Black Friday Is Not a Sale You Announce, It Is a Runway You Build. Here's How.

All right, guys, welcome back to another episode of Running with Wolves. I am super excited for today's episode because we are going to talk all things Black Friday. And my biggest gripe, my biggest peppy when it comes to Black Friday is that most people start marketing Black Friday the day of like, I'm going to do something for Black Friday with really no strategy, no preparation, no nothing when it comes to their marketing strategy, which is ultimately why it oftentimes does not work. I've literally had people be like, should I even do anything for Black Friday because last year when I did it, nothing really happened, it didn't help me significantly. But the reality I need you guys to remember is that Black Friday is not just like a sale that you ultimately announce, it is a runway that you have to build with your marketing strategy. So today, I'm going to talk you through and I'm also really excited about this too because this is a training that I gave to my accelerator clients last year that I'm basically taking and condensing for this episode. So you guys are getting a little bit of like a sneak preview into the actual trainings that I do for my clients, but we're going to talk today about all the different potential promotions that you can run for Black Friday that will actually get your audience buying and not allow you to kind of like, I don't know, I guess like become a part of just like the Black Friday noise in a sense. It feels like everyone who does Black Friday, they're all saying the same thing and it's really difficult to stand out when it comes to Black Friday. So you're going to walk away from this episode with an understanding of what promotions you could potentially run, but also for the four weeks leading up to Black Friday, which by the time this episode airs, it almost should be about four weeks in advance or just before four weeks in advance of Black Friday. So this will kind of be perfect timing for you guys. So you can really start to strategize for Black Friday, what you should be posting each week leading up to it, and then the exact moment where you stop teasing Black Friday and you switch to actually selling for Black Friday, okay? And the other thing I wanted to remind you of before we actually talked about the strategy for Black Friday as to why you should even listen to this episode in the first place. Black Friday, if you play your cards right, if you actually have the right marketing strategy, is one of the days of the year where you can make the most sales that feel the easiest to close or create because people are already naturally in this mindset and mental state of like, I'm going to purchase something, I'm going to invest in something for my business, my personal life does not matter, people are in a buying mindset, not just Black Friday, but like Q3, Q4 in general. So I need you guys to understand what a massive opportunity you have with Black Friday when it comes to your sales. However, the people that win Black Friday actually spend time strategizing on it, they don't just randomly throw something up the day before or on Cyber Monday or the day of and say, oh yeah, here's our Black Friday deal, it's something they build into their marketing strategy the entire month before. So we are going to talk all about that so that you feel really solid about your marketing plan walking away from this episode. The other thing I also wanted to mention before we kind of go into picking what promotion you're going to do is talking about like why the prep window for Black Friday is the entire game. Okay. So like I said, everyone's in buying mode in November, right? The people who buy from you on Black Friday are not people who land on your page on Black Friday. They're people who have already been in your audience. Maybe they discovered you a month prior, maybe they discovered you a week prior to Black Friday. However, they come into your audience, they are not fresh, they are not new eyes often times. Okay. Black Friday unless you are selling something super low ticket is not a time for new buyers who just stumbled across your product or service on their for you page or on Google. It's typically not going to be an impulsive buy unless it's like 80% off or super low ticket. Black Friday is when people who have already been in your audience, been consuming your marketing, been obsessed with your brand, your business, your product or service. It's when they actually plan to buy from you because they know you're going to be offering some sort of promotion so they're going to quote unquote get more for their money. But it's also a natural trigger for them because it's like, okay, if I don't buy on Black Friday, when else would I be buying, right? So what I want you to remember and think about and if there's anything you take away from this episode, it's that your Black Friday sales will actually be confirmed in October and like built in October rather than in November. Okay. So with that being said, let's talk a little bit about the different things that you can do for Black Friday that isn't just giving this massive percentage off of your products or services because the one mistake that I have seen brands and businesses make when it comes to Black Friday is ultimately that they think, oh, I'll just slap up a massive discount. And they create a ton of sales, which is fantastic. However, you then get to a point where December, January rolls around, you're no longer offering discounts and you're wondering why your sales have slowed. It's because you've trained your audience to only purchase when you're running a promotion, when you're giving a discount, something along those lines. I've actually had consistently clients come to me basically saying like, we can't get our audience to buy unless we're running a promotion unless we're running a discount. And that tells me with your marketing strategy that you're not giving your audience a reason to buy right now. You're probably not selling, you're probably not selling away your audience needs to here to buy. You're probably not creating a ton of urgency, those things. So that's obviously something to fix like in and