's Impact on Organic Ranking 13:08 - Establishing Product With Profitable Keywords 16:11 - Maximizing Amazon Product Visibility 19:24 - Controlling Bids for Amazon Search Results 21:05 - Amazon Advertising Strategy and Optimization 23:39 - Day Parting Strategies on Amazon 25:22 - Amazon PPC Strategy and Keyword Research 26:47 - Amazon Seller Strategy and Consumer Behavior 30:25 - Improving Product Visibility on Amazon 35:56 - More Amazon PPC Strategy and Tips 42:18 - Understanding Amazon Suggested Bids ► Instagram: instagram.com/serioussellerspodcast ► Free Amazon Seller Chrome Extension: https://h10.me/extension ► Sign Up For Helium 10: https://h10.me/signup (Use SSP10 To Save 10% For Life) ► Learn How To Sell on Amazon: https://h10.me/ft ► Watch The Podcasts On Youtube: youtube.com/@Helium10/videos Transcript Bradley Sutton: Today we've got one of the top minds in all the Amazon PPC world, Destaney, back on the show and she answered all of your live questions on Amazon advertising that, actually, this was no doubt the best set of questions we've ever had on the show. How cool is that? Pretty cool, I think. Bradley Sutton: If you're like me, maybe you were intimidated about learning how to do Amazon PPC or maybe you think you just don't have the hours and hours that it takes to download and sort through all of those sponsored ads reports that Amazon produces for you. Adtomic for me allowed me to learn PPC for the first time, and now I'm managing over 150 PPC campaigns across all of my accounts in only two hours a week. Find out how Adtomic can help you level up your PPC game. Visit h10.me/adtomic for more information. That's h10.me/adtomic. Bradley Sutton: Hello everybody, and welcome to another episode of the Serious Sellers Podcast by Helium 10. I am your host, Bradley Sutton, and this is the show that is our live monthly TACoS Tuesday program, where you go over anything and everything Amazon PPC related, and we throw in a little bit of Walmart here and there, as well. And so, for those who this is your first time to the show. What we do is we bring on an outside expert once a month to answer live on all of our platforms, your top PPC questions. There's no question that's too basic or no question, hopefully, that's too advanced. We'll answer them all. So let's go ahead and invite our very special guest. For the first time since last year from BTR media, we've got Destaney in the house. Destaney, how's it going? Destaney: Whoa. Well, now you have me a little nervous. You said you know, hopefully we don't have any questions too advanced. We'll see what happens. Bradley Sutton: Well, for you, like, I might not say that for all of our guests, but you know, since Destaney's on here, it's like, nah, like you can ask anything. Destaney: We'll see what happens. Bradley Sutton: Give us a quick bio of yourself for those who might not have heard your previous episodes and previous years here and this is the first time I'm listening to you. Destaney: Yeah, of course. So I've been in this space for seven years, worked everything from some of the largest brands on the platform to also the small sellers. I feel like we've worked with a lot of people that have gotten up and gotten ready and launched, and I've done nothing but Amazon advertising for seven years straight. So I think personally, I've managed over $500 million worth of spend, every category, every scenario I think I've dealt with this point. Used to be founder of better AMS, we've now rebranded to BTR media. Bradley Sutton: Now that we've established, you know, what you're talking about, we're just going to hop right into it. Before I get to the user's questions, I had some things I wanted to ask. I'm going to ask some questions about Adtomic. I have got some general questions, but actually, first let me get to the general question. So I know there's been a, I don't want to call it a movement lately, but maybe there's more awareness of in the industry about, hey, it's not always just about ACoS when you are trying to, you know, determine or strategize with your PPC. But my question first of all is there a certain level that that statement applies to? Like, if I'm a brand new seller and you know I don't have, you know, this big budget to and I'm not trying to build this humongous brand and try to get awareness out there, should I still be maybe using that as my primary metric? Or if so, is there a certain level where all of a sudden, I need to be shifting my metrics I'm looking at? Destaney: I think, in simplest answers, you should always be shifting your metrics. In the beginning, cash flow is king. That's what matters the most, right, especially as a individual seller. You are financing every next round of inventory and if you can't afford that inventory, you're not going to have a brand. And how do you make sure you can afford that inventory while making sure that, marginally, you're in a good spot, which is where ACoS comes into play, right, you can't just hemorrhage money. Destaney: That being said, when you're launching, you also need to make sure you're driving volume and improving your organic rank and getting more review. So I think, in the very beginning, ACoS may be less important as you're driving that velocity. It's more about margin. So, all that to say, I think there's a million different variables. We have brands that come to us and like hey, our only goal is a $3 row. As this is a marketing budget, it doesn't influence anything else. We have brands that come to us that are solely focused on profit margin at scale. So we need to make considerations for what that looks like. Bradley Sutton: Love it. Love it. All right, excellent. Now let's go hop in Adtomic because, you know, for the first time you and your agency are getting into, you know, using Adtomic and using it for some of your clients. You've only been doing it for a couple of months now. What are some of your initial kind of reactions, like how, what are the strengths that you guys have been noticing about it? Destaney: Well, I think there's a few things I want to hit on here is one, our agency has always used Helium 10 from like a keyword research, organic rank, BSR tracking perspective, which is why I was like, hey, let's see if there's better integrations we can do. Destaney: Everyone who's been following me knows I preach the relationship between PPC and your organic rank. So that was what was really insightful for us is like okay, let's see what it looks like. Managing it all within one tool and being able to track that overall relationship. At its simplest, I think Adtomic drives a lot of value. And giving you one view of all of that, I mean, you can go immediately into your search terms tabs and pull up search volume, and that you know. As anyone who's managed a brand, I get millions of questions of why are my sales down week over week, and being able to overlay things like search volume is super important, I mean beyond that. Day parting hourly parting is always a hot topic within the industry and being able to stay in tune with all of those new rollouts or generative AI. Those are things that most of the industry is behind on right and you've always relied on native ad console to make those adjustments. But now having in a tool that allows the simplicity of scale has been a major value add. Bradley Sutton: Awesome. Awesome. Now, one of the things that Adtomic has released in the last few months or so is the ability to make your own custom rules. You know, we always allowed you to make a certain level of custom rules but now even for your bid management. And so you know, as we just mentioned, you know, obviously you know some people might still be doing ACoS, people might be doing RoAS impressions. There's so many different things and we pretty much allow anybody to choose like, hey, whatever you do, this is what you should. Bradley Sutton: This is, you know, you can go ahead and implement it in Adtomic. Now, you know, having, you know, spent some time in there, what would be your suggestion First of all for, like you know, maybe a newer seller or, you know, medium sized seller, if I'm looking to, like, create my own rules for bidding. There's literally a million possibilities so I might be overwhelmed. I know there's no one size fit all answer here, but maybe can you give a couple ideas about what you would suggest somebody to do to put in Atomic so that it manages their bids effectively. Destaney: Yeah. I'm going to start philosophically here, in that I always say that anytime a software opens up the Black Box and allows for rule creation, they're putting themselves in a risky position because, in my opinion, most sellers don't actually understand bid management appropriately, right. It's only like the advanced sellers that can really hop in and truly understand bid management. So the fact that you all have opened it up for everything and taken that risk is huge in my opinion because that is the biggest flaw of some of the softwares in the space is they don't give you that customization. All of that to say everyone who's like hey, I have all of the power to, you know, give myself a 5% ACoS. Be careful, because a tool is only as good as your ability to use it. Like, truly. I've audited and vetted almost every single platform. Destaney: I feel like we've gone through building our own rules customizations. Most people don't actually know bid management well enough to build their own rules, but if you do, I think the biggest things that we look at is we create rules for the different outcomes we want. If we're launching a brand new product, then we're creating rules that are based off sales. So we're going to be taking a deep dive into hey, what is the conversion rate and what is the sales? And we're going to build rules for maximizing that increased bid when I have a certain conversion rate. Destaney: On the flip side, if our goal is profitability, we're going to work backwards from our ACoS or our RoAS goal. We're going to say, hey, let's build rules that are based on lowering bids when our ACoS is too high and maybe layering in our conversion rates also low, let's go even lower, right. So those are the two simplest ones that we look at, but it really needs to be strategic. You can create rules that are based off the phase your product's in, whether it's launch, consistency, profitability, organic rank. You can create rules based off your overall business outcomes, which is always an important one is what is that key RoAS that you're going to optimize for all of your campaigns, but just making sure not to over complicate it in the beginning. And once you start to understand the correlation between CPC and RoAS, then you can start building in a little bit more customization around lifecycle and things like that. Bradley Sutton: One more of my questions. I get to be selfish and stop in the host here and decide when to bring in the user's questions. But just going back to that topic of ACoS versus other metrics, I think there's so many people who have for years, just that's all they've thought about and they're like well, doesn't it make sense? Like hey, if I'm losing profitability because I'm spending more for my advertising and this is how much it's costing me per sale, like should I always just automatically lower my bids because I need to be profitable? But can you explain why? No, that's not always the case. That might actually be hurting you in the long run. Destaney: So the reason it's become so much more important to not always focus on a low ACoS is because Amazon's search results have become more saturated with ads. I think everyone amen right from the pews here. The reason being is obviously Amazon's making a lot of revenue off their advertising but also they've done a great job of their relevancy and still having a clean customer experience. The problem with that is if you start slipping an organic rank and you fall to page two or page three. There's a joke of, you know, the best place to bury a dead body is page two of Google. Well, Amazon's very similar right. A lot of people don't go to page two and page three. So if your organic rank starts slipping, you're going to be in a tough spot. Now, why does your organic rank slip? Well, you either have a decrease in conversion rate or you're not driving the amount of sales or units as your competitors, right? Destaney: Anyone who's watched Bradley's honeymoon period philosophy knows that a lot of these factors influence your organic rank. So there's a level of Amazon advertising that just drives sales, and we know sales improve your organic rank. So your PPC directly correlates with your total sales, right. The more sales you drive, the better your organic rank is the more reviews that are going to be left, which is going to improve your conversion rate, which is going to drive more sales, which is going to thus spin the flywheel. So that is why it's really important to understand the PPC relationship between your total sales. You know some people we've had quite a few clients say I'm going to stop PPC completely, which is fine for 30 days. Your profit's amazing. And then 60 days or 90 days or 45 days later, their rank starts dropping and now their total sales are decreasing even more. And, as we know, with profit there's economies of scale. You may want to drive a lot more units at a lower profit margin, but still end up with a higher overall profit if you improve your organic rank. Bradley Sutton: Let's go ahead and hop into the live questions we've got from YouTube. RH says we're optimizing a mature campaign. How frequent should I do it and what is the look back window you prefer? Destaney: I'm going to start with look back window. That one's easier to answer. We typically look at last 30 days. The reason being is you don't want to really look longer than that because there's a lot of variables that are going to affect your look back window. If you start going to 60 and 90 days, you're going to be getting into seasonality. You could have major conversion rate changes over that time frame. So we like to look at last 30. Last seven's almost too small because of your attribution window. That being said, if you lower your price or you have something crazy going on that changes your conversion rate, you probably need to look at a smaller look back window. Destaney: When it comes to how frequently do you optimize, there's a lot of different opinions in this space and I don't think it matters too much. If we're being honest, we optimize when we have enough data to optimize. So once I get a certain threshold of clicks, I typically start making bid optimization decisions based off that click threshold, which is something that you can build out again within Adtomic. So if you have $100 price point product, you're going to need more clicks to have enough data right, because customers like to think and click and take a longer time to purchase, so really depends. Bradley Sutton: Next question here. This is from Steven from YouTube. How long do you think you should run PPC at a loss to establish a product? It's not a repeatable purchase product. Destaney: That second part of that question is super valuable. If it's not a repeat purchase product, we typically run on a loss during the organic rank period, right. When we're trying to get up to closer to the top of the page. So that way, as we go higher up on the page, that means we don't have to rely on PPC as much to drive all of our views. So that is what we use as our lever of success. If we get into the top 40 for some of our top keywords, then maybe we're going to start focusing more on profitability. Again, it also depends on what your general margins are. If you have $50,000 set aside where you can focus on organic rank, then maybe it makes sense to start from the beginning at a loss. But if you don't have that money set aside cash flow is important then maybe you need to focus on layering in more profitability-focused keywords and bid optimization. Bradley Sutton: And Amazon Girl says do you have a strategy to increase brand share in Amazon using PPC and what do you recommend? Destaney: 100%. So Pacvue actually released a study, I think, two years ago, that 70% of click share goes to the top placements on the page, which, as we know, are typically sponsored ads. So we've ran this for a lot of our original CPG