eCommerce D2C Marketing: How to Build a Stellar Strategy for Faster Growth?

  • author-img Kevin
  • 2 years
eCommerce D2C Marketing Strategy

Many big brands have already leaped Direct-to-Consumer marketing, and this trend is expected to boom in the coming years.

In 2021, D2C sales in the USA crossed $128 billion and the US D2C online market is expected to grow to almost $213 billion by 2023, as per a report by Statista. The market includes global brands like Dollar Shave Club, Warby Parker, Casper, and many others.D2C eCommerce sales in the US from 2019 to 2024

Thus, if you own an eCommerce brand or plan to launch a new one, consider taking the benefits of the D2C approach to see a sharp rise in your revenue. When selling directly to consumers, you will cut the cost of retailers, wholesalers, and sales platforms. However, many wonder how to market and scale a D2C brand without middlemen.

How can you reach consumers and get to know them better as a D2C seller? It can be challenging, but it can be worth it when done correctly.

This blog will talk about how you can market a D2C brand successfully and what it takes to compete with giants in the industry. So, let’s get started.

What are the Basic Building Blocks of Marketing a D2C Brand?

While there are many strategies that you can use to market and sell direct-to-consumers, there are some things that you can not ignore. Without employing the below-mentioned building blocks in your business, you can not do D2C marketing effectively:

Customer Segmentation

Basically, this is the process of dividing your audience into different groups so that you can target them with personalized messages, offers, and content. You can segment your consumers based on gender, age, location, and purchasing behavior.


While selling D2C, you need to focus on catering to the needs of every one of your consumers. This is not possible without the help of automation. You must automate email triggers, social media postings, report generation, etc.

Email Marketing

One of the best marketing strategies for D2C brands is email marketing. Once you are done with customer segmentation, you can create personalized email marketing campaigns that are more likely to attract and convert consumers. These emails can be used to build relationships, generate leads, and drive sales.

Analytics and Reporting

Not just in D2C, but tracking and analyzing the results of your work is crucial, no matter what business model you are following. It will give you an idea of what’s happening and how your campaigns perform.

In addition, it is also crucial to track the right metric. Depending on the goals of your business, the right eCommerce metrics and KPIs may vary from website traffic and email open rate to conversion rate and social media engagement.

Now, let’s move forward and see some of the amazing marketing strategies for D2C brands.

5 Tips to Create an Effective D2C Marketing Strategy

The main issue while operating a D2C business is marketing. You must build customer loyalty, manage a diverse inventory, and create brand recognition from scratch. Here are some tips to make all of this easy:

1. Use Data to Attract and Convert Consumers

A data-driven approach is essential for a D2C brand that wants to succeed. This means you must collect data about your consumers and use it to offer personalized experiences. You can do this using several ways; however, one of the most effective and easy ways is to use marketing automation tools.

5 Best Marketing Automation Tools for D2C Brands

Using the right tool, you can send automated emails. For example, if you know who left your cart without completing the purchase, you can send them a personalized email offering a discount on the product in the cart. Or, maybe a free delivery offer can work in your favor.

On the other hand, you can build strong relationships with customers who just purchased by sending them a thank-you email or relevant product recommendations that complement the purchase that the customer just made.

2. Improve Your Credibility Using Testimonials and Reviews

The D2C eCommerce business model depends heavily on loyal consumers spreading the word about your business. More than 70% of eCommerce consumers check reviews and ratings before purchasing.

Imagine positive reviews’ impact on your new leads and first-time website visitors. Thus, leverage this strategy by collecting customer reviews and sharing them on your landing pages, social media channels, PPC ads, and other relevant channels. It will help you in conversions and build your brand’s credibility.

Here is how Warby Parker, a world-renowned D2C eyeglasses company, uses reviews to attract its target audience and increase conversions:

Testimonials and Reviews

The brand created a full-fledged page on its website that displays consumer reviews in different categories – for example, quality, home try-on, pricing, customer services, etc. It is an amazing way to show your consumers why people trust your brand.

3. Reach Out To Consumers Where They Are Searching

If you dream of being a successful D2C brand, you need to be present on every channel where your consumers are looking for you. Thus, invest in SEO (search engine optimization) as well as PPC (pay-per-click). Find out what phrases they use to search for your competitors or services, and optimize your ads and website content accordingly.

You can start with SEO by capitalizing on keywords your consumers use to search for you. Optimize your website content according to these key phrases by adding them to your headlines, page titles, product tags, description, etc.

Or, you can create and publish ads with these keywords to get traction faster. However, before investing in ads, make sure you have a team of PPC specialists by your side. Else, they may end up spending unnecessarily.

4. Build a Chatbot

Building a chatbot can help you take your customer service to another level. While selling D2C, you must pay attention to every client’s queries, no matter the time. Now, this is not possible manually, and you need automation.

By embedding a chatbot into your eCommerce store, you will allow visitors to talk to someone instantly and get answers to their queries. While it can not eliminate the need to be present for your customers to answer your queries, a Chatbot can help you fill the gap if none of your representatives are present to serve them.

5. Always Have a USP

Having a unique selling point is essential for a D2C brand. If you are selling your products directly to consumers, you need to give them a reason to buy your products. In such a scenario, having a unique selling point can help you secure an edge over giants like Amazon and Etsy.

Wrapping Up

D2C eCommerce businesses are growing in popularity as they offer immense benefits to all consumers and businesses. If you want to eliminate dropshipping or wholesale processes from your business model or want to explore a new model, you can explore D2C. It will provide you with immense opportunities to grow and scale your offerings.


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