of itself, not during Black Friday, but it's also a reason to potentially consider other promotion options for Black Friday, specifically if you don't want to train your audience to just buy when they have a discount, right? So I want you to know there are other options than just giving a massive discount to your products or services, which are some of these options. So first one is going to be a discount or a coupon code. That is like the normal go to that most people will do for Black Friday, right? The pros of this is that it's super easy to market. However, you're often going to diminish the value of what it is that you sell. Obviously, it eats into your profit margins, right? It's also a super quick cash injection, obviously. It's easy to set up and the urgency is built in pretty much already just because there's a discount code and they don't know necessarily when they're going to be getting another one. However, like I said, it does diminish the value of what you sell. It also, like I said, teaches your audience that there is going to be a discount in some way, shape or form that you're going to be offering like throughout the month or throughout the year. And so they're like, okay, in their minds, if I'm going to be doing this for Black Friday or if this brand or business is going to be doing this for Black Friday, then ultimately they're probably going to do a Labor Day Sale or maybe they do a Memorial Day Sale or a Presidents Day Sale or Fourth of July Sale, a holiday sale in some way, shape or form there for I'm going to wait to purchase from this brand until they offer another promotion discount. And it's also, I would say a taste test of like what your product or services like and then they'll potentially come back and buy more later. So there are pros and cons to discounts. It can be very easy to set up. It can create a really fantastic cash injection. It can create natural urgency. But on the flip side, it can also train your audience to only purchase when there is a discount option, okay? And I would also say if you are a luxury brand, meaning you have luxury products or luxury services, it can also cheapen your brand. You typically are not going to see Chanel doing a Black Friday Sale, right? It would feel really, really off for the brand. If Chanel ran a discount like in their stores, can you imagine? They're like beautiful designed windows. They have like 60% off Black Friday Sale, like, hello, where are we, Nordstrom Rack, right? So you have to make sure that the promotion option that you choose for Black Friday, if you choose to run one whatsoever, it does match your brand and the aesthetic and the level of your product or service, okay? So that's an option that you can offer. The second option is going to be a value ad or like a buy this, get this for free or 50%, or maybe you get like an extra little goodie bag or something like that, right? So the pros of this is that it does create real incentive without cutting your price point, which is great, right? And it opens up an up-sale path for higher ticket products or services. So for example, if somebody were to come in and say I was running a, let's say like they do a power hour, for example, with me, which is like a 60 minute strategy call that I've done in the past. If we have you buy this, you get 50% off of your first month of accelerator tier one or we allow you to put that power hour cost towards accelerator tier one or tier two towards your next investment. That ultimately is going to make the upsell easier for me into longer term support. You can also do this. I've seen product-based businesses do this where basically if you purchase one product, you get 50% off the next one. If you purchase this product, you get to select your free gift. If you purchase this product, you can put it towards another product in the future, right? So that's another option for you. The cons, it is more work on your end. I will say you have to build out that bonus, right? So I think it was not last Black Friday. It was two Black Fridays ago. So two years ago, we did basically like, if you invest. in six months of the accelerator, we give you a seventh month complimentary. So it was essentially a bonus or a value ad. However, on our end, we then had to shift behind the scenes. We had to shift all of our different billing structures. We had to create a new payment plan, quote-unquote, right? We had to adjust all of our different notification systems for when people are getting ready for renewals or off-boardings so that we were then notified because it does change the time frame, right? So there is a little bit of extra work in the back end that you're going to have to do if that is the option that you want to go towards. However, what I do like about that is it doesn't diminish your product or service. It still feels like they're getting something extra, but it doesn't create this like cheap negative connotation for the brand. So for someone like me who owns more of a luxury service based business, that would probably often be the Black Friday promotion option that I would opt for because it makes the most sense for my brand. Even though it's a little bit of extra work behind the scenes, it's stuff that we've done for a few years in a row. So we kind of already have those systems and processes set up and once you do it one time, it's really easy to just rinse and repeat moving forward. And the only other thing that I will say is for B to C. So if you have a product-based business giving something away for free as a value add does eat into your profit margins. So that's the only thing that you will have to consider. The one person I think that this option is a really good fit for is anyone who's trying to protect a premium price point. So if you have a higher priced product or service, this would probably be a good option for you if you want to do something for Black Friday. And then the third option is a by now start later option or like delayed payments. So for product-based businesses, this can look like after pay or clarna for service-based businesses. This can be a hey, you just have to put your deposit down and then your payments or the rest of your installments kick in on X state, right? So for me