brands. We'll create campaigns specifically focused on top of search for two to three of our top keywords that we want to increase brand share for. So we're creating campaigns that are solely focused on brand share. That's what the name is in the campaign title. We only focus on the exact match. Destaney: So we have really good control and we just bid really high. We bid high enough that we're winning as much impression share as possible. Now we may not be able to afford to win that impression share 100% of the time. It can be really expensive at top of search. But we have those campaigns set aside so we can increase and decrease our budget as needed. Then you can go into your search query performance report and say, hey, for this keyword that I'm focusing on brand share. What is my search query performance and am I actually increasing brand share in that scenario? Bradley Sutton: Yeah, I think search query performance is amazing, that Amazon has released that data first of all, and so powerful, I think, for sellers. But I think one popular strategy let me just get your viewpoint on this is like hey, let me see where my conversion rate for a keyword is better than the average since Amazon shows that. And then hey, if I'm not doubling down on or if I'm not showing up at the top of search, I need to go ahead and double down on that, increase my bid, whereas on the flip side, would your strategy be like? Maybe my overall conversion rate is not as good as my competitors, maybe I should even consider pulling back a spend. I know that's a kind of over-generalization, but is that kind of like your general strategy there? Destaney: 100%, especially on the advertising side, like that's where a lot of people waste spend. They're saying you know, I'm selling a purple pin, this is a maroon pin, right, and maybe they bid on purple pin and their conversion rate is terrible and they're like let me keep spending on that turn, let me drive more people to there, because maybe they're going to start converting. They're not right, unless you adjust your listing to say, hey, this is purple and not maroon, and it'll hurt your organic rank if you drive a ton of traffic to terms that are converting really poorly because Amazon's saying, hey, customers are landing on this page but they're not buying. They don't need to be at the top of the page. I want to put products at the top of the page that are going to drive sales. Bradley Sutton: A YouTube question from Silver Arrow says how, on sponsored products, can we promote all variants to take up real estate to dominate the niche? Amazon only allows one variant to display. This might be promoting all colors on PPC, so yeah, in most categories. Destaney: Most, I was going to call that out. Bradley Sutton: You know, like you can only show up organically for one. You know, I've seen like energy drinks. Destaney: Yep. Bradley Sutton: You know like I've seen other categories too, or every single variant, but on PPC it's usually the same. For sponsored product, yep, but would I mean, I'm not saying I suggest this strategy, but theoretically, if somebody's really just concerned about real estate on page one and they are in a category where only one sponsored product or one organic can show up, would it be all right? Here's my organic rank and then maybe my sponsored product for that keyword is another variation, maybe my three. I put three sponsored brand headline, you know, ads for three different products, maybe a sponsored video for another one or something like that. I mean like other than that. Is there a way that you can force Amazon to get multiple things when it's not natural? Destaney: There's no way to really force it. Like you said, there's also a lot of inconsistency in Amazon testing how they're breaking out variations, so we've never found a great way to do it. Sponsored brand headline search ads the best way to show all of your variants. We do have a few brands that have actually split up, especially if it's like flavor variations chocolate protein versus vanilla protein. They've seen a lot of success splitting those up. That's not for everyone because now you're having to put PPC costs behind two different variations, right. It gets a lot more costly even though you are making up more market share. The only other small thing I would say is like from a cannibalization perspective, like you said, make sure you're running different ads at the top than what you're organically ranked for and make sure you're running brand defense ads on your product detail page. Bradley Sutton: Jalil says when using a single keyword campaign, do you use a top of search modifier, and what percentage do you find the best results with? I usually do 10% to 20% when using a top of search. Destaney: This one's a difficult, right, if you're coming from some of the other software companies in the space whose placement modifiers to optimize all of their bids. We don't recommend that strategy at BTR media because it gets really complex. If my only goal is to win top of search, I just bid really high and then also put a modifier on. Bradley Sutton: Thank you. Thank you. If somebody else says I like that, I always felt like it's not so popular to say that and I'm like man. Am I in the minority here? Like, why am I the only one still old school? Destaney: I will go a tiny bit deeper. The problem with modifiers and a lot of people haven't probably dove into the documentation on this is there's a little asterisk that says Amazon will only apply the modifier based off the likelihood of a sell. So a lot of people are assuming that every single time the click happens that modifier was applied, and that's not true. So it just, in my opinion, causes a lot of inconsistency. You want to win top of search? Go bid $50. Within five minutes you'll see you're at it, top of search, and then you'll see the CPC. It took you to get there. Bradley Sutton: What I tell people is, you know, maybe without Helium 10, I might do that. But the reason why I always stayed old school and just was controlling my bid was I don't need a top of search modifier. I'm not going to give Amazon the wheel in cases where I don't have to. You know like and just trust that Amazon's going to do exactly the right thing. I'm going to fully control the bid because I just put that keyword in Keyword Tracker, or actually in Adtomic, you can actually see the keyword ranks too, and within three hours I'm going to see three consecutive ranks where I can see oh, I obviously need to increase my bid, or, man, I'm already at the very top of search, you know, naturally, on sponsors, so maybe I can pull back and just see where it is. So it's like you don't have to guess where you're showing up because you just put in Keyword Tracker, put boost on, you'll know right away. It's refreshing to hear somebody else say the same thing here. Bradley Sutton: Another question from YouTube, Rebecca says is it still recommended to put the same keyword in all three match types? And also, does it hurt your organic rank to pause keywords that aren't relevant to your product but are not performing? Destaney: This is a great question. We run in all three match types for our brands because there's different purposes. Our exact match we know exactly where they're showing up on the page. We have a lot of control. Our phrase match opens up a little bit more opportunity for keyword research. So if I'm bidding on Chapstick, I'm going to start finding oh, people are typing in I don't know peppermint Chapstick or vanilla Chapstick, so it helps me expand that. Broad match does the same. It's a good keyword research methodology for us and if you have good bid management, it's going to allow you to harvest a lot of new keywords. Destaney: If I'm a really small brand and I don't have a big budget, I would probably only focus on exact match and phrase match internally. They do not compete. That's a misconception and I pulled our agency data yesterday on this. Exact match has driven $9 million in sales for us at a 15% conversion rate. Phrase match is also driven $8.9 million in sales at a 13.5% conversion rate and broad match was a little bit under that because we lower our bids on broad match conversion rate I think was the lowest at maybe 12%, but because we had good bid management. Our RoAS and ACoS was the same on almost all of them so they act in a different manner. Destaney: Right, it's still expanding. And then the other quick question is does it hurt your organic rank? Not necessarily, but you got to think it's slowing your sales volume down so it could in the long term hurt your organic rank. The better answer is just lower your bids. Right, if it's a great keyword with a great conversion rate you can't afford, maybe top of search, lower your bid to make that term profitable, even if sales slow down. Bradley Sutton: A lot of great questions say this is pretty cool. Destaney: Good questions. Bradley Sutton: Gregori says my ad sales are driven by 60 to 70% by a sponsor brand video. Because of that, I'm not well ranked on my main keywords our sponsor brand ads. I'm assuming he's talking about both sponsor brand and sponsor brand video. Are these helping with ranking at all? So I think what he's talking about is like maybe he's got a video and it's showing up on the Coffin Shelf page or a Coffin Shelf search results. Somebody typed in Coffin Shelf now if it was just regular sponsored product ad, that's definitely going to help the algorithm. But if somebody clicks the sponsored brand video ad from that same search. Me personally, when I tested this maybe one year, two years ago, it didn't have as much impact, if anything at all. What are you seeing lately? Destaney: Pretty much the same. So sponsor brands video has almost no impact from what we've seen, other than the fact that again, you're still driving sales. So there's a small factor there. But let's talk about why, really fast, sponsored products make up 70% of your sales, when ran appropriately, because they have more real estate on the page than anything else. Sponsored brands video have two placements on the search results and one on the product detail page so their real estate is so much less that they don't really drive enough overall volume to make a difference. And then when they do drive sales, it's being distributed across multiple ASINs typically. So if you just look at like the math, they drive a lot less sales to specific keywords and that's why and then sponsor brands video again is considering all of your brand halo, not necessarily correlating a keyword to a product from an organic rank perspective. Bradley Sutton: All right. Rebecca said hey, do you think there will be a chance to create bid rules where we can lower the bids on certain days and times? You can do that in Adtomic, so make sure to do that. We call that schedules. A lot of people just call that day parting. But Amazon, I mean, do you think Amazon will allow or will have that in seller central? Destaney: I do. I think it's on the roadmap. Actually, one thing I'll throw out there is I don't recommend using Advertising Console for this. So put this in the shortest way possible. Amazon has an API called Amazon Marketing Stream that actually shows you hourly insights on spend and sales. Adtomic uses that all the software providers use it. From an API perspective, Advertising Console does not give you that access into the insights. So within ad console, you cannot see when someone clicked on an ad at 3pm on Tuesday but purchased on Wednesday at 9am. Adtomic's giving you that so you can actually day part appropriately. Advertising Consoles not. That being said, what you can do in this scenario lower your bids to the level that you need 100% of the time and then increase your bid when you're performing best right. So just inverse what a typical day parting is. Lower the hours that you think you're performing poorly, increase when you do incredibly well and just run the inverse of day parting. Bradley Sutton: My buddy DotadaSilva says he's got a two part question here. So what's your suggestion on a bunch of my unprofitable long tail search term reports? If he combines it all he sees $9,000 in spend with zero sales, but they have less than 15 clicks. So maybe he's got some rule that says, hey, if I find a search term that has 25 clicks, let's go ahead and negative, but this doesn't qualify as that. He says all are very relevant keywords impression is good. So what should I do? Should I lower the bid or should I negate them, or should I put them in a separate campaign? Destaney: If your brand is only focused on profitability, I would just pause them. I would not negate. I don't think so. And this is again. This is a difficult situation to pin on the brand. My personal opinion is 10 to 15 clicks is not enough clicks to actually make a decision. What I would do is I would lower your bid on all of those data collection long tail keywords so that way, even if you have 200 of them each getting 10 clicks each, you're not spending enough money to really make a big enough difference. You're slowly collecting data until you figure out whether or not that keyword converts at a $1 bid. It's going to be really costly to collect that data across 200 keywords and 15 clicks, right? I don't really know if it'd be valuable putting them in a separate campaign. I would just lower bid. Bradley Sutton: Do you skip the last two days of the look back window? Destaney: Yeah. That's traditionally recommended 100%. If something crazy happens then no, it's not necessary. You could still look. But fun fact, I believe the window Amazon last presented between the time that someone searches for a product and makes a purchase is over five days, right, which is crazy. So if you run an ad and you see your spending driving law spend on Monday, there's a good chance that person's not checking out until Friday, which is my whole day parting soapbox. But we don't need to get into that. Bradley Sutton: Yeah. It's kind of, you know, like it's funny, because this is why, as Amazon sellers and this is a completely generalized statement, but we as Amazon sellers should not be looking at our strategy based on what we do as consumers, because me personally, if I click on something, I'm buying it. And then what opened up a whole world to me was when search crew performance ran. I was like, why are these numbers so low? And then, yeah, I talked to Amazon about they're like no, this is only looking at those who take action in a 24-hour window after a click. I'm like and like who doesn't buy something when they add it to the cart? And then I, all of a sudden, I started asking people and I was the weird one. You know, people are like. Destaney: Yeah, yeah, like. Bradley Sutton: I had a whole bunch of stuff to my cart and I think about it for a couple days and then I'm like what? So? So like again. This is not necessarily just PPC, but if you guys are running your businesses based on your own consumer behavior, guys, that's not the majority out there. You got it. You got to have strategy that applies to more people. Destaney: Yep. Bradley Sutton: Get the next question we got or do our first one from LinkedIn, from Tobias. What is your approach about auto campaigns? Do you just use them for keyword harvesting, or is there something more about it? Destaney: Auto campaigns do win unique inventory, like in stop, so they actually influence the frequently bought together section. Occasionally, you'll see a sponsored ad there. Sometimes you'll see a sponsored ads and like the lightning deal section. So that's a good reason to continue to run auto campaign. So we do continue to run them for almost all of our products. We also aggressively keyword harvest. Like all of our systems are built out for quick keyword harvesting, so we run them in segmented close match, loose match, compliments, substitutes in order to go ahead and make sure we're consistently getting great keyword research. We don't really recommend running your auto campaigns with more than 10% of your spend historically because you don't have a lot of control. But we do continue to run them because of the unique inventory. Bradley Sutton: Any circumstances for which you would recreate a new exact match campaign, or why a key phrase would do well under broad match but not exact. So I'm not sure this is