Top 6 Ways to Generate Revenue and New Leads at Year End
If you're feeling the pull of "Where did the year go?", you're in good company. Q4 has a way of showing up before we're ready for it.
Maybe you're not where you thought you'd be by now. If so, you're not alone. Business has ebbs and flows, and every advisor I know has lived through both.
Heights is in a great growth season right now. But we haven't always been. There were stretches where the pipeline was thin and I wasn't sure where the next project would come from.
And 2025 and 2026 have thrown curveballs at everyone in strategic marketing. If this year hasn't gone the way you planned, there's no shame in that. It's a reason to adjust, not a verdict on your work.
Or maybe it's the opposite. Things have gone well, you set an aggressive goal, and you can see the finish line. You want to ride the momentum and close out your best year yet.
Either way, Q4 is one of the best times to create momentum. Your clients and network are already thinking about what worked, what didn't, and what next year should look like. That's a natural opening for a strategic advisor.
So what do you actually offer them? Deliverables keep getting easier to produce. Clear thinking doesn't. That's what you're selling now.
You don't need a big marketing push. You need a few clear offers and the courage to make them. Here are six moves, with specific offers you can adapt for your own business.
1. Re-ignite past clients and dormant prospects
Some of your best opportunities are people who already know and trust you. Maybe they were interested in working together and never pulled the trigger. Maybe the timing or budget was off. They may even have gone with someone else.
That doesn't close the door. Year-end often brings the same question back to the surface: "What should we focus on to finish this year, and to start next year strong?"
We've seen this work firsthand. We reached back out to a law firm that was getting ready for a trade show. They didn't need a big engagement. They needed focused strategy time to prepare, so we offered ad-hoc strategy sessions, and those sessions turned into more work.
A small, well-timed offer can reopen a door that a big proposal never would.
You have two ways to open the conversation and one paid offer to move it forward.
Option A: The Catch-Up Call. A relaxed 20 to 30 minute conversation with no agenda beyond reconnecting. Ask where they are now, what's changed, and what's on their plate for the rest of the year. You're there to listen, and often they'll tell you exactly what they need.
How to invite them: "Hi [Name], I was thinking about our last conversation and wanted to see how things are going. Do you have 20 minutes in the next couple of weeks to catch up? No agenda, I'd just love to hear what's happening on your end."
Option B: The Pulse Check. A short, useful note based on something you've noticed: a trend in their industry, a challenge you're seeing with similar organizations, or a quick idea tied to their situation. It shows you've been thinking about them and gives them something of value with no strings attached.
How to send it: "Hi [Name], I've been talking with a number of [leaders/organizations like yours] about how they're finishing the year, and one thing keeps coming up: [insight]. It made me think of you. Would it be helpful to talk through what that might look like for your team?"
You don't need both. A Catch-Up Call suits people you've spoken with recently. A Pulse Check works well for a dormant prospect or someone you haven't talked to in a while.
What if they aren't ready for what they first wanted?
This is common, and it's okay. They may not be ready to commit to the original project, their priorities may have shifted, or they may be working with someone else. Don't push the old proposal. Listen for signs of uncertainty:
"We know we want to grow, but we're not sure where to focus."
"We've tried a few things and aren't seeing results."
"There's a lot going on, and we don't know what will actually move the needle."
That uncertainty is your opening for a paid session.
The paid offer: The Power Hour
What it is: A focused 60-minute working session to help them get clear on what matters most right now.
What they get:
A focused 60-minute strategy conversation (virtual or in person)
Notes from the session
Three focused recommendations they can act on right away
Suggested investment: $500
How to introduce it: "It sounds like the challenge isn't a lack of ideas, it's knowing which one to focus on first. I offer a one-hour Power Hour where we dig into exactly that. You'd leave with notes and three clear recommendations. Would that be helpful?"
Why it works: It's low-risk for them, since they get clarity without a big commitment. It's high-value for you, since you're paid for your thinking and see how you work together. If they need more, they can step up to the Strategy Session or any of the offers in #2.
2. Turn year-end planning into an offer
Almost every leader wants a clearer plan for next year, and few have the time or perspective to build one alone. Packaging that support gives them an easy yes.
