📦 DTC Newsletter: TikTok on the Clock ⏰

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In this newsletter, you’ll find: 👇

📦 Making TikTok creatives that resonate with your audience

📦 Shortening the cash conversion cycle by enabling later payment of large expenses with Plastiq

📦 How Mejuri keeps things fresh through alternate video formats

📦 Not getting lost in the content chaos with Dash

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There’s no TikTok team more tenacious than the Pilothouse TikTok team… That’s why we’ve tapped them for their thoughts and opinions on Mejuri’s best vids!

If you’re a TikTok scroller (guilty 🙋‍♀️), then you’ve probably been graced with Mejuri on your For You page.

From highly curated product videos to shoppers being interviewed in lines, they’ve got it all!

When evaluating their videos, the Pilothouse TikTok team broke it down with this simple criteria: 👇

How branded/unbranded is the creative?

What is the value of this creative?

How well does the content “fit in” on TikTok?

Brands’ TikTok content tends to be very product-centric.

Posting ONLY product-showcasing videos can make it hard to gain traction. When people are scrolling, they’re generally looking for two things: VALUE and ORGANIC content!

To mitigate banner blindness, ask yourself the following when creating content:

Does my content have a human aspect?

Does this content look like a brand showcasing their product? OR Does this feel like a human making content that happens to have a product in it?

We will let you guess which one typically performs well. 👀

Branded

No value

Single scene

This is a very quick and easy creative for TikTok. The product is the main focus, it’s set in a single scene, and it offers no real value beyond "look at this product."

Although this is a creative type we would typically avoid, a creative tested is a creative tested!

If it’s easy and quick, you may as well post it and see how it goes. TikTok is a fickle beast, you just never know what might take off.

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‍TIKTOK

We’re loving the use of organic tools (duets).

A bit tricky to follow.

Not using a trending song.

The original video being dueted wasn't super successful.

Utilizing organic tools is a great approach to fit in on TikTok. This duet style, plus the eyes and mouth filter has historically performed well.

We’re loving the use of a duet! Duets allow you to place your brand alongside organic-style content.

However, this organic video is once again quite branded and lacks a "human" element. It feels a bit like a commercial rather than a real user's genuine review.

This is the quick and human content we like!

It’s among the most successful in their organic style.

It’s not about the jewelry. It's about the people!

Let's go through the checklist!

What is the value? "Day in the life" is spoken directly from the individual creator. Love it!

Branded? Sort of. Mejuri is stated, and some of their products are shown, but it's an added element of a non-branded creative.

Does it fit in? Absolutely! This is a common style, and people love being let in behind closed doors and into people's lives! We’re not surprised this creative did so well for them on organic. Why do you think everyone’s favorite show is The Office?

If they did have a sales objective for a creative like this, there’s the opportunity to add in a subtle CTA.

For example, "My team was preparing for an upcoming sale, so if you are interested in seeing what we are working on, follow the link in my bio!"

Simple and easy.

Value is right off the bat!

Visuals are relatively intriguing.

Branded? Absolutely, but that's okay! Because the value is stated right away.

If you are not interested in the giveaway, that's fine. If you are, you will hear more and be entertained throughout by a fun, social event that will pique your interest.

Like, come on, a helicopter?! Dang, Mejuri.

This style has done well for them in the past.

Value upfront.

Branded… But that's included in the value.

Single scene.

In the past, this style has done well for Mejuri. An organic, quick and prominent style.

The beauty of content such as "ASMR unboxings," or unboxings in general, is that it offers users value from the satisfaction of the product unboxing.

BUT! The brand just so happens to be included within the value. Another example of this is in makeup tutorials. The value is in the "how to". However, the product needs to be front and center.

There are many stated "best practices" on TikTok, and if you want to take a creative like this to the next level, you can always test with new elements.

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‍TIKTOK

Short, bland, branded.

You are expected to know and care about the product to understand this ad.

We will use this opportunity to talk about WHO is actually watching your organic TikTok content.

Unlike Instagram, most viewers will see your content on their For You page – a TikTok page curated for you and based on your viewing and engagement habits.

Some of the content could be from accounts you follow, but the majority are not. This is where TikTok’s "Viral" potential comes into play.

Keeping this in mind, you should treat your creatives as if they’re the first video a viewer will see from your brand. Will they care about a warranty of a product they have never heard of or cared about? Probably not.

There is other value provided in creative like this, but it does come with the downside of broad performance.

Faces do well in creatives.

Fun, organic play!

Change of pace in creatives is great! People are interested off the bat, but when there is a quick change, it piques interest.

Faces do well on TikTok. People like to be able to relate to creators! ❤️

Generally, videos will perform better if there is something to stimulate viewers’ interest for over 3 seconds.

But it's not all about showing face and trendy beats. This creative utilizes a change of pace. Changing the pace is an amazing way to reengage audiences. Keep users interested by showing them something in the opening few seconds that insinuates a punchline or some value coming up!

Before you know it, you’ll be hooked on watching the entirety of the creative.

‍BRANDS

🪴 KENT: The truth is, your closet can never have enough basics! Kent’s “soft on skin, gentle on planet” plant-based basics are sure to level up your outfits. Feel good about the products you’re spending on!

🌞 Hello Sunday: What comes first, the sunscreen or the makeup? Age-old question, but no need to answer it! Hello Sunday’s makeup products all include SPF to keep your skin glowy and protected.

🥞 Jesha’s Bakery: Maybe you don't have time to make a sourdough starter, or maybe yours always turns out dry… Jesha’s Bakery has you covered. Their sourdough baking mixes promise you don’t need starters to enjoy!

‍🔊 HAVE YOU HEARD OUR LATEST PODCASTS?

🌎 The incrementality mentality with Ryan McKenzie from Tru Earth [Free C-Suite Mentor Preview].

👽 Dropping a Cool Million in Sales in Ten Minutes with Nell Diamond from Hill House Home and Ricky Choi from Outerspace.

💧 Is the future of DTC free? Dive deep with FreeWater's Josh Cliffords.

🥣 How General Mills is Going Direct To Consumer with Carter Jensen, Global Lead for DTC.

🍫 Tabs Sex Chocolate: Engineering Virality from Day One.

💸 Ridge Wallet CEO Sean Frank's Hot Takes After $100 Million+ in Sales.

Don’t forget to rate the DTC Podcast on Apple. (⭐️⭐️⭐️⭐️⭐️)

DTC Newsletter is written by Rebecca Knight and Jordan Gillis. Edited by Eric Dyck.

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