From mid-November through the end of December, consumers are in full gift-buying mode. Whether they’re hunting for stocking stuffers or planning big-ticket purchases, people are ready to spend if you can grab their attention. This guide offers actionable tips for creating a holiday marketing campaign that converts shoppers into buyers. From product placement to irresistible promotions, you’ll learn how to make your brand impossible to ignore during the busiest shopping weeks of the year.
1. Know Your Holiday Shopper
Before you plan a single flyer or wrap your first bundle, take time to understand the holiday shopper’s mindset. During the holiday season, customers are:
- Often in a rush
- Looking for convenience
- Buying for multiple people
- Budget-conscious but emotionally driven
- Drawn to physical, gift-ready products
Your campaign needs to reflect these priorities. When you’re building a direct marketing plan, focus on what’s relevant: eye-catching displays, easy-to-grab gift bundles, and clear savings.
2. Choose High-Traffic Locations for Product Placement
One of the most important tips for creating a holiday marketing campaign is to place your products and signage where people already gather. Location is everything.
Consider:
- Shopping malls
- Holiday markets
- Train stations
- Grocery stores
- College campuses
- Pop-up kiosks in commercial areas
- Sidewalk setups near gift stores or toy shops
Set up your booth or product display near entrances or checkout lines. Use floor decals, banners, and table setups that are visually festive and communicate clear benefits like “Buy 1, Get 1 Free Today Only.”
These high-traffic areas allow you to reach a maximum number of potential buyers without needing a digital ad budget.
3. Offer Holiday-Specific Promotions
Promotions drive foot traffic and close sales quickly. But they need to feel festive, limited-time, and tailored for holiday shoppers.
Here are some sales tips for the holidays that work in direct, face-to-face environments:
Buy One, Take One Deals
These are perfect for gift-givers. They keep one item and give one away. It’s perceived value and generosity wrapped into one promo.
Bundled Products
Package complementary products together in a gift-ready set. For example, pair a candle with a bath bomb and a loofah for a “Relaxation Bundle.”
Extended Warranty Offers
Give peace of mind during the gifting season. A one-year or two-year warranty helps close the sale on higher-ticket items like electronics or kitchen tools.
Expanded Refund or Exchange Policy
A generous return window into January or February increases confidence, especially for shoppers who aren’t sure if their gift will be a hit.
Discounted Annual Subscriptions
If your product or service operates on a membership model, offering a discounted annual subscription can entice gift buyers to sign up for someone else or themselves.
Brand Collaborations
Team up with complementary businesses to cross-sell and attract new audiences. A coffee brand can pair up with a local mug maker. A bookstore might collaborate with a tea vendor.
These ideas combine urgency with value, two core drivers of holiday spending.
4. Prioritize Gift-Readiness
Holiday shoppers don’t want to think. They want grab-and-go solutions. That means your products should be:
- Pre-wrapped or comes with wrapping options
- Clearly labeled with pricing and promo details
- Available in bundles for common gifting needs (teacher gifts, coworker gifts, stocking stuffers, etc.)
Use tags that say things like:
- “Perfect for Mom”
- “Ideal Secret Santa Gift”
- “Great for Teens”
Your goal is to make decision-making easy. Remove friction. Make your packaging festive, your pricing clear, and your suggestions obvious.
5. Train Your Staff to Sell with Holiday Energy
In direct marketing, people sell products, not just signs or displays. Your team needs to be enthusiastic, knowledgeable, and holiday-ready.
Train them to:
- Greet customers warmly
- Ask who they’re shopping for
- Suggest bundles based on shopper answers
- Handle objections with confidence
- Mention refund and warranty policies
- Upsell tactfully
During the holiday season, energy sells. A cheerful, helpful staffer can turn a curious browser into a loyal customer within minutes.
6. Leverage In-Person Free Samples and Demos
People are more likely to buy what they’ve seen, touched, or tasted. If possible, add product demos or sampling stations to your campaign.
