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Top Ten Things to Execute in Marketing for a D2C Business

By Fahad Khan
With the explosion of online customers, companies are increasingly leveraging the tools and strategies included in D2C marketing to improve sales, expand the customer base and understand customer engagement.

The rise of D2C trends has contributed to recent changes in how businesses market to consumers. These changes have redefined marketing strategies and opened the doors to new opportunities. Your business must incorporate digital tools and find creative ways to reach audiences en masse, retaining them as customers over the long term.

D2C Scenario in India

  • A new report estimates that India's Direct-to-Consumer (D2C) industry is currently worth $12 billion and is growing rapidly. It is projected to become a $60 billion industry with a compound annual growth rate of 40% by FY27.

  • Several D2C brands have achieved revenues of Rs 100 crore within 3-5 years after their launch due to brands' agility, strong digital capabilities, Go-To-Market (GTM) strategies, product packaging, and high average order values.

  • The report found seven categories (personal care, clothing and footwear, groceries and refined foods, jewelry, electronics, health care, home furnishings, and garden) in the D2C market.

  • It suggests businesses remain competitive. Brands should focus on product innovation, revamp manufacturing, and adopt ideal marketing strategies.

This study was conducted by e-commerce enablement platform Shiprocket in collaboration with the Confederation of Indian Industries (CII) and Praxis Global Alliance, a global management consulting and advisory services firm.

10 Most Effective Strategies For D2C Businesses in 2022

One of the most important things for a business is ensuring that your marketing and outreach work well. If your marketing does not work, your business will not work. Here are the ten most important things to do when marketing your business:

1. Establish a Robust Website

A modern, professional-looking website with easy navigation, a clear pricing structure, and easy-to-find contact information is a must for any D2C business. Your website should be pleasant and intuitive to navigate, giving visitors the information they need quickly and easily. At Growth Jockey, we excel in building appealing and responsive websites and can help you create a website that will attract customers.

2. Leverage Social Media

Social media is a powerful marketing tool that can hugely impact any D2C business. Instead of simply posting on your profiles, create content that resonates with your audiences, such as videos, tutorials, and interviews with experts. Doing so can help establish trust, convey value, and increase engagement.

3. Retarget Your Audience

Retargeting is a great way to keep the products and services your D2C business offers at the front of a potential customer's mind. By reconnecting with past visitors who have not yet converted, you will be able to bring them back to your website and increase conversions.

4. Invest in Email Marketing

A tried-and-true marketing strategy, email marketing is a great way to build relationships with your potential customers. By providing helpful content, new product launches, and exclusive offers, you can use email marketing to keep customers coming back for more.

5. Optimize for Search Engines

Search engine optimization (SEO) is essential for any business, especially for a D2C business. By optimizing your website, you will be able to increase your organic reach and drive more traffic to your website.

6. Leverage Influencers

Leveraging the power of influencers can be a powerful marketing strategy for any D2C business. Influencers are a great way to get exposure to an already-established audience and build trust between potential customers and your business.

7. Utilize Content Marketing

Content marketing is an effective way to attract, engage, and retain potential customers. Creating helpful, informative content like articles and guides about your products or services is a great way to build trust and provide value to your customers.

8. Deploy Remarketing Tactics

In addition to retargeting, remarketing is another strategy that can increase the effectiveness of your marketing efforts. Remarketing allows you to reach customers who have interacted with your product and reminds them to purchase again.

9. Try Referral Programs

By offering referral rewards or discounts, you can incentivize existing customers to share your products and services with their friends, family, and others. This allows you to reach more customers with little input.

10. Monitor Performance

Finally, it's important to track the success of your marketing efforts so you can make adjustments and tweak campaigns as needed. Analyzing data such as website visits, conversions, and ROI will help you better understand what is working for your D2C business.

Companies today must also ensure they have the right resources and talent to manage and execute a successful D2C strategy. Growth Jockey is a leading provider of talent, enabling companies to get access to the right people to execute effective D2C strategies and help them achieve measurable results along their path to D2C brand success.

Following is a case study of Casper, a mattress brand that made millions using simple D2C strategies.

A blue Casper logo sign in a close-up view, mounted on a glass window

Brilliant D2C Marketing Strategy of Casper

One example of a successful D2C brand is Casper, an online mattress start-up. Casper was founded in 2014. It was instrumental in transforming a traditionally slow-moving category.

Casper focused on product innovation, branding, and omnichannel retail efforts. Through direct marketing, Casper leveraged word-of-mouth marketing and achieved global brand awareness.

