Build the Best BFCM Campaign Yet with These 43 Tips (+20 Examples)💰

There's the regular holiday shopping season, then there's Black Friday madness. From email marketing teams to social media and C-level management, everyone buys into the yearly BFCM marketing campaign.

Consumers love it too! Every year since the early 1960s, the first Friday after Thanksgiving has amassed shoppers by the millions, hunting for the best deals and deepest discounts. In 2022, global Black Friday sales reached a staggering $63.6 billion, 3.5% more than in 2021. And by the end of Cyber Week last year, online sales reached $281 billion globally.

Clearly, Black Friday and Cyber Monday (BFCM) are great opportunities for almost anyone who has something to sell. From books to beauty products, from gold (!) to cars and vacations, everything can be on sale on Black Friday.

But the popularity of this sales event makes it that much more competitive. If you want to tap into the biggest shopping event of the year and make the most out of it, you need to make sure it all runs smoothly.

And that means you need the right holiday marketing strategy, tactics, and best practices to get your marketing efforts on point...

...which also means you have to read the article below.

What is BFCM (Black Friday and Cyber Monday?)

BFCM is an acronym created from the names of two of the biggest shopping days of the year: Black Friday and Cyber Monday (the first Friday and the first Monday after Thanksgiving). These events happen in-store (Black Friday) and online (Cyber Monday), and their main goals are shoppers with good deals and savings.

The history of Black Friday is uncertain. Some say the term originates in accounting, where red ink indicates a loss and black ink refers to profit. Others say the Police in Philadelphia coined the term to describe the chaos generated by people who started shopping for the winter holidays right after Thanksgiving.



More recently, Black Friday expanded into "Cyber Five": a five-day event targeting different types of businesses and customers, consisting of:

• Thanksgiving – focused on groceries and last-minute items
• Black Friday – focused on in-store shopping
• Small Business Saturday – focused on, well, small businesses
• Cyber Sunday and Cyber Monday – a.k.a. the Cyber Weekend, focused on online stores

Of all these, Black Friday and Cyber Monday are the most popular shopping events and make for the longest, biggest shopping weekend of the year.

These events take place worldwide, though because Thanksgiving is mainly observed by North Americans, each country chooses their own anchors for the time period of this sales event. That means the days and names of the events are different from one country to another.

For example, China's Black Friday is called Singles Day and takes place on November 11 (this is actually where the name comes from). In Mexico, El Buen Fin occurs on the third weekend of November, right after La Dia de la Revolucion (Revolution Day). Black Friday is even celebrated over an entire week in some countries.

Wherever it came from and what it's called, one thing's for certain: Black Friday is a marketing phenomenon. And definitely not something dark and scary as the name might suggest – especially given that both sellers and shoppers can benefit from it.

Advantages of planning a BFCM campaign

There are many advantages to planning and running a Black Friday and/or Cyber Monday campaign – and they go well past the short-lived (but mighty!) sales boost.

Overall boosted sales and revenue

Of course, the most obvious advantage of a BFCM campaign is an increase in sales and revenue. If business owners were digging for gold, Black Friday and Cyber Monday would be the place to start looking.

The discounts and promotions offered during this event can attract more customers and drive higher sales volumes than on regular shopping days. Many businesses report that their Black Friday/Cyber Monday sales surpass even their holiday season sales.

Leads to new customer acquisition

BFCM is not only about increasing sales but also expanding your customer base. The allure of significant discounts can attract new customers who may not have engaged with your brand before. Capturing their attention during BFCM could result in lasting relationships and future loyalty – and every business owner knows that customer lifetime value is crucial for long-term success.

Increased brand awareness

The extensive marketing and media coverage of BFCM can provide your brand with substantial exposure. Being part of this shopping frenzy allows you to reach a broad audience that might not have otherwise discovered your products or services. The increased visibility can contribute to long-term brand recognition.



Helps with clearance

If you have excess inventory or want to clear out older products to make room for new ones, BFCM is an ideal time to do so. Shoppers are more inclined to buy items on sale, making it a win-win situation for both you and your customers. It's a strategic way to manage your inventory and maintain a fresh product lineup.

