#25: How To Build A Viral E-Commerce Business with 200,000+ Fans

#25: How To Build A Viral E-Commerce Business with 200,000+ Fans

Written by Terry

Topics: Podcast

How does a candles business grow to 40,000+ fans and over $1 million in revenues in their first year? Tune in to hear the story of Diamond Candles with Co-Founder Justin Winter and the tips he has for building a viral E-commerce business.

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Topics Discussed:

  • 02:30 – Story of Diamond Candles
  • 05:30 – Trial and error with manufacturing candles
  • 06:25 – Defect rates and scaling manufacturing
  • 08:00 – How they differ from big box candle retailers
  • 08:30 – Does it always make sense to produce in Asia
  • 09:55 – Differentiating from mass producers in your value proposition
  • 10:45 – Vertical integration vs dropshipping
  • 11:10 – They key to lowering your customer acquisition costs
  • 13:00 – Barriers of entry and the challenge of a good idea
  • 14:30 – How the product of Diamond Candles works
  • 15:25 – Initial SKUs and scaling up every quarter
  • 16:30 – Crowd-sourcing product development from customers
  • 17:45 – Nailing down the fragrance with different demographics
  • 20:40 – How they identified their ideal customer
  • 23:00 – Quality thresholds of the rings in candles
  • 24:20 – Flood of YouTube testimonial videos
  • 26:00 – Massive social proof and a viral coefficient
  • 27:40 – How to scale your viral coefficient with systems
  • 28:40 – Creating an experience instead of a product
  • 30:30 – What drives customers to spend $1,000 in purchases
  • 33:30 – How they use Pinterest to drive traffic
  • 35:00 – Do product widgets convert to sales on Facebook
  • 40:30 – Customers defending your company publicly on Facebook
  • 43:00 – Leveraging the viral coefficient with customer service
  • 46:20 – Was there a big break, or did small wins snowballed to today
  • 48:05 – Two lessons in finding a viral product idea
  • 50:10 – What to do if your store only makes a few hundred a month
  • 52:00 – How to get inspiration from the winners on the market


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Mentions in the Episode:


Episode Length: 56:02


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