what she's asking. But, like you know, sometimes I've heard people say, hey, I've got a good keyword. It's in my, my exact manual campaign. It just gets like very low Impressions. But then I put it in a new one and all of a sudden it gets impressions which doesn't, you know, make sense. But is that just what we should do? If we don't see it have good impressions, just try it again in a new one. Destaney: Yeah. It's definitely worth testing. I think you know let's talk about Chevalier's. Second point here is sometimes when you harvest a keyword from your auto campaigns or broad match and you put it into exact match, it doesn't perform as well, or the reverse. The reason being is your campaigns and your keywords attract or collect relevancy, right, Amazon's an algorithm, so they like to make database decisions. So maybe you have the keyword Chapstick in an auto campaign. Destaney: That's always done amazingly well for you, and the reason it did well is because it was a 17-cent bid on page 5. And then you go ahead and you pull it out and you decide to try to put it in a manual campaign at a $2 bid and all of a sudden it does terrible, and that's because it's showing up a different placement on the page. You put it into a new campaign and now you're showing up at the top of page one and all of your competitors have 50,000 reviews. So your conversion rate looks worse, right? So all of that to say test like we definitely move our keywords around and harvest a hundred percent. We also will create exact match campaigns for different purposes. We have ranking campaigns then we have profitability campaigns. They're both bidding on exact match. One of them is just focused on ranked ones, on profitability, so we do recommend that. Bradley Sutton: Okay then just one other tip out there for people who maybe it's on a brand new product and, no matter what you do, you can't get many impressions when you know that there's search volume for this. It could be a relevancy issue where Amazon just doesn't think that your product is what it is and the way you can kind of have visibility and not using Helium 10. Guys, put the product in Cerebro and then look at the column that I would say 99% of Cerebro users don't look at, but in my opinion it might be one of the top three things in the entirety of Helium 10 is look at the Amazon recommended rank for it. This is a live pool directly from this one thing that, for whatever reason, Helium 10 is the only one that's been showing this for like years, but it's what Amazon thinks the product is. Bradley Sutton: So if you see Amazon recommended rank one through 20 and it's a bunch of keywords that aren't really what your product is, it means Amazon is confused. And if that keyword is like at number 300 or maybe not even on the list, then yeah, you're not gonna get impressions for it because that's literally how Amazon decides what it's going to show you for. So that's just another way you can get some visibility at least into that. Steven says how do you, oh, it's a good one, how do you approach keywords that used to convert very well but they've fallen off for a month or more? Destaney: I want. I'd be very curious if conversion rate is the metric Steven's actually calling out here, or if he's looking at it for, or if he's saying ACoS used to be better and now it's not. If your conversion rate has changed, the biggest thing I'll take a look at is did your listing change? Did you have a drop in review count to review quality? Did you make a change to your images? Why? Like? Destaney: The real question you're asking, Steven, is why did customers stop buying my product after landing on my page, which isn't necessarily a PPC issue, right, that's a listing issue. Now there is a small portion of this which could be a PPC issue, and that's maybe. You used to show up at the top of the page and now you're showing up at the bottom of the page and your conversion has changed slightly because share of shelf is different. You're now being compared to different products depending on where your ads are, but more than likely, if it's a conversion issue, that is a listing issue. It's rarely a PPC issue. When you talk about conversion, if it was an ACoS or a RoAS issue, then more than likely your bid management changed or your conversion rate changed. Bradley Sutton: Jillil says, when dealing with supplements that are in a, that are a complex and not just a singular ingredient, how would you do your keyword research and PPC strategy? For example, a joint support supplement with five ingredients versus something like vitamin C, which is a singular ingredient? Destaney, what is up with these good questions? Destaney: I know it's a great. . . Bradley Sutton: I don't know like you just attract, I gotta have you on all the time you can track some of the best stuff. Destaney: This is a great question. I'm very familiar with this category and the core answer is Stop getting caught up in just the keyword research, right? This is one of those things where, to Bradley's point earlier, stop thinking as a seller and start thinking as a customer. No one is typically tight. Well, that's a lie. Most people are typing in joint supplements. Most people are typing in vitamin C supplement, right? So target those. Destaney: The problem is knowing that category. Your CPCs for both of those are typically around $20. I've worked in them very familiar. You can't afford those usually. So you do start layering in more ingredients because if a customer types in vitamin C, they don't know what they want. Right, they want some type of vitamin C. But if they type in vitamin C deficiency for so and so and so it's going to be a lot lower search volume, but they're going to convert much higher because they've done their research and they know your product is what they're looking for. So just create campaigns for both. Create campaigns for your top singular keywords that you probably can't afford but you're going to give a low budget to anyways, and then create campaigns based off the ingredients. Maybe it's one ingredient, maybe it's probiotics with fiber, I don't know I'm totally making that up and then create another campaign for probiotics with vitamins or collagen and then figure out what's performing best and scale what's best and pull back on what's not. Bradley Sutton: Toseef says I'm getting good sales of the good ACoS on a keyword. Should I always keep on increasing the bit of that keyword or not? Destaney: It depends, really. You know you're looking at this on a micro level. If your overall account is within your ACoS, then maybe just keep it. If you have a little bit room to grow, then raise your bid and drive more sales. Bradley Sutton: But looking at the keyword rank also is good too. If you're already at the top of the page, you know there's no sense to necessarily, you know, increase your rank because then maybe somebody else is just going to do the same thing and now you're everybody's just driving the cost up needlessly. Brent says I've got multiple products that I'm targeting the same search terms. If I have multiple campaigns for multiple products bidding on the same search terms, am I artificially driving up the bids? Destaney: No, the only time you have to worry about this is if you're running out of separate seller central accounts and then competing. Bradley Sutton: Were you surprised when the keyword report added for ASIN targeting? What's your approach about ASIN targeting and how much sales do you need for extra campaigns for specific ASINs to push them separately? Destaney: Not surprised. This has actually been a thing for quite some time and pretty much it's saying, hey, I'm targeting this product, but this product also indexes for these top five keywords, so let me show up there. In general, you got to consider, Amazon is moving into a more AI model. It's going to be a lot less paper click and a lot more shopper intent. That's included. I, theoretically, have seen sponsored products also run retargeting. So when things are out of my control, I try not to worry about it and what I do instead is be more concise with my campaign structure so that way I can break out my reporting. Bradley Sutton: Matt says I've got a variation listing. I got a 10 pack and a 20 pack. Should I drive people traffic to the cheaper option which tends to sell better? Destaney: Yeah, I would. So you got to think about it from a PPC goal. The only thing you want is to bring people into your listing. The lower price point is going to bring them into your listing. That doesn't mean they're not going to buy the 20 pack. We almost always recommend running on the lower price point even though your margins are going to look a little bit worse or your performance is going to look a little bit worse RoAS wise. You're going to bring them into the listing and then they're still going to buy the more expensive if they want it. Bradley Sutton: Tracy says how many keywords per campaign or ad group and what's a good way to structure. Destaney: So one thing I'm going to run through really quickly is we personally run one campaign, one ad group. We run multiple ad groups because your budget is on the campaign level. Amazon makes you set a hundred dollar budget, whatever that number is, and then, if you have multiple ad groups, you can't control if this ad group is getting $50 or $20 or $30. So I run one campaign, one ad group and then we typically put 10 to 15 keywords. There's no perfect answer. There's a lot of myths in the space. The end of the day, it's however much budget you have. I have brands that have millions of dollars of budget so I can set 200 keywords in a campaign because I know I have enough budget to collect data on all those keywords. For most people, we recommend anywhere from one keyword for your top driving to 20 keywords and not going over that. Bradley Sutton: Just a quick one before I forget. This is one of my questions. Obviously, one of the rules that we can do for keyword harvesting in Adtomic is like say hey, this is, if I find a keyword in an auto or broad or phrase campaign at this threshold, I want you, as an Adtomic to move this to my exact manual campaign. What is? Obviously there's different strokes for different folks, but is it two purchases? Is it three purchases? Is it two purchases or three purchases, or four purchases plus a certain ACoS? What is a decent rule of thumb? Destaney: When I originally started, so I'm going to throw that out there from simplicity's sake. I think I did two sales under like a 100% ACoS. The reason I kept my ACoS high is because I knew when I harvested that keyword I could just lower my bid at the end of the day. What really matters is that it's driving sales. Conversion rates another important one to layer in is like your average conversion rate. As long as it's higher than that, you're fine. Bradley Sutton: Sandy says we're thinking of lowering retail to. I'm assuming he means maybe the retail price to improve conversion rate. Have you seen a better conversion rate when using a lower everyday low price or a coupon? Destaney: It depends on your competitors. Of course, a lower price is probably going to improve your conversion rate. At the end of the day, would you be better off optimizing your listing better and maintaining a high price? Would you be better off adding more value to your product? Those are things you can consider, because the problem with lowering your price is you get into a race of chasing the bottom. All of your competitors can also lower their price. The real value add is improving your product. Bradley Sutton: What's been working for BTR media and your clients as far as custom images in sponsored brand campaigns and types of sponsored brand video campaigns because I feel like this changes year over year what performs best. Destaney: Yeah, I think the biggest thing is obviously CPCs have gotten a lot more competitive with video and creative, as people are doing it more and more. Destaney: So, yeah, I think that's it, thank you. I have gotten into arguments about the generative AI sponsor brands and a lot of people are like, yeah, and you know it's not working, it's terrible, but we've seen amazing performance. We've actually split test against commercial grade creatives that, like, professional brands have used, and generative AI is in line with it. Of course, it's up to your prompt, but don't over complicate it. When customers are on Amazon, they're not looking to click on commercials, they're looking to click on something that looks native to the platform, which is where I think AI does a decent job of simplicity. So, you know, for Christmas last year, we took a brand that has like 2000 ASINs and we used AI to make every single ASIN like Christmas. We just added a little Christmas tree and it did incredibly, incredibly well because people knew it was a seasonal item. Bradley Sutton: All right. Last question of the day, it's from a brand new person to the Amazon. I'm sure there's a lot of brand new people out there. Maybe they were too shy to ask a question, but real simple. Hey, Ashlyn says I'm a first time seller. Just give me some tips about what I should be thinking about when starting with PPC. Destaney: I think the first and foremost is obviously going through all of the resources available for Helium 10. I don't know if people actually deep dive on everything that's available, even if it's as simple as going through like the Adtomic training. I know Travis. I watched a few videos where he was like training on concepts, not just the software itself. Amazon advertising also has an amazing accreditation program I have to shout out. We send, we've hired interns out of high school, sent them through the accreditation program and they've been managing accounts after like three months. Obviously, we also do a lot of training on top of that but Amazon's invested a ton in their accreditation program. So when you log into Amazon advertising, you can see their learning console. Highly recommended. Every brand owner, every team needs to get certified in Amazon advertising accreditation. Bradley Sutton: Last thing of the day is just a hey, what's your 30 or 60 second tip, PPC related that you can share with the audience. Could be about anything you want. Destaney: Everybody needs to better understand the correlation between your bid and CPC and your CPC and ACoS and RoAS. That is like one of the most important things as a brand owner to understand if my increase, my bid, what happens? Right, our bid is the number one we can control. To Bradley's point, you have accessibility with the Adtomic. Dive into those resources and start understanding bid management. If you don't learn anything else, learn bid management within your tools and your brand. Bradley Sutton: Well, Destaney, thank you so much for joining us again. We're definitely going to be seeing a lot of videos that have training that we've been filming, that you're going to help users out there, you know, expand their knowledge in PPC. And if I saw some questions in chat asking about Adtomic, so if again the website to get a free demo, h10.me/adtomic, and then how can people find you on the interwebs out there If they'd like to reach out directly to you? Destaney: Can I answer a bonus question, just because it came up. Okay, so I'm going to talk about suggested bids because I see it nonstop in the Helium 10 groups and it just came up here. When Amazon's giving you a suggested bid, they're taking the average of what every single competitor's bidding and the placements on the page top of search could be $30, bottom of search could be $2. So their suggested bids are an average of all of those placements. So, yes, you can bid a lot lower and still win impressions, because you're probably showing up on page two or page three or the PDP, and you may not. You may bid the suggested bid and still not show up on page one. You may have to bid 20 times higher because you have one person increasing the auction, which doesn't influence the average. So keep that in mind. If you want to learn more, find more, I post a ton of content in the groups, on Facebook, on LinkedIn. I think is where we post the majority of our content and you know, check us out btrmedia.com. Bradley Sutton: All right. Thank you so much, Destaney, for joining us, and we'll see you in a little bit.

