Research: Klaviyo, Textual content Messaging Drives DTC Ecommerce

Klaviyo’s textual content messaging service was surprisingly well-liked in an anecdotal examine of fifty direct-to-consumer manufacturers. The evaluation additionally discovered that almost all manufacturers used pop-ups to seize emails however didn’t seem to make use of a welcome sequence.

I not too long ago researched how DTC manufacturers deploy e mail advertising and marketing. I created a listing of corporations primarily based on Jasper’s AI chat and Google search. I then selected websites haphazardly from every supply.

I signed up for every model’s e mail utilizing the shape on its residence web page and a free AOL e mail tackle for this objective. I used BuiltWith to find out a model’s e mail service supplier.

I accessed every DTC web site simply as soon as. However many had A/B testing software program put in in line with BuiltWith, indicating I might need skilled a distinct sign-up course of on subsequent visits.

Whereas it’s not scientific, reviewing these DTC web sites uncovered 4 patterns: the widespread use of textual content messaging, ubiquitous pop-ups, in depth incentives, and a scarcity of welcome sequence messages.

Klaviyo Driving Textual content Messaging

Of the 50 DTC ecommerce websites, 31 used Klaviyo for e mail advertising and marketing.

Shopify invested $100 million in Klaviyo in 2022, so it isn’t shocking that each Klaviyo web site additionally used Shopify. What’s shocking is a whopping 80% of Klayivo websites requested for my cell quantity. Of the 19 manufacturers not utilizing Klaviyo, 4 requested for my cell quantity, bringing the overall of text-seekers to 29 out of fifty.

Cuts, a DTC attire retailer, presents a 15% low cost for offering a cell quantity.

This doesn’t imply that any manufacturers are amassing cell numbers, however they definitely need them. One model, Deux (cookie dough), requested for my cell quantity in a pop-up however not my e mail tackle. To subscribe by e mail, I needed to discover the shape within the footer.

Duex requested for a cell quantity in a pop-up however not an e mail tackle.

DTC manufacturers use textual content messages like e mail, together with delivery and supply notifications, promotional presents, deserted cart reminders, and related. The distinction is in responsiveness. Whereas they typically have a number of e mail addresses and obtain many emails each day, consumers usually have only one cell phone and obtain a lot fewer textual content messages. Thus those self same consumers are often extra conscious of cell communications, at the least for now.

Even earlier than reviewing these 50 websites, I used to be satisfied that textual content messaging was a prime alternative for ecommerce corporations. Now it may very well be crucial.

Pop-ups Rule

Regardless of stories that buyers dislike them, pop-ups appeared on 38 of the 50 on-line shops.

Some pop-ups appeared the moment my browser loaded. Others waited for me to scroll. Typically the pop-ups loaded on a number of screens, which means I needed to work together with them as much as 4 instances — requesting my e mail tackle, my cell quantity, and why I visited.

Thirty-eight out of fifty DTC shops used pop-ups. This instance is from Bombas, the attire model.

Most Provide an Incentive

The following development was that many of the DTC manufacturers supplied an incentive to subscribe to e mail advertising and marketing. Twenty-nine of the 50 supplied a reduction, free delivery, or an opportunity to win one thing. Allbirds even supplied an opportunity to win a trip to New Zealand!

One of the best incentive expertise got here from websites that offered a coupon code in the identical subscription pop-up. Kuiu, a vendor of looking gear, added my coupon code to the web site’s header — prepared to make use of at checkout. That was the perfect expertise of any of the websites I visited.

Electronic mail Welcome Sequence

After I got down to evaluation the DTC websites, I used to be most within the e mail welcome sequence.

So I signed up for the e-mail lists and waited. Then I waited extra.

Solely 4 of the manufacturers had welcome messages. Quip (electrical toothbrushes) put an e mail message within the AOL inbox the moment I clicked the subscribe backside. Frank and Oak (sustainable attire) and Kuiu delivered messages inside seconds. Roka (efficiency sun shades) emailed me twice within the first 20 minutes.

The 46 others took a very long time. After six hours, solely 25 had despatched a welcome message, together with many who had promised a coupon code to make use of on the primary order. The message from one of many 25 went to my spam folder.

Takeaways

My anecdotal examine of DTC manufacturers’ use of e mail advertising and marketing left me with three takeaways.

First, ecommerce companies ought to experiment with textual content messaging. It’s straightforward for DTC manufacturers utilizing Klaviyo so as to add a mobile-number-capture type to their web sites, but it surely doesn’t imply they execute it effectively. Thus implementing a textual content message plan may also help sustain with a competitor and even outperform, maybe utilizing a text-specific device to facilitate gross sales along with sending hyperlinks.

Second, use a pop-up with a transparent incentive. If these DTC manufacturers are indicative, pop-ups are definitely worth the friction.

Third, there’s a possibility to interact with new subscribers by way of welcome e mail sequence. Roughly half of the examined manufacturers don’t use one.