Danavir Sarria | DTC Marketing Newsletter
@danavirsarria
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Building 2 DTC brands from 0 to 7 figures *in public*💰 Founder of @supplydropmedia + The Upsell 🔥 Trusted by 7-8 figure DTC brands 💪
Free DTC Growth Hacks 👉
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HOW TO GROW A DTC BRAND
Discover the growth hacks used by the top 1% of ecommerce marketers to lower CAC, boost AOV, and maximize LTV - FREE!
Read by DTC founders, agencies, and executives.
Next issue comes out Wednesday! 👇
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Welcome flows are CRAZY profitable 🤑
It's one of the top 2-3 highest earning flows you'll ever publish, so when clients hire us to fix their flows, we usually start with their welcome emails first.
Roma Designer Jewelry asked us to do the same.
Here's how we did it for them:
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STUDY UGLY BRANDS
Most DTC marketers fawn over pretty brands like Everlane.
Yet, there are *ugly* 7-9 figure direct response ecommerce brands absolutely crushing. I’ve studied these types of brands for years.
Here’s 10 tactics they use that you should test 🧵
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Are you a new DTC brand who wants to do SEO but can't afford an agency?
No problem, do this:
1/ Sign up to Ahrefs
2/ Plug in competitor's sites + type in product in keywords explorer
3/ Pick high-intent KWs + double check SERPS for intent
4/ Input keyword + metadata on Shopify
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10 EASY Email Marketing Hacks To Boost Your Ecommerce Sales Fast (Tested By Our 7-8 Figure Clients)👇
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Abandonment flows are some of the highest ROI flows in ecommerce.
So when clients hire my agency to fix their flows, the first thing we look at is how to improve abandonment flow revenue.
Here is how we do that 👇
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The secret to stabilizing your DTC brand is layering.
SEO is slow, but compounds.
Paid is fast, but expensive.
Email is profitable, but smaller.
Alone, each is volatile. But together, they can make any DTC brand bulletproof because each attribute builds on the other.
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@adamconover
This video is dripping with "I'm not in here with you, you're in here with me" energy.
LOVE IT.
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6 Ecommerce Email Marketing Threads That Will Help You Drive Millions In PROFIT Without Spending A Cent On Ads 👇
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DTC CANDLES BREAKDOWN
I re-launched my fantasy-inspired candle brand, The Wicked Warlock, on November 21st.
Ordered 370 candles.
So far, I've sold 186 units and generated $5,962.79 in top line revenue in the past 3 weeks.
Here's what happened:
P.S ALL FEEDBACK IS WELCOMED 🙂
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For those who asked me how Athletic Greens looked like back when it was a DR business, ranking
#1
on Clickbank and being promoted by every hardcore DR infoproduct fitness coach online years ago.
Athletic Greens used to be an affiliate offer in 2011.
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BEST AD CREATIVE FOR SCALE
Forget UGC, static ads, studio shoots, sticky note ads…
DTC brands worry so much about formats, they end up killing their “scalability”.
Instead, here’s how to use psychology to target your biggest, UNTAPPED source of customers.
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What are your favorite business books for DTC marketers/founders?
Some of mine are...
1) The Origin Of Brands
2) The Luxury Strategy
3) Killing Marketing
4) Getting Everything You Can Out Of All You've Got
5) Ogilvy On Advertising
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Turn your paid ads addiction into an organic growth addiction.
There's lots of flavors too!
SEO, Youtube, TikTok...etc
Then pair that with your email marketing efforts.
You can thank me later in your lambo.
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Zuma Juice is a DTC greens brand owned by Russell Brunson.
Yes, the same Russell Brunson who owns Clickfunnels and one of the OG internet marketers famous for his aggressive DR.
In this thread, I'm going to breakdown his landing page.
The good and the bad.
Let's start 🧵
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My 2024 goal was to turn Wicked Warlock into a $1M brand.
The opposite has happened.
Ever since Feb 1st, my customer acquisition has been destroyed. 90% of my new customer revenue, gone.
Idk when this meta bug will be fixed (if ever!).
So here's my new growth strategy:
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WOW, 1 guy just bought $716 worth candles.
My biggest DTC sale yet! 🤯🤯🤯
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[ROOFTOP'S 1 YEAR SEO ANNIVERSARY]
It's officially been 1 year since I published my first article on my men's grooming blog, Rooftop Squad.
Yes, I finally doxxed my site lol.