Started from the Bottom Now We're at the Top of the Funnel with Destaney Wishon

That Amazon Ads Podcast

Play Episode Listen Later Mar 19, 2024 48:40

Get our FREE Amazon PPC bid optimizer: https://adlabs.app/ Join our FREE Discord community of Amazon PPC managers: https://discord.gg/AYfMkfBPzG Sign up for That Amazon Ads Masterclass: https://thatamazonadsmasterclass.com/ ---- Tune into this week's episode to hear from the one and only, Destaney Wishon. Destaney needs little to no introduction as she has been a leading mind in the Amazon space for many years. Destaney is the CEO of btr media, formerly Better AMS, and is a regularly featured speaker at many Amazon events and conferences. Destaney brings a vast amount of knowledge and experience to the podcast and throughout this episode, she shares insights around Upper-Funnel media strategies, and how brands can best utilize awareness tactics to influence customer buying decisions, at any stage. Key Topics in this Episode: 1️⃣ What do we mean by “Upper Funnel?” 2️⃣ The role upper funnel tactics play in influencing purchase decisions 3️⃣ How advertisers at any stage can tap into awareness tactics ▶️ Connect with Destaney: btr media: https://www.btrmedia.com/ LinkedIn: https://www.linkedin.com/in/destaney-wishon/

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Amazon Ads and Entrepreneurship With Destaney Wishon

The Digital Deep Dive With Aaron Conant

Play Episode Listen Later Mar 7, 2024 47:25

Destaney Wishon is the Co-founder and CEO of BTR Media, a retail media company empowering growth for brands. The company rebranded from BetterAMS, where Destaney started as an Account Executive, providing perspective on new industry standards for brands' eCommerce strategies. She is passionate about providing in-depth, strategic recommendations on sponsored products, brands, displays, and DSP. As an Amazon advertising thought leader, Destaney has spoken in over 9,000 podcasts and events. In this episode… As the digital landscape evolves seemingly by the day, Amazon is no longer the only advertising platform to invest in, and entrepreneurs are inundated with business growth strategies. How have advertising and media evolved, and how can entrepreneurs adapt to the constantly shifting space? As a digital advertising strategist regularly pivoting to address challenges in the digital landscape, Destaney Wishon notes that Amazon has transitioned into a media company to compete with retail media networks like Walmart. Rather than investing solely in niche Amazon ads like PPC, brands must diversify their spending to include sponsored product, brand, and display ads and social media platforms like TikTok. As entrepreneurs transition out of their companies' daily operations, they must create effortless, consistent, and engaging content to scale. Destaney recommends hosting networking events or podcasts to develop partnerships and create outreach strategies on LinkedIn to navigate the digital space effectively. Tune in to this episode of The Digital Deep Dive as Aaron Conant talks with Destaney Wishon, The Co-founder and CEO of BTR Media, about the current state of Amazon advertising and entrepreneurship in the space. Destaney explains how paid media has skyrocketed, how to scale an agency strategically, and content creation strategies.