Engages customers

Engaging with customers actively during BFCM is key to building and retaining brand loyalty. Providing excellent customer support, interactive features on your website, and personalized offers can enhance the shopping experience. It can even bring back customers who haven't bought from you in a long time. Engaged customers are also more likely to make more future purchases, contributing to long-term growth.

How to start planning for BFCM

To capitalize on the opportunities that Black Friday and Cyber Monday offer as massive shopping holidays, it takes a lot of preparation and strategizing.

As a general rule, you want to start planning your BFCM campaign at the beginning of Q2. But most marketers know that with so much going on, it's not always feasible. If you're one month away from Black Friday and you've only just started planning, do what you can to cover your bases.

Here's how to kickstart your BFCM preparations:

Optimize your website

Your website is the heart of your online business, and it must be ready to handle the increased traffic and transactions during BFCM. Ensure that your website is fast, reliable, and capable of accommodating the surge in visitors.

Mobile responsiveness is also critical, as a lot of shoppers use smartphones and tablets for their purchases. In 2022, 76% of all Cyber Week traffic came from mobile devices! So avoid leaving money on the table, and make sure those pages look good on smartphones.

Last but not least, have a user-friendly interface, making it easy for customers to find what they're looking for and complete their purchases seamlessly. Creativity and originality are great, sure. But when it comes to how websites work, stick to the tried and tested layouts and techniques that bring people to the website and guide them to the checkout:

• High-quality, eye-catching images and videos to showcase your products
• Clear product descriptions with accurate pricing information
• Simplify the checkout process (e.g. avoid requiring customers to create an account before purchasing) as much as possible
• Big, colorful "add to cart" buttons
• Crystal-clear terms and conditions regarding shipping and returns
• Website banners that point people to where the sales are

Decide on the discount

Choosing the right discount is a balancing act: it should be attractive enough to entice shoppers but without losing you money or making your brand look cheap. And it should be a better deal than any other day of the year. If your customers know you run year-round "Black Friday," they won't bother to buy now, and you'll miss out.

To find the right discount, analyze your margins and competition to set a competitive discount rate. Consider bundling offers, flash sales, or tiered discounts for different purchase amounts to cater to a variety of customer preferences.

Promote the discount

Effective promotion is key to a successful BFCM campaign. Use a multi-channel approach, including social media, email marketing, and online advertisements, to maximize your reach. Create a buzz around your deals and build anticipation among your audience in the weeks leading up to the event. Teasers, countdowns, and exclusive previews can help generate excitement and anticipation.

Engage with visitors & offer support

Customer support is always crucial, but it's especially important during BFCM when emotions run high and time goes by quickly. Ensure your customer support teams are ready to handle the increased inquiries and provide speedy, helpful responses.

Also, try to engage with visitors on your website actively. Personalization goes a long way in building a rapport with customers and increasing their chances of purchasing. Consider offering live chat support or interactive features like quizzes or product recommendations to keep shoppers engaged and interested.

Be prepared to handle inquiries promptly and efficiently. Implement live chat, chatbots, and other customer support tools to address customer questions and concerns in real-time. Providing exceptional support can make the difference between a sale and an abandoned cart. It can also make the difference between a one-time customer and a lifelong fan.



BFCM tips you need to know this year

Black Friday and Cyber Monday have evolved over the years, and staying ahead of the competition requires a well-thought-out strategy. A lot of factors go into this strategy: who you are, what you sell, who your audience is, what your goals are, and so on.

But when it comes down to the nitty-gritty of successful BFCM marketing tactics, there's a pretty good list of best practices and tips you can choose from:

Strategy and tactics to consider

Your Black Friday and Cyber Monday strategy is the foundation for everything you'll do during the event. Set clear goals, define your target audience, and understand how they interact with your brand. Then determine your messaging, tactics, and channels to reach them effectively.

Here are some tactics you can use to ensure a successful BFCM event:

Use past campaign performance

Analyze data from previous social, advertising, and email marketing campaigns to identify what worked and what didn't. Use this information to fine-tune your strategy for the upcoming event. For instance, you might find that offering a discount on a certain product category drove more sales than others. Use this insight to focus your efforts for the current year.

