How to Sell Out Your Online Courses on Black Friday
📖 Learning
Black Friday is no longer just a shopping holiday; it's an educational goldmine. Shoppers are in "buy mode" and actively searching for deals that help them grow, upskill, or transform their careers.
In 2024, online Black Friday sales exceeded $10.8 billion in the U.S. alone, and global spending exceeded $74 billion. That is, millions of hungry learners are looking for discounts on digital courses.
For creators, it is the ideal time. Once the people are ready to spend, your course just has to stand out. The trick is to plan ahead, build anticipation, and design offers that are too good to resist.
Step 1: Build Buzz Before Black Friday
Step 2: Craft Offers People Can’t Refuse
Step 3: Market Where Your Students Are
Step 4: Optimize Your Checkout Experience
Step 5: Nurture Students After the Sale
Bonus: Tools to Make Your Black Friday Launch Easier
Step 1: Build Buzz Before Black Friday
Before you even think about launching your sale, start by creating anticipation. A strong pre-Black Friday strategy ensures that when the big day arrives, people are already waiting to click “buy.”
Grow Your Audience Early
The anticipation of a sold-out sale begins weeks before Black Friday. Start by growing your email list, your greatest source of revenue. Provide a free mini-course, ebook, or checklist to capture your target learner's attention. A waitlist can help you capture warm leads who are already excited for your product.
Marketers like Ali Abdaal and Amy Porterfield use lead magnets to build their lists months before launch. When the sale decreases, the subscribers are ready to purchase.
Create Anticipation With Teasers
Social media marketing for your next sale. Share sneak previews of lessons, testimonials, or "behind the scenes" of your course. The goal is to make your followers feel as if they are insiders who don't want to miss out.
You can even host a short pre-launch challenge or webinar to warm up your buyers. When Black Friday rolls around, they'll already be trusting you, and trust sells quicker than discounts.
Sakshi Jadhav
Step 2: Craft Offers People Can’t Refuse
Once your audience is buzzing, it’s time to make your offer impossible to ignore. The right pricing strategy and irresistible add-ons can turn curiosity into conversions fast.
Bundle, Don’t Just Discount
A discount grabs attention, but a bundle adds irresistible value. Instead of cutting prices alone, combine your main course with useful extras: templates, checklists, or bonus lessons.
For example, course creator Stephanie Kase ran a 5-day flash sale offering unique bundles each day. She earned $20,000 in one week, plus another $4,000 through post-purchase offers. Her secret? Each bundle solved a clear problem and expired within 24 hours.
Add Bonuses and Urgency
Use limited-time bonuses like “Buy before midnight and get a free coaching session.” Urgency triggers action. Adding countdown timers, limited spots, or visible “X seats left” banners can boost conversion rates dramatically.
A case study by Teachable showed that showing the original price next to the sale price increased conversions by up to 35%. People love to see what they’re saving.
Sakshi Jadhav
Step 3: Market Where Your Students Are
Even the best offer falls flat if people don’t see it. So, go where your learners already hang out, and use every touchpoint to remind them that your course is exactly what they need.
Email Is Your Power Tool
Email still outperforms every other marketing channel. According to a McKinsey report, it’s 40x more effective at acquiring customers than social media.
Plan a short campaign, maybe five days long. Send one email per day: build excitement, announce the deal, share testimonials, and remind them before it ends. Personalize each email with student success stories to keep it authentic.
Course creator Paula Crossfield made nearly $94,000 from a five-day Black Friday campaign, by sending 31 emails. Her strategy was simple: mix urgency with real value, and never sound robotic.
Use Social Media to Spark FOMO
Your followers are already scrolling during sale season. Use countdowns, polls, and short videos to create urgency. Share your student wins and post clear CTAs like “Spots are closing fast.”
Influencers also help. Collaborate with micro-influencers who genuinely align with your niche. A trusted recommendation drives faster conversions than paid ads alone.
Vidhi Punamiya
Step 4: Optimize Your Checkout Experience
You’ve caught their attention, now don’t lose them at the finish line. A smooth, trustworthy checkout experience can make or break your sale.
Keep It Fast, Simple, and Trustworthy
A slow or confusing checkout page kills sales. Ensure your payment process loads quickly and supports mobile. Remove distractions like unnecessary links or long forms.
Show credibility. Add reviews, testimonials, and trust badges. 98% of shoppers read reviews before purchasing. In one study, Booking.com saw an 18% conversion increase after adding visible review widgets.
Add Smart Conversion Triggers
Use small nudges to push buyers across the line. For example:
- Countdown timers (“Sale ends in 3 hours”)
- Stock indicators (“Only 5 spots left”)
- Guarantees (“Full refund if you don’t love it”)
These signals reduce hesitation and create instant urgency, without feeling pushy.
Step 5: Nurture Students After the Sale
Your Black Friday sale might end, but your relationship with students should just begin. This is where you turn one-time buyers into lifelong learners and brand advocates.
Keep the Relationship Warm
The sale doesn’t end at checkout. Once students enroll, your next goal is retention. Send a warm welcome email, offer a private community, and check in personally. When students feel seen, they stay longer and buy again.
Upsell With Purpose
A satisfied student is your best customer. Offer an advanced course, group coaching, or a membership after a few weeks. You can even automate this with a drip campaign.
Creator Amanda Schonberg, for instance, launched a baking course and later built a membership program for her students. Her post-sale strategy increased her annual revenue fivefold.
Remember, acquiring a new student costs 5–10× more than retaining one. So keep your students engaged, learning, and celebrating their wins.
Bonus: Tools to Make Your Black Friday Launch Easier
Now that you have the strategy in place, the right tools can save you hours and reduce stress. Think of this as your Black Friday tech stack.
Here are a few helpful tools to streamline your prep:
Start testing your tools and systems a few weeks early. Glitches on Black Friday can cost sales, so automate as much as possible.
Conclusion
Selling out your online course on Black Friday isn’t about luck; it’s about preparation and strategy. Start early, build your audience, craft irresistible bundles, and sell where attention is highest. Most importantly, think beyond the discount. Build trust, deliver real value, and nurture relationships long after the sale ends. That’s how successful creators turn a one-day event into year-long growth. This Black Friday, don’t just offer a deal, offer transformation. And watch your course sell out faster than you ever imagined.
Sakshi Jadhav
FAQs
How can course creators make the most of Black Friday sales?
Course creators can maximize Black Friday sales by starting early — building anticipation, growing their email list, and crafting irresistible offers. Bundling valuable bonuses, using urgency tactics, and optimizing checkout experiences are key to boosting conversions.
How do I create an irresistible Black Friday course offer?
Instead of offering discounts alone, bundle your course with valuable extras like templates, coaching sessions, or bonus modules. Use urgency triggers — countdown timers, limited seats, and exclusive bonuses — to motivate quick purchases.
What should I do before launching my Black Friday course sale?
Before launching, focus on audience building and awareness. Offer a freebie like a mini-course or checklist, grow your email list, and create teasers or behind-the-scenes content on social media to build anticipation.
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