Examples:
- Food and beverage brands offering holiday-themed flavors
- Skincare reps applying lotions or fragrances
- Toy vendors letting kids play with sample units
- Accessory sellers allowing customers to try items on
This face-to-face engagement builds trust. It also gives your team a perfect opening to mention the promotions, bundles, or return policy.
It’s a core tactic behind many effective holiday sales discounts: combine sensory experience with urgency.
7. Create a Sense of Scarcity and Urgency
One of the biggest motivators for in-person shoppers is fear of missing out. Make it clear that your deals and products won’t last forever.
Ways to do this:
- Use signage that says “Only 5 Left” or “While Supplies Last”
- Offer daily or hourly flash sales
- Promote “Today Only” gift bundles
- Rotate products every few days to create freshness
These tactics encourage buyers to make decisions quickly. Just be honest. False scarcity can damage your credibility.
8. Use Seasonal Signage and Props
Holiday shoppers are drawn to stores and stands that look festive. Even if you’re working with a small space like a booth or table, use seasonal props and signs that align with the occasion.
Ideas:
- String lights or garlands
- Red and green tablecloths
- “Gift Ideas” signs
- Hanging ornaments
- Costumed staff (Santa hats, elf ears)
Use signage that communicates quickly: prices, promos, and product value. Shoppers are moving fast, and your display needs to stop them in their tracks.
9. Tap into Emotional Marketing
The holidays are emotionally charged. People are buying gifts not just to spend money, but to express love, appreciation, and thoughtfulness. Your campaign should reflect that.
Taglines like:
- “Give a Gift That Matters”
- “Make Someone Smile This Season”
- “Wrap Up Warm Memories”
These messages connect the product with emotion, making it more than just an item.
10. Have a Clear Call to Action
Many holiday campaigns lose steam because they forget one simple thing: telling people what to do next.
Make sure your setup includes CTAs like:
- “Grab Your Gift Set Here”
- “Try It Now”
- “Buy One, Gift One Today Only”
- “Speak to a Rep for Your Free Sample”
The clearer your instructions, the easier it is for holiday shoppers to act on impulse. This is essential when working in face-to-face sales environments.
11. Use Loyalty Cards or Comeback Vouchers
Encourage repeat visits during the holiday season and into the new year by offering:
- Loyalty punch cards with a free gift after 5 purchases
- Bounce-back vouchers for January use
- “Bring a Friend” discounts for later dates
It’s one of the most underrated sales tips for the holidays. Most companies focus only on the next sale. You should be thinking about the sale after that one, too.
12. Time Your Campaign for Maximum Impact
The most profitable days aren’t always the ones you expect. For example:
- The week before Christmas is ideal for last-minute buyers
- Black Friday and the following weekend are critical
- Early December is great for organized shoppers looking for deals
Tailor your promotions to these phases. You could run:
- Deep discounts early in the season
- Bundles and gift sets mid-season
- Clearance and loyalty push post-Christmas
Good timing can make your campaign 2x more effective without adding any new materials or products.
13. Evaluate and Improve Daily
Holiday campaigns move fast. What works on Friday may flop on Sunday. Set time every evening to evaluate:
- Which products sold best
- Which promos converted most effectively
- What objections you’re hearing
- What questions keep coming up
Make changes in real time. Move product displays, update signage, or shift focus from one promotion to another.
One of the smartest tips for creating a holiday marketing campaign is to treat it like a living strategy, not a one-and-done event.
Maximize the Season
The holidays are chaotic, emotional, and full of opportunity. If you plan your campaign strategically with a direct marketing approach, you can cut through the noise and win big. These aren’t just tips for creating a holiday marketing campaign. They’re part of building a brand that shoppers remember and return to. With the right preparation, your holiday campaign can deliver long after.
Odyssey Management helps businesses from various industries acquire more clients via our direct marketing strategies. Based in California, we specialize in providing tailored marketing strategies for clients in telecommunications and other key sectors. Contact us today to learn more about our marketing and business development services.