9 Easy Power Moves To Maximize Your Q4 Revenue

Rob Bettis -

As we prepare for the most important sales season of the year, here are 9 easy, but uncommon improvements you can make to maximize your revenue this Q4:

Inventory

The feeding frenzy of Q4 is the perfect time to strategically turn over your excess inventory. Two easy ways to push unwanted product are bundles and mystery products.

  • Bundles - by pairing bestsellers with lower volume SKU's, you can build curated bundles that expand AOV, have a high perceived value, and move less desirable product.
  • Mystery Products - instead of relying solely on discounted prices, sweeten the pot by adding mystery products to orders above a certain value. Set the target value above your typical AOV to increase Q4 AOV. Plus, this provides a more profitable outlet to ship excess SKU's than your end-of-season sale.

Email

  • Have a special BFCM post-purchase thank you flow. Highlight your uniqueness (ex. family-owned or woman-owned brand) to make people feel good about shopping with you. Or, if you have a philanthropic angle, highlight the good your customers have done by shopping with you.
  • If all goes well, your brand will be introduced to many first-time customers. Set up a 2-3 step drip campaign to introduce those new customers to the brand behind the BFCM promotion.

Creative

Hooks & lenses, admittedly, are not revolutionary. But I find so many brands overthink it.

Hooks - If there was ever a time to be aggressive, this is it. Put your standard ad copy on the self and get after it. Remember, the decision to purchase is an emotional one. Your customer is looking for logic to justify that emotion. Give them a reason by highlighting applications & benefits.

The perfect...
The best...
The only...

Don't be shy. This is the time to cash in.

Lenses - Don't beat your customers over the head with the same messaging. Implement simple, unique lenses to highlight your products and promotions. Things like:

  • Highlight a core product every day, in addition to your sitewide sale.
  • Must have gifts for [blank].
  • Introduce your audience to your bestselling product this year.

May your hooks be strong and your lenses be simple. 🙌

Ads

  • Depending on the complexity of your promotion schedule, consider 'Cyber Weekend' language over 'Black Friday' and 'Cyber Monday'. This gives your promo ads a longer shelf-life and an opportunity for more social proof.
  • Use URL parameters to auto-apply coupon codes for your customers. For Shopify, this looks like:

https:// [SITE].com/discount/[CODE]/?redirect=/products/some-product-name

  • Make sure you have ads ready for after the shipping cutoff. Those ads can promote products that don't ship, like gift cards and subscription products.