Social Commerce Strategy: Connecting Brands with Shoppers Where They Browse

Digital advertising is at the core of social commerce success. Paid search, social advertising, and retail media drive on-platform purchases and site conversions. Integrated marketing platforms connect these advertising channels to maximize results for brands selling through social.

As platforms like TikTok, Instagram, and Pinterest expand their commerce features, marketers need strong digital experiences to drive results across both transaction types. Omnichannel strategies connect brands with consumers where they naturally spend time, cutting purchase friction while generating measurable revenue across fragmented social and retail channels.

Social Media Platforms Become Shoppable Storefronts

TikTok Shop, Instagram Shops, and Pinterest Product Pins now include storefronts, product tags, and checkout options right within the app. Shoppers move directly from discovering a product to buying it in moments. Social networks have turned into actual shopping venues, giving advertisers new ways to connect products with interested buyers, whether through direct sales on the platform or by guiding shoppers to a brand’s retail partners.

Industry research shows that TikTok has the highest percentage (43.8%) of US users who make purchases compared to other social platforms. This trend confirms what experienced marketers observe—social commerce continues to grow as advertising strategies adapt to these dual purchase paths.

Platform Features Driving Commerce Growth:

Social media networks continue to build out commerce features that support both on-platform checkout and retail site handoffs. Each platform has developed specialized ad products for driving sales:

• Instagram and Facebook Shops: Shoppable Collection ads and Dynamic Product ads that appear within the native shop interface
• TikTok Shop: Showcase ads with product links and Live Shopping broadcast sponsorships
• Pinterest Product Pins: Shopping List ads that convert inspiration boards into purchase carts
• Snapchat: AR Product Try-On lenses that function as interactive product demos

Brands achieve higher ROAS when their media mix includes both transaction types: direct social platform sales and off-platform retailer conversions. Retail media marketers need cross-publisher campaign capabilities to track performance from initial social discovery through final checkout, regardless of where it occurs.

Connecting Social Discovery to Retail Purchases

Brands achieve stronger results when merging social commerce with retail media campaigns rather than running disconnected efforts. Omnichannel advertising systems unify messaging across social storefronts and retail media networks, bridging the gap between product discovery and final purchase.

Consumer behavior data shows why this matters: 67% of US social media users research products on platforms like TikTok and Instagram before buying elsewhere. This shopping pattern makes connected advertising approaches necessary for capturing the full customer experience.

The relationship between retail media and social commerce continues to deepen. The State of Retail Media 2025 report found that 83% of US consumer goods marketers now prioritize social media advertising—a 69% increase from last year. Additionally, 55% already incorporate social commerce into their retail media plans, with 68% planning to increase social commerce budgets in the coming years.

Four Pillars of Connected Commerce

For successful social-to-retail customer journeys, marketers need to connect data across walled gardens. Best-in-class omnichannel strategies address four core requirements for integrated campaigns:

• Cross-Publisher Audience Targeting: Apply first-party data segments across both social platforms and retail media networks
• Synchronized Product Feeds: Maintain consistent product information across social shops and retail partners
• Dynamic Pricing and Promotions: Align discounts and offers across all consumer touchpoints
• Consolidated Performance Analytics: Track the full path from social discovery to retail purchase

According to the State of Retail Media research, marketers using connected social commerce strategies see up to 96% higher ad spend targeting commerce outcomes during peak periods like Black Friday and Cyber Monday.

Audience Signals That Drive ROAS in Social Commerce

Social ad campaigns perform poorly when targeting is too broad or generic. Omnichannel advertising tools pull together customer signals from retailer sites, social channels, and first-party data sources to build high-converting audience segments.

Experienced retail advertisers combine multiple data points: past purchase value, category browsing frequency, retailer loyalty status, and social engagement patterns. These granular segments outperform standard demographic targeting three to four times, particularly across social discovery and retail purchase phases. As iOS updates and cookie restrictions continue limiting visibility, cross-publisher signal enhancement technology maintains targeting precision within privacy guidelines.

