7 Tips to Make the Most of Cyber Monday

Cyber Monday has become more than just a follow-up to Black Friday, it’s now one of the most critical shopping days of the holiday season for ecommerce brands looking to drive sales before year-end. Last year, Cyber Monday brought in record-breaking results, with BigCommerce customers seeing a 25% increase in gross merchandise value year-over-year, signaling continued momentum for online retailers during this massive sales event.

But what can we expect in 2025? According to eMarketer, holiday shopping growth is expected to slow this year, with retail sales rising just 1.2%. That means standing out will be harder, and Cyber Monday marketing will need to work smarter, not louder. Yet even in a softer season, there’s opportunity. Brands that optimize early, deliver real value, and launch data-backed Cyber Monday campaigns will still have room to grow.

Whether you're a seasoned online store or a small business navigating your first Cyber Monday campaign, this guide will help you craft a marketing strategy that turns traffic into conversions, and one-time online shoppers into loyal customers.

The history of Cyber Monday

Cyber Monday was coined in 2005 by the National Retail Federation as a way to describe the surge in online shopping that happened the Monday after Black Friday. Back then, consumers would return to work after Thanksgiving weekend and use their office internet to snag the best deals they may have missed in stores.

What started as a niche ecommerce moment has since grown into the single biggest online sales day of the year. In fact, Cyber Monday sales have outpaced Black Friday sales online every year since 2014. It’s become a major tentpole in the BFCM period, anchoring multi-day campaigns and extending what used to be a one-day shopping event into a full-blown Cyber Week.

Today, Cyber Monday marketing has evolved far beyond the inbox. Brands are using SMS, social media, and personalized product recommendations to deliver targeted Cyber Monday offers and build multi-touchpoint journeys. For ecommerce brands, Cyber Monday isn’t just a day to sell, it’s a chance to connect, convert, and set the tone for the rest of the holiday season.

What to expect this Cyber Monday

The holiday season may look different in 2025, but Cyber Monday remains a key opportunity for ecommerce brands to drive sales. With consumers spending more cautiously, Cyber Monday deals that clearly highlight value will be more important than ever.

Shoppers are starting earlier, comparing prices more closely, and relying on tools like AI and gift guides to help them find the right products. Your Cyber Monday marketing campaign should begin well before the big day and span across social media, email, and your landing pages to meet buyers wherever they are.

Mobile and social commerce are set to dominate again, with smartphones and tablets expected to drive over 56% of US online sales. Platforms like TikTok and Instagram continue to play a major role in product discovery and conversions.

And with Amazon shaping consumer expectations around Cyber Monday offers and shipping speed, it’s essential to keep your messaging clear and your Cyber Monday promotions competitive across every channel.

Cyber Monday marketing ideas to boost sales

With more holiday shoppers browsing earlier and jumping between devices, now’s the time to lay the groundwork for your most effective Cyber Monday campaign yet. These strategies will help you build momentum, cut through the noise, and convert clicks into customers.

Start promotions early and build momentum.

In a year when 21% of shoppers had already started holiday shopping by July, timing is everything. Launch your Cyber Monday marketing strategy early to get in front of buyers before their carts are full and budgets are gone.

Kick things off with a teaser campaign or early access event for your email list or loyal customers. Not only does this reward your most engaged audience, it also creates FOMO and builds anticipation. You can use countdown banners, popups, or notifications to remind visitors that your Cyber Monday deals are on the horizon.

This early ramp-up also gives you more time to A/B test your messaging, landing pages, and CTAs, so by the time the big day hits, your Cyber Monday marketing campaign is already running at full speed.

Craft compelling, time-sensitive offers.

Shoppers aren’t just looking for Cyber Monday deals, they’re looking for the best deals and a reason to buy.

Use limited-time offers and flash sales to create a sense of urgency. A well-timed discount code, paired with visual cues like countdown timers or “last chance” notifications, can help tip hesitant buyers into action. Just make sure the offer is easy to understand and even easier to redeem.