Make sure you have enough stock to meet the demand

Inventory management is crucial. Ensure you have enough stock to meet the anticipated demand. Running out of popular products can lead to lost sales and customer dissatisfaction. To determine how many sales you're expecting, look at the data from previous years and any increase in website traffic or social media following.



Start growing your email list before BFCM

Building a strong email list is essential for your BFCM marketing. Start early by offering incentives to visitors to subscribe, and then nurture those leads with engaging content. Email marketing efforts have a very high ROI ($36 for every $1 spent) – precisely because open rates and conversion rates are higher. The explanation for this is simple: when people sign up for a mailing list, they're already showing interest in your products and/or services. So, naturally, when they see an offer from you, they're more likely to convert.

Incorporate a loyalty program

Reward loyal customers with exclusive offers and discounts. A loyalty program can encourage repeat purchases and foster a sense of belonging to your brand. The data is clear on this one: in the US, consumers hold 3.8 billion customer loyalty program accounts, showing a very keen interest in building and maintaining relationships with brands.

Run an early BFCM campaign

Start your promotions early to capture the attention of early bird shoppers. Running limited-time offers in advance can build anticipation and loyalty. In 2022, Thanksgiving drove almost 51 million visits – 2.4 million more than Cyber Monday itself. What this means is that while everyone's focused on Cyber Monday, there are highly motivated customers ready to spend their money earlier.

Make use of tool integrations

Streamline your marketing efforts by integrating various tools and platforms. This can help automate tasks, manage data, and improve the overall efficiency of your BFCM campaign. For instance, you can integrate your store and email marketing platform to automatically send abandoned cart emails. You can also use social media management tools to schedule posts and track engagement.

Ask customers about their preferred channel

You can't read minds, but you can ask your customers how they prefer to be contacted. Some may prefer email, while others might prefer SMS or social media. Tailor your communications to their preferences and they'll be more engaged and willing to buy from you.

Build VIP discount offers

Create a sense of exclusivity by offering special discount codes to your most valued customers. VIP discounts can make these customers feel appreciated and encourage them to shop with you. Keep in mind these discounts need to be real and differentiated from the general sales.



Foster loyalty with regular communications

Stay in touch with your customers year-round, not just on Black Friday. Regular communication through newsletters, updates, and promotions can keep your brand top of mind. Plus, it boosts customer retention and creates loyal customers – the closest to winning the lottery a business can get.

It can also improve email deliverability, lower your spam rate, and improve purchase rates in your audience.

Build a smooth shipping experience

The shipping stage is critical to your brand experience. Ensure that your shipping process is efficient and provides a seamless experience for customers. Keep customers in the loop with regular updates, from when the package leaves your store, to the day it's delivered, and so on. Also, make sure your packaging is on-brand, and perhaps consider offering free shipping as an added bonus.

Optimize the post-purchase process

Make sure that post-purchase processes, such as returns and customer support, are well-organized and customer-friendly. A positive post-purchase experience can lead to repeat business, so ask for customer feedback, address all returns promptly, and offer excellent customer service to keep your customers happy and coming back.



Partner with other brands

Collaboration with complementary brands can expand your reach and introduce your products to a new audience. Consider co-marketing efforts and exclusive partnerships. For instance, if your retail store sells fashion products, you could partner up with a beauty brand. If you sell electronics, you could collaborate with entertainment providers (e.g., streaming solutions and gaming marketplaces).

Launch a subscription service

Leverage the BFCM excitement to launch subscription services. This helps you ensure a steady revenue for your business and it can bring in new customers. Plus, you can use this opportunity to cross-sell and upsell other products or services to your subscribers during the BFCM holiday sales.

Engage influencers in your niche

61% of consumers trust influencers and their recommendations. But only 38% of them trust brands on social media. So to build trust and drive sales, consider working with content creators and influencers. Depending on your brand and industry, you might also want to consider working with smaller influencers, rather than the very popular ones. They charge less and are generally perceived as more trustworthy by their audience.

Offer free shipping for a minimum purchase

Free shipping is highly impactful in eCommerce. Research shows that free shipping can increase sales by 10% and it can boost average order value by 30%.

Therefore, we recommend encouraging larger orders by offering free shipping for a minimum purchase amount. This tactic not only increases the average order value but also provides an extra incentive for online shoppers to explore more of your product offerings.