DATA SNAPSHOT:
1.27MM impressions
42.8k clicks
$804 revenue (affiliate)
Time for a 🧵!
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You’re 1 ad away from being sued by the FTC.
Tons of DTC brands right now, including some popular DTC Twitter brands, are marketing with *illegal* claims.
The solution?
Compliant copywriting.
Here’s how to sell more WITHOUT getting wrecked by a lawsuit 🧵
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Brand > everything else.
Nothing lowers CAC, boosts AOV, maximizes LTV, improves margins + more like building a brand ppl LOVE.
However, most DTC brands barely know what "branding" even is, let alone do it right.
Here's the REAL way to building the
#1
brand in your category 🧵
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How To Build Ecommerce Email & SMS Lists That Drive Millions In Sales (ADVANCED) 👇
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DTC twitter when things are going OK:
"Email marketing? Pshh... those sales were going to happen anyway, bro! What a noob! 🤣🤣🤣"
DTC twitter after a big Apple/FB announcement and SHTF:
"EMAIL!!! SMS!!! RETENTION!!! DO YOU EVEN LIST BUILD, BRO?!?! SUCK MY LTV ZUCKS/COOK!!!"
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David Ogilvy had 2 go-to ad formats that converted....
80% image, 20% copy
20% image, 80% copy
This is the exact 2 formats that work in ecommerce email marketing today. Just add in his preference for long form, direct response copy and you're set.
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I've been doing email marketing for 11 years now.
I've sent emails that have done literally $0.
And I've sent emails that have done 5 figures in a day.
Even after all of these years, I can still say the best "hack" is to simply send as many emails as your list can handle.
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A few days ago, Ridge Wallet bought Everyday Carry.
In this thread, I'm going to analyze Everyday Carry, how it benefits Ridge Wallet's commerce operations, and how other DTC brands can follow Ridge's footsteps by acquiring their own content brands.
Let's get started 🧵
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I still will never understand DTC brands who refuse to use Klaviyo.
Just stop it with the Mailchimp already lol
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Sometimes, the way to make more DTC sales is to switch your copy from product-aware to problem-aware.
Product Aware: This drink contains 20g of pea protein
Problem Aware: Struggling to build muscle as a vegan?
This expands the # of people who would be interested in buying.
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After seeing
@social_savannah
's really cool ad for Peel, we decided to make a similar ad as a sample for
@misenkitchen
. Besides fitting the ad with their brand visuals, we switched out the tagline with some of their biggest pieces of 3rd party proof, making it a PR driven ad.
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T-Nation is one of the best content X commerce brands you've never heard of.
They're a bodybuilding blog that was started in the 90's, with their primary revenue stream being their Biotest supplements.
Here's how they created one of the best C&C experiences out there 👇
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Fresh Pressed Olive Oil is owned by Gary Bencivenga.
Gary B. is known as the "greatest direct response copywriter alive". He worked with 9 figure publishers, before retiring to start his DTC olive oil brand.
In this thread, I'm going to breakdown his main LP.
Let's start 🧵
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DTC landing pages should convert at 3%-5% on cold traffic.
Anything less and you’re leaving tons of money on the table.
Here’s how to craft a high converting landing page using the “OCP” framework (aka the sales argument framework used by the world’s best DR copywriters):
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Boost email revenue WITHOUT discounting?
Yes, it's possible. If you do it right.
The secret is to give customers another "reason why" to buy right now, while still being as compelling as a discount.
With that said, here are 9 "discount-free" reasons you can use today 👇
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Biggest lesson I learned about ecommerce this year?
Be passionate about margins, not "cool" marketing.
Truth is, not every idea is worth it. Let other people struggle with the cool products. Instead, focus on the stuff that mathematically work *before* you ever start.
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The 5 biggest ecommerce email marketing myths DEBUNKED 👇
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IT HAPPENED! SOLD OUT IN 1 WEEK!
Breakdown:
Revenue: $1,711.03
Gross Margin: 54%-58%
Ad Spend: $771.83
Profit: $169ish
In other words, profitable on the 1st purchase!
Wild bc these were $100-$150 bundles of candles.
Here's what happened + how I'm going ALL IN on this brand!
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How Fast-Growing Ecommerce Brands Turn Paid Ads Into Millions In Profit With Post-Purchase Flows 👇
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*How To Build An Organic Audience For DTC Brands*
1/ Find your Dream 100 keywords.
