Secondly, the major e-commerce marketplaces are continuously expanding. Amazon, the world’s leading online marketplace, is a gateway to millions of potential buyers across the globe. So, how can D2C sellers make the most of e-commerce power, without losing the advantages of D2C?
First up: what is D2C selling?
In Direct to Consumer (D2C, or DTC) selling, brands sell their products straight to the consumer. In other words, there’s no middleman involved (such as retailers or distributors).
Instead, your brand ships its products straight from its warehouses to its buyers’ doors. Easy.
A well-managed D2C strategy can work extremely well for all types of brands, from small to large. As 82% of consumers show clear loyalty to brands, it’s key to invest in your relationship with your customers.
In addition, there are significant opportunities for D2C as consumers turn to buying online. Major brands have jumped on this trend: Nike, for example, now generates 30% of its revenue via D2C sales. Just a few years back, the brand thought it would only hit that milestone in 2023.
D2C strategies for e-commerce success: what’s right for your brand?
While D2C can work for all brands, it won’t look the same for all of them.
For some brands, selling their entire product range online will suit their business best. Other brands might just use an online retail platform to sell items that their partner retailers don’t carry.
No matter how you approach D2C, it’s a useful strategy to grow your brand. Plus, in our increasingly digital world, it’s a key part of future-proofing your sales strategy. All in all, D2C is a growing trend that’s set to stick around.
For many brands, partnering with a trusted e-commerce platform is a smart move. It’s a simple way to reach huge numbers of customers worldwide.
Amazon: a useful ally in D2C strategies
A trusted platform
Have you ever thought twice about entering your personal or banking details into a site you’ve just come across?
Your customers might be hit by that exact feeling when they’re about to buy from your brand’s website for the first time. But Amazon’s a known entity among consumers. Plus, they trust the platform to safely handle their personal data, as well as to deliver reliably.
What’s more, buying on Amazon is far easier for many consumers than buying from new online stores. There’s a simple reason behind that: they’ve already stored their information on the Amazon site, so they can order your products in just one click.
Global reach, with added customer satisfaction
Selling on Amazon gives you access to millions of consumers across the globe, including its loyal Prime customers. The benefits don’t stop there, though – far from it.
Firstly, if you opt for Fulfillment by Amazon (FBA), Amazon will take care of the logistics of warehousing and shipping your inventory to your customers, as well as managing returns.
Secondly, Amazon’s popular customer service team will also manage any queries or issues your buyers might have.
Thirdly, you can boost your brand exposure and reputation with positive Amazon reviews. Ultimately, this can lead to an increase in your Amazon sales, but also in sales on other sales channels. For example, those could include your own D2C channel.
Higher exposure, lower costs
Finally, you can benefit from reduced advertising prices on the Amazon platform. Amazon’s advertising costs can be around 10% lower than D2C costs. Mainly, this is thanks to higher organic traffic levels.
On your own D2C site, it’s likely that most of your traffic is paid. Your customers might see your paid advertising on search engines or social media platforms, then head to your site from there. However, on Amazon, you’ll benefit from increased organic discoveries.
In fact, 66% of US shoppers start their search for new products on Amazon. That’s a millions-strong organic audience actively out to discover your brand on the marketplace!
Sell with success on Amazon: key pointers
While all brands are different, there are a few home truths that hold, no matter your product.
Prioritise aiming for positive ratings
Positive customer reviews and ratings help your products to stand out on the Amazon platform.
If you do get negative reviews, they’re likely to put off potential buyers and encourage them to buy from competitors.
If you’re selling a good quality product that’s appropriately marketed, you should have no issues here.
Boost your seller reviews
Seller reviews are about the packaging, shipping and customer service you provide, rather than your actual products.
If you manage all this yourself, make sure that you stay true to what you promise on the platform. For example, this could involve responding to all customer queries within 24 hours, or using fully recyclable packaging.
If you opt for Fulfillment by Amazon (FBA), Amazon can take care of most of the logistical aspects for you.
Create an effective keyword strategy
Keywords are an important part of making sure that your products show up at the top of the search results page.
You’ll need to update your keywords regularly to make sure you’re still showing up top. You don’t want to make those potential buyers scroll before they find the real deal!
D2C: key for online sales growth
There’s no one-size-fits-all approach when it comes to D2C strategies for e-commerce success. What is clear is that it can be an important gateway to increase exposure and sales for many brands, no matter their size.
What’s more, leveraging an established e-commerce platform could form a vital part of your D2C strategy. Placing access to millions of buyers worldwide, established infrastructure and vast potential for organic views at your disposal, they’re a real strategic asset for brands.