The Best Time of Year to Generate Leads on LinkedIn (32% More Conversions!)

"Everything slows down over the holidays"

“Let’s wind down. Pause the marketing. We’ll pick it back up after the break.”

Sound familiar?

December rolls around. The office is quiet. Your team’s sipping eggnog, Mariah Carey’s playing on repeat, and it feels like the perfect time to hit pause.

But here’s the truth: Treating December like a dead zone could be a grave mistake.

Because while the competition slows down, smart marketers know this: December is the month of the year with the most opportunities.

By all means, enjoy your holiday. Just don't turn your marketing off. Let’s make sure your marketing works while you relax.

Let's talk about why...

The Holiday Myth: “No One’s Watching”

Some businesses convince themselves that their audience has mentally checked out for the year. “They’re too busy,” they say. “Everyone’s on holiday,” they insist.

Sounds reasonable. But it's not true.

The best results we've always achieved with our lead generation campaigns and from our content, is always at the same time of year.

It's during the holidays.

In fact, December is prime time for engagement.

• LinkedIn data shows a 32% boost in engagement during December.
• B2B page views jump 13% as companies start their planning

But less companies are doing outreach. Less companies are posting content. Less companies are sending out emails.

Let’s make this clear:

• Your prospects aren’t offline—they’re scrolling.
• Your competition? They're asleep.

This is your chance to stand out, grab attention, and own December.

So, Why Are People So Active Over the Holidays?

Simple:

1. More Free Time = More Scrolling Holidays mean downtime, and downtime means social media.
2. Decision-Makers Are Still Plugged In The workaholics we’re targeting? They don’t just check out.
3. End-of-Year Budgets Need to Be Spent Many businesses are closing out their fiscal year. If you show up with the right message, you’re in.
4. New Year = Fresh Plans December is when leaders reflect and plan. If your content helps them prepare for 2025, you’ll win their attention.

Your prospect is scrolling LinkedIn by the Christmas tree. Your competitors? Silent. You? Top of mind.

Here’s the thing: opportunity doesn’t wait for January.

While everyone else is hitting pause, this is your chance to show up, deliver value, and be the first name they see when they start planning for the New Year.

Why wait when your marketing can work for you right now?

Here's the game plan...

4 Powerful Tips to Dominate December

1. Optimise for Mobile Scrollers 📱

Your prospects aren’t sitting at their desks—they’re on the move. Lounging at the beach, waiting for flights, or scrolling LinkedIn by the Christmas tree. And where are they checking content? On their phones.

If your content isn’t mobile-friendly, you’re losing attention fast. Here’s how to make it work:

• Break Up Your Text: Short paragraphs. White space is your friend. No walls of words.
• Use Vertical Videos and Images: Fit perfectly to mobile screens and grab attention.
• Keep It Short and Punchy: Holiday attention spans are short—make every word count.
• Add Eye-Catching Visuals: Scroll-stopping GIFs, graphics, or videos stand out.

Meet your audience where they are—on their phones—and make your content effortless to consume.

2. Embrace the Spirit of Giving 🎁

The holidays are about connection. Show your audience you care:

• Offer a free resource: A festive eBook, a checklist, or year-end tips they’ll love.
• Give back: Donate x% of revenue to charity . Build goodwill and brand awareness.
• Run a giveaway: Exclusive discounts, free consultations, or gift cards. The excitement keeps people engaged.

Goodwill builds trust. Trust turns into loyalty. Loyalty fuels growth.

3. Warm Up Your Sales Pipeline on LinkedIn 🔥

December is the perfect time to plant seeds for January:

• Send Personalised Messages: Forget copy-paste. A warm, genuine note will stand out. Mention a prospect’s wins this year and talk about their plans for next year.
• Reconnect with Dormant Leads: A simple “Happy Holidays” can restart conversations. Talk about their plans for 2025, you may be surprised where the conversation leads.
• Spread Good Vibes: Use the season’s positivity to build relationships. People love a personal touch.

Here's an example of a DM I have used that works brilliantly, adapt for yourself and get the leads rolling in!

Hey <name>,

It has been a while since we connected. I hope you're well and business is good.

It would be good to touch base, for a bit of an update on what's happening at our end, and hear about your plans for next year.

Are you free for a call before the break, or early Jan?

Chat soon!

Nathanial

One thing I constantly tell my clients is; "pull the conversation offline".

Don't go back and forth on LinkedIn about their plans for the new year, setup a call for January so you can take control of the conversation.

As The Rock says: “Success starts with the relationships you build.”

Last but not least...

4. Add Value With Irresistible Content 🎯

The holiday scroll is real.

Use it to your advantage:

• Educate and Entertain: Share insights, trends, and tips that make life easier.
• Tell Stories: Holidays are emotional. Use storytelling to connect—your journey, a success story, or a lesson from the year.
• Make It Snackable: Short videos, carousels, quick tips. Easy to digest.
• Tie Into Year-End Trends: Reflect on the past year or share predictions for 2025.

When you show up with value, your audience will remember.

Finish Strong, Start Even Stronger

The businesses that dominate December don’t hit snooze. They are ramping up their outreach, sharing content and setting up their year ahead.

So here's my 2 cents:

• If you’re waiting for the New Year to start a marketing campaign—start now.
• If you’re thinking about pausing your marketing over the holidays—don’t.
• If you’re assuming no one’s watching—think again.

Your competition is quiet. Your audience is scrolling. And your marketing? It could be out there working hard while you enjoy your break.

Set your campaigns in motion now. Your 2025 self will thank you for it.

Wishing you a strong finish, a powerful start, and a holiday season full of wins. 💪🎄

Let’s make December count.

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This article was adapted from a blog originally published on my website. You can read the full version here.