Audience Targeting Approaches

Retail media tools apply these four audience targeting techniques across TikTok, Meta, and Pinterest commerce campaigns:

• Custom Lookalike Modeling: Find new customers who match your most profitable shopper profiles
• Cross-Platform Retargeting: Re-engage users who viewed products on retail sites or social shops
• Category-Based Interest Targeting: Align product offerings with demonstrated consumer affinities
• Shopping Behavior Sequencing: Target based on specific purchase patterns and browse activity

Clients using retail media tools see significant performance improvements when applying these audience techniques across social discovery campaigns and retail media placements, particularly during high-volume shopping periods like BFCM.

Creative Optimization for Social Commerce

Social platforms are visual marketplaces where product images and videos drive purchase decisions. By analyzing millions of social commerce ads, it’s clear which formats get shoppers to click “buy now” on TikTok, Instagram, and Pinterest.

The data is conclusive: shoppers respond better to products shown in real-life situations than glossy studio shots. Social buyers want to see exactly what they’re getting before checkout. Good creative doesn’t just boost engagement—it directly increases sales and reduces returns.

The most valuable insights come from tracking which product angles, features, and demonstrations actually lead to purchases. When these winning elements are identified, they can be applied across both social commerce and retail media campaigns, giving brands an edge in packed social feeds.

Creative Best Practices:

Analysis of thousands of retail media campaigns reveals clear patterns in what gets shoppers to buy through social. The winning creative mix includes:

• Product Demo Videos: Brief clips showing the item solving a specific problem
• Multiple Product Views: Images that answer pre-purchase questions about fit and function
• Real Customer Content: Incorporating actual buyer reviews and usage scenarios
• Clear Product Details: Specifications presented upfront rather than buried in description

Tracking creative performance across both immediate social transactions and retailer site handoffs helps marketing teams replicate success across all commerce channels.

Activating Social Proof in Commerce Campaigns

Social proof reduces purchase hesitation and boosts conversion rates. When shoppers see others using and recommending products, they complete transactions more readily. Well-executed UGC becomes a powerful sales driver in social commerce campaigns.

The most effective commerce strategies integrate social proof directly into ad creative and product listings. By pulling customer reviews, ratings, and visual testimonials into commerce ads, brands see improvements in both on-platform purchases and retailer site conversions. This approach applies social validation—the core mechanic of social networks—to drive shopping confidence.

UGC in dynamic shopping ads consistently outperforms product-only creative, with particularly strong results in categories where purchase decisions involve higher consideration.

Types of Social Proof

Social commerce campaigns work better with these trust signals:

• Customer Reviews and Ratings: Honest feedback displayed alongside products
• User-Generated Content: Authentic photos and videos from actual customer experiences
• Influencer Demonstrations: Trusted creators showing products in real-world use
• Social Popularity Signals: Purchase counts and trending indicators that create urgency

The best advertising maintains these trust factors across both social platforms and retail partner sites.

Influencers Drive Commerce Revenue

Creators add social proof to commerce campaigns through trusted recommendations. Research shows smaller, niche creators often convert better than big-name influencers when it comes to actual purchases.

Smart brands pick partners based on what their followers buy, not just how many followers they have. The best campaigns give creators talking points about features and benefits while letting them present products in their own style.

Performance tracking reveals which creator posts lead to sales – both directly on social platforms and through clicks to retail sites. This helps marketers identify which influencers actually generate revenue instead of just engagement.

Profitable Influencer Partnership Models

The highest-performing social commerce partnerships include:

• Detailed Reviews: In-depth product evaluations focused on features and benefits
• Exclusive Products: Limited-time items created with the influencer’s input
• Sales Commissions: Trackable links that reward creators for actual purchases
• Platform Takeovers: Letting creators run brand accounts to reach existing customers

Advanced commerce platforms track exactly which creator content leads to checkout – whether on social platforms or retail partner sites.

Reducing Friction in Social Shopping

Every extra tap between product discovery and purchase lowers conversion rates. Successful brands simplify this path by cleaning up product pages, streamlining checkout, and making key information immediately visible.

Mobile usability makes or breaks social commerce results. People shop on their phones while using social apps, so the buying process must work perfectly on small screens – from scrolling through options to entering payment details.

Analytics tools help retailers spot where shoppers get stuck and abandon purchases, whether buying directly through social platforms or clicking through to retail sites. Testing different checkout sequences reveals which changes actually improve completion rates.

