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How Can Customer Purchase Journey Analysis Improve Your Amazon Cross Selling Strategy?

Explore how customer purchase journey analysis can enhance your Amazon cross selling strategy by revealing buying patterns, optimizing product bundling, and improving PPC targeting.
By
Laura North
Last updated:
June 19, 2023

Are you looking to improve your Amazon cross selling strategy and increase your sales? Analyzing your customers' purchase journey can provide valuable insights into their buying patterns and help you make informed decisions about product bundling, store layout, and PPC targeting. In this blog post, we'll explore how to use customer purchase analysis to boost your Amazon cross selling strategy.

Understanding Customer Buying Patterns

A customer purchase journey tracks the products customers buy from you over time. This information can help you answer essential questions like:

  • How well do trial versions of my products convert into the full version?
  • How many people "upgrade" from a 30-day supply of pet food to a 60 or 90-day supply?
  • Do customers who first buy hand cream go on to buy face cream?
  • What's the best "gateway" product that leads to additional purchases within my brand?
  • What are the most (and least) popular follow-up purchases for bundle buyers?
  • What products should I bundle to increase average order value?
  • Which ASINs should I feature next to each other in my Amazon store layout?
  • Which of my own ASINs should I target as part of my branded terms PPC strategy?

Analyzing Customer Purchase Journey Data

At Nozzle, we use two charts to answer these questions:

A screenshot of Nozzle Purchase Analysis dashboard (example)
Nozzle Purchase Analysis dashboard (example)

What customers bought next:

This chart shows the percentage of customers who bought a specific product after their initial purchase.

Frequently bought together:

This chart displays the total number of times two products were bought together in the same order.

For example, if we analyze the purchase journey of customers who first bought "Dog Chew Bites," we can see that 35% of them bought the same product again, 27.5% bought "Dog Chicken Nibbles," and 15.3% bought "Dog Teeth Stick Chews." This information can help us identify potential cross-selling opportunities and create effective product bundles.

Applying Purchase Journey Analysis to Your Amazon Cross Selling Strategy

By understanding your customers' purchase journey, you can optimize your Amazon cross selling strategy in various ways:

  • Product Bundling: Identify which products are frequently bought together and create bundles to increase average order value.
  • Amazon Store Layout: Feature complementary products next to each other in your Amazon store to encourage cross-selling.
  • PPC ASIN Targeting: Target your own ASINs as part of your branded terms PPC strategy to promote cross-selling and increase sales.

Analyzing your customers' purchase journey can provide valuable insights into their buying patterns and help you optimize your Amazon cross selling strategy. By applying this information to product bundling, store layout, and PPC targeting, you can boost your sales and grow your Amazon business.

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