If you’re paying for traffic over Black Friday and Cyber Monday, you need these pieces optimized at checkout to get the ROI you deserve. Otherwise, you’re leaking profit at the exact moment your buyers are most primed to convert.
Think about it:
Black Friday is a holiday about consumption. People expect to buy. They’re eager to buy. They just need an irresistible reason to buy more.
Assuming you’ve got your front-end strategy figured out, let’s talk about how you can generate as much cash as possible from your Black Friday campaign.
As always around here, we’re focusing on your checkout and post-purchase flow.
Why Most Black Friday Strategies Leave Money on the Table
Businesses pour STAGGERING amounts of cash into ads on Black Friday. But most miss out on MASSIVE amounts of revenue at checkout because their purchase flow isn’t optimized.
I don’t want that to happen to you.
Read on for a step-by-step guide to Black Friday checkout optimization for max post-sale profit!
5 Black Friday Checkout Optimization Strategies to Maximize Post-Sale Profit
1. Add an Irresistible Order Bump at Checkout
Make sure your cart has the option to add a little something extra to their purchase.
What can you offer that’s like a chocolate bar in the checkout line?
What’s something they’ll absolutely want to grab because it’s:
- Relevant to what they’re after
- Low-lift to implement or consume
- A one-time opportunity to save money
Pro Tip: Your order bump should be priced around 25-50% of your main offer.
Don’t have checkout software that allows order bumps and upsells?
Check out ThriveCart! (<< affiliate link)
Thrivecart is a payment processor that makes building funnels easy, including adding order bumps and upsells/downsells. You can also use Thrivecart Learn to host courses, plus it’s a one-time payment! This means it can replace more expensive tools like Samcart and Kajabi, AND allows you to easily create more post-sale profit.
2. Give Buyers an Early Chance to Upgrade With Your Upsell
For the buyer with money to spend, what’s the most luxurious way you can support her right now?
Is it:
- One week of Voxer coaching to jumpstart her success?
- A VIP Day to accelerate the results she’ll get with your main offer?
- A curated selection of past trainings from your mastermind—tailored to her current goals based on a quiz or intake form?
Choose an upsell that allows you to seed your Ascension Offer.
Think: your mastermind, membership, retainer or 1:1 work.
Pro Tip: Make your upsell around 2-3x your main offer’s price point.
3. Offer a Downsell for Buyers Who Click “No”
People are price conscious on Black Friday. A downsell captures buyers who would otherwise bounce.
A no-brainer deal on a recurring offer is my recommendation here, but your down-sell offer might also include:
- An entry-level membership
- A complementary mini-course
- An audio experience, e.g. private podcast or Telegram chat
Your downsell keeps people in your world beyond “sales season.” It also gives you the opportunity to upgrade them later.
4. Collect Strategic Buyer Intelligence ASAP Post-Purchase
Once someone buyers, you first job is to find out:
- What they want
- Who they are
This lets you segment your paying clients and personalize their next steps.
Check out this post for 3 strategic questions that help you drive up your coaching clients’ CLV—in a way that feels supportive, not spammy.
5. Deliver a Great Experience and Seed Your Next Level Offer
A smooth onboarding experience won’t matter for long if the actual customer experience inside your offer falls flat.
Make sure to seed your Next Level Offer during the 3 key phases of your customers’ post-purchase experience:
Activation: The first 7-10 days within your program (also called “onboarding”)
Evolution: Around the mid-way point. This is the sink or swim stage where your people either start seeing great results or drift away.
Culmination: The phase formerly known as “Offboarding” or “Graduation.” This is the moment you’re going to make a serious case for your Next Level Offer.
Pro tip: Waiting to pitch the next way to work with you until that Culmination stage is one of the most common mistakes even experienced coaches make. Making the same pitch to everyone, regardless of what you know about them? That’s another one.
The Post-Sale Profit System puts an ascension pathway in front of your buyers at all 3 phases of your offer, personalized to the results they’ve told you they’re working towards.
Get a Personalized Walkthrough of Your Profit Opportunities
If you want help putting these strategies in place — without adding pressure, complexity, or unnecessary tech, book a Post-Sale Profit Strategy Session.
On this call, I’ll walk you through the 9 Profit Levers I recommend, and how you might implement them in your signature offer. These include Ascension Pathways, Organic Growth Triggers and how to build profiles for each of your buyers using Strategic Client Intelligence.
You’ll walk away with three clear and easily implementable next steps. These will help you generate more profit from the work you’re already doing.
Yes, I repeat—profit. These additions are all about making more money from work you’ve already done. They don’t require any new ads, overhead or effort on your part. The return you get from implementing them is pure profit.
Make Bank on Black Friday Without the Burnout
Your Black Friday traffic is expensive. Make sure every dollar you spend on ads gets maximized at checkout and beyond.
If you have any questions about these strategies, book your Post-Sale Profit Strategy Session and let’s talk through your specific situation.
Ready to optimize your Black Friday checkout flow?
Start by building out your order bumps and upsells on a checkout tool like Thrivecart (affiliate link), then book your Post-Sale Profit Strategy Session today to create your personalized post-sale profit strategy.
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