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“The FOMO of Amazon Ads!” with Destaney Wishon & Luke McGinnis

Always Off Brand

Play Episode Listen Later Feb 1, 2024 68:55

Big Celebrities on the show today in the Amazon space! Destaney Wishon and new hire, Luke McGinnis of the spanky new BTR MEDIA! They just rebranded and we learned how and why! We break down how much it costs to play with all the big brands on Amazon advertising. Streaming TV ads, what is Amazon doing in Live Sports and why should we care? Summer Jubelier, Hayley Brucker and Scott Ohsman ask what everyone wants to know. How much is it? Is it worth it? We play “What's That Keyword?” game as well! Great News segment with 2 super interesting stories. Always Off Brand is Ecommerce Simplified, Learn & Laugh! QUICKFIRE Info: Website: https://www.quickfirenow.com/ Email the Show: info@quickfirenow.com Talk to us on Social: Facebook: https://www.facebook.com/quickfireproductions Instagram: https://www.instagram.com/quickfire__/ TikTok: https://www.tiktok.com/@quickfiremarketing LinkedIn : https://www.linkedin.com/company/quickfire-productions-llc/about/ GUEST: Destaney Wishon CEO and Co-Founder of BTR Media LinkedIn:https://www.linkedin.com/in/destaney-wishon/ BTR Media Website: https://www.btrmedia.com/ GUEST: Luke McGinnis Chief Revenue Officer - BTR Media LinkedIn: https://www.linkedin.com/in/luke-mcginnis-98b52a49/ Website: https://www.btrmedia.com/ HOSTS: Summer Jubelirer has been in digital commerce and marketing for over 16 years. After spending many years working for digital and ecommerce agencies working with multi-million dollar brands and running teams of Account Managers, she is now the Amazon Manager at OLLY PBC. LinkedIn https://www.linkedin.com/in/summerjubelirer/ Scott Ohsman has been working with brands for over 28 years in retail, online and has launched over 200 brands on Amazon. Owning his own sales and marketing agency in the Pacific NW, is now VP of Digital Commerce for Quickfire LLC. Scott has been a featured speaker at national trade shows and has developed distribution strategies for many top brands. LinkedIn https://www.linkedin.com/in/scott-ohsman-861196a6/ Hayley Brucker has been working in retail and with Amazon for years. Hayley has extensive experience in digital advertising, both seller and vendor central on Amazon. Hayley is based out of North Carolina and has worked in multiple product categories and has also worked on the brand side and started with Nordstrom on the retail floor. LinkedIn -https://www.linkedin.com/in/hayley-brucker-1945bb229/ Huge thanks to Cytrus our show theme music “Office Party” available wherever you get your music. Check them out here: Facebook https://www.facebook.com/cytrusmusic Instagram https://www.instagram.com/cytrusmusic/ Twitter https://twitter.com/cytrusmusic SPOTIFY: https://open.spotify.com/artist/6VrNLN6Thj1iUMsiL4Yt5q?si=MeRsjqYfQiafl0f021kHwg APPLE MUSIC https://music.apple.com/us/artist/cytrus/1462321449 “Always Off Brand” is part of the Quickfire Podcast Network and produced by Quickfire LLC.

007: Strategies for Building and Marketing Your Amazon Brand with Destaney Wishon

Brand Fortress HQ: Amazon FBA Success Strategies

Play Episode Listen Later Jan 24, 2024 44:41 Transcription Available

Join the ranks of Amazon mavens with Destaney Wishon, CEO of BetterAMS, who takes us through the labyrinth of Amazon advertising with a torch of transparency and strategy. This episode is a goldmine for anyone aiming to carve their brand into Amazon's bedrock. Marvel at how Destiny pivoted from a diligent student to an Amazon industry leader, all while spearheading an agency that's at the vanguard of Amazon marketing. As we navigate the evolving world of Amazon advertising together, you'll glean insights into how BetterAMS is revamping its branding to stay ahead of the curve and how these changes could inspire your own brand's evolution.Wishing you knew the secret sauce to converting browsers into buyers? Destiny lays it all out, discussing the significance of Amazon's brand metrics and how a deep dive into your audience can lead to laser-focused product targeting. We dissect the intricacies of listing optimization, the art of capturing customer awareness even before they hit Amazon's search bar, and the synergy of various ad types to enhance brand presence. The conversation is a masterclass in the transformative effects of leveraging insights from Amazon's Advertising Console, where Destiny imparts nuggets of wisdom on developing a full-funnel approach to skyrocket your brand's visibility.But what about sustaining that coveted brand status? Destiny shares the playbook on driving organic rank and the impact of integrating platforms like TikTok to funnel traffic to your Amazon listings. She advocates for starting with small, strategic marketing investments and stresses the power of well-crafted creatives. For those yearning to connect and expand their knowledge, Destiny champions LinkedIn as the go-to hub for education and networking within the marketing realm, offering a warm invitation to engage with her and the broader community. Whether you're new to Amazon or looking to polish your brand to a high shine, this episode delivers actionable strategies that are not to be missed.LINKS & RESOURCES:Learn more about BetterAMS: https://www.btrmedia.com/Follow Destaney on Social Media:LinkedIn: https://www.linkedin.com/in/destaney-wishon/Instagram: https://www.instagram.com/destaneyw/?hl=enFacebook: https://web.facebook.com/destaney.wishon/?_rdc=1&_rdr➡️ Ready to go deeper into your Amazon FBA journey to accelerate your success? Get your hands on ALL of the Brand Fortress HQ resources, mentorship, and knowledge base by visiting us at BrandFortressHQ.com

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The core Differences Between Walmart And Amazon Advertising -- Destaney Wishon // BetterAMS

MarTech Podcast // Marketing + Technology = Business Growth

Play Episode Listen Later Nov 12, 2023 13:17

Destaney Wishon, CEO at BetterAMS, explores what's going on with Amazon's ad business. Walmart is investing heavily in expanding its media capabilities to compete with Amazon for a bigger slice of the digital advertising market. Although they still trail Amazon in this regard, Walmart is committed to improving its offerings and attracting more advertisers. Today, Destaney discusses the differences between Walmart and Amazon advertising. Show NotesConnect With: Destaney Wishon: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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The core Differences Between Walmart And Amazon Advertising -- Destaney Wishon // BetterAMS

Revenue Generator Podcast: Sales + Marketing + Product + Customer Success = Revenue Growth

Play Episode Listen Later Nov 12, 2023 13:17

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How Amazon Advertising Has Matured -- Destaney Wishon // BetterAMS

MarTech Podcast // Marketing + Technology = Business Growth

Play Episode Listen Later Nov 11, 2023 15:18

Destaney Wishon, CEO at BetterAMS, explores what's going on with Amazon's ad business. Amazon has outgrown its eCommerce origins to become a major player in the digital advertising space. Ultimately, people only visit Amazon.com to search for or purchase a product, and many of the world's largest brands have started to see the benefits of being able to serve an ad directly to someone who is 100% looking to purchase. Today, Destaney discusses how Amazon advertising has matured. Show NotesConnect With: Destaney Wishon: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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How Amazon Advertising Has Matured -- Destaney Wishon // BetterAMS

Revenue Generator Podcast: Sales + Marketing + Product + Customer Success = Revenue Growth

Play Episode Listen Later Nov 11, 2023 15:18

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Future of Amazon Marketing Cloud (AMC) With Jack Lindberg & Destaney Wishon

Play Episode Listen Later Nov 6, 2023 27:25

#031 - In this episode of the Better Advertising with BetterAMS, host Destaney interviews Jack Lindberg, a LinkedIn influencer and technical expert in the Amazon space who serves as the Director of Analytics at The Mars Agency. Jack shares his journey from being an opera singer to becoming an expert in AMC. (no we are not kidding!) He emphasizes the importance of continuous learning and staying up to date in the ever-changing world of e-commerce. Jack also discusses the challenges and opportunities of using AMC for data analysis and decision-making. He highlights the need for better integration between data producers and data users to ensure that insights lead to actionable strategies. Jack also introduces a new SaaS tool called Noctis that aims to make AMC more accessible and help users generate novel use cases. Key Takeaways: AMC is a powerful tool for data analysis and decision-making in the Amazon advertising space. The biggest challenge with AMC is the disconnect between data producers and data users. AMC can provide valuable insights for measurement, attribution, and audience targeting. Jack is working on a new SaaS tool called Noctis (https://analyticindex.com/noctis/) to help users generate novel use cases for AMC. The future of AMC lies in user identity resolution, off-Amazon behavior analysis, and shopper profiling. Follow Jack on LinkedIn Learn More About Noctis Follow Destaney on LinkedIn Learn More About BetterAMS

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Special Edition Episode: unBoxed 2023 Keynote Speaker Interviews

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Play Episode Listen Later Oct 31, 2023 36:43

#029 - In this special episode of Better Advertising with Better AMS things are about to get really exciting! Your hosts, Destaney Wishon and Justin Nuckols, will be chatting with the awesome Amazonians who brought us the latest cool tools from Amazon's 2023 unBoxed keynotes. We've got Teresa, Ruslana, Kelly, and Jeff here to spill the beans and give us the inside scoop. We're going to dive deep, ask the burning questions, and get to know all the amazing stuff these experts have been working on. So grab a seat, tune in, and get ready for a fun, friendly conversation filled with fresh insights and fascinating stories from the heart of Amazon's advertising innovations! Key Takeaways: Sponsored TV: Amazon's new offering aims to democratize TV buying and make it accessible to brands of all sizes. Leveraging Amazon Marketing Cloud (AMC): Brands can use AMC to gain insights and measure the success of their advertising campaigns. Customization and Measurement: Brands should use the right mix of advertising tools and strategies to reach their target audience and achieve their business goals. Follow Justin on LinkedIn Follow Destaney on LinkedIn Follow Teresa on LinkedIn Follow Ruslana on LinkedIn Follow Kelly on LinkedIn Follow Jeff on LinkedIn Learn More About BetterAMS

Brand Building on Amazon: The Simple Modern Journey with Bryan Porter

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Play Episode Listen Later Oct 19, 2023 48:09

#028 - In this episode of the Better Advertising with Better AMS podcast, host Destaney Wishon interviews Bryan Porter, co-founder of Simple Modern. They discuss the importance of building a brand on Amazon, the evolution of Simple Modern's brand strategy, and the role of advertising in their growth. Bryan shares insights on how they have honed in on their brand angle, the value of high-quality content in product listings, and the impact of packaging on the customer experience. He also discusses the transition from a tactical approach to advertising to a more long-term, strategic mindset. Brian highlights the importance of balancing short-term profitability with long-term brand building and the role of advertising in achieving organic rankings. He shares his experiences with different types of Amazon advertising, including branded, competitor, and generic keywords, and the value of influencer marketing. Bryan also discusses their plans to expand into higher-end retail channels and the challenges of balancing leadership and industry expertise. Key Takeaways: Building a brand on Amazon is essential for long-term success and differentiation from competitors. High-quality content, including imagery and packaging, helps to create a positive customer experience and build trust in the brand. Balancing short-term profitability with long-term brand building is crucial for sustainable growth. Different types of Amazon advertising, such as branded, competitor, and generic keywords, have varying levels of impact and value. Influencer marketing can be a powerful tool for driving sales and increasing brand awareness. Expanding into higher-end retail channels requires a focus on product differentiation and pricing strategies. Balancing leadership and industry expertise is a challenge that requires building a strong team and leveraging individual strengths. Check out Simple Modern's newest product (Voyager Tumbler with 360° Lid) Follow Bryan on LinkedIn Follow Destaney on LinkedIn Simple Modern Website

