The Ultimate Black Friday Checklist: How to Stand Out in the Madness

$42,000 in 24 Hours

If you’re asking yourself, “Should I be doing a Black Friday deal for my audience?”… Allow us to put that question to rest for you real quick.

Yes. You should.

Black Friday is more than just a shopping frenzy; it’s a marketer’s dream. 

If you need proof, here’s some. Last year (2023), we ran a promo that launched in the late afternoon on Thanksgiving and ran through the evening of Black Friday. 

The deal? Lifetime access to our Customer Acquisition Workshop (a meaty series of trainings that we don’t sell publicly anywhere else).

The results? $42,000 in front end revenue in just 24 hours… using nothing but our email list, and one social post in our private Facebook group.

Black Friday is what we call a “leverage point” – and, in this case, it’s a unique one. It’s one of only a handful of times in a year when the entirety of your market (regardless of your vertical) is already in the mindset to spend money, snag deals, and make investments.

It’s like stepping onto a playing field where your market is primed and ready to convert. 

But, there’s a catch—they’re also being bombarded with offers from every direction. To make your promo irresistible, you need to cut through the noise and make your offer the one they can’t refuse.

Here’s your ultimate 6-point Black Friday promo checklist to ensure your coaching or consulting business not only stands out but thrives during this high-leverage period. Let’s dive in.

1. Craft a Unique Offer That Stops Them in Their Tracks

If it’s not new, it’s not news. 

Black Friday isn’t the time to recycle offers your audience has already seen. Think exclusive, first-time-ever deals. Whether it’s a one-off mastermind, a bundled offer of your best-selling courses, or an entirely new training, make it clear that this is something they won’t get any other time. 

This uniqueness isn’t just appealing—it’s essential to cutting through the noise.

2. Build Up AVE: Asymmetric Value Exchange

Your Black Friday offer should feel overwhelmingly in favor of your customer. 

Think of it as “unharvested goodwill” in action (read more about this powerful concept here). Dramatically dropping the price is an example of this, but you don’t have to (and shouldn’t) stop there.

Add bonuses like access to future events, exclusive templates, or discount codes for upcoming products. Make them feel like they’re getting a windfall of value for their investment—and they’ll be itching to hit “Buy.”

3. Double the Urgency, Double the FOMO

Urgency is your best friend during Black Friday, but why stop at one tactic when you can use two?

Limit your promo to a short window—say, 48 to 96 hours—and cap the number of offers available. For example, “This deal ends in 48 hours or when 100 spots are gone—whichever comes first.”

The ticking clock combined with scarcity will light a fire under your audience, compelling them to act now rather than later.

4. Align with Existing Buyer Behavior

Timing is everything, especially when your audience’s inboxes and feeds are flooded.

Take cues from your audience’s behavior to decide how frequently to email, post, and promote your offer. Maybe they’re hyper-engaged at 7 AM before work or prefer evening scroll sessions. Meet them where they are, and your timing will amplify your message.

Need more tips on turning attention into revenue? Check out our guide here.

5. Follow the “Inverted Bell Curve” Strategy

Plan your Black Friday promo like a story arc. 

Start with a bang on Day 1, hyping the exclusivity and urgency. In the middle, keep momentum alive with testimonials, case studies, or bonus reminders. On the final day, ramp up the pressure with a “last chance” push.

This rhythm—high, steady, then high again—maximizes engagement and keeps your audience hooked until the very end.

6. Make It FUN – for You and Your Audience

Yes, Black Friday is serious business, but that doesn’t mean you can’t have fun.

Inject humor, energy, and personality into your promos. Play games, host live Q&A sessions, or create interactive challenges. The more your audience enjoys the process, the more connected they’ll feel to your brand—and the more likely they are to buy. 

Remember, they’re getting bombarded with marketing messages, and if you don’t make it fun, it will end up feeling like a stale infomercial…

And no one wants to feel like they’re in a stale infomercial.

Ready to Crush Your Black Friday Promo?

Executing a successful Black Friday campaign boils down to strategy, timing, and adding unmistakable value. By following this checklist, you’ll not only stand out in the sea of offers but also create raving fans who can’t wait to work with you again.

Black Friday is a moment of massive opportunity. Follow this checklist, and you won’t just ride the wave—you’ll own it. Now, get out there and make it happen!