Closing More Deals During the Holiday Rush: Timing and Techniques

The holiday season is often the busiest and most lucrative time of year for many businesses. For loan brokers and referral partners, this period represents a golden opportunity to help small businesses secure the financing they need to thrive. But how do you ensure you’re timing your outreach effectively and using the right techniques to close more deals with merchants?
Here are nine smart strategies designed to help you close more deals during the holiday rush and beyond.
1. Start Early to Beat the Rush
One of the biggest mistakes brokers make is waiting too long to reach out to merchants during the holiday season. By the time December rolls around, many businesses have already sourced their capital.
Instead, start your outreach early—ideally in September or October. This timing gives businesses ample breathing room to consider their options and secure funding before the holiday chaos begins. Plus, you’ll stand out by offering your services ahead of the competition.
Pro Tip
Contact existing clients who are performing well financially. Many will likely need additional capital to seize holiday opportunities, like stocking inventory or running Black Friday marketing campaigns.
2. Highlight the Urgency of Holiday Preparations
The holidays are critical for many small businesses, with some generating up to 30% of their annual revenue during this period. Use this urgency to your advantage. When communicating with clients, emphasize how timely funding can make or break their holiday success.
For example, mention time-sensitive investments such as purchasing inventory in bulk for discounts, hiring seasonal staff, or launching holiday-specific marketing campaigns. Creating a sense of urgency helps overcome hesitation and encourages quicker decision-making.
3. Focus on Preparedness
While the need for capital often centers around common expenses like inventory and payroll, some business owners face unique situations requiring additional funds in December. One such reason is the sudden need for emergency facility repairs due to winter weather damage, which can include fixing broken heating systems or addressing roof leaks caused by snow buildup. Another unexpected need might arise from capacity adjustments, such as renting additional space or equipment to cater to an unanticipated surge in demand during the holiday season. Additionally, some businesses find December to be an opportune time to invest in last-minute marketing campaigns or to take advantage of year-end discounts on large purchases, seeing it as a strategic move to solidify their market position in the coming year.
Beyond the common and previously mentioned financial needs, there are several other atypical reasons business owners might require capital as the year draws to a close. One particularly unexpected situation can involve legal or compliance costs, where last-minute changes in regulations or legal disputes need to be addressed quickly to avoid penalties as the financial year ends. Additionally, some businesses may seek to revamp or update their digital presence, such as upgrading their website or enhancing cybersecurity measures to protect against heightened cyber threats during the holiday season. These unconventional needs highlight the diversity of challenges faced by businesses during December, underscoring the importance of having access to fast and flexible financing solutions.
4.Focus Ahead
As the new year begins, business owners often require additional capital to address several crucial needs that arise in January. One primary reason is the execution of strategic growth initiatives, such as launching new products or expanding into new markets, to capitalize on new year’s momentum. Many businesses also face the need to replenish inventory after the depletion of stocks during the holiday season, ensuring they can meet ongoing customer demand. January is also a time when businesses review and enhance their operational processes, potentially investing in new technology or equipment to improve efficiency for the coming year. Moreover, meeting tax obligations and preparing for tax season can necessitate additional capital to ensure compliance and avoid penalties. Addressing annual salary adjustments or employee bonuses decided at year-end discussions can also result in a need for financial support. Another reason could be the need to settle outstanding invoices or debts that have accumulated over the year, ensuring that business books are tidy heading into January. These reasons collectively highlight why access to capital is crucial for businesses looking to start the year on strong financial footing.
5. Promote Flexible Financing Options Like Revolving Credit
Flexibility is a top priority for businesses during the holiday season. Introducing financing solutions like ARF Financial’s Holiday Bankroll Revolving Line of Credit can make all the difference. A revolving line of credit offers merchants immediate access to cash when they need it, along with benefits like interest-only payment periods and no prepayment penalties.
Key Selling Points
- Loan amounts up to $1.5M.
- Pro-rata interest rates starting at 0.5192% per week.
- 60 days of interest-only payments during the season.
Position flexible options as a stress-free way for merchants to cover holiday investments while maximizing their revenue potential.
6. Simplify and Accelerate the Loan Approval Process
Speed is everything during the holidays. Small business owners don’t have time to wait weeks on end for approvals and funding. Make sure the loan process you offer is fast and straightforward.
For instance, ARF Financial provides an online application process that takes just 15 minutes and delivers approvals within 24-48 hours. Highlight this efficiency to reassure your clients that they can get the capital they need quickly, without disrupting their holiday plans.
7. Leverage Personalized Communication
Generic outreach doesn’t cut it, especially when everyone is vying for attention during the holiday rush. Tailor your messaging to address the unique needs and goals of each merchant.
For example, a retail store may require financing to bulk-order inventory, while a restaurant might need capital for facility upgrades. By showing that you understand their specific challenges, you’ll build trust and position yourself as a valuable partner, not just another vendor.
Pro Tip
Use data from past interactions to craft personalized recommendations. For example, highlight similar businesses that successfully used funding to boost holiday sales in previous years.
8. Offer Exclusive Perks for the Holidays
Sweeten the deal by providing incentives that merchants can’t resist. Whether it’s offering lower interest rates or additional rewards, exclusive perks can tip the scales in your favor.
A great example of this is ARF Financial’s $1,000 Amex E-Gift Card promotion for merchants who make qualifying loan draws during the holidays. Such perks not only entice merchants but also create a compelling reason to act now rather than later.
9. Stay Connected and Build Long-Term Relationships
The holiday season is just one chapter in your client’s business lifecycle. By providing exceptional support now, you’ll build trust and open doors for future opportunities.
Even after the rush, continue engaging with your clients. Check in regularly, offer advice, and share relevant resources. This approach ensures you stay top-of-mind year-round, setting you up for repeat business and referrals.
Seize the Holiday Opportunity Today
The holidays are a hectic time for merchants—but also a highly rewarding one when equipped with the right resources. By starting early, offering tailored solutions like revolving credit, and creating a sense of urgency, you’ll position yourself and your clients for holiday success.
Want to make an even bigger impact this holiday season? Partner with ARF Financial and give your clients access to industry-leading financing solutions like the Holiday Bankroll. It’s the perfect way to help merchants maximize their profits while boosting your own commissions.
Your privacy is important to us. ARF Financial will never sell or rent your information to any third party. Click here for more information about our privacy policy. Image by freepik