Launching a DTC fragrance brand in 2026, how would you realistically approach customer acquisition without an offline presence?

The discovery set might give you a better idea beyond the first sale: which scent someone actually chose to wear. You could ask buyers to rate the samples after delivery, then follow up about their top pick - what it smells like on skin, when it tends to suit, and how to use their credit on that bottle. That might feel more useful than sending everyone the same launch email. A single reminder near the end of the credit window is probably enough.

For people who haven't heard of the brand, the videos could give them a reason to try it too: show a setting or occasion, then describe the scent in language people can picture. Smaller reviewers may help most when they talk about who would like it, how it wears, and who might not - that gives viewers something to choose on beyond nice visuals. See which videos actually get sample orders, not just views.

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Before setting the sample price, I’d work out what remains after two shipments: the discovery set and the full bottle. With 100% credit, the sample payment is effectively an advance on the bottle, while the samples and their delivery still cost you money. That puts a useful ceiling on what you can spend to get each sample order.

the discovery set with credit back is smart, that's basically the only way to sell scent cold. one thing I'd add: your follow up sequence needs to be tied to how long it takes someone to actually test a scent, not just "hey did you decide yet" 3 days later. people wear a sample for a week or two before they commit. space your emails around that, maybe day 4, day 10, day 16, with the last one creating urgency on the credit expiring. also get reviewers to show themselves actually wearing it through a day, not just unboxing, that's what sells scent without smell.