10/12/2025
If you're an avid online shopper like me (hi, yes I'm an addict), you might have noticed brands announcing sales before they even happen recently. I've never seen it more than this year, and let me tell you, it works. I'm BUYING. 🤑
And it makes sense. We're at this digital age where anything you want is at your fingertips, which means if you have a favourite brand on the pricier side but you still want to enjoy that luxury, wouldn't you want to make the most out of the one time a year they do a sale?
That's the shift. Shoppers are planning their purchases now, they're waiting, comparing, and timing their spend around when they can get the best deal, which means the psychological game has changed completely. When someone is in the consideration phase, they're actively deciding where to allocate their budget, they're price-checking across retailers, and they're mentally clearing space for the purchase they're about to make. If you announce your sale early, you get into that decision-making window before they've committed to spending elsewhere, and by the time your competitor announces their sale on the day it starts, your customers have already mentally allocated their budget to you.
But let me be clear: don't build your business around sales. Build something so good that price isn't the main factor, because sales should be strategic, not desperate, and if you're discounting constantly, you've got a positioning problem, not a marketing one.
That said, if you do run sales as part of your strategy (Black Friday, end of season, stocktake, whatever), treat them strategically. Announce early, give people time to plan, and be present when the decision is being made, not after it's already happened. Don't become a Briscoes... .
Shoppers have changed. Ecommerce has changed. When there's so much choice out there, getting into people's brains at the right moment is everything. 🫡