Skyrocket Your Organic Amazon Rankings | Proven PPC Strategies with Destaney Wishon

Ecomm Breakthrough

Play Episode Listen Later Aug 8, 2023 49:40

Destaney Wishon is the CEO and Co-founder of BetterAMS, a retail media agency aiding Amazon sellers to scale their businesses through optimizing sponsored products, sponsored brands, sponsored displays, and DSP campaigns, which helps increase clicks and sales. Destaney has been in the Amazon space for six years, and her agency manages over $50 million of spend across Walmart and Amazon channels. Her first job out of college was as an intern at Shamrock Solutions, a fast-growing tech startup. While there, she honed her skills in Amazon Seller Central, social networking, and public relations. After realizing Amazon's power potential as an online retailer, she co-founded BetterAMS and has never looked back. Destaney is a thought leader on Amazon advertising, social media personality, and co-host of Better Advertising With BetterAMS, a podcast sharing insights on optimizing and scaling online brands with Amazon PPC and DSP. In this episode… Ad Spend is the amount of money businesses spend on advertising campaigns and is used as a metric for measuring ad performance. Amazon Advertising is a tool that allows sellers to only pay when buyers click on ads. As ads for brand products evolve, Amazon's advertising business grows and attracts target audiences. Companies that utilize Amazon Advertising reap several benefits, such as improving brand awareness, reducing sales cycles, understanding customer behavior, and tracking results, allowing businesses to make data-driven decisions. Destaney Wishon, an advertising agency owner, explains that Amazon sellers shouldn't advertise only for clicks. Instead, they need to understand the overall advantage, which is to improve product organic ranking. If your goal is to expand your brand to the next level, you need to monitor your brand metrics in addition to investing in Amazon Advertising. In this episode of the eComm Breakthrough Podcast, Josh Hadley welcomes Destaney Wishon, CEO and Co-founder of BetterAMS, an advertising agency dedicated to helping Amazon brand owners. Together, Josh and Destaney discuss strategies for scaling businesses to the next level using Amazon Advertising. She advises on tips for boosting organic rankings, preferred data management tools, and how your business can benefit from hiring an advertising agency. Resources mentioned in this episode: Josh Hadley on LinkedIn eComm Breakthrough Consulting eComm Breakthrough Podcast Email Josh: Josh@eCommBreakthrough.com Hadley Designs Hadley Designs on Amazon Destaney Wishon on LinkedIn BetterAMS BetterAMS on YouTube | LinkedIn | Instagram BetterAMS Complimentary Brand Audit Better Advertising With BetterAMS Special Mention(s): Kevin King Howard Thai on LinkedIn Roland Frasier on LinkedIn Amy Wees on LinkedIn How to Win Friends & Influence People by Dale Carnegie The 7 Habits of Highly Effective People by Stephen R. Covey ChatGPT Related Episode(s): “Kevin King's Wicked-Smart Tips for Building an Audience of Raving Fans” “Mastermind Level Strategies From a Former Top 50 Amazon Seller With Howard Thai” “Seven Acquisition Strategies to Scale to Eight Figures and Beyond” “Ready to Increase Your Profits? New Exclusive Interview With Amy Wees About Sourcing From Mexico.”

“How Creative Works In Big Advertising?” with Ryan Kutscher

Always Off Brand

Play Episode Listen Later Jul 6, 2023 73:08

Ever wonder how big advertising agencies come up with those ads we all see on all screens that make us laugh, cry or get us to look up the brand? Well, we get answers from an award winning Creative Director and founder of Circus Maximus Ryan Kutscher! We talk about how brands build true equity over time, the digital era and the story behind creating the men's health sensation and billion dollar brand, ROMAN from the guy who was behind it all. Is Mad Men and Don Draper still true in the Advertising world? We have a guest co-host today Destaney Wishon and Summer Jubelirer is back and joins Scott Ohsman. We have a great news section on some Amazon Advertising and much more. Always Off Brand is Ecommerce Simplified, Learn & Laugh! QUICKFIRE Info: Website: https://www.quickfirenow.com/ Email the Show: info@quickfirenow.com Talk to us on Social: Facebook: https://www.facebook.com/quickfireproductions Instagram: https://www.instagram.com/quickfire__/ TikTok: https://www.tiktok.com/@quickfiremarketing LinkedIn : https://www.linkedin.com/company/quickfire-productions-llc/about/ Guest: Ryan Kutscher Founder and Chief Creative Director of Circus Maximus LinkedIn: https://www.linkedin.com/in/ryan-kutscher-a282605/ Circus Maximus Website: https://www.circusmaximus.com/ Guest Co-Host: Destaney Wishon CEO of BetterAMS LinkedIn: https://www.linkedin.com/in/destaney-wishon/ Better AMS - https://betterams.com/ HOSTS: Summer Jubelirer has been in digital commerce and marketing for over 16 years. After spending many years working for digital and ecommerce agencies working with multi-million dollar brands and running teams of Account Managers, she is now the Amazon Manager at OLLY PBC. LinkedIn https://www.linkedin.com/in/summerjubelirer/ Scott Ohsman has been working with brands for over 28 years in retail, online and has launched over 200 brands on Amazon. Owning his own sales and marketing agency in the Pacific NW, is now VP of Digital Commerce for Quickfire LLC. Scott has been a featured speaker at national trade shows and has developed distribution strategies for many top brands. LinkedIn https://www.linkedin.com/in/scott-ohsman-861196a6/ Hayley Brucker has been working in retail and with Amazon for years. She is currently a Brand Manager at Channel Key LLC. Hayley has extensive experience in digital advertising, both seller and vendor central on Amazon. Hayley is based out of North Carolina and has worked in multiple product categories and has also worked on the brand side and started with Nordstrom on the retail floor. LinkedIn -https://www.linkedin.com/in/hayley-brucker-1945bb229/ Huge thanks to Cytrus our show theme music “Office Party” available wherever you get your music. Check them out here: Facebook https://www.facebook.com/cytrusmusic Instagram https://www.instagram.com/cytrusmusic/ Twitter https://twitter.com/cytrusmusic SPOTIFY: https://open.spotify.com/artist/6VrNLN6Thj1iUMsiL4Yt5q?si=MeRsjqYfQiafl0f021kHwg APPLE MUSIC https://music.apple.com/us/artist/cytrus/1462321449 “Always Off Brand” is part of the Quickfire Podcast Network and produced by Quickfire LLC.

Brand metrics vs Targeting Tab for Amazon Advertising Analysis

My Amazon Guy

Play Episode Listen Later Jun 9, 2023 3:30

In a recent PPC discussion with Destaney Wishon of BetterAMS and MAG VP of Marketing Kevin Sanderson, delved into the intricacies of these metrics, shedding light on their unique features, strengths, and limitations.Brand metrics emerged as a powerhouse of data, offering a holistic view of retail and advertising performance. Unlike the targeting tab, which provides conversion data at the keyword level, brand metrics go beyond individual keywords and present data at the category level. This broader scope allows advertisers to gauge their performance in relation to the entire category, providing valuable insights for benchmarking and strategic decision-making.One of the standout features of brand metrics is its ability to showcase a direct comparison to the category median. This invaluable tool enables advertisers to assess whether they are performing above or below the median, giving them a clear understanding of their market position. Additionally, brand metrics incorporate both advertising and organic data, providing a comprehensive perspective that goes beyond the targeting tab's scope.On the other hand, the targeting tab offers a more granular view, focusing on specific keywords and their conversion data. However, it is important to note that the targeting tab's efficacy is heavily reliant on the quality of keyword research. Advertisers emphasized that relying solely on the targeting tab for comparison with brand metrics could lead to misleading insights. Poor keyword targeting may result in underperforming conversion rates, which may not accurately reflect the brand's overall performance.Furthermore, the targeting tab lacks visibility into sponsored brand state, which further limits its comprehensive analysis. While it remains a valuable tool for optimizing Amazon advertising performance, the participants cautioned against directly comparing it to brand metrics, as the two metrics provide distinct sets of data.The discussion also touched upon the availability of third-party software that claims to offer more accurate benchmarking at the keyword level within a category. However, the consensus among the participants was that relying solely on such software could be risky. The Amazon API restricts access to certain data, making it challenging for third-party software to provide truly accurate insights. The participants recommended utilizing Amazon's own search query performance data, as it provides valuable information on brand share and performance at the search term level.00:00 Brand metrics vs Targeting Tab for Amazon Advertising Analysis01:22 Importance of brand metrics in providing a holistic view and comparison to category median.01:56 Limitations of the targeting tab in comparison to brand metrics.03:01 Lack of third-party software for accurate benchmarking at the keyword level within a category.03:24 Recommendation to start with the data provided by Amazon.

Destaney Wishon - “Amazon, Best Billboard You Can Buy!”