Most Common Checkout Abandonment Points

Our social commerce data shows these four issues repeatedly cause shoppers to leave without buying:

• Cluttered Product Pages: Too many options and details overwhelm mobile shoppers
• Complicated Checkout: Multiple screens and form fields drive abandonment
• Missing Specifications: Uncertainty about sizes, dimensions, or compatibility
• Hidden Costs: Surprise shipping fees or taxes at final payment screens

Skai’s commerce tracking identifies precisely where these friction points occur in social platform transactions and retail site handoffs.

Social Media’s Hidden Impact on Sales

Every extra tap between product discovery and purchase lowers conversion rates. Successful brands simplify this path by cleaning up product pages, streamlining checkout, and making key information immediately visible.

Mobile usability makes or breaks social commerce results. People shop on their phones while using social apps, so the buying process must work perfectly on small screens – from scrolling through options to entering payment details.

Analytics tools help retailers spot where shoppers get stuck and abandon purchases, whether buying directly through social platforms or clicking through to retail sites. Testing different checkout sequences reveals which changes actually improve completion rates.

Metrics That Matter for Social Commerce

Leading retail media campaigns track these four measurements to evaluate social commerce success:

• On-Platform Purchase Rate: Percentage of social viewers who buy without leaving the app
• Social-to-Retail Conversion: Visitors who discover on social but purchase through retailers
• AOV Comparison: Basket size differences between social checkout and retail site purchases
• Full-Funnel ROAS: Combined return from both immediate social sales and retail conversions

Without connecting these metrics across platforms, marketers see only part of the actual impact from their social commerce investments.

Testing Social Commerce for Better Results

Continuous testing helps brands improve social selling performance over time. Commerce testing platforms make it simple to compare different ad creatives, audience segments, and product presentations.

Experienced marketers focus testing on purchase metrics rather than engagement rates. While likes and comments might look impressive, they often don’t correlate with actual sales. Properly structured tests track how variations impact revenue across both social platforms and retail partner sites.

The most successful retail media marketers run at least three to five commerce tests monthly and quickly apply what works across all their channels. This consistent testing creates lasting improvements instead of temporary gains.

Most Valuable Commerce Testing Areas

We see these four test types drive significant sales improvements:

1. Creative Format Comparisons: Showing the same product in video vs. photos vs. customer content
2. Product Spotlight Rotation: Testing which items get featured in collections and carousels
3. Offer Presentation: Testing “$20 off” vs “20% off” and urgency messaging variations
4. Checkout Simplification: Reducing steps between “interested” and “purchased”

When our clients find a winning approach on one platform, we help them quickly apply those lessons across all their social and retail channels.

Dynamic Commerce Ads: Social Discovery to Retail Purchase

Multi-retailer shopping ads solve a common problem: shoppers discover products on social media but prefer buying from familiar retailers where they already have accounts and payment methods saved.

These ads give shoppers options right inside social posts. Instead of being forced into an unfamiliar checkout, people can tap to buy through Amazon, Walmart, Target, or wherever they normally shop. This freedom to choose boosts conversion rates significantly.

What makes these ads particularly effective is automatic price and inventory updates across all retailer options. Shoppers aren’t frustrated by arriving at a retailer only to find different prices or out-of-stock items than what was advertised.

How Dynamic Commerce Ads Work

The most useful shopping ads connect social media browsers with their favorite retail sites through:

• Automatic Price Synchronization: Real-time pricing from Amazon, Walmart, and other retailers
• Inventory Status Checks: Availability information before shoppers click through
• Retailer Details: Shipping costs, delivery estimates, and store ratings at a glance
• Quick Purchase Paths: Direct links to pre-filled shopping carts for immediate checkout

This automation eliminates the tedious task of updating separate ads whenever prices or inventory change across retail partners.

Skai Connects Social Commerce with Retail Media

Our platform helps brands manage and measure social commerce campaigns across Meta, TikTok, Snap, Pinterest, Amazon, Walmart, and other retail media networks – all from one dashboard. Skai specifically addresses the disconnection between social discovery and retail purchase through:

• Audience targeting that works across social platforms and retail sites
• Creative testing tools that show which product presentations drive sales
• Measurement strategy that captures both direct social sales and retail site conversions
• Shopping ads that let customers choose their preferred checkout destination

Want to see how our social commerce strategy works with your specific products and retail partners? Schedule a demo, and we’ll show you our tools using your campaigns.