When deals get pushed to Q1 — do this.

November 15, 2025


Title:  When deals get pushed to Q1 — do this.

Read time: 4 min

Today, I want to talk about something that quietly kills Q4 revenue for early-stage founders, and most don’t even realize it’s happening:

The holiday sales slowdown is a complete lie.

Every December, founders assume buyers go dark, budgets freeze, and decisions get pushed to January. But when you look at actual behavior, it’s the opposite. Buyers don’t stop spending in Q4. They buy for different reasons.

And when you understand those reasons, December becomes one of your highest-conversion months of the year.

Over the past few years, I’ve watched founders close more in the last two weeks of December than in entire prior quarters — not because buyers have more time, but because they’re given a clear reason to move.

Today’s issue breaks down:

  1. Why December closes faster

  2. Why deals stall (and how to unstick them)

  3. The 3 EOY offers that consistently convert


Let’s get into it.


Make The Value So Obvious That The Customer Feels Stupid Saying No.

~ Elon Musk

Why December Is Actually a High-Conversion Month

Buyers don’t slow down, they shift into a different psychological mode.

In the final month of the year, people want:

• Budgets cleared
• Loose ends closed
• Clean slates going into January
• Momentum (not more backlog)

This is the only month where emotion beats logic. Decisions are made faster when the outcome feels good, immediate, and relieving.

This is why deals that looked “delayed” all quarter suddenly close in days, if you align with the buyer’s mindset.



The Real Problem: Deals Aren’t Delayed, They’re Undecided

When founders tell me, “Everyone said revisit in Q1,” it’s almost never true.
They’re not rejecting you, they’re stuck in indecision.

Undecided buyers need:

  • A simple, low-risk path

  • A clear emotional payoff (“clean start,” “avoid backlog,” “use the budget”)

  • A reason to move now that feels aligned with the calendar

Your job in December is not aggressive selling. It’s removing friction and matching energy.

That’s where year end offers come in.

Before You Use These Offers

One thing to keep in mind: these are ideas for offers, not finished products. You still need to put in the work to craft them, refine them, and shape them for your market. But they’ll put you in the right mindset for how buyers actually behave at the end of the year: more emotional, more deal driven, and actively hunting for value.

Your offer needs to reflect their mindset in this moment. Put in the effort. Build the right offer. It’ll pay off.



The 3 EOY Offers That Actually Close December Deals

Below are the three offer templates we use with clients every December to unlock stalled revenue. Each one is built around a different buyer profile: warm, budget-limited, or skeptical.

Each includes:

  • Offer name

  • Hook

  • Structure

  • Psychology

  • A universal fill in the blank template

Plug your company into these, take your time crafting them, and deploy immediately.


Offer 1: Launch Now Pay Later (Warm Deals)

Best for: Bottom of funnel deals that said, “Let’s revisit in January.”

Hook:
“Get (Outcome) live before Q1, pay nothing until January 15.”

Structure:

  • $0 until January 15 (sign now, onboard this month)

  • Lock 2025 pricing for 12 months

  • Bonus onboarding package

  • 30-day performance guarantee

Psychology:

  • Reduces risk

  • Creates momentum

  • Aligns with “clean slate” energy

  • Makes January feel easier, not heavier

Universal Template:
“Start (Project/Outcome) now, pay nothing until January 15. Lock 2025 pricing + free (bonus). If we don’t deliver (X) in 30 days, your first month is free.”

Offer 2: The Smart Spend Switch (Budget Capped Buyers)

Best for: Buyers who say, “We don’t have budget left this year.”

Hook:
“Turn one 2025 budget line into your 2026 upgrade.”

Structure:

  • X% off annual plan if paid before Dec 31

  • Onboarding begins in January

  • Free first automation / workflow / custom setup

  • ROI review in February

Psychology:

  • Uses “use it or lose it” budget logic

  • Feels responsible and financially smart

  • Turns spending → savings

  • Removes decision pressure

Universal Template:
“Use 2025 budget to lock 2026 pricing and start in January. Get (discount), free (setup), and a Feb ROI review to validate the investment.”



Offer 3: Proof We Can Deliver Pass(Cold or Slow Buyers)

Best for: Interested but slow-moving buyers not ready for a full contract.

Hook:
“Reserve your January pilot slot, get December prep free.”

Structure:

  • $500 refundable deposit

  • Free December prep (data setup, integrations, analysis)

  • Limited January pilot slots

  • Access to any beta programs

Psychology:

  • Creates scarcity

  • Converts “not now” to a micro-commitment

  • Moves technical alignment forward

  • Removes risk via refundability

Universal Template:
“Hold your January pilot slot with a refundable $500 deposit. We’ll set up (X) this month at no cost, and you get priority onboarding in January.”

Add-On Value Plays (Stackable)

These amplify any offer:

• Founding 50 Guarantee: Limited customers locked in at 2025 pricing
• ROI or Refund: “If we don’t deliver X in 60 days, we refund month one.”
• Year-End Audit: Free 20-minute gap assessment → lead magnet + follow-up offer


Messaging Angles for Email, DMs, and Calls

These tap into the psychology of December:

  • “Everyone’s chasing deals right now, why should your (fill in the name) team be any different?”

  • “If we start setup now, you’ll be ahead of the January backlog.”

  • “This is basically Black Friday for your (dept name)”

  • “Instead of paying full price in January, lock this now and start fresh.”

Why This Matters Going Into 2026

Almost every founder I speak with believes December is a dead month.
That belief costs them revenue, slows pipeline velocity, and hands deals to competitors who understand buyer psychology better.

But December is actually one of the best months to close.
Founders who sell into that psychology consistently outperform every Q4.
Founders who ignore it start January already behind.

The December close, when done correctly, is one of the biggest revenue unlocks most founders overlook.


Great products impress.

Great offers move. 💪

That’s all for today!


See you all next week,


Darren




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