in the past, this is even something that I offer normally like on an evergreen basis. This isn't even something that I offer just for Black Friday. This is an option that I give my audience pretty consistently because we have plenty of people where it's like, oh, I'm traveling for the next month or I'm on maternity leave for the next month or something like that, right? Where they know they want to get started. We're ready to lock in the sale. They want to secure their spot. So we have them put down a deposit and then it essentially enables them in a month when they're actually starting with support their second payment kicks in. So it is easier upfront, I will say, because like the upfront number of locking in your spot or securing the product is smaller than the actual price point itself, right? So let's say for example, if my accelerator investment is like a higher five-figure investment, they're only looking at a small like four-figure payment as the deposit, right? So it's less intimidating or let's say you sell a $500 lamar eye cream or something, right? If you were going to use after pay or clarna or you were just going to do it in house with lamar, it would be $50 down that you had to pay that day and then you could pay the rest of the $500 over X amount of months, right? That number is easier for people to swallow and kind of justify in their heads because it feels like they're actually just purchasing something for $50 or a low four-figure investment when in actuality they are committing to the higher price point. However, they're paying it out over the next few months or over a shorter or longer period of time. So it makes it a little bit more digestible when it comes to the financial piece. So obviously that's the pros. The other thing I'll also say is it's a really good cash influx for any business. Also, if you are a product-based business, clarna after pay platforms like that pay you the merchant in full while they work on the payment plan with the customer. So it is really nice for you because you get that payment obviously and you capture the sale without the full financial commitment but it still feels like a deal for them psychologically. The only thing here that's a con is that it is a logistical lift, right? So you might need new payment workflows if you don't have after-payer clarna. That is something you're going to have to install for your business. The other thing that you'll have to potentially combat would be if you have people who want to purchase but don't get approved through after-payer clarna. That can be a little bit difficult because it could put a potential hurdle in your way when it comes to securing the sale because if they can't get approved for that what's their other alternative? What are their options, right? You now have to kind of keep them engaged as well. I will say between the purchase date so like if somebody for Black Friday for me was like, "Okay, I'm ready to get started." They secure a deposit during the Black Friday period of time and then they maybe don't start till January. I have to make sure that they stay super engaged in that support even though it doesn't start until January because we don't want them A to have buyers remorse and get cold feet and be like, "What did I just do?" When in actuality, it was the right choice. They're just not seeing immediate results that give them that dopamine hit essentially. So you do have to keep them engaged from the purchase point to the actual time the service starts or like I said, it's a logistical lift because you might need new payment processes, things like that. And sometimes you can experience some sales hurdles if people don't leverage it. So I will say for service-based businesses where maybe you have a really full client roster and you're pretty booked out, this would be a really, really good option for you if you're still wanting to secure cash flow to secure sales but you don't have either the capacity or the time or something like that to fit them in right then and there or maybe you have a decent amount of people that are like, "I know I want to start with you in the beginning of the new year." You can still secure that sale while they're excited and motivated to purchase without necessarily needing them to start right away. Okay? The only thing that I will say is you have to pick for Black Friday a promotion option that makes the most sense for your price point and your capacity because like I was saying, even that first option we talked about of like a discount code, that doesn't always make sense for each individual brand, right? It really, each option makes the most sense for a specific kind of brand with a specific kind of business model that's in a specific section of business, right? So pick your promotion option, decide what you want to offer for Black Friday and I would encourage you while you're listening to this to pick it now because if you try to pick it closer to Black Friday, you're going to have missed your marketing window completely. Okay? So now let's kind of shift gears into marketing mode and let's talk about four Black Friday, what your marketing actually has to do to secure the sale. Now, I want to preface this by saying, this is considering the fact that you already have an audience that is warm and engaged. If you are someone who's listening to this podcast who maybe just started their business and you're considering doing something for Black Friday, if you don't have an audience or you have an audience but they're not super engaged, that comes before all of this. I'm only really going to talk about, you guys have heard me talk about our Wolf Framework before, which is a tracked warm convert. We're really only going to talk about the convert section of this because the attract and warm is something that should already be happening for you. So if you are someone that is not currently attracting and warming in your marketing, go back and listen to one of my episodes about our marketing funnel as a whole, go back and listen to one of my master classes because that is something that has to come first. That is a prerequisite to any Black Friday marketing that you do. Okay? So now let's talk about the jobs that your marketing has to do