Transform your winery marketing strategy beyond your website

From marketplaces to AI: a multi-channel playbook for small wineries

Laurie Millotte

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man holding 2 bottles of Sicilian wine outside

Expanding your winery’s marketing footprint beyond a static website and tasting room is no longer a luxury: it’s essential. In an era where consumers discover and purchase wine across diverse digital and physical touchpoints, adopting a multi‐channel approach can drive sales, build brand loyalty, and unlock new markets.

Here’s a step-by-step guide to elevate your winery marketing and maximize impact.

1. Build a solid foundation

Before diving into advanced tactics, master these three core pillars:

Email marketing as a revenue engine

Segment your list by preferences, purchase history, and engagement level.
Craft automated drip campaigns (welcome series, birthday offers, tasting-note follows) that feel personal and timely.
Use clear, action-oriented CTAs (e.g., “Reserve Your Summer Case”) and A/B test subject lines for optimal open rates.

compelling sales email for a Calistoga white wine combining photography with photorealistic product rendering by Outshinery — Tank Garage Winery, located in Calistoga, California, has earned a reputation for crafting emails that are anything but ordinary. Their messages are visually stunning, engaging, and full of personality, taking inspiration from the worlds of fashion and exclusive product drops. This creative approach not only captivates their audience but also drives impressive open rates and, ultimately, strong conversions.

Website optimization for lead generation

Ensure your site is mobile-friendly, fast, and secure (SSL enabled).
Feature compelling calls-to-action above the fold—newsletter signups, virtual tasting reservations, and direct-to-consumer (DTC) offers.
Implement on-site tracking (pixels, UTM codes) to feed data into your automation and ad platforms.

Targeted social advertising

Move beyond boosted posts: develop lookalike audiences on Facebook and Instagram based on high-value customers.
Test a mix of content formats: carousel ads for new releases, video snippets of vineyard tours, and dynamic product catalogs.
Track cost per acquisition (CPA) and adjust budgets toward top-performing ad sets.

IG Instagram post by a premium Napa Valley winery using a beauty shot image created by Outshinery — Memento Mori Wines from Napa Valley recently unveiled a stunning label redesign. They put significant effort into creating striking designs with exquisite print finishes that truly stand out. Using Beauty Shots by Outshinery, they not only showcased the redesigned labels but also shared the compelling story behind them, making this announcement both engaging and impactful.

2. Diversify sales channels with marketplaces

Why marketplaces matter

Marketplaces like Vivino or Total Wine function as specialized search engines for wine enthusiasts. With millions of users actively exploring and buying, these platforms can exponentially broaden your reach without a heavy footprint.

Key benefits

Personalized discovery: Algorithms recommend your wines to users whose taste profiles align with your varietals.
Global access: List your wines for shoppers thousands of miles away: no need for local distribution.
Optimized listings: Partners like WineDirect handle descriptions, pricing, and imagery to maximize visibility and conversions.

Action steps

Audit your current marketplace presence. Ensure product pages have professional photography, detailed tasting notes, and clear pricing.
Partner with a fulfillment provider or DTC specialist to streamline inventory, shipping, and compliance.
Monitor performance metrics (views, conversion rate, average order value) and refine listings monthly.

Vivino page for an iconic New Zealand Sauvignon Blanc featuring a 3D render by Outshinery — Vivino is the ultimate marketplace, offering millions of products in its inventory. With Outshinery, ensuring sharp, accurate product images (ID pictures) is effortless, thanks to its fully virtual process: no physical products required!

3. Leverage automation for personalized engagement

Automation isn’t robotic

Thoughtfully designed workflows can scale personal touches, deepen relationships, and boost revenue... without sacrificing authenticity.

High-impact automations

Abandoned cart sequences

Triggered within hours of cart abandonment.
Include product recommendations, social proof, and a limited-time incentive (e.g., free shipping).

Behavioral triggers

Use site tracking to detect browsing patterns (e.g., interest in rosé).
Send targeted promotions (“Our new Provence Rosé is back in stock!”) to that segment.

Direct mail integration

Automate personalized postcards or tasting-note booklets for high-value customers.
Link mailers to online experiences (QR codes for virtual tastings).

Getting Started

Select an email service provider (ESP) with robust automation capabilities.
Map your customer journey, from first signup to repeat purchase, and identify three key automation opportunities.
Pilot one new workflow each quarter, measure revenue lift, then expand.

4 bottles of red wine on an outside table with a vineyard in the background at sunset

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4. Harness storytelling to deepen connections

Why story matters

Consumers buy narratives, not just products. Authentic stories humanize your brand and foster lasting loyalty.

Storytelling tactics

Behind-the-scenes content: Showcase harvest day, barrel room rituals, or winemaker interviews via blog posts and short video clips.
Customer-centered narratives: Feature member testimonials—how your wine elevated their celebrations.
Educational pairings: Create blog or social series (e.g., "5 Wines for Your Autumn Gatherings") that combine recipes and wine tips.

Blog article on famous Oregon winey featuring a custom pairing recipe by Outshinery — Pairing recipes with wine is a time-tested strategy designed to help potential customers envision how a wine will taste and complement their lifestyle. With countless Google searches on this topic, it’s also an excellent opportunity to boost SEO. By thoughtfully selecting the types of recipes you feature, you can position your brand as innovative, light, or classically traditional... all in one simple yet impactful move!

Distribution tips

Repurpose long-form blog entries into Instagram carousels, Facebook Notes, or email snippets.
Use evergreen content in welcome sequences to introduce new subscribers to your brand story.
Measure engagement (time on page, social shares) and double down on high-resonance topics.

5. Integrate Generative AI for efficiency and creativity

AI for content & data

Leverage AI tools to accelerate ideation and personalization, freeing your team to focus on strategic storytelling.

Use cases

AI-generated drafts: Generate initial blog outlines, email copy variations, and social captions—then refine with your brand voice.
Chatbots & virtual assistants: Automate FAQ handling, tasting reservations, and personalized wine recommendations on your website.
Predictive analytics: Identify emerging varietal trends, optimize inventory levels, and inform promotional calendars based on demand forecasts.

Implementation advice

Start with a single AI use case: e.g., automated caption suggestions for Instagram posts.
Vet outputs for brand consistency; use AI as a collaborator, not a replacement.
Monitor performance metrics (engagement rates, time saved) to justify expansion.

Final thoughts

Transforming your winery’s marketing strategy beyond your website requires a balanced blend of foundational excellence and selective experimentation. Begin by optimizing email, website, and paid social. Then expand into marketplaces, design thoughtful automations, craft compelling stories, and harness AI for scale.

Dream big, but build methodically—each new channel and tool should reinforce your brand narrative and drive measurable results. With focus and creativity, even modestly sized wineries can achieve remarkable growth in today’s dynamic wine landscape.

To diversify winery sales beyond your website:

Optimize foundational channels such as email, website, and paid social for maximum efficiency.
Expand strategically into marketplaces to reach wider audiences.
Leverage thoughtful automations to streamline operations and enhance customer engagement.
Craft compelling brand stories to create emotional connections with your audience.
Utilize AI tools to scale efforts and uncover new growth opportunities.
Ensure every channel and tool reinforces your brand narrative and contributes to measurable results.
Approach growth methodically to unlock remarkable success, even for smaller wineries.