As B2B buyers evolve, so does their buying process. Learn how B2B marketers can evaluate and refresh their strategies to meet changing needs.
‘Ask the Expert’ is a series that breaks down the tools, tech, and trends you’ve been hearing about in the trade pubs and around the office. We ask our in-house experts the tough questions and write up the answers in bite-sized pieces for your reading pleasure.
This month’s topic? Amazon search. We brought in Centro’s national director of paid search, Lindsay Martin, to give us the breakdown.
How does Amazon search advertising work?
Amazon search advertising provides paid opportunities within the results that show up when a user searches a keyword on Amazon. Ads can be served on desktop and mobile browsers as well as on the Amazon mobile app. Unlike Amazon’s programmatic ad offerings, advertisers must sell products directly on Amazon if they want to use Amazon search ads. It is like paid search on Google, where campaigns are targeted through a combination of keywords and bids.
What ad formats are included as part of Amazon search?
Amazon search is inclusive of three different ad formats.
Should a brand create an Amazon store?
An Amazon store provides a more immersive experience for consumers to interact with your brand. Creating one is free and can be done based on templates within the Amazon search console. It’s like going to Target and looking at an entire display for a makeup brand.
What is ACOS?
ACOS is the advertising cost of sale. The goal of Amazon search campaigns is typically to drive the lowest ACOS. This is the inverse of return on ad spend (ROAS) and can be calculated as a percentage. ACOS = total ad spend / total ad sales x 100.
How much do Amazon search campaigns cost?
Ads are priced based on cost-per-click (CPC). Amazon search is a real-time bidding atmosphere. Demand is created by a combination of user interest (search volume) as well as the competitive auction. Sponsored product ads must also win the buy-box to be shown within the search results.
What’s imperative to success on Amazon search?
Advertisers need a strong handle on inventory to see success with Amazon search. If inventory is a challenge, it is easy to lose your spot in the buy box to a third-party seller. Ratings, reviews, and content are also important factors to consider. It is recommended that all advertisers have at least 3.5 stars and a minimum of 15 reviews before choosing to advertise an individual ASIN (product). High quality content integrates product descriptions, images, comparative charts, and copy to help customers make informed decisions. All of these impact ad campaign effectiveness on Amazon.
How would Amazon search ads synchronize with other advertising a marketer uses outside of the Amazon ecosystem?
Amazon search complements a full funnel digital strategy. Amazon campaigns focus on “in aisle” purchases. Users can filter for product features such as reviews, pricing, etc. Google is focused on exploration, where to buy, and perhaps pricing. There’s a strong case to be made that these platforms should complement each other, rather than be viewed as either/or.
While you can’t pixel an Amazon page, you can understand attribution of your other digital media by:
I’m sold. How does Centro help with Amazon search advertising?
Centro offers full-service management of Amazon search. This is inclusive of keyword research, copywriting, bid strategy, and campaign optimization, as well as reporting and insights around campaign performance.