Ensure that the minimum purchase threshold is reasonable and clearly communicated. Many customers appreciate the opportunity to save on shipping costs, making it a compelling reason to complete their purchase.

Promoting your campaign

Strategizing and planning a Black Friday marketing campaign is (obviously) not enough. You need people to know you're running the biggest sale of the year, and that's where promotion channels come into play.

There are a lot of moving parts involved in promoting your BFCM sales. Here are some promotion tips to consider for your BFCM campaign:

Run online ads

Invest in online advertising to reach a broader audience. Pay-per-click advertising, display ads, and social media advertising can be effective channels to promote your BFCM deals. Depending on what you're selling, some advertising channels might be more effective than others, so ideally, you want to test things out a bit before launching your Black Friday campaign.



Spend more on ads early in the season

The holiday rush season officially starts after Thanksgiving. But there's no rule to say you can't get a head start on your special offers.

If possible, allocate a larger budget for advertising early in the BFCM sale season to capture the attention of potential customers. Remember: as the competition intensifies closer to the event, securing ad placements becomes more challenging. This means customer acquisition costs rise, too.

On the other hand, if your budget is limited, you can consider focusing on promoting your BFCM deals in the weeks leading up to Black Friday and Cyber Monday.

Turn off other campaigns

If you use automation for your regular promotions and campaigns, you might want to consider turning them off for the duration of the BFCM campaign. This helps you focus on the big campaign at hand and make sure you don't overwhelm your customers with too many messages

Experiment with new channels

While relying on established marketing channels is essential, experimenting with new and emerging platforms can provide fresh opportunities to connect with your target audience. Explore options like TikTok, Pinterest, or emerging social media channels – you might find them surprisingly effective.

Use marketing automation

Implement marketing automation tools to streamline your marketing efforts. These tools can help you schedule, track, and personalize your communication with customers, saving time and improving efficiency.

For instance, email marketing tools can help you create advanced audience segments and send targeted email campaigns to specific customer groups based on their purchase history and behavior.



Personalize your communications

Tailor your messages and offers to suit individual customer preferences. Personalization can significantly increase customer engagement and conversion rates. Use data and insights to craft personalized marketing strategies.

Segment customers based on engagement

Segment your customer list based on their level of engagement and purchase history. Send targeted messages and offers to different segments to increase relevancy and engagement.

But remember: you don't want your segments to be too narrow. When customer segments are too specific, your campaigns might not reach enough people to make an impact on sales. Also, the data you collect might not be statistically significant, making it difficult to inform future campaigns.

Make your offers enticing & visually appealing

Ensure that your BFCM offers look great and stand out. High-quality product images and well-designed graphics can capture potential customers' attention and encourage them to explore your deals.

Don't be afraid to experiment. Some important things to keep in mind are keeping CTA buttons in a contrasting color, and beyond that, remember there's no one "right" way to create a visually attractive campaign and offer.

Run abandonment campaigns

Cart abandonment is a common occurrence during the BFCM shopping frenzy. Implement abandonment email campaigns to recover potential lost sales by reminding customers of the items left in their carts.

This tactic really works: in 2022, the rate of cart abandonment dropped by 5% during Cyber Week compared to the three weeks leading up to the event.

Consider other types of abandonment campaigns too:

• Browser abandonment emails – target people who browsed your product pages and site, but didn't add to cart.
• Site abandonment – target people who visited your site but didn't browse any products.
• Checkout abandonment – target holiday shoppers who reached the checkout stage, but didn't complete their purchase.



Build a coherent email flow

Plan a series of promotional emails that guide customers through the entire shopping process, from awareness of your deals to purchase completion. Craft a coherent and engaging email flow that keeps customers informed and engaged.

Always test your emails

A/B test your email campaigns to determine which elements resonate best with your audience. Test subject lines, visuals, copy, and timing to optimize your email marketing strategy continually. Also, before hitting "send" on your BFCM email flow, make sure you double-check all links and CTAs to ensure a seamless customer experience.

Ensure email deliverability

To maximize the impact of your email campaigns, ensure that your emails reach recipients' inboxes. Maintain a healthy sender reputation, avoid spam triggers, and regularly clean your email list. These are all things you need to do year-round, not just on Black Friday, to ensure everything's smooth on the big day.