2/ Organize from least to most competitive.
3/ Hire 1-2 writers to publish 50 articles in 90 days
4/ Continue publishing 1-2/week till you get to 100 articles
Do this on the Shopify blog.
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WOW! I just made a 10 candle sale!
$278 on their 1st order!!! My biggest sale yet!
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December SEO update:
Not surprisingly, December ended up being Rooftop Squad's best month so far!
MoM Impressions: 📈26.85%
MoM Clicks: 📈 19.81%
MoM Revenue: 📈 24.69%
Pictured below are the total traffic stats of 2021.
Like always though, I have a wild story to tell haha!👇
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How To Craft Binge-Worthy Ecommerce Emails That Drive Millions In Sales 👇
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Q: "Have you worked with a business our size before?"
A: I see you still don't have your cart abandonment flow...
The size of your brand doesn't matter when you have glaring holes in your email marketing strategy. If anything, simple fixes will help you more than anyone else.
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Listicles CONVERT 🤑
Listicles that get customers to switch from your competitors products to your products convert even better.
Most DTC brands mess it up though.
Here’s how to get it right, step-by-step 🧵
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CTAs high up on a landing page should be benefit driven.
EX: Burn Fat Today
CTAs low on a landing page should be action driven.
EX: Buy Now
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How To Make Millions In Ecommerce Sales By Turning Email Subscribers Into Paying Customers FAST 👇
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If your competitors are on Shopify, add this to their URL:
collections/all?sort_by=best-selling
It'll send you to their best selling products.
Repeat this with all of your competitors to see the patterns behind what's working, what isn't, and what whitespaces you can exploit.
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Best thing I did in 2020 was to be an active "member" of DTC twitter.
The absolute smartest community I've ever been a part of.
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DTC Twitter makes it sound like ads are the game.
But in practice, DTC is ultimately about building the biggest, most responsive email list you can *without* losing money to build said list (for consumer brands).
People forget what makes DTC DTC is owning your audience.
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BILLION DOLLAR BUNDLES
Bundles are the secret to 1st purchase profitability for a lot of brands.
But most brands sell bundles the wrong way and it’s killing their growth.
Here’s how to boost your AOV and conversion rate with one small “twist” 🧵
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@artifact4727
@anuhariharan
Because vegetarians also like eating this popular food made up of 2 pieces of bread and stuff in the middle (i.e a sandwich) haha.
It’s like asking why vegetarians eat burritos when most people put meat in them.
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Excited to test this ad for Wicked Warlock by
@iamjasonlevin
!
Not your typical DR ad, but I also don't sell a typical DR-friendly product. So I'm going to run it and see what happens.
Will definitely hire Jason and his team to make another one later once I get data on this.
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I think most ecommerce email marketing advice is overrated.
You don't need a million segments.
You don't need to split-test every detail.
You don't need to analyze every data point.
Just build a healthy list, sell offers subscribers want, and make it exciting to buy from you.
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More emails = more money.
In my experience, 7-8 figure brands should send AT LEAST 12 emails/month.
However, if you have 10+ SKUs, I recommend sending 20+ emails per month.
Here’s how to do that daily without pissing off subscribers 🧵
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99% of DTC email marketing best practices are wrong…
Especially when it comes to email campaigns.
Things like hypersegmentation and engagement KPIs actually destroy your profits + list health.
There’s a better way…
REVEALED: My 7 figure email campaign system for DTC brands!
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[EMAIL TEARDOWN]
Let's look into the first 5 emails I received after subscribing to
@jonesroadbeauty
.
Overall, JRB knows how to promote premium products. Plus, their proof elements give them a solid "email moat" that is hard to beat in this space.
Time for a thread 🧵
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My best performing ad right now 👀
I told my illustrator to model after an old school print ad from decades ago that had the product on the side so that it would be associated with the hero lifestyle image.
So we took every product image and added the candle to each.
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CANDELA ETERNA IS SOLD OUT!!!
This is my 2nd candle brand.
We officially launched on December 3rd.
1 scent
1 LP w/ 3 offers
Bid caps
The goal? To validate the idea.
1/ Do people buy?
2/ Can we sell at 80% of breakeven?
RESULTS 👇
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How to come up with ENDLESS ecommerce email ideas that SELL 👇
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The 4 ecommerce copywriting books I recommend:
1/ The Adweek Copywriting Handbook
2/ Great Leads
3/ Breakthrough Advertising
4/ Ogilvy on Advertising
If you read each of those books 3 times, you'll know 80% of everything you need to know about ecommerce copywriting.
