The end of the financial year can feel like a whirlwind: deadlines, numbers, tax prep. But if you’re a small business owner, it’s also a powerful opportunity to boost cash flow, clear stock, attract new customers, and set yourself up for the second half of the year.
So how do you make your EOFY sale actually work for you (instead of just slashing prices and crossing your fingers)? Let’s dive in.
As a Perth small business mentor and coach, I work with clients across small business Australia to plan and launch profitable, clear, and confident end-of-financial-year sales. Here are my tried-and-true strategies to help you make the most of this key sales period.
Don’t Go On Sale Without Doing This First
Before you even think about what you’ll discount, you need to be clear on your WHY.
- Know Your Goal
Are you
- Looking for a quick cash injection?
- Wanting to clear out slow-moving stock?
- Trying to attract new customers with a low-risk intro offer?
Get clear on this, because your strategy (and success) depends on it.
- Know Your Numbers
If your goal is to make $2,000 from your sale, how many units do you need to sell at your discounted price to hit that target?
Will you still make a profit? A sale without clear math is just a discount lottery.
- Choose the Right Products
Not everything should be on sale. Focus on:
- Old or seasonal stock you want to move
- Hero products that encourage add-ons or upsells
Be strategic, not reactive.
What to Check Before You Launch Your EOFY Sale
Rushing into a sale without prep? That’s where mistakes happen.
- Stock Levels
You don’t want to promote what you don’t have. Check your inventory, website listings, shipping timelines, and automations.
- Customer Experience
Smooth, easy shopping is key. Check that.
- Your checkout works on mobile
- Delivery info is clear
- Navigation is intuitive
- Marketing Ready
Don’t wing it. Get your assets in order.
- Social posts and Stories
- Emails and subject lines
- Website banners or landing pages
- Clear messaging and urgency
3 EOFY Mistakes That Cost You Sales
Let’s not waste all your hard work.
- Discounting Too Much
If you’re losing money per sale, it’s not a win. Stick to offers that maintain your margin.
- No Urgency or Deadline
“EOFY ends June 30” is fine, but not urgent. Try:
- “Offer ends Sunday.”
- “Only 50 left.”
- “Your last chance to grab this deal.”
- Not Following Up
The sale doesn’t stop at checkout. Follow up with:
- Review requests
- Thank-you emails
- Upsell or repeat offers to keep momentum going
Legal Check: Is It Legal to Raise Prices Before a Sale in Australia?
- ‘Was/Now’ Pricing Must Be Legit
You can’t mark up prices before a sale just to make the discount look bigger. The “was” price must be real and have been in place for a reasonable period.
- Misleading Price Comparisons = Trouble
Don’t fake discounts. It’s not just shady; it can breach the Australian Consumer Law.
- Keep Pricing Transparent
Not only is it legal best practice, it builds trust with your audience.
6 EOFY Sale Ideas You Can Use Right Now
Need a little creative inspiration? Try one of these, all tailored for small businesses in Australia:
- Percentage or Dollar Discount
Simple, effective, and easy to understand.
- Product example: 20% off all winter stock
- Service example: $100 off a strategy session
- Free Gift with Purchase
Increases average order value and adds delight.
- Product example: Free mini candle with every order over $80
- Service example: Book a facial and get a bonus 15-min massage
- Buy One Get One (BOGO)
Encourages bulk purchases and moves stock.
- Product example: Buy one, get the second half price
- Service example: Buy one coaching session, gift one to a friend
- Spend & Save
Encourages larger orders without discounting everything.
- Product example: Spend $100, save $20
- Service example: Book two sessions, get $50 off your third
- Early Bird Bonus
Give early shoppers a reward.
- Product example: First 20 orders get free express shipping
- Service example: Sign up before June 15 and receive a free workbook
- Bundle & Save
Package bestsellers for a discounted price.
- Product example: Buy the skincare trio for $120 (save $30)
- Service example: EOFY Business Bundle: 3 coaching calls + audit for $500 (save $150)
Lala Pro Tip: Always Communicate Clearly
When your sale is live, send an email and post on socials with answers to the questions people are actually asking:
- “What happens if I change my mind on a sale item?”
- “Can I use Afterpay with the sale?”
- “Is this offer valid in-store and online?”
Answer these FAQs up front. It makes you look professional and saves you time later.
Final Thoughts
EOFY sales are more than just a chance to make money. They’re an opportunity to connect with your customers, boost your brand, and clear the decks before a new financial year.
But they only work when you’re strategic. That means planning, checking your numbers, and promoting it clearly and confidently.
As a Perth small business mentor and coach, I help small business owners across Australia turn stressful sales periods into profitable, aligned opportunities.
You don’t have to do it alone.
Need help planning your sales strategy or email campaign? Book an Hour of Power with me, and we’ll map it out together.
Your personal Perth small business mentor & coach—Lala xo
Because you don’t have to do it alone