Leverage social media

Use your social media platforms to create buzz around your BFCM deals. Create eye-catching visuals, run contests and giveaways, and engage with followers to increase brand awareness and attract new customers.

Create retargeting campaigns

Leverage retargeting to re-engage customers who have previously visited your website or interacted with your brand. These campaigns can help you remind people of your BFCM deals and bring them back to complete their purchases.

Get creative

Creativity tends to be a defining element behind viral campaigns, so don't be afraid to think outside the box and come up with unique ideas to promote your BFCM deals. Brainstorm with your team, take advantage of trending topics or memes, and try new formats (e.g., live streams, and interactive quizzes) to stand out from the competition.

Here are some tips to keep in mind when it comes to your campaign copy and designs:

Employ the power of AI

Utilize artificial intelligence for personalization, recommendation engines, and chatbots. ChatGPT and other AI tools can enhance the customer experience and streamline operations. Remember Artificial Intelligence can do a lot more than just create subject lines for you. It can:

• Predict the best time to send your emails for maximum opens and click-throughs based on specific customers, not just general data
• Personalize email content without any manual intervention
• Identify potential VIP customers and tailor communication to nurture these relationships
• Help you create outstanding, unique graphics
• Provide customer support and answer common questions through chatbots



Employ conversational SMS tactics

Engage customers through SMS in a conversational and personalized manner. SMS messages can be a direct and effective way to communicate with your audience. For many shoppers, it's actually the preferred communication method, particularly when it comes to order updates. But know that a well-timed promotional SMS campaign can be effective, too.

A danger of SMS marketing is overwhelming your customers with too many messages; this can quickly lead to unsubscribes or even complaints. While SMS can be a convenient way to learn about the latest vouchers and offers, too many messages can become a nuisance.

Also, before blasting messages to your SMS lists, make sure everyone on the list has given their specific consent to receive your texts.

Be honest and clear with your messages

Transparency and clarity in your BFCM messaging are essential. Avoid any misleading or confusing information to build trust with your customers. It's one thing to leverage psychological triggers to drive more attention (and revenue) to your business. It's an entirely different thing to mislead.

Always be honest and transparent with your messaging, and back up any claims or promises you make. Being dishonest in any way might bring you short-term gains, but it will all go up in smoke as soon as the first customer reviews pop up on the internet

Offer an Insta-worthy gift with purchases

Providing an exclusive gift or incentive for BFCM shoppers can make your offers even more appealing. An additional free product or bonus can sweeten the deal and motivate customers to make a purchase.

And if your gift looks good in Instagram photos, you may even attract more customers through user-generated content.

Localize your campaign

Tailor your BFCM campaign to suit the specific needs and preferences of different markets and regions. Localization can increase the relatability of your offers, but keep in mind it goes beyond translation. If you sell globally, consider adapting your messaging, visuals, and even products to cater to local needs and culture. Remember that not everyone celebrates Black Friday on the same date.

Create a sense of urgency

Encourage immediate action with limited-time offers and clear expiration dates. Creating a sense of urgency can drive impulse purchases and decision-making. Do make sure there is an actual expiration date to your offer, though – otherwise, you're risking your brand's integrity. False information can also lead to customer complaints and damage your reputation.



Plan for post-BFCM follow-ups

Don't let all the effort you put into your BFCM campaign go to waste! Plan ahead for post-BFCM follow-ups, such as abandoned cart emails, upsells or cross-sells, thank-you messages, and more. And don't forget about customers who did make a purchase. Continue engaging with them and nurture those relationships for long-term success.

The holiday season has just begun, and there are still plenty of opportunities to attract new customers and increase sales beyond BFCM. Keep up the momentum and keep providing value to your audience through personalized, relevant communication.

Include social proof in your emails

Incorporate customer reviews, testimonials, and user-generated content into your email marketing. Social proof builds trust and credibility, assuring customers of the value of your products. It also adds a personal touch to your emails, making them more relatable and engaging.

Work on your website

Your promotion channels are where you get your customers' attention, but your website is where the show happens. Make sure each element of your website is properly functional and ready to handle what will likely be the biggest traffic surge of the year.

