Black Friday and Cyber Monday are like the Super Bowl of sales season, if the Super Bowl involved last-minute panic, overloaded websites, and inboxes bursting with “LAST CHANCE” in all caps.
But here’s the truth: people expect to shop this weekend. They’ve been waiting for it. They're comparing deals, watching countdowns, and yes, they’ll buy if you give them a reason to act now.
So let’s talk about creating urgency… the kind that converts browsers into buyers, without sounding like a used car commercial.
First, want to listen instead of read? I got you! ⬇️
Why Urgency Works (Especially on BF/CM)
Psychologically, urgency triggers FOMO, fear of missing out. And during Black Friday/Cyber Monday, the entire internet becomes a pressure cooker of “limited time only” hype. But strategic urgency isn’t about manipulation, it’s about clarity, scarcity, and timing.
Here’s how to do it right.
Set a Deadline (and Stick to It)
There’s a reason countdown timers work. People need a finish line. Create a clear cutoff for your deal, and don’t extend it “just because.”
- “Offer ends Monday at midnight!”
- “Only available Black Friday weekend!”
- “Cyber Monday is your LAST chance!”
Bonus tip: use visual countdowns in emails, banners, and social posts. Tools like Deadline Funnel or MotionMail make it easy.
Use Tiered or Expiring Bonuses
Scarcity doesn't have to mean low stock. It can be limited perks. Try bonuses that disappear over the weekend to drive earlier action:
- Friday only: free gift with purchase
- Saturday-Sunday: bundle deal
- Cyber Monday: final discount or free shipping
This keeps your audience coming back to check what’s next, while creating daily urgency.
Show Real Inventory or Limited Spots
If you do have limited stock or capacity, say so! Transparency builds trust and fuels urgency.
- “Only 25 bundles available, when they’re gone, they’re gone.”
- “This offer is limited to the first 50 customers.”
- “We’ve sold out of 3 colors already, shop now to get yours.”
Don’t fake it. But if it’s true, flaunt it.
Add a Countdown to Your Content
Start the drumbeat early. In the 7–10 days before BFCM, include a mini countdown everywhere:
- “7 Days 'Til Black Friday: Here’s What to Know”
- “Only 3 Days Left to Join the VIP List!”
- “Last Chance Tomorrow, Are You Ready?”
This builds momentum before the main event and warms up your list.
5. Go VIP First
Your best buyers deserve first dibs. Build urgency before your sale even begins by creating a “VIP List”:
- Email-only early access
- Secret deals just for subscribers
- First access to limited quantities
This makes joining your list feel like a privilege, while building FOMO for everyone who waits.
👉 Related post: Create Your Holiday VIP List – Why and How
Tease, Don’t Just Tell
Instead of dumping the entire deal upfront, tease your offer to build curiosity and urgency.
- “We’re dropping something BIG on Friday, make sure you’re subscribed.”
- “Something special is coming for Cyber Monday shoppers. Want the first look?”
- “Our biggest deal of the year is almost here... are you ready?”
Teasers give people a reason to follow you closely and check back.
Use Social Proof and Sales Momentum
Nothing creates urgency like seeing others buy.
- Share “Just Ordered!” screenshots (with permission)
- Repost customer unboxings or reviews
- Mention how many people are on your VIP list or have already bought
“Hundreds have already claimed theirs, have you?”
Make Your CTA Crystal Clear
Your audience is being bombarded this weekend. Make the next step so obvious it’s impossible to miss.
- “Click here to shop the deal”
- “Tap the link in bio before midnight”
- “Message me the word BFCM to claim yours!”
And repeat. Often. Everywhere.
Considerations for Direct + Social Sellers
If you’re in direct sales, you’re likely promoting a product you don’t fully control, pricing, inventory, or even the graphics might be provided for you. But here’s how to stand out:
- Pre-load urgency: If your company drops deals on a set day, start teasing 48 hours in advance. Go live. Post a countdown. Get loud.
- Be the concierge: DM customers to remind them of their cart. Offer gift suggestions. Tell them which products are low stock.
- Create your own urgency: Offer a personal bonus like a thank-you gift, printable, or coupon toward their next order (with your own deadline).
- Use stories strategically: Post FAQs, behind-the-scenes shipping prep, or polls like “Are you shopping Black Friday or Cyber Monday?”
- Batch your messages: Prep your links, graphics, and scripts in advance. Then focus on talking to people instead of scrambling to post.
- And don’t forget: add urgency to your follow-up too. Cart reminders, countdown graphics, “last call” DMs, they all count.
The Bottom Line
Urgency isn't about pressure. It’s about clarity, energy, and timing.
When people are already primed to buy (like during BF/CM), your job is to help them decide when and what. Use deadlines, bonuses, social proof, and sneak peeks to make it easy for them to say YES, before the deal disappears.
Now go set that timer. Your sale’s about to start!
Want more info on how to build your social selling business? Grab my Ultimate Guide!