during Black Friday to secure that sale. There's three of them. Number one is visibility. So you want to get in front of it as many of the right eyes. I don't care if you post a dog video when you're a marketing expert speaking for myself. And it goes viral and you get a ton of incredible eyes on that video. You get three million eyes on that video. And yet all of them just want to see dog content, not marketing content, right? So that does not matter. Going viral does not matter if it's not in front of the right people. So you want to get it in front of as many of the right eyes. Your target audience is possible before you even mention a Black Friday sale, promotion, any of those things. Number two, and this is something you should already be doing, but it does not change for Black Friday, which is urgency. So make sure that you are making waiting to purchase your product or invest in your service feel expensive. Okay? So like the cost of waiting has to weigh on them more than the cost of moving forward with purchasing that product or investing in that service. And then lastly is conversion. So I want to make sure that you remove any sort of objections and then make the ask to buy your product or invest in your service right when Black Friday is happening. Okay? Oftentimes people try to do all three of these things in one week, which is why your marketing doesn't typically land. You're not giving people enough time to mentally get to a point where they're ready to purchase. Okay? So you cannot compress this, which is why I always advise people like a month in advance of Black Friday to be talking about it. Okay? So we're going to talk about the four week kind of countdown essentially. And when you listen to this, like I said, it's going to be coming out in October. So the week of October 30th is about four weeks out from Black Friday. So we're going to start there. Okay? So the week of October 30th, the point of this week is reach. We are not trying to sell. Okay? So if there is ever a week where you adhere to that like gold standard of posting that I have talked about, which is three daily TikToks, a reel on Instagram that's repurchased from TikTok, then you're posting another potential carousel on your feed or a graphic you're selling on your stories, right? And there's ever a time to ramp up your production now is the time. Okay? So this is a really fantastic week. We've already kind of talked about the different pillars for attract content. But this is a great week for polarizing opinions. This is a great week for founder for marketing, right? Great, this is a good one. great week for trends. This is a great week for industry opinions. All of that, all of those things are pillars for attract content that will get you the best reach possible. I also specifically have been seeing just so you guys know two things on social media with video content specifically that's been getting the best reach, which is green screen videos. That effect in general is typically something that's been working really really well across the board. That format is fantastic because I think most people are pretty used to just like straight up talking head videos at this point. So keeping them visually interested because you have something behind you that you're green screening while you're doing a talking head video, oftentimes visually captures their attention a little bit faster than if you were to just do a straight up like talking head video. Okay. So that's been working really well. And then commenting on industry trends you're seeing or real life conversations your audience is having right now is also performing really well. So for example, for me, I've been doing what the fuck was that series where I basically am rating really good or really bad marketing campaigns that I've been seeing and talking about them. And I always do that as a green screen video. So that in general has been doing really well for me because it's very interesting. It's about marketing. So it's industry specific. It's entertaining because we're talking about a brand and it feels like we're kind of spilling the tea a little bit. And then on top of that, it also showcases my expertise, my authority of what I'm talking about. And so it almost is like a dual action video where it creates a ton of reach, but it also warms up. I have a client, for example, who is a therapist who also helps other therapists scale their passive revenue so they don't have to see as many patients in order to make the kind of money that they're looking for. And so a video that we just brainstormed her doing was the love Island USA reunion was just on. And so we brainstormed her basically, like kind of quote unquote diagnosing, even though she can't actually all the people that are on that reality TV show or for example, she was like, right, you know, a documentation, like a patient documentation form with me for like Troy Bolton from high school musical or something, right? So stuff like that where you're kind of playing into conversations your audience is already having books they're reading movies or TV shows they're watching podcasts that they're listening to and you're relating that back to your specific industry. For example, I have a client who is a jewelry brand and she has this really cool intersection between very feminine and edgy jewelry. She creates custom jewelry. So she did a bunch of videos where it was like, okay, I'm styling this specific celebrity, right? And here is the jewelry that I would put on with her. So four weeks out goal is reach. Okay, then you want to keep warming obviously over on all of your other platforms, Instagram, TikTok, etc. And you want to start building hype that you have something coming. So I have a surprise for you countdown stickers on stories, ask them to guess what you're announcing, that really is the engagement and the curiosity. Okay, then we have three weeks out. So this is the week of November 6th. This is where we really, really are warming up those leads. So keep funneling new leads in daily. This does not stop. The reach doesn't stop. The attract doesn't stop. But then you want to heavily warm on both Instagram and TikTok. So whatever your target audiences problems or goals