Last year, we offered a consulting firm one focused working session heading into Q4. Together we set Q4 priorities for their sales team, then mapped how marketing would support each one. It was a single session with a clear scope, and it led to more work for us.
Notice what we sold. It wasn't a campaign or a content calendar. We sold clarity, and clarity is what opened the door to the next engagement.
Think of these as a ladder, so clients can choose their depth and you have a natural upgrade path.
The offers:
The Power Hour (60 minutes, virtual or in person), $500. A focused session to identify priorities. They leave with notes and three clear recommendations.
The Strategy Session (90 minutes), $750. A deeper working session for leaders who want more room to dig in. Before the session, they complete a short intake questionnaire (about five questions) so you can arrive prepared and spend the time on strategy instead of background. They leave with notes and prioritized recommendations.
The Half-Day Planning Workshop. A guided session with a leader or leadership team to set goals, align on priorities, and build a 90-day action plan.
The Look Back / Look Ahead Day. A full-day session to review the year (wins, lessons, gaps) and build the strategy for the year ahead.
A thank-you for acting now: Offer 10% off any 2027 services purchased in January for clients who book one of these sessions. It rewards them for starting now and gives you a natural reason to follow up in the new year.
*Tailor the prices to what works for your business. For more thoughts on the psychology of pricing, check out this article.
Sample intake questions for the Strategy Session:
What are your top one or two goals for the rest of this year?
What has worked well for you in 2026?
Where do you feel stuck, or what keeps coming up without being solved?
What would make this session a success for you?
Is there anything else I should know before we meet?
3. Ask for referrals, introductions, and partnerships
Year-end is when people are most open to helping. Your clients want to see you succeed, but they often don't know who to introduce you to or how to describe what you do. Two avenues work well here.
Client referrals
The Bring-a-Colleague Power Hour. Invite clients to nominate a peer who would benefit from a strategy session, as a gift from you or at a reduced rate.
The Easy Introduction Kit. A short, copy-and-paste email blurb clients can send to make an introduction in under a minute.
The Joint Strategy Session. A shared session with a client and one of their connections, so the introduction comes with a real conversation.
Tip: Be specific about who you want to meet. "Anyone you know" is hard to act on. "Nonprofit executive directors planning for next year" is easy.
Partner and colleague support
This one is personal for me.
At Heights, when we have more work than we can serve well, we bring in peers who are really good at what they do. Our clients get the right expertise, and talented colleagues get meaningful work.
I've also been on the other side. There was a season when my business was really dry. So I went out and did a lot of white-label work for other firms.
Overflow and white-label work aren't a sign that something's wrong. They're a normal part of the ebb and flow of this business.
So who should you reach out to? Look for colleagues who are slammed this time of year and at risk of under-serving their clients. Look for partners with complementary services, like a business coach or a fractional CMO. One partner relationship can open the door to several clients.
Reach out with a short, warm note and a simple menu of your services. You'll find a sample of both at the end of this article. You can work together in three ways:
Referrals: They introduce, you deliver, and you agree on a thank-you.
Overflow support: You step in when their calendar is full, so their client keeps moving forward.
Co-delivered sessions: You combine your expertise with theirs for a richer experience.
4. Host a workshop or small-group event
Bringing people together builds trust faster than almost anything else. It also puts you in front of warm leads who are already engaged.
Offers to consider:
The Finish Strong Virtual Roundtable (60 minutes). A short, interactive session on closing out the year with focus. It's low cost to host and easy to attend.
The Small-Group Working Breakfast or Dinner (6 to 10 people). An intimate, in-person conversation where people share what's working and where they're stuck.
The Mini Intensive (half day). A hands-on workshop where participants leave with a plan, with a follow-up Power Hour offered to anyone who wants more support.
Tip: The hot seat format (share one thing that's working, then one place you're stuck) turns attendees into contributors and shows them what working with you feels like.
5. Use content to start conversations
Content doesn't need to be polished or long. It needs to be helpful and timely, and it needs a next step.
Offers to consider:
The Year-End Priorities Checklist. A one-page download, paired with an offer to review their answers in a 15-minute conversation.
The Short Series. Three to five brief emails or LinkedIn posts on finishing the year strong, each with a clear invitation to reply or book time.