Here are a couple of conversion rate optimization (CRO) essentials to consider:

Work on improving the customer journey

Enhancing the customer experience on your website is crucial. Streamline the shopping process, simplify navigation, and provide clear product information. A smooth and intuitive customer journey can lead to higher conversion rates.

Include a countdown timer

Creating a sense of urgency is a powerful way to drive action. Implement a countdown timer on your website to remind customers of the limited-time nature of your BFCM deals. This can spur potential buyers to make quicker decisions.

24 BFCM emails to inspire your best sale weekend yet

Not sure where to start with your Black Friday & Cyber Monday campaigns? Here are some email marketing examples to inspire you:

Everlane: No sale today and here's why

Or "How to win Black Friday without running any kind of actual offer."



Grammarly: Manifest miraculous writing with Grammarly Premium

A BFCM campaign that feels like pure magic!



Apple: Don't miss the Apple shopping event, now through Nov 28

...Because sometimes you don't have to be fancy. It does help if you have a really brilliant brand, though!



Electric Objects: Black Friday is now. 50% off EO2

A simple subject line and a memorable copy/design duo: the perfect match!



Eve: Something big is coming

A great example of how to build excitement and play a little with the relationship between Black Friday and your brand.



Petplan: Get your paws on Black Friday savings from Petplan

Definitely one of the cutest campaigns ever!



EmailTees: The Nightmare Before Cyber Monday

...When you know your target audience and their pain points, the sky is the limit. And this campaign is proof.



Adobe: Save 25 on Creative Cloud for teams today

An unbeatable offer, wrapped in an email that's perfectly on-brand. You wouldn't expect any less from Adobe, right?



Patagonia: You donate, we'll match

This is the kind of campaign that makes Patagonia...Patagonia.



Hush Puppies: Must haves for the holidays (plus, they're on sale)

Sometimes the best idea is going back to the root of Black Friday: holiday gifts.



Onsen: 30$ off towels

A simple subject line and design make for a powerful email!



Quizlet: Best Monday ever!

A great example of how to put your product in the context of Black Friday and Cyber Monday:



Wework: See what's heating up on Black Friday

Or "How to be funny, exciting, and mean business at the same time."



Wunderground: 25% off site-wide starts now

A colorful, sweet, on-brand example of how to run an early Black Friday campaign and get a head start on the busiest time of the year!



Bellroy: Your early access starts now

Here's how to run a special campaign for your email subscribers only. It's classy, enticing, and unintrusive.



MacPaw: Cleanmymac X and other apps are 30% off

Nothing says "I care about you" more than software that cares for your devices, right?



The Washington Post: Early access to Black Friday sale

Simple, effective, and to the point – just like good journalism!



Tarla: It's Black Friday at Tarla

Another simple, yet effective, on-brand Black Friday campaign example.



Peak Design: They call him Bird Legs

With a subject line like that and a totally unique, movie trailer-inspired email concept, Peak Design is a real inspiration for email marketers everywhere!



iKhokha: You'll kick yourself if you don't

Now, that's what we call an enticing subject line! (Plus, the "flyday" pun is really on point too!)



Surreal: Want your face on a billboard?

This email is proof you can really go above and beyond with your BFCM offer.



Peak Design: Black Friday is cancelled

OK, this is the second Peak Design example we're including here, but we couldn't help it. This email's got it all: the ultra-exciting subject line, the fun heading, the storytelling, the excellent design, and the offer.



Carvana: Our great deals, your next ride

That catchy, rhyming heading is nothing short of ultra-memorable!



Moment: It's on! Black Friday deals are live

This is minimalism at its finest.



Are you ready to rock your BFCM marketing this year?

At the end of the day, Black Friday is all about providing value to your customers and opening the gates to further interactions. The different tactics you've learned in this guide can help you do that.

Remember to always keep your customers' needs and preferences in mind, and stay true to your brand's values. With a well-planned and executed BFCM marketing strategy, you can drive significant revenue – but most importantly, you can build strong relationships with your audience.

So roll up your sleeves and get down to planning. The biggest annual sales of the year are just around the corner!

Need help making sure all your email campaigns hit the nail on its head, even during the hectic holiday season? Hire a vetted email marketing agency. Contact us and we'll match you with the best one in less than three days.