Q4: How to Attract New Leads and Secure Business Before Year-End
So little time, so much to do! As we approach the final stretch of the year, it’s easy to feel like the window of opportunity is closing—but the truth is, there’s still plenty of time to attract new leads and make significant strides in your business before the year ends.
I’ve been working on year-end calendars and plans with my 1:1 clients, and it’s been insightful to map out end-of-year launches, Black Friday promotions, holiday offers, and even looking ahead to January—an often overlooked but amazing month for many industries. By carefully planning week over week and month over month, we are finding ample opportunity to create a final push that can make a huge difference in business in what's left of the year.
How One Client Turned a Small Launch into Big Gains
With my support, one of my clients recently launched a low-ticket program that brought in immediate revenue that wasn't planned in addition to generating dozens of new leads, some of which could lead to five-figure revenue still within 2024.
We applied a product ladder strategy, where we offer a low-cost program to bring people into the ecosystem. Once inside, they experience an amazing transformation through the initial offering, and by the end of the program, they have the option to upgrade to a full, higher-priced service. It’s a win-win: the client gets incredible value at a lower cost, and we build a relationship that may lead to larger commitments down the line.
How You Can Still Attract New Leads and Close Business
If you’re a service provider, now is the time to think about how you can apply this same strategy to your business. There’s still time to do a small launch, attract new leads, and close new deals before the year ends. Here’s some ideas of how you can do it:
1. Offer a Low-Cost, High-Value Service
If you want to bring in new clients quickly, offering a low-cost option with a low entry barrier is a great way to do it. This could be a mini version of your core service or a time-limited offer that provides a quick win for your clients. Think of it as an entry point for new leads who may not be ready to commit to your full service just yet.
Example: If you’re a wellness coach, you could offer a “Holiday Stress Reset” package that helps clients manage stress over the holiday season. This smaller, focused offer gives them a taste of your services and positions you as the go-to expert for future needs.
2. Create Time-Limited Offers for Q4
The sense of urgency that comes with limited-time offers is incredibly effective during this time of year. Black Friday and holiday promotions are perfect opportunities to introduce your services at a discounted rate or offer a bundle that provides added value.
Tip: Position your service as a must-have before the new year. For instance, a financial advisor might offer “Year-End Financial Tune-Up” packages to help clients wrap up their 2024 finances and plan for 2025. This creates urgency and aligns with the timing of year-end planning.
3. Leverage Your Current Client Base
One of the fastest ways to close more business before the year ends is by upselling or cross-selling to your current clients. They already know and trust you, so offering them additional services that can complement what they’re already receiving is a natural next step.
Strategy: Offer exclusive year-end packages or discounts for clients who’ve worked with you in the past. This could include extended services or access to special programs designed for the holiday season or the start of the new year.
4. Build Momentum for 2025
While you’re focused on Q4, don’t forget that January is just around the corner. For many industries, January can be an incredibly profitable month as people set new goals and look for fresh starts. Now is the perfect time to lay the groundwork for a strong Q1 by generating leads and nurturing them through the rest of the year or even just having a solid plan for what's to come.
Tip: Promote early-bird specials for services that start in January, such as coaching programs, fitness training, or business consulting. Offering a discount or special perk for clients who commit now will help you hit the ground running in 2025.
5. Use a Product Ladder Strategy
Like I did with my client, consider implementing a product ladder approach. This involves offering tiered services where clients can start with a lower-cost option and later move up to higher-priced services. It’s a great way to build trust and provide value at different levels, increasing the likelihood of long-term client retention.
How it works: Start with a mini-course, a one-off consulting session, or a downloadable guide that solves a specific problem. Once clients see the value you provide, they’ll be more inclined to invest in your higher-tier services, like long-term coaching, comprehensive consulting, or VIP packages.
Don’t Miss the Opportunity in Front of You
The end of the year might be approaching quickly, but there’s still plenty of time to attract new leads and close business. Whether through a small launch, a strategic Black Friday offer, or simply providing exceptional value to your existing clients, you can set yourself up for a strong finish to the year and a powerful start to 2025.
If you need support building a strategy and launching it - I'm here for you. I'm booking my last coaching spots for 2024. Book a complimentary discovery call to learn more and see if this is a good fit for you.
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Conducting a quarterly business review through journaling can help you reflect on your business's performance, set goals, and make strategic adjustments. By using these journaling prompts, you can create a comprehensive and thoughtful quarterly business review that not only assesses past performance but also sets a clear and actionable path for the future.
Measure Progress: Track your achievements and identify areas for improvement.
Set Goals: Establish clear, actionable goals for the next quarter.
Identify Trends: Understand market trends and adjust strategies accordingly.
Improve Decision-Making: Make informed decisions based on comprehensive data analysis.
Align Team Efforts: Ensure your team is working towards common objectives.