Casper's strategy of producing an attractive, one-stop-shop product for consumers resonated. This strategy simplified the mattress buying process for consumers and allowed Casper to manage the entire experience from production to delivering the product to their door.

Casper used targeted social media campaigns, digital ads, and influencer marketing. It built recognition for the brand. Additionally, they opened brick-and-mortar stores in large cities. This helped facilitate easier shopping for customers and engage with their shoppers.

Their approach was successful, and Casper became a household name within three years. With a sales revenue that skyrocketed to $400 million in 2018. As a result, Casper was named one of the fastest-growing online retailers in recent years.

Growth Jockey can help you with result-driving marketing campaigns. Our primary focus is to attract your target audience and build customer-relationship, ensuring higher ROI.

Challenges to look out for in a D2C business

Challenges to D2C business include:

  • Finding the right customer base and effectively managing marketing campaigns.

Identifying and targeting the correct customer base is a key challenge for any D2C business. Your business must invest in customer segmentation and analyze the market to accurately reach the desired customers and segment them based on their needs. Additionally, leveraging social media influencers, customer referral programs, and online advertisements can help your businesses reach their target customers.

  • Developing effective strategies

Your business must implement strategies to optimize operational processes, enhance the customer experience, and maintain customer loyalty. You can accomplish this by monitoring customer feedback, maximizing customer segmentation and personalization initiatives, and utilizing technology and platforms.

  • Cost optimization

Your business must remain competitive and grow its customer base by focusing on cost optimization. To achieve this, you should streamline processes. You should shorten product delivery cycles and reduce operational costs. Furthermore, you may consider outsourcing customer service and marketing activities to manage costs effectively. We at Growth Jockey provide qualified professionals to support cost optimization.

  • Optimizing product delivery:

Optimizing product delivery is a key challenge for D2C businesses. Therefore, you should design efficient processes and invest in technology to ensure that products are delivered rapidly and safely. Furthermore, you must guarantee timely and secure delivery. You can use customer feedback to raise customer satisfaction.

These are some major challenges that you need to tackle to remain competitive and ensure ongoing success. Developing effective strategies and optimizing processes and cost optimization are critical steps you should take to ensure your success.

Wrapping Up

The importance of a D2C marketing strategy cannot be overstated. With the explosion of online customers, companies of all sizes are leveraging the tools and strategies included in D2C marketing to improve sales, expand the customer base, and understand and track customer engagement.

Many businesses are still trying to figure out how to develop the most effective D2C marketing, which is where Growth Jockey can help.

Growth Jockey provides access to highly qualified professionals with experience, knowledge, and drive. We help companies increase market/brand awareness, reduce costs and drive revenue. By utilizing the services and expertise Growth Jockey provides, you can ensure your business have the most effective D2C marketing strategies to compete in the ever-growing digital landscape.

Get in touch with us today and scale your D2C business !


1. What are the most critical D2C business trends for 2021?

Answer: Popular D2C trends for 2021 include an increased focus on digital marketing, user experience optimization, data-driven decisions, subscription models, and personalized offerings.

2. How can I use digital marketing to promote my D2C business?

Answer: Digital marketing is an effective way to promote a D2C business, including through social media, email campaigns, online advertising, search engine optimization, and content marketing.

3. How can I optimize the user experience for my D2C platform?

Answer: Optimizing the user experience for a D2C platform can be done through simple navigation, attractive visuals, personalized recommendations, payment options, and quick delivery.

4. What are the benefits of using data-driven decisions for my D2C business?

Answer: Data-driven decisions allow businesses to make informed decisions based on customer behavior, preferences, and market trends. This can result in improved customer engagement, a more efficient production process, and higher profits.

5. How should I launch a subscription model for my D2C business?

Answer: Before launching a subscription model for a D2C business, it is important to understand the customer base, set objectives, and design a suitable payment system. Additionally, businesses should develop a plan to acquire subscribers and measure success over time.

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3rd Floor, GJPL, Time Square Building, Sushant Lok, Gurugram, 120009
Ward No. 06, Prevejabad, Sonpur Nitar Chand Wari, Sonpur, Saran, Bihar, 841101
Shreeji Tower, 3rd Floor, Guwahati, Assam, 781005
25/23, Karpaga Vinayagar Kovil St, Kandhanchanvadi Perungudi, Kancheepuram, Chennai, Tamil Nadu, 600096
19 Graham Street, Irvine, CA - 92617, US