The Recorded Conversation. A webinar, podcast episode, or live chat on a timely topic that you can repurpose into clips, quotes, and follow-up emails.
Tip: Content works best when you follow up personally. Notice who engages and reach out with a specific, thoughtful message.
6. Make it easy to say yes before the budget closes
Many organizations have funds that must be used by year-end, or they're deciding where to invest in Q1. The easiest thing to buy is something clear, valuable, and simple to approve.
Offers organizations are often glad to spend on before year-end
The Q1 Kickoff Package. A strategic planning engagement that starts now (or is prepaid now) and delivers a plan ready to launch in January.
The Leadership Team Workshop. A facilitated session to build alignment, clarify roles, or sharpen priorities. It's a defined scope with a visible, immediate result.
The Diagnostic and Roadmap. A short assessment of where the organization stands, with a prioritized roadmap they can act on, with or without your continued help.
Follow up on proposals that are already out
Don't let an open proposal sit. A deadline gives your prospect a reason to decide, and it's an honest one. Pick one of these:
Option A: Pricing holds through 10/31. Let them know today's pricing is good through October 31, and that it increases after that.
Option B: 10% off for booking and paying in full by 10/31. This rewards a quick decision and brings revenue in before year-end.
How to send it: "Hi [Name], I wanted to follow up on the proposal I sent. I'm holding the current pricing through October 31, and after that it will increase. [Or: If you're able to book and pay in full by October 31, I'm happy to offer 10% off.] I'd love to get you started before the year ends so you can hit the ground running in January. Can we find 15 minutes this week to talk through any questions?"
Tip: Pair the deadline with a clear scope, a simple price, and an easy way to say yes. Be sure to honor the date you set, because it protects your credibility.
Finish strong, together
You don't have to do all six. Pick two or three that fit your strengths and your clients' needs, make a specific offer, and follow through. Momentum in Q4 carries into the new year, and it starts with one conversation.
Which of these will you try first?
TEMPLATE: Partner Outreach Note
Subject: Support for your clients as we head into year-end
Hi [Name],
I've been thinking about you as we head into the busiest stretch of the year. Between client demands and year-end wrap-ups, I know it's hard to give everyone the focused attention they deserve, and I'd hate for any of your clients to feel under-served.
I wanted to offer a hand. I do strategic planning and advisory work, and I'd be glad to support your clients where it makes sense, whether that's overflow while your calendar is full or a complement to what you already do. I've put together a short menu below. You'd stay the trusted voice with your clients, and I'd be a resource behind you.
If any of these would help, tell me which clients come to mind and we can talk through how to make it simple for everyone.
Warmly,
[Your name]
TEMPLATE: Year-End Strategy Menu for Your Clients
For clients who aren't sure where to focus or what will move the needle.
Power Hour | $500
A focused 60-minute session to get clear on what matters most right now.
60-minute strategy conversation (virtual or in person)
Session notes
Three focused recommendations to act on right away
Best for: clients with lots of ideas who need help choosing, or who feel stuck.
Strategy Session | $750
A deeper 90-minute working session, with a short intake questionnaire (about five questions) beforehand so we make the most of our time.
90-minute strategy conversation
Session notes
Prioritized recommendations
Best for: leaders who want more room to dig in and think through the bigger picture.
Half-Day Planning Workshop | [price]
A guided session with a leader or leadership team.
Goals and priorities set together
Alignment across the team
A 90-day action plan
Best for: teams who need to get on the same page heading into the new year.
Look Back / Look Ahead Day | [price]
A full-day session to review the year and build the strategy for the next one.
Review of wins, lessons, and gaps
Strategic priorities for the year ahead
A roadmap the team can start on in January
Best for: clients ready for a thorough reset.
A thank-you for acting now: Clients who book any session receive 10% off 2027 services purchased in January.
Ways we can work together
Referral: You introduce the client, I deliver the work, and we agree on a referral thank-you [fee or percentage].
Overflow support: When your calendar is full, I step in so your client keeps moving forward.
Co-delivered: We run a session together, combining your expertise with a strategic planning lens. This works well with business coaches, fractional CMOs, and other complementary advisors.