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Finally! My 10,000 jars + lids arrived yesterday!
⚔️Wicked Warlock 2.0 starts in a few weeks⚔️
New jars, new lids, new wax, new label, new wick.
In other words, everything is being upgraded.
Plus, I'm launching 4 new scents and a community as well.
🔥🚀🔥🚀🔥🚀
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Swiped an ad from a mobile game highlighting the different territories you can play inside the game.
Testing this for Candela Eterna first, Wicked Warlock later.
Creatively, it's one of my favorite ads we've done so far.
Just started running it. Will report back.
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The ROI Sequence: How To Recover Millions In LOST Sales With Abandonment Flows 👇
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@zachweinberg
Immigration based on skill is a dog whistle for racists. You shouldn’t need any particular skills or any sort of education. There is no “maybe” or “it depends” or even “nuance” on this issue. It’s as straightforward as it gets.
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The NEW SupplyDrop site is LIVE!!! 🔥🔥🔥
I think this is the best asset I've ever made 👀
What I'll go over:
🤔 Why I invested in a new site
✍️ What to include in an agency site
💰 How I plan to get leads with SEO
🙌 My "publish or perish" biz model
Let's go👇
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Dropped "ecommerce email expert" from my name.
Pivoting SupplyDrop into a DTC growth agency focused on funnels engineered for 1st purchase profitability.
Will be offering paid ads, static creative, LPs, and email.
Launching new agency site + newsletter by end of this month!
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A lot of people would be disappointed if they saw how basic my email marketing strategy is for most DTC brands haha.
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Abandonment flows are the lowest hanging fruit.
If you don't have 2-3 emails per flow below, you're losing out on some of the easiest money in ecommerce.
1/ Browse Abandonment
2/ Cart Abandonment
3/ Checkout Abandonment
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Discounts KILL margin.
It's 15% OFF one day, 30% OFF the next...
Yet, deals boost sales... so what is a DTC brand to do? 🧵
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The secret to ecommerce LTV?
2nd order take rate.
Aka the percentage of 1X customers who buy a 2nd time.
Here's why and how to improve it 👇
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Ridge Wallet buying Everyday Carry is such a cool move.
Everyday Carry is an affiliate site that focuses on reviewing tools and accessories that can fit in your pocket, like knives, watches, and yes... wallets.
Would be cool to see more brands do this.
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@ecomchasedimond
I have 2 go-to email sequences that I LOVE
1/ The ROI Sequence
This is a 3 part cart abandonment sequence.
Email
#1
: Reminder
Email
#2
: Objection
Email
#3
: Incentive
2/ The GLF Sequence
For promos.
Email
#1
: Gain (benefit)
Email
#2
: Logic (proof)
Email
#3
: Fear (discount)
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[EMAIL TEARDOWN]
.
@mackweldon
is a very successful men's basics apparel brand. As someone who was in the apparel space before, I can say they sell high quality stuff!
In this breakdown, we're going to look over the first 5 emails I received while on their newsletter 🧵.
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Oh snap. Cash back does work lol.
Switched my opt-in offer from a 10% off discount to 20% cash back with Fondue.
Wasn't expecting much, honestly.
Past 7 days, it 2.5x'ed my old offer.
It's crazy early and I need to see if it drives more sales, but it's a nice surprise.
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FACT: More email marketers are annoyed by certain email marketing tactics than subscribers are of receiving them 😂
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Header of an email we just made for a 200 year old luxury watch brand 👑
Their watches sell for €35,000+ 👀
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Commercial Content: The Secret To Boosting Ecommerce Email Revenue Without Discounts 👇
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Objective: Sell a supplement
No one:
Absolutely no one:
DR copywriters:
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2 types of DTC brands, 2 ways to profit:
Consumables 🕯️
Breakeven on 1st purchase
Profit on purchases 2+
Hard Goods ⌚️
Maximize profit on 1st purchase
Little to no 2nd purchases
Lesson:
Know what type of DTC brand you're in. Filter all advice through that lens.
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Last year, I lost money during Black Friday.
This year, I was profitable.
Small list. Same 5 scents. 20-40% off discounts.
Lost a lot of time in 2023 fixing my product and slow testing, but now that I've nailed it, I'm very excited for next year when I have 12 months to scale.
