Only two months left and the numbers aren’t where you need them to be. But the year’s not over—and if you use the time well, you can still make it your strongest quarter yet. Here are field-tested, clear, and doable strategies to help you bring in new orders and finish the year on a high note. No fluff—just straight talk and practical ideas that work.
You don’t need a brand-new marketing plan right now. You need fast, effective action. That means tapping into what’s already working, doubling down on your best relationships, and creating a bit of urgency for customers who are still sitting on the fence. Let’s get into specific moves manufacturing businesses can make today—not next month—to pull in the final orders that could tip your numbers past your target.
Call Past Customers—It Works Better Than You Think
Most businesses think sales is about finding new leads. But in the final stretch of the year, it’s your existing customers who are most likely to come through for you. Look back over the past 18–24 months and start calling customers who haven’t ordered in a while. Don’t overthink the script. Something as simple as: “Just checking in—we’ve got some open production capacity before year-end. Anything you need help with?” can open the door.
One small plastics manufacturer made 42 calls over 2 weeks and pulled in 6 new orders—just by reconnecting with old contacts who hadn’t ordered in over a year. These weren’t huge deals, but they filled gaps in the production calendar and helped cover fixed costs.
Offer a Rush Slot Package for End-of-Year Work
Many businesses are trying to complete their own targets before December 31. If you can guarantee fast turnaround, they’ll listen. Create a rush-job package: limited slots, fast delivery, at a premium—but guaranteed by a firm date. Don’t make this open-ended. Limit it to 5–10 spots, and once they’re gone, they’re gone.
This gives you two advantages. One, you make room for high-margin jobs. Two, it encourages customers to act now instead of saying “let me think about it.”
Discount Smart—Only on High-Margin or Fast-Run Items
Now’s not the time to slash prices across the board. But a limited promotion on one or two products that are easy for you to make and ship can drive fast wins. Let’s say your CNC shop can run part #1427 with minimal setup and low scrap. Offer a 10% discount on all orders over 500 units, valid only for orders placed in the next 10 business days.
If you promote this with urgency and clarity, you’ll likely get some quick conversions—especially from customers who’ve ordered it before.
Make the Phone Your Best Sales Tool Again
It sounds simple, but it’s overlooked in today’s email-first world. Phone calls still outperform almost every other sales tool—especially for repeat business or stalled deals. Block out time for you or your team to make 15–20 calls a day. Even 5 good conversations can lead to one order.
If someone doesn’t answer, leave a short voicemail like: “Hi [Name], it’s [You] from [Company]. We’re filling our final production slots before the holidays. Just checking if you’ve got anything we can help you finish this year.” Keep it short and helpful, not pushy.
Ask for Referrals—And Reward Them
Your best salespeople might be your customers. But most of them won’t refer you unless you ask—and even fewer will refer if they don’t see a reason to. A simple reward structure can spark interest. Try this: “Refer a business to us, and if they place an order, we’ll give you $250 credit toward your next job—or we’ll donate $250 to a charity you choose.”
Make it personal. One shop owner shared this offer during a plant visit and got two referrals by the following week.
Highlight Customer Wins Publicly
Turn real orders into short stories. Did you help a customer solve a problem fast? Get parts to them before a tight deadline? Save them from a supply chain delay? Write that up and post it to LinkedIn or send it as a quick email to your customer list.
Keep it short: what the customer needed, how fast you delivered, and the result. End with a simple note like, “We’ve got a few open slots this month—reach out if you’ve got something similar on your plate.” People respond to real stories more than sales pitches.
Sell Leftover Stock or Cancelled Orders
That shelf full of overrun parts or excess inventory might be cash sitting still. Bundle it. Discount it. Move it. You don’t need a slick campaign—just a clear offer and a few calls. Something like, “We’ve got 2,000 units of [Part] from a cancelled order—10% off if you can take them by [date].” It helps you free up space, hit your revenue goal, and build goodwill with budget-conscious buyers.
Offer Better Terms, Not Better Prices
Price isn’t always the reason a deal doesn’t close. Sometimes it’s timing. If you’ve got a long-term customer who’s good for it, offer them 30–60 day terms to secure a new order now. You still get the revenue booked this year, and they get more flexibility.
A coatings supplier used this to pull forward two orders into December that were originally slotted for February. It didn’t cost them anything—but it pushed them over their annual sales goal.
Cross-Sell with a Vendor Who Serves the Same Customers
Think about who else sells to your ideal customer—packaging vendors, maintenance contractors, local logistics companies. Set up a joint promotion. For example: “Order from [You] and [Partner] before December 15 and get free delivery on both orders.”
It gives both of you access to warm contacts without cold prospecting. Plus, it builds new relationships that could help you well into next year.
Reignite Stalled Deals
Most CRMs are full of “maybe later” leads. Now’s the time to revisit them. For each stalled deal, reach out with something timely:
“Still planning to get that [order type] done? We’ve got time to prioritize it now if it’s still on your radar.”
Don’t try to re-pitch the whole deal—just remind them the door’s still open.
Turn Repeat Orders Into a Deal
Give customers a reason to place a second order before year-end. Here’s one that works: “Place an order this month, and we’ll give you a $500 credit on your first Q1 order.” It’s a simple way to create momentum and get commitment for the new year while closing revenue now.
Lock in Pricing Before Increases
If your material or labor costs are going up in January, let customers know now. Not in a fear-based way, but just matter-of-fact: “To stay ahead of rising costs, our pricing will increase on January 5. Any orders placed by December 31 will keep 2024 rates.” This is often enough to pull budgeted projects forward.
Bundle Products into a Year-End Offer
You don’t have to invent something new. Just combine your three most-ordered products into a “Year-End Special.” Give it a name, set a deadline, and push it out. People love convenience and clarity. One metal fabricator bundled three common brackets into a “Contractor Essentials Kit” and sold 12 units in two weeks, just by promoting it on LinkedIn and email.