are, make sure that you are super specifically leaning into those and doing what I call light bulb moment pieces of content. The premise of this is to show them they have a problem they don't know how to fix on their own. So you're setting them up to then be pitched to the solution of your product or service. Okay, so oftentimes the cadence of that is if this is your goal and this is what you are currently trying to do to hit that goal. And it's not working. Here's why and here's what you should do instead. And then the question becomes do you know how to do that, right? And you're warming them up. So the goal here is to get them talking back to you. So the goal here would be to say like what questions do you have around how to do XYZ? Okay, so for product based businesses, let's say you're a personal trainer, it would basically be if you're just going to the gym and calling your quote unquote workout, a workout, even though you're just like walking on the treadmill for 30 minutes, walking around, trying a couple different machines and then leaving the gym. That's not a workout. And if your goal is to build muscle, that's why you're not building muscle because ultimately it comes back to you not knowing the routine that you need to do. The weights you need to use any of those things in order to build that muscle. Here's what to do instead and then educate them on that, right? If you're a product based brand, you could be a skincare brand and you could say if you're currently trying to get rid of adult acne, and this is the ingredient that you're using the product you're using. Here's why it's not working for you and why? And here's what you should be using instead or ingredients you should be looking for instead. What questions you have about this again, okay? So warming them up isn't just randomly educating them. Warming them up is getting them to a point where you're giving them value. You're showing your expertise, but you're also painting this picture of here's exactly why you're not seeing the results that you want and what you should do instead, which again, then sets them up for the pitch. And that's where you kind of start pre-selling, okay? So it's the same. Something is coming energy, but you can also capture the sale. I would say before Black Friday even arrives, okay? So that first week of November 6th, I actually let people in the DMs start locking in that price point or that offer, whatever we're doing for Black Friday, but I do not publicly announce it. I say I already have people in my DMs or we're having calls with people who are locking in something that we're going to be announcing for Black Friday. Shortly, if you want like the first super secret details, DM me or book a call, and we can talk about if it's a good fit for you, you could do the exact same thing. If you're a product based brand, have them join a wait list, send them like a secret email essentially that details out what you're doing for Black Friday and let's them lock it in right then and there. So you're not just capturing sales the week of Cyber Monday Black Friday, you're also capturing sales in the entire month of November, okay? And also show the demand publicly. This is another thing. My joke is that I love people, but people are like sheep when one person moves everyone moves, okay? So if you show people in your audience, people are asking questions about your product or service, they're having calls with you about it. They're going to your website, they're adding to cart, they're purchasing, other people will become curious and then ultimately want to do the exact same thing, okay? The reason why this works is because social proof compounds and people buy when other people are buying. Then we're two weeks out. So the week of November 13th, the exact same thing, we're just going to rinse and repeat it, but we're going to produce more. The volume goes up. So keep the daily flow of traffic or leads with the reach, keep warming, keep pre-selling. This is where that consistency ultimately separates people. It's the week where most brands and businesses get really fucking bored with their marketing and they get shiny bright object syndrome and they forget what they're doing and they go and they use a different strategy and then they're disappointed they don't see Black Friday sales results, okay? This is where you are going to lock the fucking and make sure that you are super consistent that entire week, okay? The reality is that your audience is not sick and tired of hearing your message. They need the consistency. It used to be people need to hear about a product or service eight to 12 times before they can consider purchasing or investing. It's now closer to 30 or 50, you guys, is like the new stats that they're bringing out that you need like 30 to 50 touch points with a brand or business before you purchase. So stay consistent with that marketing that week, okay? And then one week out from Black Friday, which is the week of November 20th is when the switch flips. So the pre-sell that was happening privately now becomes the public cell. This is where on that Monday, you want to do an announcement post and announcement email, right? Put a banner on your website. That's where we really start publicly saying this is what we're doing for Black Friday, okay? And there's no more teasing. Really go ham on the solution selling, the transformational selling, the social proof, objection handling, urgency, all the things that I consistently talk to you guys about, okay? So like price timing, will this work for me? This is where your market research comes in so handy because it gives you those objections that people likely will already have. If you're a service based business and you're having sales conversations, pay special attention to any hesitations, objections, people might be saying in the sales calls and you better immediately put that into your marketing. For example, when we've been on sales calls, my team's been on sales calls in the last week for tier one, we're consistently getting like, do you work with my industry, which is so funny because on our website, we have a whole list of industries we've worked with, our case studies spell it out everything. However, like I said, I