The Truth About Q4 (And Why Most Brands Get It Wrong)

Hey, it’s Jordan from the Email Intel Newsletter.

I’ll be honest—most DTC brands don’t know how to maximize the end of the year.

And they leave money on the table. A lot of it.

Here’s what I mean:

Q4 isn’t just about Black Friday and Cyber Monday.

Sure, those are huge, but December is when your email strategy should really shine.

Why?

Because after BFCM, most brands stop.

They think:

“The big sales are over, let’s coast into the new year.”

But that’s the perfect time to double down.

Let me explain why:

1. Your Customers Are Still Shopping

Even after BFCM, people are buying:

• Last-minute gifts

• Treats for themselves

• Stocking up before the New Year

If you’re not actively engaging them, you’re missing easy sales.

2. Holiday Emotions Drive Decisions

The holidays are emotional.

Nostalgia, gratitude, and togetherness are at an all-time high.

Use that in your messaging to deepen connections and build loyalty.

3. Setting the Stage for Q1

How you finish the year sets the tone for how you start the next.

Don’t just sell—prep your audience for what’s coming.

Use this time to tease launches, exclusive offers, or changes in 2025.

Here’s what we’re doing for our clients:

• Sending tailored gift guides (with urgency).

• Sharing year-in-review content that resonates emotionally.

• Running flash sales between Christmas and New Year’s.

• Offering exclusive sneak peeks at 2025 launches.

Because brands that coast into the new year? They lose.

Brands that stay active? They dominate.

Cheers,

Jordan

PS - If you run a DTC brand and want to have a 15 minute strategy session with me, book a call here »