Amazon Revenue Boosting Secret
When you first go into the e-commerce business you know that in order to succeed, you need to learn from the big guys- the people and companies who have already made it.
Well, if you're looking for someone to learn from, there is no one better than Amazon- they are not only the most popular online store in the US, but they also keep raising the bar and reinventing eCommerce.
While most of you probably don't have the resources that Amazon does, there are some tricks and secrets that we can learn from them and realistically implement.
There is one page that Amazon is using as a secret revenue-boosting weapon that you are probably not even thinking about: the thank you page.
This blog talks about thank you optimization, other techniques and case studies based on them.
Why Thank You Page Optimization is Important
Optimizing the thank you page probably comes as an afterthought to most retailers- the customer has already purchased, and this is seen as an exit door from your dropshipping store, no point trying to force another interaction.
But post-purchase communication is crucial if you want your one-time customers to become lifelong fans.
Most of us already know the importance of staying in touch with our customers even after their first purchase, but we somehow we missed out on the first few minutes after the customer has purchased, and this is when he reaches the thank you page.
You can turn this blank exit door into a revolving door:
- Get customers back to your store again and again
- Get extra sales
- Strengthen your relationships with your customers
We are going to look at three different ways in which Amazon use their thank you page, and turn it into this revolving door to boost their revenue, and increasing their customer retention.
And guess what? You can do it too!
3 Ways Amazon Use Their Thank You Page To Boost Sales
1. Product Recommendations
As seen in the picture above, the biggest section of Amazon’s thank you page is the product recommendations section.
Why do you think that is?
Adding a large section of product recommendations to your thank you page has 2 main advantages:
Upselling
The most obvious reason to add product recommendations is to upsell these dropshipping products to your customers.
The thank you page is an amazing opportunity to upsell to your customers and drive new sales, and it is an opportunity that a lot of eCommerce merchants miss out on.
To be a good marketer, you have to understand a little bit about human psychology, and if you do, you might have heard about the foot in the door technique - this technique refers to the human tendency to agree to a big request from you, if they have already agreed to a smaller one in the past.
The thank you page sees only customers who have recently purchased. They are primed and willing to purchase again, if you put the right offer in front of their eyes.
Design
This point might seem unrelated or irrelevant to you, but hear me out on this.
Adding product recommendations keeps the browsing experience from the pre-checkout pages on your store consistent even post-checkout.
This makes the thank you page feel more like an integral part of the shopping experience, rather than an end point.
Scrolling through products is half the fun of purchasing online, and seeing scrollable products gets the customer itching to have a second look at things he might have missed.
If you’re using Shopify, an easy way to add product recommendations to your Shopify thank you page would be using an app like ReConvert, which allows you to not only add product recommendations, but also upsell them with a unique post-purchase discount.
2. Social Sharing
Social media is the new form of word of mouth recommendations, and it is well known that people tend to trust their friends’ commendations much more than they do a brand’s advertisement or testimonial.
In fact, according to Nielsen, 92% of consumers around the world say they trust earned media, such as recommendations from friends and family, above all other forms of advertising.
For this reason, you want to encourage your customers to share their experiences with you, and the simple fact that they purchased from you, with their friends on social media.
When reaching the thank you page, your customers are excited about their recent purchase, and are more likely to agree to share their order with their friends.
So adding a social sharing button to the Shopify thank you page is not something most people talk about when it comes to customer retention, but it has the potential to not only boost your retention rate but also your revenue and AOV.
To increase the chances of them actually following through and sharing the order, you can use two main tactics:
Turn it into an integral part of the post-purchase process
This is the method that Amazon uses, they add the social sharing widget right next to the order summary details, making it feel like a natural next step after reviewing the details and making sure that the order was placed correctly.
They create the message that would be shared on social media or via email in advance, to make it super easy for customers to decide to actually share it, no need to think about it or put too much effort into it.
Offer an incentive
Offer your customers a discount or even cash back for sharing their order on social media, to encourage them to actually take the action that you want.
You can offer an affiliate link that would track the purchases coming in from the customer’s post on social media, offer a discount simply for creating this post, and you can even offer a link with a discount that the customer can share with his friends- this way his friends will get a discount when placing their first order form you through his link.
You don't have to choose one of the two tactics. You can combine the two, making the social sharing an integral part of completing an order, while offering an incentive for customers who follow through on it.
3. Search and Navigation
One detail that might seem obvious, but is very important on Amazon’s thank your page, is the fact that their header is consistent with the header that you will see throughout the shopping experience on the website.
