What Most Leaders Get Wrong About Client Communication During Holidays

For many organizations, the holiday season brings a welcome pause—a chance to recharge, reflect, and spend time with family or close colleagues. Yet for leaders, this period can also pose subtle risks in client communication. While intentions are good, common missteps can unintentionally erode relationships, create confusion, or even harm future business opportunities.

Here’s what often goes wrong—and how to approach client communication more strategically during the holidays.

1. Assuming Silence Is Neutral

Many leaders believe that sending fewer messages, or not reaching out at all during the holidays, is a safe default. The assumption is that clients understand the seasonal slowdown.

Why it’s risky:

• Silence can be interpreted as disengagement or neglect, especially in high-touch industries.

• Competitors who communicate thoughtfully may gain an advantage by staying top of mind.

Better approach:

• Send concise, thoughtful holiday greetings or year-end notes that acknowledge the relationship.

• Highlight appreciation and shared successes from the past year. This strengthens rapport without demanding action.

2. Overloading Clients With Sales Messages

Conversely, some leaders try to “make up for lost time” by sending promotions, proposals, or requests for meetings during the holidays. While proactive, this often backfires.

Why it’s risky:

• Clients may perceive the outreach as opportunistic rather than genuine.

• Holiday periods are associated with downtime; overly aggressive messaging can feel intrusive.

Better approach:

• Prioritize value-driven communication. Share insights, helpful updates, or resources rather than hard-sell messages.

• Respect that clients may be disengaged; timing and tone matter more than volume.

3. Ignoring Internal Alignment

During the holidays, teams often operate with reduced staffing, which can lead to inconsistent messaging to clients. Leaders sometimes underestimate the impact of disjointed communication.

Why it’s risky:

• Clients may receive conflicting information or delayed responses, creating frustration.

• Misalignment can damage trust and professional credibility.

Better approach:

• Plan internal communication ahead of the season. Ensure everyone knows which clients to prioritize, what messages to send, and who is responsible for follow-ups.

• Use automated or pre-approved messaging where appropriate to maintain consistency.

4. Neglecting Post-Holiday Follow-Up

Even when communication during the holidays is handled well, some leaders fail to plan for the period immediately afterward. A delayed or disorganized follow-up can undo positive holiday impressions.

Why it’s risky:

• Clients may feel forgotten or deprioritized if engagement stops abruptly after the holidays.

• Opportunities for relationship-building and early-year business development can be missed.

Better approach:

• Schedule timely post-holiday check-ins that continue the conversation naturally.

• Acknowledge the new year and share updates or insights that are relevant and actionable.

Closing Thought

Effective client communication during holidays requires balance: leaders must avoid both silence and intrusion. Thoughtful, well-timed messages that emphasize appreciation, consistency, and genuine engagement build trust and set the stage for a strong start to the year.

By approaching holiday communication strategically, leaders can transform what often feels like a “quiet season” into a meaningful opportunity to reinforce relationships and demonstrate professionalism.