Black Friday 2025: Pricing Psychology That Converts 4x - Part 3

The Magic Numbers That Sell Out Your Offers

Everyone loves a bargain, right? But here’s the thing: the secret to selling out your offer this Black Friday isn’t just about discounting. It’s about the number you choose. Because a single digit can be the difference between “a few sales” and “completely sold out.”

The Psychology Behind “Magic Numbers”

There’s a reason you see prices ending in 7s and 9s everywhere, from your local café to global brands. It’s not random. It’s what psychologists call “charm pricing” or the left-digit effect.

When we see $29 instead of $30, our brains focus on the “2”, not the “3.” It feels cheaper, even though there’s only a one-dollar difference.

In fact, a study from MIT and the University of Chicago found that when a women’s dress was priced at $34, $39 and $44, the $39 version outsold the others, increasing sales by 24%.

Imagine if a $10,000 campaign could earn you $12,400, simply by switching one number. That’s the power of pricing psychology.

The Power of 7s and 9s

For Black Friday offers, pricing like $27, $47, $97, $497, or $997 just feels right. These are your “magic numbers.”

They work because they trigger that left-digit bias while still appearing professional and credible.
Even inside my own Content Catalyst program, we’ve seen how tiny tweaks in pricing can shift perception and conversion.

If you’re launching something new, test it. You might be surprised how much difference a 7 or a 9 can make.

Use Tier Anchoring to Increase Perceived Value

Here’s another strategy that can seriously boost conversions: tier anchoring.

Always show your premium offer first, the “done-for-you” or “VIP” level. It sets a mental anchor for value.

When customers see your top-tier offer before your entry-level one, the second price feels more affordable. Restaurants, wineries, and retail brands all use this technique, and for good reason, studies show it can increase perceived value by up to 32%.

So, structure your sales page from high to low:

1. Premium “done-for-you” or VIP offer

2. Mid-level or hybrid option

3. DIY or entry-level product

Always Show the Before and After Price

Everyone loves to feel like they’re getting a bargain, but it’s not just about the discount itself. It’s about showing the contrast.

Instead of simply saying “on sale”, show both prices clearly.
Example: Was $300 / Now $97.

That visual anchor (and the story it tells) taps into our natural desire to win the deal.

And when it comes to smaller discounts, skip percentages. “Save $500” sounds far more powerful than “Save 10%.”

What Feels Generous vs. Stingy in Discounts

Research shows that discounts in the 40–60% range feel generous and believable.
Anything below 20% feels stingy, and anything above 70% can look suspicious unless you explain the reason behind it.

If you’re doing a clearance or beta launch, tell the story.
“70% off because we’re clearing out the old version” or “Introductory rate for founding members” creates trust and transparency.

Even better? It turns your discount into a story worth sharing.

Colour Psychology in Your Campaigns

Pricing isn’t the only thing that influences buying behaviour, colour plays a huge role too.

Here’s what studies show:

• Red increases conversions by up to 34%, perfect for urgency-driven campaigns like Black Friday.

• Blue builds credibility and trust (great for financial or professional services).

• Green signals health, wellness, and positivity.

• Orange creates warmth, excitement, and action, ideal for CTA buttons.

For Black Friday campaigns, don’t be afraid to step outside your brand colours. Create contrast, especially on your call-to-action buttons. Big brands do this all the time, your Black Friday campaign can have its own visual style as long as it’s consistent.

Bringing It All Together for Black Friday Success

In our Black Friday Lead Machine, Stacey and I help you apply these principles in real time, over three days we build your:

• Offer (using AI tools to shape the perfect Black Friday deal)

• Content (emails, social posts, and visuals)

• Ad campaigns (ready to go live with retargeting and list building strategies)

Because as any marketer knows, Black Friday isn’t just about making sales that weekend, it’s about building your audience for future launches.

Deb Szabo is the creator of Content Catalyst, helping coaches turn content into clients using AI and smart systems. Learn more at debszabo.com or follow @debszabo_ on Instagram.

Stacey Hughes is the founder of Fab Ads, specialising in Facebook and Instagram ads for coaches and service businesses. Work with Stacey at staceyhughes.co.

Want the full breakdown? Listen to the complete conversation on the Content Catalyst podcast. ⬇️