Always Off Brand

Play Episode Listen Later May 25, 2023 71:47

Sea 3 Ep 9 Destaney Wishon - “Amazon, Best Billboard You Can Buy!” 5/25/2023 Amazon Advertising has never been more important, so we brought in one of the best minds in the space, CEO of BetterAMS Destaney Wishon. We talk all the new cool stuf, Brand Metrics, Brand Impression, go old school on sponsored products. Talk why Sponsored Display and DSP (Demand Side Platform) are not the same. What is best for low funnel and high funnel. What software should you use? Always Off Brand Simplifies Ecommerce and guarantees to make you laugh and learn at the same time! QUICKFIRE Info: Website: https://www.quickfirenow.com/ Email the Show: info@quickfirenow.com Talk to us on Social: Facebook: https://www.facebook.com/quickfireproductions Instagram: https://www.instagram.com/quickfire__/ TikTok: https://www.tiktok.com/@quickfiremarketing LinkedIn : https://www.linkedin.com/company/quickfire-productions-llc/about/ Guests: Destaney Wishon CEO BetterAms LinkedIn -https://www.linkedin.com/in/destaney-wishon/ Better AMS Website: https://betterams.com/ HOSTS: Summer Jubelirer has been in digital commerce and marketing for over 15 years. After spending many years working for digital and ecommerce agencies working with multi-million dollar brands and running teams of Account Managers, she is now the Amazon Manager at OLLY PBC. LinkedIn https://www.linkedin.com/in/summerjubelirer/ Scott Ohsman has been working with brands for over 27 years in retail, online and has launched over 200 brands on Amazon. Owning his own sales and marketing agency in the Pacific NW, is now VP of Digital Commerce for Quickfire LLC. Scott has been a featured speaker at national trade shows and has developed distribution strategies for many top brands. LinkedIn https://www.linkedin.com/in/scott-ohsman-861196a6/ Hayley Brucker has been working in retail and with Amazon for years. She is currently a Marketing Coordinator at Channel Key LLC. Hayley has extensive experience in digital advertising, both seller and vendor central on Amazon. Hayley is based out of North Carolina and has worked in multiple product categories and has also worked on the brand side and started with Nordstrom on the retail floor. LinkedIn -https://www.linkedin.com/in/hayley-brucker-1945bb229/ Huge thanks to Cytrus our show theme music “Office Party” available wherever you get your music. Check them out here: Facebook https://www.facebook.com/cytrusmusic Instagram https://www.instagram.com/cytrusmusic/ Twitter https://twitter.com/cytrusmusic SPOTIFY: https://open.spotify.com/artist/6VrNLN6Thj1iUMsiL4Yt5q?si=MeRsjqYfQiafl0f021kHwg APPLE MUSIC https://music.apple.com/us/artist/cytrus/1462321449 “Always Off Brand” is part of the Quickfire Podcast Network and produced by Quickfire LLC.

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How Do I Optimize for Total ACOS Goals in Amazon Advertising? (Classic)

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Play Episode Listen Later Apr 28, 2023 40:01

Destaney Wishon from BetterAMS talks about the all-important Total ACOS metric that everyone loves (and loves to hate

The Core Differences Between Walmart and Amazon Advertising -- Destaney Wishon // BetterAMS

MarTech Podcast // Marketing + Technology = Business Growth

Play Episode Listen Later Apr 20, 2023 13:17

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The Core Differences Between Walmart and Amazon Advertising -- Destaney Wishon // BetterAMS

Revenue Generator Podcast: Sales + Marketing + Product + Customer Success = Revenue Growth

Play Episode Listen Later Apr 20, 2023 13:17

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How Amazon Advertising Has Matured -- Destaney Wishon // BetterAMS

MarTech Podcast // Marketing + Technology = Business Growth

Play Episode Listen Later Apr 19, 2023 15:18

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How Amazon Advertising Has Matured -- Destaney Wishon // BetterAMS

Revenue Generator Podcast: Sales + Marketing + Product + Customer Success = Revenue Growth

Play Episode Listen Later Apr 19, 2023 15:18

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#424 - Amazon PPC Campaign Setup, Optimization, Analysis & More With Destaney Wishon

Serious Sellers Podcast: Learn How To Sell On Amazon

Play Episode Listen Later Feb 14, 2023 40:47

Join us for this exciting episode as we sit down with Amazon PPC expert Destaney Wishon, who answers all your burning questions about Amazon and Walmart PPC.

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#7 Destaney Wishon – 2023 Hot Trends for Selling on Amazon FBA & Walmart

Fearless Sellers - The Women of Amazon

Play Episode Listen Later Feb 14, 2023 44:22

Interested in building your own Amazon business in partnership with 7 and 8 figure Amazon Sellers? If so, apply for your free consultation with Joie Roberts and the AMZ Insiders' team of experts here => www.amzinsiders.org/apply?sl=fp #Walmart #AmazonFBA #Amazon #Ecommerce #LadyBoss In this episode Amazon Selling Expert Destaney Wishon joins his host Joie Roberts and shares her expertise on how to drive more sales on Amazon FBA as well as Walmart Marketplace. Destaney Wishon is the CEO & Co-Founder of BetterAMS which helps brands increase their sales on Amazon. In order to be a leading Amazon agency Destaney shares how she optimizes her time (including not going to the grocery store!) to both scale her business while also providing outstanding results to her ecommerce clients. One of Destaney's biggest pieces of advice is to identify what you DO NOT want to do and do not want to give up vs just thinking about what you want to achieve. Her perspective that Amazon is heavily rewarding those that are focused on the creative and on really building a their own Private Label Amazon Brand. Think about what do Customers actually want to see. This includes a lot more video and advanced selling tools to make Sellers better brand builders. Amazon DSP is a very powerful channel that provides sellers to very granular Customer Segmentation. ChatGTP AI is a powerful way BetterAMS is working on enhancing capabilities to all of their Clients. Destaney shares how she grew her LinkedIn to over 28,000 followers and has built a large and authentic community! Niching down is really important in order to be able to scale. Whether its your physical product or your agency stay focused on what it is you do best as you can't be everything to everybody. Destaney shares her tips on the best social platforms to focus on outside of Amazon! It's really critical to create your content in a way so that its scalable across multiple social platforms. Being an Amazon Seller requires focus on so many different areas. Destaney recommends to begin outsourcing functions such as PPC as soon you have enough margin to do so. Destaney shares her secret that no one has it all what they might have is just more confidence and capital! Destaney and Joie both share what a life changing experience Selling on Amazon is! Follow Destaney Wishon on LinkedIn HERE Follow Joie Roberts on LinkedIn HERE Check out BetterAMS HERE Reach out to Joie on Instagram @JoieRoberts.Official Interested in building your own Amazon business in partnership with 7 and 8 figure Amazon Sellers? If so, apply for your free consultation with Joie Roberts and the AMZ Insiders' team of experts here => www.amzinsiders.org/apply?sl=fp

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Amazon PPC Roundtable: with Brian Johnson, Destaney Wishon, Dr Ellis Whitehead and Daniel Fernandez

The Digital Deep Dive With Aaron Conant

Play Episode Listen Later Jan 13, 2023 62:03

Amazon PPC Roundtable: with Brian Johnson, Destaney Wishon, Dr Ellis Whitehead and Daniel Fernandez Today, I am joined by the Brain, the First Lady of Amazon PPC, the Good Doctor and the Young Gun to discuss trends to look out for this year pertaining to Amazon PPC and we take a rear view look on 2022 and what progress we have seen over the last 12 months. Brian Johnson is a leading strategist in Amazon Pay-Per-Click Advertising. He has founded several successful ventures in the eCommerce world, including the Amazon PPC Troubleshooting community, PPC Scope ad management software, and Canopy Management advertising agency. He is known for his ability to achieve success as an online seller and help other brands do the same. Destaney Wishon is the Co-Founder and CMO of BetterAMS, a company that specialises in Amazon Advertising. She has extensive experience in managing ads for well-known brands and has managed advertising initiatives for over 100 brands through BetterAMS. Dr. Ellis Whitehead is a Data Scientist and Algorithm expert and co founder of Databrill with Danny McMillan. He was one of the architect behind the smart technology used by Jungle Scout, a groundbreaking Amazon software tool. With a PhD in automation and data science, Ellis has a proven track record in solving complex problems through software engineering, mathematics, and data science. Daniel Fernandez is an entrepreneur and expert in cross-border commerce, copyright, and marketing. He runs an Amazon marketing agency that specialises in PPC. With a global perspective and extensive knowledge of supply-chain logistics, international trade, and product launch strategies, Daniel helps brands successfully get their products into the hands of end-users. ………………………………………………………………………………. Seller Sessions Live is Back! Seller Sessions Live is back 13th May, bigger and better with a new home. With Seller Sessions Live 2022 being a sold out success, we want to go bigger and focus not just on bringing in the best 7 & 8 figure sellers but making sure you get multiple opportunities to network and have fun! This years line up thus far... More to be added Danny McMillan Sharon Even Leo Sgovio Adam Heist Jana Krekic Tim Jordan Ben Leonard Ben Webber Matt Altman Would like to say a big thank you to our sponsors; Carbon6, Clearads, 8fig, Getida, Branded, VAA and AVASK Get Tickets - https://www.eventbrite.co.uk/e/seller-sessions-live-tickets-333834777807

Amazon Advertising Deep Dive With Destaney Wishon

Play Episode Listen Later Jan 5, 2023 51:16

Destaney Wishon is the Co-founder and CEO of BetterAMS, an advertising services firm that helps brands increase their advertising sales on Amazon. She started at BetterAMS as an Account Executive, where she provided perspective on new industry standards for brands' eCommerce strategies. Destaney is passionate about providing in-depth, strategic recommendations on sponsored products, brands, and displays, and DSP. As an Amazon advertising thought leader, she has spoken in over 9,000 podcasts and events. In this episode… Amazon Advertising has become costly, and brands are struggling to allocate their budgets and optimize campaigns to drive conversions. So, what metrics should you consider when structuring your advertising campaigns to maximize return-on-ad-spend (ROAS)? Amazon Ads expert Destaney Wishon advises against leveraging metrics like Amazon's new-to-brand and recommends analyzing search term reports instead. This metric provides accurate conversion and loyalty rates by enabling you to view and distinguish between branded and non-branded searches. Destaney also utilizes cost-per-click (CPC) and ROAS to assess and categorize each campaign. In this episode of The Digital Deep Dive, Aaron Conant speaks with Destaney Wishon, Co-founder and CEO of BetterAMS, about Amazon Advertising campaigns. Destaney also discusses how brands should structure their advertising budgets, how to leverage external marketing campaigns to drive traffic to Amazon, and the common mistakes brands make when maximizing conversions.

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What Should I Do About Invalid Clicks in Amazon PPC?

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Play Episode Listen Later Oct 21, 2022 38:25

There are many conspiracy theories about invalid clicks and click fraud on Amazon, and Destaney Wishon of BetterAMS and Michael squash those worries with the truth, made possible by Amazon's new Gross and Invalid Clicks Metric Report. They discuss click karma, traffic validation, and actions to take with this new data. We'll see you in The PPC Den!

