For many merchants, Black Friday Cyber Monday planning started months ago.
While you don’t need to let the rush pressure you into a bad decision—BFCM is just the start of the rest of the holiday shopping season, after all—you can still participate as an independent merchant by employing a little creativity.
From one last-minute junkie to another, a tight deadline is a great motivator.
Here’s your 3-step guide to planning and executing a last-minute Black Friday Cyber Monday promotion.
Is your store in a good state to handle a surge in sales? Shopify has your back when your store floods with traffic, but the rest is up to you.
Do you have the inventory? Do you have the infrastructure in place to handle an uptick in customer service inquiries? Can you ship everything on time?
If you answered “yes”, let’s get rolling!
While customers expect steep deals, you ? are ? not ? Wal-Mart. Drastically slashing prices just isn’t feasible for most small businesses.
There are other meaningful ways to participate in BFCM and still reward your customers without making a huge dent in your bottom line. Win-win.
How much will your discount be? Will it apply to everything or specific collections or products? Are there other ways to reward your customers without killing your margin?
There are several options, including:
You can implement and communicate your plan in a number of ways. If your offer itself isn’t a “door crasher”, your approach can still create some buzz. Make it creative and interactive, inspire urgency or anticipation, and consider exclusive loyalty offers.
Here are some ideas (with real examples from other retailers) to inspire your own campaign:
Gift guide or gift-giving themes: Remind your customers of the impending holiday season, and the urgency to start shopping. Link to holiday-themed or gift-giving collections. Studies show that consumers are eager for holiday content as early as Halloween.
Timed deals: Create excitement with new deals released every hour or at different intervals throughout the weekend.
Sneak peek or pre-sale: Allow social followers and email subscribers early access to view or apply the deal.
“Door crasher”, early access, or limited-quantity promotions: Reward early birds and create a sense of urgency, exclusivity, or scarcity.
Extend your sale: Catch the procrastinators or anyone who missed the buying frenzy, and extend your deals through or past the weekend.
Release a new or seasonal product or collection: Give current customers a reason to come back for new products that are also on sale.
Gift with purchase: Add the element of suspense by offering a “mystery gift” with minimum purchase.
image: Ulta
Gift cards as gifts-with-purchase: Give a $10 gift card (valid only after January 1st) to customers who purchase over $100, for example, to extend the relationship with the customer through the holidays.
? TIP: Now might be the right time to update the look of your gift cards with seasonal themes.
Run a contest or giveaway: Use Shopify’s integration with Gleam to generate anticipation for your promotion and build your email list
What are the terms and conditions of your offer? How will you communicate terms clearly to your customers to avoid disappointment or customer service nightmares?
? TIPS:
Create a content calendar for your campaign that accounts for every step. When will social posts and emails deploy? What will be scheduled automatically and what tasks will be implemented manually. Do you have a team? Who is responsible for what?
Set up your sale collections to launch on time using Future Publishing.
Be sure to schedule email and social communication throughout the campaign—teasers, reminders, and “last chance” notifications.
Create and schedule all of your emails, blog posts, and social content upfront to free up your time to manage the influx of sales and customer service inquiries during the busiest shopping season of the year.
What assets do you need to create? Consider:
If you’re not a designer (or don’t have the budget to hire one), there are plenty of free, beautiful graphics and photos, plus tools to quickly put them all together.
Layer type over free stock images from Burst using a tool like Canva, and create graphics from scratch using a free Photoshop alternative like Gimp.
? TIP: Keep your imagery and messaging consistent across all channels, but optimize copy to suit each social audience or customer group.
Free stock photos by Burst
Create social graphics with Canva
To discount only certain products in your shop (with no code required), set sale prices by adjusting the regular and “compare at prices” of those products, then create a Black Friday Cyber Monday collection with automatic conditions. Alternately, you can use an app like Bold Discounts to easily apply deals to products by brand, type, or collection.
For a site-wide discount, you can opt to create discount codes that customers apply at checkout.
If your deal is free shipping, either add a free shipping rate or create a shipping discount code.
What other apps can you integrate with your store to help your campaign? Check out 11 Shopify Apps to Help You Sell Your Best This Black Friday Cyber Monday.
Install a live chat app to help alleviate the customer service crush, and respond to support issues in real-time.
A great brand can help your products stand out from the crowd. Get a crash course in small business branding with our free, curated list of high-impact articles.
Email marketing has the highest conversion rate during BFCM weekend. As a small business competing for sales on Black Friday and Cyber Monday, email is a powerful tool.
It can get expensive to stand out in the noise of BFCM. Why not focus instead on repeat business from a captive audience: your customers and subscribers? Use BFCM as an opportunity to reward existing customers, maintain relationships, and improve loyalty.
? TIPS:
Subject lines on an average day are critical to email marketing. They’re even more so as email volume hits its holiday apex. Take a minute to remember your own inbox last year.
? TIPS:
Consider both organic (loyalty offers for existing fans) and paid content. Remember that the paid space is competitive on Black Friday Cyber Monday, so be sure to target your campaigns wisely to get the biggest bang for your buck.
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Additional reading:
Even if you’ve automated everything from go-live sale prices to social posts and emails, make sure you’re on hand to check that everything deploys smoothly and on time.
Shopify 24/7 Support is ready to help you through the busy weekend.
? TIP: Submit your offer to deal aggregator sites like SlickDeals or RetailMeNot.
Before executing your campaign, be sure you understand how you will track its success. Results will help inform future marketing efforts.
Split test email subject lines, track the success of discount codes, understand Shopify Analytics, and use UTMs to track referral sources to your sale collection or landing page.
When your deal expires, look at the results. Was it worth it? What worked? What didn’t?
? TIP: Have a follow-up strategy to keep existing and new customers engaged beyond BFCM.
Many merchants elect to not participate in Black Friday or Cyber Monday in a traditional way or even at all. When we visited merchants across North America, we discovered that small businesses approached the weekend much differently than their massive chain counterparts.
Here are a few ways to (not) participate:
Small Business Saturday
This Saturday focuses on supporting small businesses—almost the antithesis to the winding lineups outside of Best Buy. Appeal to consumers looking to support small and local businesses for their holiday shopping. Tell your brand’s story in your campaigns.
Giving Tuesday
While everyone’s suffering buyer’s remorse, this is the time to draw customers to your store with the promise of regaining a little good karma. Typically on Giving Tuesday, “offers” are in fact in the form of donations to charity or 1-for-1 campaigns.
Charity partnerships
Outside of Giving Tuesday, extend the good-deed-doing through the entire weekend by partnering with a charity in line with your business or values. During a past BFCM weekend, Goods Shop found that their customers embraced the donation-over-deals approach and “no one left empty-handed”.
Opting out
Probably the most famous example of Black Friday Cyber Monday push-back is Cards Against Humanity’s annual stunts—in 2015, they sold “nothing” at $5 a pop.
Outdoor gear retailer Rei gained massive press attention with their #OptOutside campaign, in which they close their stores and encourage their employees and customers to spend the day, err, not spending. While the chain may not be generating a cent that day, the hashtag yields 1.8 million Instagram results—valuable brand reach that keeps on giving beyond BFCM.
You may have been late to the game this year, but there’s still time to change your feet-dragging ways. Use your learnings from your 2019 efforts to start planning for next year.
Don’t let it creep up again! Another year will pass quickly for a busy entrepreneur.
This article was originally published by our friends at Shopify.
