There’s Still Time to Finish the Year Strong

Immediate relevance for October and November, with practical actions readers can implement straight away

With October already underway and the end of 2026 approaching, it can be tempting for small business owners to start winding down and focus on what the new year might bring. But before you turn your attention to 2027, there is still an opportunity to make meaningful progress on this year’s sales goals.

You do not need a complete business overhaul to finish the year on a high. Sometimes, the biggest improvements come from revisiting opportunities you have overlooked, reconnecting with customers and making better use of the time you have left.

Here are five practical sales actions you can start implementing today.

1. Revisit the Opportunities You Haven’t Closed

How many quotes, proposals or enquiries are sitting in your inbox waiting for a response? Every unanswered proposal represents a potential opportunity, yet busy business owners can easily let follow-ups slip through the cracks.

Start by reviewing your current sales pipeline. Identify prospects who expressed interest but have not made a decision, customers who requested a quote and opportunities that have gone quiet. Reach out with a genuine reason to reconnect. Ask whether they have any questions, if their requirements have changed or whether there is anything preventing them from moving forward. Not every opportunity will convert, but a timely follow-up could be all it takes to turn an existing lead into a new customer before the year ends.

2. Reconnect With Your Existing Customers

Finding new customers is important, but do not overlook the people who already know and trust your business. Your existing customers may have additional needs, upcoming projects or colleagues who could benefit from your products or services. However, you will not discover these opportunities if you only contact them when you need to make a sale.

Make a list of your most valuable customers and schedule time to check in with them. Ask how things are going, whether their priorities have changed and how you could provide further support. These conversations can strengthen relationships, uncover additional sales opportunities and help you enter 2027 with a healthier customer base.

3. Focus on the Sales Activities That Matter Most

When time is limited, it is easy to spend your days reacting to emails, administrative tasks and whatever happens to demand your attention. The problem is that being busy does not necessarily mean you are generating sales. Take a close look at how you spend your time. Are you regularly contacting prospective customers? Following up on quotes? Asking existing customers for referrals? Building relationships with people who could become future clients?

Choose two or three sales activities that are most likely to generate results for your business and prioritise them each week.
For example, you could commit to contacting five prospective customers each day, following up on every outstanding proposal or setting aside Friday mornings for customer relationship building. Consistency is more valuable than a burst of activity followed by weeks of inaction.

4. Stop Competing on Price Alone

As the year draws to a close, you may feel pressure to offer discounts to secure business before December. While discounts can sometimes be appropriate, automatically reducing your prices can undermine profitability and make it harder to communicate your true value.

Instead, focus on understanding what your customers actually need. Ask questions, identify their challenges and explain how your product or service can help them achieve their goals. When customers understand the value of what you offer, the conversation becomes less about finding the cheapest option and more about choosing the right solution.
Before offering a discount, consider whether there is another way to meet the customer’s needs without compromising your margins. Winning more business is important, but winning profitable business is even better.

5. Prepare Your Sales Pipeline for January

Finishing the year strong is not just about closing deals before December. It is also about making sure you have opportunities to pursue when business resumes in 2027. Use the coming weeks to identify potential customers, arrange meetings for the new year and reconnect with prospects who may not be ready to proceed immediately.

Review your sales targets for 2027 and work backwards to determine how many leads, conversations and proposals you will need to generate to achieve them. By building momentum now, you can avoid starting January with an empty pipeline and the pressure to find new business straight away.

Make the Most of the Time You Have Left

You may not be able to change everything about your business before the end of the year, but you can take practical steps to improve your sales performance.

Follow up on outstanding opportunities, strengthen existing relationships, focus on productive sales activities and start building your pipeline for 2027. Small, consistent actions can make a meaningful difference, particularly when you approach them with a clear plan. To read more about the benefits tailored training & coaching can bring to your small business, click here.

Ready to finish 2026 stronger and build a more successful year ahead?

Contact Business Coaches Sydney for tailored coaching for your small business. With the right guidance, you can strengthen your sales approach, identify new opportunities and develop a practical plan to achieve your business goals.

Call 1300 833 574 or Email info@businesscoachessydney.com.au

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Author – Garret Norris – https://www.linkedin.com/in/garretnorris/