With Halloween and November just a week away, and taking away Thanksgiving, Christmas eve, Christmas day we only have 44 days left to sell. There’s a thought that creeps into every sales rep’s mind: “Everything is about to slow down. Businesses are too busy for the holidays. I should just build my list and hit it hard in January.”
Let me ask you a question: Can you still prospect and close deals in November and December?
Absolutely! Yes, you can.
Coasting through the end of the year is a rookie mistake. Putting in the effort now not only smashes your Q4 goals and fattens up your residual check for the year, but it also loads your pipeline for a fast start in the new year. While your competition is sipping eggnog, you’ll be signing deals.
Let’s walk through 10 strategies you can use to prospect like a pro during the holiday rush.
From the Home Office in Ding Dong, Texas, Here are The Top 10 Prospecting Hacks to End 2025 Strong…
10. Break Your Routine If you only call restaurants during the lunch rush, you’re going to get shut down. Be strategic. This time of year, schedules are chaotic. Try walking into retail stores mid-morning on a Tuesday. Call that business owner at 8:00 AM before their day goes crazy. A different approach can break through the holiday noise.
9. Circle Back to Lost Merchants Remember that client who left you six months ago for a rate that seemed “too good to be true”? Now is the perfect time to call them. The end of the year is when owners review their expenses. That “great deal” has likely has some junk fees and non-existent service. A friendly check-in call might be all it takes to hear, “You’re right, we made a mistake. Let’s talk.”
8. Revisit That ‘NO’ from Q1 You quoted a big deal back in March that went to a competitor. Don’t write it off. Call them up and say, “Hey, just wanted to check in and see how that new system is handling your holiday rush. We’re here to help if you run into any issues.” You’d be amazed how often the new provider has dropped the ball, opening the door for you to come in and save the day.
7. Farm Your Existing Book for New Opportunities You have merchants who love you but are only using your basic services. Are they still running that old, slow terminal? The holiday rush is the perfect reason to upgrade them to a faster POS system. Do they want to sell online? Talk to them about an e-commerce gateway. Prospecting isn’t just about finding new clients; it’s about expanding the ones you have.
6. Master the “Speed Meeting” Forget asking, “What does your calendar look like in two weeks?” In Q4, you need to be thinking in minutes, not weeks. Your pitch should be, “Do you have 15 minutes tomorrow morning for a quick look at your last statement? I think I can save you some money before your busiest season.” Get in, get to the point, and get the deal before they say the dreaded words, “Call me in January.”
5. Target the “Other” Businesses While everyone else is trying to pitch busy restaurants and retail shops, you should focus on businesses that aren’t as slammed. Think auto repair shops, dentists, B2B suppliers, and storage facilities. Their owners have more time and are often in a year-end planning mindset, making them perfect prospects.
4. Use the Personal Touch The holiday season brings a shift in mindset. People are generally more open and receptive. When you see a client post on LinkedIn about a successful charity drive, don’t just “like” it. Leave a genuine, personal comment. This builds a relationship that goes beyond interchange rates and makes you the person they trust.
3. Make “Thank You” Calls This is the single best way to protect your residuals. While your competitors are bombarding your clients with cold calls, you can stand out by simply calling your existing merchants to say, “Hey, I know this is a crazy busy time for you, and I just wanted to say thank you for your business. Let me know if you need anything at all.” It reinforces your value and builds a wall around your portfolio.
2. Ask About Their Holiday Hours Here’s an easy door-opener: Call your prospects and current clients with a simple, service-oriented question. “Hi, this is Lee. I’m just calling around to my local business partners to see if you’ll be running extended hours for the holidays. I want to make sure you’re all set for the rush.” It’s a non-salesy call that starts a real conversation.
And the #1 Prospecting Hack to End 2025 Strong is…
1. Go All-In During Thanksgiving Week This is a prospecting gold mine. Why? Most of the gatekeepers are on vacation. Decision-makers are often in the office trying to catch up, and they are more likely to answer their own phones. You can have conversations with high-level owners this week that you couldn’t get near the rest of the year. While your competition is checked out, you can be scheduling meetings that will close in December and January.
Ultimately, prospecting during the holidays is less about aggressive selling and more about strategic connecting. Every “thank you” call, every personal touch, and every problem you solve deepens your relationships and insulates your portfolio from competitors.
Think of November and December as the time to plant the seeds you’ll harvest all next year. The work you do now is the foundation for your success in 2026.
Have a great weekend,
David
Payment Lynx Daily 