#235-Top 3 Favorite Books and Why Mini Series - PART 3

Wizards of Amazon

Play Episode Listen Later Oct 5, 2022 14:09

Today's episode is a continuation of our mini series called Top 3 Favorite Books and Why, which is a collection of our guests' answers to the question ‘What is your favorite book and why'. This question came from a desire to know what our guests read to keep their lives in balance and grow both personally and professionally. In This Episode: [00:50] Alexandra Ramirez [01:46] Sou Bounlutay [03:31] Greg Elfrink [04:15] Destaney Wishon [04:43] Manoj Harpalani [05:19] Liran Hirshkorn [05:31] Tim Jordan [06:25] Rich Goldstein [07:47] Adam Heist [08:59] Amy Wees [10:38] Michael Maher [12:26] Mark Casey [13:12] Andrew Morgans Links and References: Wizards of Amazon: https://www.wizardsofecom.com/ Wizards of Amazon Courses: https://wizardsofamazon.mykajabi.com/a/27566/x6Kwkz6p Wizards of Amazon Meetup: https://www.meetup.com/South-Florida-FBA/ Wizards of Amazon on Facebook: https://www.facebook.com/groups/WizardsofAmazon/ Wizards of Amazon on Instagram: https://www.instagram.com/wizardsofecom/

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Amazon Key Metrics: What Do I Track & How Do I Influence It?

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Play Episode Listen Later Jul 22, 2022 35:17

Because Amazon Advertising is an ever-evolving platform and brands can't bank on easy wins like before, Destaney Wishon of Better AMS and Michael Facchin must continue clarifying what key metrics and KPIs any smart PPC-er should have to consider to drive sales without wasting ad spend. We'll see you in The PPC Den!

#195-Top 3 Favorite Books and Why Mini Series - PART 1

Wizards of Amazon

Play Episode Listen Later May 18, 2022 24:58

Today's topic is books. Most specifically, top 3 favorite books of our previous guests from the show. A little background of why I like to feature this topic on this podcast. Books used to be my least favorite topic back in my childhood. Nut generally, I became fascinated as I grew older that there's so many things you could pick up reading a book like learning from someone else's mistakes and these books are actually shortcuts to learning things easier and faster to reach your goal. Listen in as our guests share their favorite books and why you should read them too. In This Episode: [00:20] Aleksej Leal [03:40] Amy Wees [04:23] Alina Vlaic [05:11] Kitty Lai [07:09] Rachel Ollen [07:25] Paul Wilson [08:28] Destaney Wishon [09:17] Kristin Ostander [10:54] Elizabeth Greene [12:24] Tom Breeze [13:35] Shash Singh [13:51] Paul Baron [15:04] Norman Farrar [16:03] Michael Galvin [17:50] Alina Vlaic [18:28] Adam Heist [20:28] Michael Erikson Facchin [21:37] Ramon Gonzales [22:30] Gabriel Caceros Links and References: Wizards of Amazon: https://www.wizardsofecom.com/ Wizards of Amazon Courses: https://wizardsofamazon.mykajabi.com/a/27566/x6Kwkz6p Wizards of Amazon Meetup: https://www.meetup.com/South-Florida-FBA/ Wizards of Amazon on Facebook: https://www.facebook.com/groups/WizardsofAmazon/ Wizards of Amazon on Instagram: https://www.instagram.com/wizardsofecom/

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Common Mistakes When Structuring Amazon PPC

Play Episode Listen Later Apr 7, 2022 45:50

Mina is multiple seven-figure seller in the supplement industry, investor, Amazon PPC expert, and founder of Trivium Group, an Amazon Advertising agency. Mina excels at developing cutting-edge supplements for different target audiences and combines his passion for supplements, his background in chemical engineering and chemistry, and his expertise in PPC to crush the competition on Amazon. He has spoken on every major stage in the Amazon industry, consulted over 400 brands, consulted 3 aggregators worth $1.2 billion combined, has been on over 100 Amazon and E-commerce podcasts to share his knowledge, and continues to be a leader innovating in the Amazon advertising space. His goal is to change the way people perceive Amazon PPC and empower them to take back control and dominate their ads. ___________________________________________________ Grab Tickets for Seller Sessions Live Brought to you by Thrasio on May 7, 2022 Featuring: Ivelin Demirov, Tim Jordan, Destaney Wishon, Adam Heist, Toimer Rabnovich, Paul Harvey, Dr Ellis Whitehead and many more.. Hosted by: Danny McMillan, Sharon Even, and Izabela Hamilton Grab Tickets at: https://live.sellersessions.com/ Use the code:10SSL (for 10% off) Conference tickets include the “Afterparty brought to you by BetterAMS and Clear Ads”. Purchase tickets to the VIP Dinner “brought to you by Avask” https://live.sellersessions.com/ Big Thank you to our sponsors: Seller Sessions Live in brought to you by Thrasio (May 7) The VIP Dinner is brought to you by Avask (May 6) Afterparty is brought to you by BetterAMS and Clear Ads (May 7) Thank you to Perpetua, YLT Translations, SellersAlley & Pinformative, Unicargo and Profit Whales, Carbon6

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Ranking On Walmart & Omni Channel Management

Play Episode Listen Later Apr 6, 2022 27:52

Darren is CEO of Vendo, a is a 360° digital growth agency specializing in online marketplaces such as Amazon and Walmart.com having. Darren has 20 years+ of ecommerce experience including affiliate marketing, PPC marketing, marketplace strategy, supply chain, sourcing, and all areas of general ecommerce management. He believes that in today's highlight competitive online marketplaces you need to win as much off of those platforms as on them by building brand awareness. Darren is very passionate about all things ecommerce and is focused on how we can continue to add value and growth for all of our VENDO clients in an ever-changing online marketplace. ***10% off discount code when you use 10SSL** ___________________________________________________ Grab Tickets for Seller Sessions Live Brought to you by Thrasio on May 7, 2022 Featuring: Ivelin Demirov, Tim Jordan, Destaney Wishon, Adam Heist, Toimer Rabnovich, Paul Harvey, Dr Ellis Whitehead and many more.. Hosted by: Danny McMillan, Sharon Even, and Izabela Hamilton Grab Tickets at: https://live.sellersessions.com/ Use the code:10SSL (for 10% off) Conference tickets include the “Afterparty brought to you by BetterAMS and Clear Ads”. Purchase tickets to the VIP Dinner “brought to you by Avask” https://live.sellersessions.com/ Big Thank you to our sponsors: Seller Sessions Live in brought to you by Thrasio (May 7) The VIP Dinner is brought to you by Avask (May 6) Afterparty is brought to you by BetterAMS and Clear Ads (May 7) Thank you to Perpetua, YLT Translations, SellersAlley & Pinformative, Unicargo and Profit Whales, Carbon6

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Amazons New Query Performance Dashboard Explained

Play Episode Listen Later Apr 1, 2022 28:03

On Thursdays with Sharon, Sharon goes over the new Query Performance Dashboard in Brand Analytics. The Query Performance Dashboard Provides visibility into your search term's performance based on shoppers' search behavior. For the selected timeframe, it shows metrics of the top terms of your catalog or ASIN (e.g., search displays, clicks, adds to shopping cart, and purchases). This information can help you to understand customer demand, what queries lead buyers to your products, at what stage you may be “losing” the buyer and much much more! ___________________________________________________ Grab Tickets for Seller Sessions Live Brought to you by Thrasio on May 7, 2022 Featuring: Ivelin Demirov, Tim Jordan, Destaney Wishon, Adam Heist, Toimer Rabnovich, Paul Harvey, Dr Ellis Whitehead and many more.. Hosted by: Danny McMillan, Sharon Even, and Izabela Hamilton Grab Tickets at: https://live.sellersessions.com/ Use the code:SSL10 (for 10% off) Conference tickets include the “Afterparty brought to you by BetterAMS and Clear Ads”. Purchase tickets to the VIP Dinner “brought to you by Avask” https://live.sellersessions.com/ Big Thank you to our sponsors: Seller Sessions Live in brought to you by Thrasio (May 7) The VIP Dinner is brought to you by Avask (May 6) Afterparty is brought to you by BetterAMS and Clear Ads (May 7) Thank you to Perpetua, YLT Translations, SellersAlley & Pinformative, Unicargo and Profit Whales

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AI And Machine Learning For Amazon Sellers With An Edge

Play Episode Listen Later Mar 31, 2022 49:59

Today Andy Arnott joins as we discuss some of the future possibilities for marketing on the cutting edge for Amazon sellers. The impact of AI on Marketing, Machine Learning and how to use in your business. How AI can improve your supply chain and why those that do use AI will have the upper hand. Andy started selling on Amazon in 2012 and hit 7 figures in sales within the first year of starting the business. Before starting his Amazon business, he worked for the US government in the aerospace industry & created a 7 figure mobile app software company. In 2015, he started an Amazon-related saas service to help sellers get reviews. Through his podcasting, coaching, & software has helped thousands of Amazon sellers grow their businesses. Today he's building a media network, and with his wife growing their real estate empire with long and short term rental properties. ___________________________________________________ Grab Tickets for Seller Sessions Live Brought to you by Thrasio on May 7, 2022 Featuring: Ivelin Demirov, Tim Jordan, Destaney Wishon, Adam Heist and many more Hosted by: Danny McMillan, Sharon Even, and Izabela Hamilton Grab Tickets at: https://live.sellersessions.com/ Conference tickets include the “Afterparty brought to you by BetterAMS and Clear Ads”. Purchase tickets to the VIP Dinner “brought to you by Avask” https://live.sellersessions.com/ Big Thank you to our sponsors: Seller Sessions Live in brought to you by Thrasio (May 7) The VIP is brought to you by Avask (May 6) Afterparty is brought to you by BetterAMS and Clear Ads (May 7) Thank you to Perpetua, YLT Translations, SellersAlley & Pinformative ___________________________________________________ Grab tickets for Branded By Women Live brought to you by Branded. Hosted by: Sharon Even and Izabela Hamilton Featuring Yael Cabilly, Melanie Shabangu, Olivia Jones, Amy Wees, Cassandra Craven, Jana Krekic, Michele Venton, Cara Sayer and Kata Phipps. Tickets: https://brandedbywomen.com/ Big Thank you to our sponsors: Branded, AVASK, Helium 10 and Multiplymii

Evolving Thoughts: Total ACOS for Amazon Advertising in 2022