Similarly to adding scrollable product recommendations, this keeps the design of the store cohesive throughout the shopping experience, and helps the customer feel like he is not yet finished with it.
Another reason it is important is that it gives you the opportunity to add links and upsells in a “sneaky” way, keeping it simple and looking like an innocent navigation bar.
Search
This is How we all expect and like to look for things. Most of us don't want to look through categories in the search for a specific product, we want to type a search term and have it delivered to us.
So adding search answers the need for any customer looking for a specific product to add to their order, or wanting to find a specific area in your store.
Store categories
This is perfect for any customer who still wants to have a look in your store and maybe purchase something, without knowing exactly what they are looking for.
While search is the perfect fit for customers with a direction in mind, displaying your store’s navigation menu is the way to give customers who don't know what they want yet help with finding a new direction.
3. Logo
Again, this might seem like it goes without saying, but your logo should be available on the thank you page as well as the rest of your store.
It goes back to the point about keeping the post-purchase pages cohesive with the rest of the store’s look and feel, so that they don't feel like external pages. in addition, it allows customers an easy way to go back to the homepage and start the shopping cycle all over again.
Additional Pointers for Boosting Amazon Revenue (Beyond the Thank You Page)
If you're looking to unlock the secret to Amazon revenue boosting, you're in the right place. There’s a lot more to it than just optimizing your Thank You page. Let’s dive into some simple yet powerful strategies that can help skyrocket your sales and improve your Amazon performance.
1. Optimize Your Product Listings
Your product listing is your storefront on Amazon. The better it looks, the more likely you are to attract buyers. Start with high-quality images. Clear, crisp pictures show your product in the best light, making it more appealing to shoppers. Combine that with clear and compelling product descriptions. Don't just describe, but highlight the benefits of your product.
Lastly, optimize with the right keywords. Amazon’s search algorithm relies heavily on keyword optimization, so using the right words makes your listing more discoverable. It can make a world of difference in your organic visibility, driving more traffic and, ultimately, more sales.
2. Leverage Amazon’s Sponsored Products Ads
One of the best ways to get your products in front of more customers is through Amazon's Sponsored Products Ads. This is Amazon's pay-per-click advertising system. You target keywords that potential buyers are searching for, and your product appears in their search results or product pages. It's an excellent way to boost visibility and drive traffic to your product. If you target the right keywords, you’ll start seeing your sales climb.
3. Use Amazon’s Subscribe & Save Feature
If you want to create a steady stream of income, Amazon's Subscribe & Save is a great tool. This subscription model allows customers to sign up for regular shipments of your product at a discounted rate. It's a win-win: customers get savings, and you get recurring revenue. Many businesses use this feature to create a loyal customer base that keeps coming back month after month. If your product fits the bill, offering a subscription service could be a great way to boost revenue.
4. Encourage Customer Reviews and Ratings
Customer feedback is huge on Amazon. Reviews and ratings directly impact how your product performs in the marketplace. Positive reviews boost your credibility and help increase conversions. So, how do you get more positive reviews? A simple follow-up email post-purchase can do wonders. Reach out to your customers, ask about their experience, and politely encourage them to leave a review. Incentivizing feedback, such as offering a discount on future purchases, can also work well to get more people to share their opinions.
5. Amazon Prime Membership for Increased Visibility
Amazon Prime is a game-changer when it comes to visibility. Prime members are more likely to trust and buy Prime-eligible products. Products that are Prime-eligible show up higher in search results and get more attention from potential buyers. Being a part of the Prime program boosts your product's visibility, making it an easy way to increase trust and ultimately drive more sales.
6. Create Bundled Offers
Another strategy Amazon uses effectively is bundling. Offering your products in bundles or packages can encourage buyers to purchase more. Amazon does this with multi-packs or combinations of related products. Bundling allows you to offer discounts, which makes the deal more attractive to the customer. It’s also a great way to increase your average order value. If you can group related products together, it makes the shopping experience smoother for customers and increases the likelihood of higher sales.
7. Track and Measure Your Performance
To truly optimize your Amazon strategy, you need to track your performance. Amazon Seller Central provides powerful analytics tools that allow you to measure how your products are performing. You can monitor sales, conversion rates, and customer behavior. This data is invaluable for identifying what’s working and what’s not. Use it to tweak your listings, optimize ads, and focus on areas that need improvement.
How to Implement These Tactics on Your Website
Now that you know how Amazon boosts its revenue, it’s time to apply these tactics to your own website. Don’t worry—it’s easier than you think! Let’s walk through the steps to optimize your Thank You page and implement these strategies for increased sales and customer engagement.