love people, but people don't read, okay? So you have to be consistent with that information. You have to immediately handle that objection. So guess what we're talking about this week, all the different industries we've worked with, why it works for everyone, et cetera. You have to listen and your marketing needs to be both proactive and reactive to what your audience is telling you in these sales conversations, okay? So a couple different things before we wrap up here. The reality is there's a difference between preselling and public selling and this is that shift that I was talking about where you go from privately talking about Black Friday to then publicly talking about it. Presell, I want you guys to understand is the curiosity piece plus capturing the sale. Public selling is clarity on what you're selling plus urgency of why they need this now. If you go public with your Black Friday announcement too early, you burn that announcement and really don't have a lot left to say for the coming weeks. So you're having to push really hard in your marketing to make those sales happen. If you go public too late with the announcement, like 48 hours in advance, you're asking all these cold people to purchase very quickly when they might not be able to get there yet because they haven't seen your messaging enough. So like I said, that transition should really happen about a week out from Black Friday. Everything before that is really building that excitement. Everything after that is capturing it. But the really cool part, like I said, is you can kind of capture some of those sales happening behind the scenes. That's my favorite part of Black Friday. I'm like, we're not even three weeks out from Black Friday. And I've already captured like 200K in sales. So like, that's the best part of your marketing right then and there. So just really quick as far as next steps for you for Black Friday specifically. Number one, pick what promotion you're doing like right now after you listen to this episode, go home if you're in your car, if you're already home, sit down, no distractions, think about what kind of brand you have, what kind of business you have, what the goal is for Black Friday and what of the different promotional offerings that we talked about make the most sense for your brand. Number two, map out based on your market research, your target audience's problems and goals and all the things. Map out at least the first two weeks of your Black Friday marketing strategy, at least the topics so that you can execute super easily. You should be pulling this. And if you don't know how to do this, I have an entire masterclass that we're going to be launching. It's either when you're listening to this already launched in terms of the replay or about to be launched where we talk about pushing people over the edge to buy. We talk about this entire process for market research and data. I also have a bunch of podcast episodes around that. So if you don't know how to do those things, go listen to those podcast episodes, but you should be pulling problems, goals, buyer types, objections from your market research, same thing from your marketing and sales data and be combining that with what it is you're offering for Black Friday, the light bulb moments, the solution selling, the objections, the social proof, you should be doing all of that. And I would at least like I said, map out two weeks worth of strategy and topics. And then I would say like the next week you can map out the final two weeks, but the final two weeks make sure you're ready to also be reactive. There have been many, many times during Black Friday where that last week maybe right after we publicly announced things, we have to shift our strategy around based on people's behaviors, objections, et cetera. So set it, set your strategy so that you're prepped in advance, but especially for those two weeks leading up to Black Friday, be prepared to maybe move things around. You need to do something different depending on what your audience needs to hear to buy. Start executing, watch your data, watch your audience's behavior. And really, truly, especially if you're capturing sales before you even publicly announce for Black Friday. If you do this correctly, you guys, you should be seeing insane results. Okay, for Black Friday, it is so normal. Like I said, for me to literally be able to secure like a week into November 200K in sales right then and there. And we're not even like close to Black Friday at that point. My clients, for example, on top of that are seeing like double the sales like last year, I had a consulting client who exceeded their Black Friday sales goals by like 100K. That's insane, you guys. And they were selling art. Okay, that's crazy. And not even just normal art, like religious art. So that's a super obscure industry. And yet they were insanely successful, but it's because we did all of this that I just mentioned to you. So if you have questions about Black Friday after you listen to this episode, DM them to me on Instagram or if you want my help and you're listening to this and you're like, okay, you know what Savannah, like we just need to have a conversation about how you can support us for Black Friday. I am only taking on clients for Black Friday, basically through October. And that's it. Okay. So you're probably right at the cutoff as you're listening to this. So go into the show notes of this episode, look for the application, fill it out, book a call. And let's have a conversation if I can support you for Black Friday or even help you in Q4 securing more sales than you ever before. So you can hit the ground running in January of 2027 and see your sales scaling effortlessly. Okay. If you have questions, DM me on Instagram, otherwise book a call. I hope you loved this episode. If you want me to do a part two at all and dive deeper, let me know. But Black Friday is really such an incredible opportunity for you guys as far as marketing and sales goes that I don't want you to miss out on it because it truly can be life changing if you have the right strategy. So let me know how I can support you. I'll see you guys in the next episode. Have a great rest of your day. Thanks for listening. Bye guys.