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I had a newsletter where I sent weekly ecommerce marketing tips.
I stopped it because I made a terrible SEO mistake.
I attracted newbies with no money lol.
"How to start a skincare business without money"
All because I focused on traffic over revenue.
Lesson learned.
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Just got a backlink from Shopify to my ecommerce marketing blog.
HARO is pretty awesome :)
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🕯️WICKED WARLOCK UPDATE🕯️
I made $12,604 in this final testing round of 500 candles... $22,350 in total revenue since I started.
Lets talk:
- Winning ad creative 🎨
- Conversion rates 📈
- Klaviyo results ✉️
- My plan for 2023 ✍️
... and more! 🧵
Hint: It's time to scale!👀
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This is a big week for me.
I've finally started to use my new SEO skills to build my agency's blog to attract high paying clients.
It's a completely different strategy than what I'm doing for Rooftop Squad.
Next 3-4 months are going to be exhausting, but worth it.
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Ready to scale your ecommerce brand?
Then you need a constant supply of ad creative that sells.
Introducing SupplyDrop, an agency that specializes in high performance ad creative and social media content for DTC brands.
Packages start at just $2,500/month.
Message me!
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Who sends your favorite ecommerce emails?
For subject lines, I'm still a big fan of Kettle & Fire and Duke Cannon.
For the rest of the creative, I really like Ridge Wallets, Dr. Squatch, and American Giant.
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The
#1
SEO lesson I learned in 2020?
If you want fast results, stop everything you're doing and start working on your blog right freaking now. Do not wait a second longer.
The compounding doesn't start until you do.
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New brand is officially up & running... now with bid caps!
December was my worst time of the year for Wicked Warlock ads + $28 allowable CPA hasn't been doable at all... so I went with bid caps + breakeven w/ 2 unit bundle.
First time I'm using bid caps, so let's see 👀
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I didn't think much about Klaviyo's agency, till I saw their pricing.
With prices like $1k/flow, this isn't just moving upmarket. This is the core DTC biz client pool.
IF they have a good service (which isn't hard with email), it'll hurt other email agencies.
Big IF though.
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The way DTC Twitter transforms into NFT Twitter every weekend and then turns back to DTC Twitter on Monday morning is both hilarious and awesome.
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@noahkagan
Bezos = Richest man in the world, yet still has employees who are homeless and need food stamps to survive.
Musk clearly doesn't give a damn about his workers health.
No one is forced to work there, but you're overestimating working people's options.
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Biggest SEO lesson I've learned since I started Rooftop Squad...
PR > SEO.
If you're already big, you can afford to outsource this. But if you're new, you need to get good at it ASAP.
Digital PR = Backlinks for content distribution.
HARO, original research, interviews... etc
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❌ STOP flooding your ad account with more ad creative.
✅ START brainstorming more diverse ad angles.
The trick?
"Sensory information"
Here’s how to use the "5 senses method" to crafting UNIQUE ad creative angles that unlock NEW audiences 🧵
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Landed my first wholesale partner! 🚀🔥🚀🔥
They saw my ads and reached out to me directly on FB. Starting with a few candles, but if it works out, we'll go bigger.
Starting to see gaming as a legit blue ocean opportunity for my candles, both online and offline 👀
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Latest welcome email we're working on now for a client.
I used to love long-form, copy-driven welcome emails... but I've since discovered that the best welcome email is just one that gives people exactly what was promised in the opt-in as fast as possible.
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Current winning ad is still this bad boy.
In fact, it's the only profitable ad I have right now haha. For some reason, my other winners, including my best performing UGC ad from last time, are all doing horribly.
July ain't a great month for candles, apparently haha
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Everyone praises Athletic Greens today for their slick marketing...
But nobody mentions how they used to be *hardcore* direct response in the early days. So much so that you could probably confuse them with a scam haha.
Basically unrecognizable.
It was a necessary pivot though
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[MARCH SEO UPDATE]
March has been the biggest month to date for Rooftop Squad. It's also the biggest jump in results too!
MoM Impressions: 26%📈
MoM Clicks: 15.1%📈
MoM Revenue: 30.88% 📈
However, I do have HORRIBLE news... lol
Let's dig in 👇
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August was my best month yet :)
2.69 MER, profitable on 1st purchase.
Finally, there's real momentum.
Biggest bottleneck is high-converting ad creative, especially video. Expensive to outsource + I suck at video, but will keep trying.
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