As direct‑to‑consumer (DTC or D2C) companies continue to transform the world of marketing using cutting-edge tactics to connect with today’s tuned-in consumers, large legacy brands are under increasing pressure to keep up.
That’s why many of these brands have begun looking to DTC companies for inspiration, seeking to replicate the success seen by the forward‑thinking businesses bringing marketing into the future.
Traditional companies have a lot of tactics to choose from but not all of them are suitable for every business. Blindly chasing trends can waste time and money and lead to copycat marketing.
It’s important to focus on finding the right tactics for your business—ones that complement your brand voice and values—and will ring true to your customers.
Below, we break down three of the most valuable DTC‑inspired marketing tactics so you can determine how they can work to support your own campaigns.
Top Insights: At a Glance
- Not every DTC marketing tactic is right for every business.
- Successful brands adapt proven strategies that fit their customers, brand values and objectives.
- The key is meeting customers where they are by investing in the channels and experiences they use the most.
- Build trust through authentic brand storytelling, customer feedback and consistent engagement.
- Using paid media and direct mail strategically supports customer acquisition, discovery and conversion.
Which DTC Marketing Tactics Are Right for Your Business?
Determine which of the following three direct‑to‑consumer marketing strategies is best to use to power your own campaigns.
Tactic 1: Meet Your Customers Where They Are
By focusing on creative direct mail campaigns, zeroing in on niche organic search categories and tapping into various types of influencers, DTC brands are meeting customers where they are.
Consider your target audience carefully when deciding how and where to reach them. Are they digital natives? Do they read print newspapers and magazines or do they get most of their information online? What social media channels do they use?
For example, humorous or edgy short‑form social media videos may resonate well for a DTC company with a young consumer base. But this approach may fall flat for a traditional business with older customers, wasting your money while confusing—or even putting off—your target customers. Think granularly, considering where people are at the moment and where they will be in the future.
Research shows that 80% of consumers find physical ads to be more memorable than digital ads.[1]
In today’s increasingly digital world, physical mail stands out. To make your direct mail campaigns even more memorable and actionable, try incorporating digital innovations into your mailpieces.
For instance, to entice customers to use your app to shop, you could send out a digitally integrated postcard with a QR Code®[2] that they can scan to access an exclusive, app‑only discount.
Tactic 2: Building Trust Through Authentic Engagement
Placing an emphasis on building credibility with their customers can help DTC brands create a sense of assurance that keeps them coming back. Using trusted mediums such as direct mail in conjunction with social media can also help establish a credible and sincere brand tone.
In fact, 49% of consumers view brands that send mail as more credible than those that don’t. And 41% of consumers say they’re more likely to engage when they receive both mail and digital touchpoints together.[3]
For instance, many DTC brands use social media to create compelling brand narratives, telling the stories that set their business apart and tapping into consumers’ sense of social responsibility and desire for authenticity. Companies may highlight the causes they support or the qualities that make them unique.
Combining social media with the credibility of direct mail can help generate dedicated groups of followers who feel emotionally invested in the brand. Think about how this tactic can inspire your campaigns.
Which segments of your audience deserve more attention?
Try seeking out their opinions through email or social‑based surveys. Consumers like to feel heard, so find out what they like, what they want more or less of, and why they shop with your brand.
Consider asking customers directly about their needs, values and desires—what their daily habits are, for example, or what products they rely on to make their routines more efficient or enjoyable.
Figure out where your customers “hang out,” and use those channels—whether email, social, app, direct mail or a combination of these—to distribute the surveys.
Survey incentives, such as free products or a free trial subscription, can help build even more trust, making these customers feel helpful, special and empowered. The feedback may influence the way you connect with customers, the kind of products you promote or the segments you target.
However, be careful not to merely copy DTC brands; consumers can tell when a company isn’t being sincere. And if you already have an established brand reputation, you may simply confuse your customers, leaving people wondering what exactly you stand for and why.
Tactic 3: Use Paid Media to Attract and Convert Customers
By limiting paid search results, allocating paid media for acquisition, knowing when to push customers to transaction and using direct mail as a conversion tool, businesses can gain new customers at various stages of the purchasing journey.
While many DTC brands leverage various media channels—including new ones such as podcasts—to encourage customers to make a purchase, that doesn’t necessarily mean such channels are right for you.
Think strategically about where your customers discover brands and products. Do they listen to podcasts? Or do they prefer traditional live radio or TV?
Don’t jump into investing in a podcast sponsorship or similar DTC‑inspired tactics without first doing some serious research on your target audience to determine which investments make the most sense. Pay attention to the data and analyze how it has shifted over time in order to stay ahead of the trends.
For example: In 2011, only 25% of U.S. baby boomers owned a smartphone.[4] As of 2025, approximately 78% of those 65 and older owned a smartphone.[5]
Are your ads and content optimized for mobile? Do you coordinate digital content with unique direct mail campaigns to help keep your company top of mind?
If you’re releasing paid ads to highlight a new product line, you could use retargeted direct mail to follow up with anyone who clicked the ads to view the line but didn’t end up taking further action. Including an exclusive discount within the mailpiece can help push customers to transaction.
Frequently Asked Questions
How do you choose the right direct-to-consumer marketing strategy for your business?
What are the latest trends in direct-to-consumer marketing?
What are the benefits of direct-to-consumer marketing?
How can businesses use data for direct-to-consumer marketing?
Key Takeaway
DTC can offer strategic advantages for your business, if applied effectively. By meeting customers where they are, building trust through authentic engagement and using acquisition tactics strategically, brands can create more meaningful customer connections and drive stronger results. The key is to focus on the approach that aligns with your audience, brand values and business goals.
Want to learn more about DTC marketing? Read How to Make DTC Marketing Work for You for additional strategies and insights on applying DTC tactics to your business.
Footnotes
keyboard_arrow_down- [1]Zhang, J.Z. (2025): The Tactile Advantage: How direct mail is outpacing digital in enhancing consumer experiences and advertising performance, [Unpublished whitepaper]. Independent research made possible by USPS. arrow_right_alt
- [2]QR Code is a registered trademark of DENSO WAVE INCORPORATED. arrow_right_alt
- [3]“State of Direct Mail 2025 Consumer Insights Edition,” Lob, 2025. arrow_right_alt
- [4]“Millennials stand out for their technology use, but older generations also embrace digital life,” Pew Research Center, Washington, D.C., Sept. 9, 2019. https://www.pewresearch.org/short-reads/2019/09/09/us-generations-technology-use/ arrow_right_alt
- [5]“Mobile Fact Sheet,” Pew Research on Mobile Usage, Pew Research Center, Washington D.C., Nov. 20, 2025. https://www.pewresearch.org/internet/fact-sheet/mobile/ arrow_right_alt
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