1. Start with Product Recommendations
Just like Amazon, suggest related products to your customers on the Thank You page. This is an easy win for cross-selling and upselling. When a customer purchases an item, recommend other products they might like based on their purchase. You can use tools like Shopify or WooCommerce to set up these recommendations automatically. These platforms allow you to integrate recommendation apps that suggest products based on past customer behavior.
2. Encourage Social Sharing
Social sharing is a great way to amplify your reach. On the Thank You page, include buttons that allow customers to share their purchase on social media. You can also offer discounts or incentives for customers who share their experience. WordPress plugins like Social Sharing Toolkit or AddThis make it easy to add these buttons to your site. These simple actions help increase your visibility and bring in more traffic.
3. Make Navigation Easy for Related Products
After the purchase, customers are still in the buying mood. So, make it easy for them to explore more products. Add links or quick navigation to your best-selling items, seasonal products, or bundles. Platforms like Shopify and WooCommerce can help you set up a product carousel or recommendation bar on the Thank You page. This keeps the shopping experience smooth and increases the chance of additional sales.
4. Use Upselling and Cross-Selling Techniques
Encourage customers to buy more by using upselling and cross-selling strategies. You can show them a premium version of what they bought or suggest complementary products. This is where personalization becomes key. Use tools like Shopify’s Product Recommendations or WooCommerce’s Upsell and Cross-sell Plugins to automatically suggest products at checkout or on the Thank You page.
5. Offer Limited-Time Discounts
Incorporate urgency by offering a time-limited discount on their next purchase. Add a countdown timer or create a special "Thank You" offer that’s only available for a limited time. This gives customers a reason to come back and shop again. Use tools like Shopify’s Discount Codes or WooCommerce’s Coupon Plugin to easily create and manage these discounts.
6. Implement Follow-Up Emails for Reviews
Post-purchase follow-up emails are a great way to get feedback and reviews from your customers. Send them a thank-you note and ask them to leave a review. You can even offer a small discount or incentive for doing so. Platforms like Shopify and WooCommerce have built-in features to automate these emails, so you don’t have to do it manually.
Case Studies: Real Examples of Thank You Page Optimization
Optimizing your Thank You page isn't just theory—it's a proven strategy that many businesses have successfully implemented. Let's explore some real-world examples where enhancing the Thank You page led to measurable improvements in sales and customer engagement.
1. Feey's Revenue Boost with Thank You Page Optimization
Feey, an e-commerce company, decided to revamp their Thank You page using ReConvert's features. By adding personalized product recommendations and time-sensitive offers, they created a more engaging post-purchase experience. This optimization led to a significant increase in average order value and repeat purchases, showcasing the impact of a tailored Thank You page. YouTube
2. Warby Parker's Referral Program Integration
Eyewear retailer Warby Parker utilizes their Thank You page to encourage referrals. They offer customers incentives to share their purchase experience with friends and family. This strategy not only expands their customer base but also enhances brand loyalty. Such referral programs on Thank You pages can effectively turn satisfied customers into brand advocates.
3. J. Crew's Engaging Thank You Message
Fashion retailer J. Crew uses their Thank You page to reinforce customer satisfaction. They include messages that resonate with customers, enhancing brand recall. By connecting emotionally, they strengthen customer relationships, encouraging repeat business.
4. Gymshark's Shipping Updates via Text
Fitness apparel brand Gymshark enhances their Thank You page by offering customers the option to receive shipping updates via text message. This feature keeps customers informed and engaged, reducing anxiety about order status and improving overall satisfaction.
5. HubSpot's Comprehensive Thank You Page
HubSpot's Thank You page goes beyond a simple acknowledgment. It includes multiple calls-to-action, such as downloading additional resources, sharing the content, and subscribing to their blog. This approach maximizes engagement and guides customers toward further interactions with the brand.
Key Takeaway
The thank you page is not something most people talk about when it comes to customer retention, but it has the potential to not only boost your retention rate but also your revenue and AOV.
The good news is, you don't have to have Amazon's resources in order to implement the concepts that you learn from them when it comes to the thank you page, you can easily do it in one of two ways:
- Use an app
- Hire a developer to do it for you
Whatever method you choose, you should optimize your thank you page as soon as you start getting your first sales.
It’s important to note that the thank you page will not bring a lot of value before you have sales. Since, just like anything else in e-commerce, it is a numbers game. However, when you start building your customer base, you shouldn't wait too long before you make use of this powerful retention tool. Try Spocket today to start dropshipping!
