Ready to launch your next product? Karleigh of Orca Pacific shares tips for getting your first reviews in this guest post.
Wait! Just hold on a second. Driving advertising to your new product which has zero customer reviews is like hitting the big red launch button before your rocket is fully built. You’re about to burn all of your fuel only to remain on the ground.
So take your hands off the control board and consider this: the Amazon product launch process begins with becoming marketing-ready—that is, optimizing your products for conversion. One of the most crucial components of optimization is customer reviews, the all-important indicator that potential buyers can trust the quality of your product.
In this article, we will cover the role that reviews play in the product launch process and survey Amazon’s programs for brands looking to generate reviews. Buckle up!
According to PowerReviews, 95% of Amazon shoppers consult product reviews and ratings while shopping while 86% cite good reviews as necessary when making a purchasing decision. In other words, new products with little to no history of positive reviews are pushing away the vast majority of potential buyers. These statistics alone should be enough to warrant establishing a basis of reviews before driving ad traffic. Yet, the justification continues.
For one, some customers filter searches based on review quality. If your product has no reviews or just a few poor ratings, it will filter out of searches and take away the opportunity for customer consideration. Another reason to establish reviews is to increase organic search rank on the Amazon platform. Products that have more reviews and better ratings will climb closer to the first page of search (as opposed to, say, the 300th). Items that perform well through both advertising and organic search have the best chance of finding lasting success.
Unfortunately, accumulating reviews is no easy task. The average organic review rate is very low (we estimate near 2%), meaning for every 50 products sold, you will garner just a single review. Amazon recognizes this as an obstacle for onboarding products, so they offer a few programs to help jumpstart reviews for new products.
Editor's note: Program information was updated as of May 2023.
Previously only an option for first-party vendors, Amazon Vine is now open to third-party sellers who are Brand Registered and have an FBA offer in 'New' condition, among other criteria.
The program allows brands to send products to a curated list of hyper-reviewers called Vine Voices who leave reviews on the product. These reviews can provide a solid base on which organic customer feedback can then build.
Reviewers stay away from opinions rooted in personal taste and instead focus on more general questions like whether a product’s price is justified by its quality or if its detail page accurately describes its features. With that said, low-quality products or detail page content can still lead to less-than-stellar feedback during the Vine review process, as reviewers are asked to provide unbiased but honest reviews. Therefore, it is important to independently verify the quality of your products (or be selective about which ASINs to enroll) before investing in Amazon Vine.
The cost for the Vine program used to be in the thousands of dollars per enrolled ASIN, but at the time of this update, Vine enrollments for sellers are $200 per parent ASIN.
And while participating in Amazon Vine prior to product launch used to be an effective way to ensure that your products are marketing-ready, the program now requires products to have already been launched with the available inventory at the time of enrollment. Regardless, the point remains true: be sure to run the program prior to sinking thousands of ad dollars into driving traffic!
Another way for third-party sellers to increase their reviews is through Buyer-Seller Messaging. The service allows sellers to send custom email messages to buyers following a purchase. The messages can include useful information like tips for product use or instructions for maintenance. They can also be used to feature something creative like recipes, games, and more. Most importantly, however, the customer touch-point provides an avenue for sellers to request feedback on their product. The most effective messages have simple calls to action like: “Share your thoughts,” or “Tell us how we did.”
Sellers can even use software solutions like FeedbackFive to automate custom messaging. Their system integrates with Amazon’s API to communicate directly with customers through the Buyer-Seller Messaging platform.
As mentioned before, sellers cannot ask for positive reviews. But a high-quality product will ensure that buyers who feel inclined to leave a review are doing so because they enjoy your product, not despise it.
With various review programs at your disposal, there is no reason that any new product should be without a handful of customer reviews to boost conversion and organic ranking. To reduce the downtime between optimization and driving traffic, brands should consider running multiple programs simultaneously.
Reviews, of course, are just one part of becoming marketing-ready. Other important factors include optimized content, Prime-badging, competitive pricing, and more. To help sellers along this process, I’ve written a complete guide for launching products on Amazon.
Don’t fall victim to the temptation of the ignition switch. A new product, much like a rocket, is too valuable to rush. Taking time to prepare a flight plan can make the difference between a dud and a skyrocketing success.
To discuss the details of your Amazon business, reach out to our team at Orca Pacific today.
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