And don’t forget to make your offer feel exclusive. Highlight “VIP-only” access for email subscribers, or use SMS and social media to drop surprise Cyber Monday promos throughout the day, giving shoppers a reason to come back and re-engage.

Streamline the customer experience across desktop and mobile.

On Cyber Monday, every second counts. Shoppers are bouncing between tabs, checking prices, and expecting instant results. If your site lags or your checkout is clunky, you risk cart abandonment. 

Make sure your landing pages and checkout flow are fast and mobile-friendly. With over 56% of online sales expected to come from mobile devices, a clean, responsive experience is critical.

Offer guest checkout, save payment info, and include options like Buy Now, Pay Later to reduce friction. Clear messaging around shipping, returns, and delivery gives shoppers the confidence to hit “buy,” especially if they’re new customers.

Use AI to personalize and scale faster.

AI is powering smarter Cyber Monday marketing this year. From personalized Cyber Monday offers to dynamic email subject lines and product recommendations, AI helps create relevant experiences that improve conversion rates and reduce cart abandonment.

It also saves time. Through smart automation, like AI-powered product suggestions or triggered messages, your team can scale more efficiently during the busiest shopping days of the year.

With over half of US consumers expected to use AI to assist their holiday shopping, now is the time to integrate it into your Cyber Monday campaign.

Offer promotions across multiple channels.

To get the most out of your Cyber Monday campaign, don’t rely on a single channel. Shoppers discover Cyber Monday deals everywhere, from email and SMS to social media and search. An integrated marketing strategy ensures your message reaches more of your target audience, wherever they are.

Use email marketing campaigns to announce early access, feature exclusive deals, and re-engage abandoned cart users. Your Cyber Monday emails should be tailored to each segment of your audience, with personalized offers, urgency-driven subject lines, and clear CTAs that encourage immediate action.

Consider partnering with influencers to amplify your Cyber Monday deals across platforms like TikTok and Instagram, especially to reach Gen Z and Millennial shoppers. These tactics not only boost conversion rates, they help increase online sales without relying on blanket markdowns.

Make sure your messaging is consistent across every touchpoint. Whether shoppers click from an email, see a popup, or scroll past a Reel, they should land on a page that clearly communicates your Cyber Monday promotions and makes it easy to buy.

Highlight shipping perks and return policies.

Fast, free, and flexible — that’s what shoppers want during the holiday season. Clear messaging around shipping and returns can be the difference between a sale and an abandoned cart.

Promote free shipping thresholds or limited-time offers like discounted two-day delivery throughout your Cyber Monday campaign. Display these perks prominently on your landing pages, in your promotional emails, and on social media.

Equally important is your return policy. Offering free returns or extended windows can give potential customers more confidence to buy, especially during a high-stakes shopping event like Cyber Monday. If you can simplify the process and reduce risk, you’ll build trust, and drive more online sales.

Use analytics to guide decisions.

Your Cyber Monday marketing strategy shouldn’t end once your deals go live. Real-time data helps you spot what’s working, where you’re losing shoppers, and how to quickly improve conversion rates.

Monitor key metrics like traffic, bounce rate, average order value, and revenue per channel. Use this data to refine CTAs, adjust Cyber Monday offers, or retarget high-intent visitors with email or SMS.

After the shopping event wraps, dig into your results. Which promotional emails had the best open rates? What landing pages converted most? These insights will shape smarter Cyber Monday campaigns for next year, and improve your overall ecommerce strategy.

The final word

With Cyber Monday continuing to lead as the biggest online sales day of the year, preparation is everything. In a year marked by tighter spending and more competition, a strong Cyber Monday marketing strategy can help your brand stand out and drive sales, not just for a day but for the entire holiday season.

Start early, stay consistent, and keep the customer experience front and center. From exclusive deals and personalized content to smart use of AI, social media, and email marketing campaigns, the brands that plan ahead will win the day and the shopping season.