How to Use Holiday Excitement to Increase Sales

It’s no secret—people are primed to spend more during the holidays. But the challenge for small business owners isn’t just being another option on the market; it’s finding ways to stand out during the most competitive time of year.

Let’s talk about how to use holiday excitement to increase sales without having to overcomplicate your strategies.

1. Time Your Offers Around Key Dates

Seasonal selling is all about timing. Black Friday, Christmas, and even smaller holidays like Cyber Monday or Valentine's Day are powerful opportunities to nudge your customers toward buying. But timing isn’t just about putting up a sale the week before the holidays—it’s about how early you begin the conversation.

Here’s a practical approach: create a “countdown” email series or social media posts leading up to your holiday offer. Highlight what’s coming and add urgency by showing how they can benefit from ordering early—whether it’s to beat the rush or secure a limited-time bundle.

2. Create Holiday Bundles to Add More Value

One easy win: take your existing products, bundle them up with holiday-themed packaging, and increase the perceived value. It could be something as simple as a “gift box” featuring your top-selling items. These bundles not only increase average order value, but they’re also a huge time-saver for your customers who are searching for ready-made gifts.

For example, if you run a skincare brand, offer a “Winter Glow” kit with a selection of your most popular moisturizers, cleansers, and serums. If you’re in fashion, think about a “Holiday Essentials” box that features a mix of your best-sellers, scarves, and cozy winter accessories.

Pro Tip: Add in a special bonus—like a free gift or handwritten holiday note for the first 100 orders— to make your offer irresistible.

3. Repackage What You Already Have

Instead of stressing about launching new products, think of how you can repackage your current ones to fit a holiday theme. Let’s say you sell artisanal candles. No need to create a new scent; simply introduce a "Holiday Edition" packaging with festive designs and limited edition labels. This creates the impression of a fresh offering without extra production costs.

Many small businesses think they need new inventory for the holiday season, but oftentimes it’s just about showing what you already have in a new light.

4. Cater to Early Birds and Last-Minute Shoppers

Here’s a fun fact: shoppers are divided into two main types during the holiday season—early birds and last-minute shoppers. Why not cater to both?

Run an early-bird offer in November to entice those who like to get their shopping done ahead of time. Offer perks like free shipping or early access to a holiday bundle.

For last-minute buyers, try offering gift cards or “buy online, pick up in-store” options for those frantically searching for last-minute gifts in mid-December.

5. Use Urgency and Scarcity—But Don’t Overdo It

The holidays are the best time to use urgency to your advantage. Limited-time offers or stock countdowns work wonders for nudging customers to take action.

Take a page from companies like Glossier, which runs limited edition holiday products every year—whether it’s a festive packaging change or a seasonal bundle. People rush to buy because they know once it’s gone, it’s gone.

Just make sure to balance it: too much pressure can backfire and feel pushy. Keep your messaging clear and focused on adding value, not just screaming “buy now!”

Holiday sales aren’t just about adding a sale tag and hoping for the best. With a little creativity and planning, you can leverage seasonal excitement to grow your brand in a meaningful way. Whether through early-bird deals, product repackaging, or creating shareable moments, the holidays are your chance to build brand loyalty and boost sales.

Take 30 minutes today to look at your current product lineup. How can you repackage or bundle items for the holidays?

P.S. If you're planning your holiday offers and need help figuring out what works best for your business, reply to this email, and let's brainstorm some ideas together! 🎄