Use Free Delivery as a Sales Trigger
For large or repeat customers, waive the delivery charge. That extra value might not hurt your margin, but it gives them one more reason to buy now. Say: “We’re offering free delivery on orders over $10,000 through December 20—this helps us optimize our routes, and it helps you save.”
Send a Planning Email That Helps, Not Sells
Instead of another pitch, send a planning checklist for your industry. Frame it like this:
“We’ve seen a lot of businesses get caught in January delays because they didn’t plan material orders now. Here’s a quick checklist to help avoid that.”
End it with: “If there’s anything we can knock out for you before the holidays, we’d be happy to help.”
Host a Customer Check-In or Appreciation Call
You don’t need to rent a venue or plan a big event. Just host a quick Zoom for your best customers and contacts. Thank them for a great year, share one or two updates, and offer a “thank you” discount for orders placed before December 15. It’s not about the pitch—it’s about relationships. People remember that.
Use Your Website to Capture Last-Minute Interest
Your website isn’t just for new visitors; it’s a tool to convert anyone who’s already thinking about you. Add a clear, bold banner on your homepage announcing your year-end rush jobs, special bundles, or discounts. Make it easy for visitors to request a quote or a callback right now. Don’t bury it in a “news” section—put it front and center.
Even a small shop saw a 15% spike in inquiry forms after adding a “Book Your Year-End Slot Now” banner for just two weeks in November.
Prioritize Quick Wins Over Complex Projects
With limited time, your goal is to bring in orders you can complete quickly and efficiently. Don’t chase large, complicated projects that won’t finish before year-end or require heavy setup. Focus on orders that fit smoothly into your current workflow.
This not only helps meet your numbers but keeps your team motivated—closing smaller deals fast builds momentum and confidence.
Train Your Team to Spot Opportunities
Your shop floor and customer service staff often hear valuable intel. Maybe a customer mentioned an upcoming project, or a supplier hinted at delays. Brief your team to flag any potential leads or urgent needs they hear about.
One manufacturer created a simple daily “opportunity report” shared across sales and production teams. It helped turn informal conversations into actionable leads before the year ended.
Revisit Pricing for Slow Movers
If certain products or parts haven’t sold well this year, consider adjusting the price temporarily—not just a blanket discount, but maybe a volume-based rebate or a package deal with faster movers. This helps clear inventory and frees up cash to focus on better opportunities.
Use Social Proof to Build Confidence
When prospects see others buying or praising your work, they’re more likely to act. Collect quick testimonials from recent customers or share brief quotes about your on-time delivery and quality. Post these on social media, your website, or email campaigns to reinforce your credibility.
Take Advantage of Local Networking Events
Check if there are any last-minute trade shows, chamber of commerce events, or local business meetups before year-end. Even a quick appearance or informal chat can uncover unexpected leads. Bring business cards and a concise, value-focused pitch.
Leverage Industry Forums and Groups
Join LinkedIn groups or industry-specific forums where your customers and prospects hang out. Share helpful tips, answer questions, and subtly mention your availability for year-end work. This positions you as a trusted resource, not just a seller.
Invest in Quick Follow-Up Automation
If you get leads or inquiries, respond fast. Consider simple automation tools that send immediate thank-you emails with a clear next step, like scheduling a call or quoting a project. Fast follow-up can be the difference between winning a deal or losing it to a competitor.
Collaborate on Joint Marketing with Customers
If you have a strong relationship with a customer, propose a joint case study or social media shout-out showcasing your partnership. This can amplify your reach and build trust with prospects who know and respect your customer.
Build a Contingency Plan for Production Bottlenecks
If orders start coming in fast, ensure you have a backup plan for production, overtime, or subcontracting to meet deadlines. Nothing kills a year-end win like missing delivery dates and disappointing customers.
3 Clear Takeaways You Can Use Today
- Go to your past customers first—there’s revenue waiting if you just ask.
- Urgency sells. Add deadlines, limited slots, and end-of-year benefits to your offers.
- The phone still closes deals. Don’t underestimate a real conversation over a cold email.
If you want to finish the year strong, don’t wait for the perfect campaign or a new batch of leads. Start with what you already have—and take action before the window closes.
Top 5 FAQs Manufacturing Businesses Ask About Hitting Year-End Sales Targets
Q1: How realistic is it to meet or exceed sales targets with only two months left?
It’s very realistic if you focus on proven, fast-moving opportunities and your existing customer base. Many businesses hit their highest sales volumes in the last quarter by creating urgency and acting decisively.
Q2: Should I offer discounts or keep prices steady?
Discounts can help but should be used strategically on products that won’t hurt your margins and that you can produce quickly. Price stability is important to protect profitability and customer trust.
Q3: How can I balance new orders with current production capacity?
Prioritize orders that fit your existing workflow and timeline. Consider rush slots for urgent jobs but be clear about limits. If demand exceeds capacity, look at subcontracting or overtime options.
Q4: What’s the best way to reactivate old or dormant customers?
A simple, personalized phone call or email offering a clear, limited-time reason to buy works best. Avoid long pitches; focus on helpfulness and availability.
Q5: How important is team involvement in hitting sales targets?
Critical. Everyone in your business—sales, production, customer service—can spot opportunities or obstacles. Keep communication open and encourage everyone to share leads or ideas.
If you’ve been watching the calendar tick down and feeling the pressure, now’s the moment to act. Pick a handful of these strategies that fit your business and start moving fast. Two months might seem tight, but with focus, persistence, and the right moves, you can push past your sales goal and set the stage for a strong start to next year. Don’t wait for perfect conditions—build momentum now and finish the year stronger than you thought possible.