Top marketing strategies to maximise impact on Black Friday

First established in the US in the 50s as a term to describe the surge in shoppers post-Thanksgiving, Black Friday is now firmly established in the UK as a pivotal sales event for retailers, offering a prime opportunity to attract customers and increase revenue. Each generation is spending more than the one before on Black Friday, meaning that it’s an event that will only continue to grow as the years go by.

As this major shopping day approaches, a well-crafted marketing strategy is essential to help you stand out among the masses of businesses flaunting their discounted wares. In this blog, we can share what you need to know to ensure your Black Friday campaign is a success.

Getting to grips with Black Friday marketing

Understanding the Black Friday phenomenon

Black Friday marketing involves targeted promotional efforts aimed at capturing consumer interest and driving sales during the Black Friday period. Traditionally held on the last Friday of November, Black Friday is marked by substantial discounts, special offers, and extended shopping hours. Many consumers make use of this time to get a headstart on their Christmas shopping. Effective marketing during this period makes use of the consumer anticipation and spending surge to boost revenue and brand presence.

Key trends and consumer behaviours

To create a successful Black Friday marketing strategy, understanding the trends and consumer behaviours specific to this shopping event is crucial. Many shoppers start planning their Black Friday purchases well in advance, often weeks before the actual day. They may research items online that they intend to buy later in person - reviews and other forms of social proof can significantly influence these buying decisions. For the unprepared, the urgency of Black Friday deals often leads to spontaneous purchases.

Crafting a Black Friday Marketing plan

Setting your campaign objectives

Establishing clear and measurable objectives is the first step in planning your Black Friday campaign. These goals could be:

• Achieving a specific sales target.

• Increasing traffic to your website.

• Expanding your email subscriber list.

• Enhancing overall brand awareness.

• Clearing old stock.

Having defined objectives will guide your strategy and provide benchmarks for success.

Knowing your audience

Identifying and understanding your target audience allows for more effective and personalised Black Friday marketing strategies. Segment your audience based on demographics, shopping habits, and interests. For instance, you might target tech enthusiasts with special offers on electronics, or fashion-savvy shoppers with exclusive apparel discounts they can’t get at any other time of year. Tailored messaging ensures better engagement and conversion rates.

Using tools such as RADAR can help you to pinpoint these target audiences, down to specifics such as identifying people who have shopped in certain retailers recently. Using mobile SDK data you can then decide on which Out of Home (OOH) advertising sites are best for reaching these people.

Smart budget allocation

Allocate your budget thoughtfully to cover all aspects of your Black Friday campaign, including:

• Online and offline advertising spend.

• Production costs for creative assets.

• Discounts and promotional offers.

A well-planned budget ensures that you can execute your strategy effectively without overspending. You may want to favour campaigns that have a wide reach and can run advertisements for a long time, for a relatively low overall cost, such as OOH mediums. This includes billboards and digital screens. 

Black Friday marketing tactics that work

Time-sensitive offers and flash sales

Creating a sense of urgency is key to driving immediate purchases. Time-sensitive offers and flash sales can prompt quick decisions from shoppers, by limiting the window wherein they have the chance to take you up on your offer. Announce these deals through various channels to generate excitement and drive traffic - for example, running dynamic ad content through digital screens that includes a live countdown, or even the number of products remaining.

Attractive bundle deals and discounts

Bundle deals and significant discounts are powerful tools to attract bargain hunters. Create appealing packages by grouping related products or offering tiered discounts based on the purchase amount. This strategy not only boosts sales but also encourages customers to spend more, significantly boosting average spend.

Rewarding loyalty with exclusive deals

Show appreciation to the customers that have been loyal all year round by offering exclusive Black Friday deals. This could include early access to sales, special discounts, or extra loyalty points. Promoting these offers through your loyalty programme communications can enhance customer retention and satisfaction.

Utilising multiple marketing channels

Out of Home Advertising

Out of Home (OOH) advertising, such as billboards and digital screens, complements your online efforts by reaching consumers in the physical world. High-traffic locations like shopping centres and train stations are ideal for promoting your Black Friday deals. The best thing about OOH is how easy it is to support through other channels, creating a cohesive experience for your customers, and making them feel more of a connection to your brand.

Engaging social media campaigns

Social media platforms are perfect for generating buzz and reaching a wide audience. Create engaging posts, stories, and videos that highlight your Black Friday deals. Use hashtags, polls, and contests to encourage interaction, and ensure that your branding matches that of your OOH advertisements to reinforce your message. Paid social media ads can also help target specific demographics and increase reach.

Effective email marketing

Email marketing is a highly effective channel for Black Friday promotions. Craft compelling subject lines and personalised messages to capture attention. Segment your email list to send targeted offers based on past purchase behaviour and preferences. Include clear calls-to-action (CTAs) and countdown timers to create a sense of urgency.

Collaborating with influencers

Partnering with influencers can extend your reach and enhance your brand’s credibility. Select influencers whose audience aligns with your target market and task them with creating authentic content showcasing your products and exclusive Black Friday deals.

Evaluating your success

Critical metrics

To gauge your campaign’s effectiveness, keep an eye on key performance indicators (KPIs) and metrics such as:

• Sales figures - The total revenue generated during the campaign.

• Conversion rates - The percentage of visitors who make a purchase.

• Website visits - The number of visitors to your site.

• Email engagement - Open rates, click-through rates, and conversions from email campaigns.

• Social media engagement - Likes, shares, comments, and overall reach.

Analysis tools and techniques

Utilise various tools and techniques to analyse your campaign's performance. For example, with tools like Google Analytics you can track website traffic, user behaviour, and conversion rates. Combining this with sales data can help you to identify trends and measure the overall impact of your campaign on revenue.

Future improvement

Post-campaign analysis is essential. Without it, you can’t take what you’ve learned and apply it to your future campaigns. Review the data to identify what worked well and what didn’t, and gather feedback from your team and customers to gain additional insights.