🔎 Overview
Keyword harvesting is the process of identifying high-performing search terms from Automatic campaigns and moving them into structured Manual campaigns for greater control and profitability.
This framework helps Amazon sellers turn raw PPC data into scalable, optimized campaigns. In this guide, you'll learn exactly how to harvest keywords step-by-step — without overspending, creating internal competition, or damaging campaign performance.
👤 Who This Is For
This guide is ideal for:
🟢 Beginner sellers launching their first PPC campaigns
📉 Sellers struggling with high ACoS
📊 Sellers who rely only on Auto campaigns and want more control
🚀 Advanced sellers building scalable PPC systems
👥 Brands training team members on structured optimization workflows
🧠 Key Concepts You Need to Know
Before implementing this framework, understand these Amazon advertising terms:
Automatic Campaign – Amazon matches your ads to relevant shopper searches based on your listing.
Manual Campaign – You choose the keywords and control the bids.
Search Term – The exact phrase a shopper typed into Amazon.
Keyword – The targeting term you manually add to a campaign.
ACoS (Advertising Cost of Sale) – Ad spend ÷ ad revenue.
TACoS (Total Advertising Cost of Sale) – Ad spend ÷ total revenue.
CTR (Click-Through Rate) – Clicks ÷ impressions.
CVR (Conversion Rate) – Orders ÷ clicks.
Search Term Report – A downloadable PPC report showing performance data by search term.
👉 The goal of harvesting:
Move converting search terms from Auto campaigns into Manual campaigns where you can control bids, placement, and profitability.
🛠️ Step-by-Step Keyword Harvesting Framework (Auto → Manual)
Step 1️⃣: Launch a Data-Gathering Auto Campaign
Use your Auto campaign as a discovery engine.
Best Practices:
Use one ASIN per campaign (when possible)
Set a controlled but competitive daily budget
Allow at least 7–14 days before evaluating
Avoid frequent bid adjustments early on
Avoid:
Making changes every few days
Evaluating performance with fewer than 20–30 clicks
Pro Tip 💡:
If your product serves multiple use cases, consider separating Auto campaigns by variation or category intent.
Step 2️⃣: Download the Search Term Report
Navigate to:
Advertising Console → Reports → Search Term Report
Review data over the last 14–30 days.
Focus on:
Orders
Sales
ACoS
Clicks
Conversion rate
Cost per click (CPC)
Step 3️⃣: Identify Harvesting Candidates
Look for search terms that meet structured criteria.
✅ Profit-Based Harvesting
2+ orders
ACoS at or below your target
Strong CVR compared to campaign average
🚀 Volume-Based Harvesting
High impressions
High click activity
Early sales traction
🧪 Long-Tail Testing
1 sale with low click count
High-intent, specific phrases
Pro Tip 💡:
If your break-even ACoS is 35%, consider prioritizing terms converting at 25–30% to create optimization room.
Step 4️⃣: Move Keywords into Manual Campaigns
Create:
Exact Match Campaign (primary control layer)
Optional: Phrase Match Campaign (expansion layer)
Add harvested search terms as:
Exact match keywords
Competitive starting bids
Slightly higher bids than Auto (if profitable)
This isolates performance and gives you bid control.
Step 5️⃣: Add Negative Keywords to the Auto Campaign
After moving keywords:
Add them as Negative Exact in the Auto campaign
This prevents:
Internal competition
Inflated CPC
Performance dilution
Avoid:
Adding as Negative Phrase unless intentionally blocking variations.
Step 6️⃣: Optimize the Manual Campaign
Once isolated, actively manage performance:
Increase bids for strong performers
Reduce bids when ACoS rises
Monitor Placement Reports
Evaluate Top of Search multipliers
Pro Tip 💡:
Instead of dramatically increasing base bids, test Placement Bid Adjustments first.
📥 Downloadable Resource: Weekly Keyword Harvesting Checklist
Keyword harvesting only works when it’s done consistently and methodically.
Because this process includes multiple technical steps — pulling reports, applying profitability thresholds, moving keywords, adding negatives, and optimizing placements — even experienced sellers can miss critical actions.
To turn this framework into a repeatable operating system, use a structured Keyword Harvesting Checklist.
This checklist helps you:
✔ Avoid forgetting negative keywords
✔ Apply consistent performance criteria
✔ Prevent premature harvesting
✔ Standardize decision-making
✔ Create a scalable PPC routine
If you manage multiple ASINs or work with a team, this checklist can serve as your PPC SOP.
🗂 What the Checklist Includes
1️⃣ Data Review
☐ 14–30 day date range selected
☐ Break-even ACoS confirmed
☐ Minimum click threshold applied
☐ CVR compared to campaign average
2️⃣ Harvesting Criteria Applied
☐ 2+ profitable orders
☐ Acceptable ACoS
☐ High-intent long-tail identified
3️⃣ Manual Campaign Setup
☐ Added as Exact match
☐ Starting bid calculated
☐ Campaign organized by match type
4️⃣ Auto Cleanup
☐ Added as Negative Exact
☐ Checked for duplication or overlap
5️⃣ Follow-Up Optimization (7 Days Later)
☐ Placement report reviewed
☐ Bid adjustments made
☐ Underperformers reduced or paused
Using this checklist weekly or bi-weekly prevents costly PPC leakage and supports long-term scalability.
📊 Real-World Examples
Example 1: Beginner Private Label Seller
Seller: New kitchen tools brand
Problem: Auto campaign ACoS at 48%
Action Taken:
Pulled Search Term Report
Identified “stainless steel garlic press”
3 orders at 22% ACoS
Moved to Exact Manual campaign
Added Negative Exact in Auto
Result:
Manual campaign stabilized at 19% ACoS
Auto ACoS dropped to 38%
Overall TACoS improved within 30 days
Example 2: Advanced Brand Scaling
Seller: 7-figure supplement brand
Problem: Mixed Auto campaign data and wasted spend
Action Taken:
Implemented weekly harvesting workflow
Structured campaigns by match type
Applied tiered bidding strategy
Result:
Reduced wasted spend by 27%
Improved CVR by isolating buyer-intent terms
Scaled top 15 keywords profitably
⚠️ Common Mistakes to Avoid
❌ Harvesting Too Early
Why sellers do it: Excitement after one sale.
Do this instead: Wait for meaningful data (2+ orders or strong CVR signal).
❌ Forgetting to Add Negatives
Why it happens: Overlooked during optimization.
Impact: Self-competition and rising CPC.
❌ Putting All Keywords into One Campaign
Why sellers do it: Simplicity.
Better approach: Separate by match type and intent.
❌ Over-Increasing Bids Too Quickly
Short-term success does not guarantee stability. Scale gradually.
📈 Expected Results
When implemented consistently, this framework typically leads to:
Lower wasted ad spend
More stable ACoS
Higher conversion rates
Clear keyword-level profitability tracking
Reduced internal competition
Improved TACoS over time
You move from reactive PPC management to structured, scalable advertising control.
❓ FAQs
How often should I harvest keywords?
Every 1–2 weeks once campaigns generate steady data.
Should I pause my Auto campaign after harvesting?
No. Keep it running as a discovery engine.
What if a harvested keyword stops converting?
Reduce bids gradually. If performance does not recover, pause it.
Should I harvest from Broad campaigns too?
Yes. The same Auto → Manual logic applies to Broad → Exact transitions.
How many clicks before deciding a keyword isn’t working?
If a keyword spends 1–1.5× your break-even CPA without a sale, evaluate reducing bids or pausing.