Many businesses operate on an annual budget, with amounts designated to pay for specific expenses throughout the year. As they reach the end of the year, some businesses run out of money, forcing them to delay expenditures until January. This means that suppliers often find that their orders drop dramatically in the final months of the year.

However, for every business that runs out of money, there are similar companies that near the end of the year with leftover funds. As they prepare the next year’s budget, they know that their surplus will signal to investors and board members that they overestimated the amount of money they needed and should budget less next year. Many businesses don’t want to give up that extra cash, though, and instead decide to try to spend as much as possible of the surplus before the year ends.

“It’s been interesting for us to watch year after year a healthy uptick in business on our end in the fourth quarter,” says Rishon Blumberg, founder of 10x Management a highly regarded, freelance tech talent agency. “Over the same time we’ve been asking many of these companies why they’re reaching out and quite frequently it’s due to the fact that they need to use up their year end budget. It’s been a great time for them to finish up projects that have been pushed aside or were delayed in some way or pre-pay for projects they plan to initiate in the near future.”

For suppliers that work with those businesses, that brings a great opportunity to sell. But how do you convince your clients to spend that money with you? Here are a few tips to help you use your clients’ end-of-year surpluses to boost your bottom line.

1. Offer a Sale

The end of the year is the perfect time to put everything in your inventory on sale, especially if you’re like many product-based businesses that want to offload last year’s stock to make way for a new group of items. Simply let your clients know that you’re discounting everything in your inventory and your special prices end on December 31st. For service-based businesses, provide a discount for those who pre-pay next year’s service before the end of the year. You may attract not only your own clients with extra money to spend, but you may win over a few new customers, as well.

Depending on your relationships with your various clients, you may opt for a more direct approach. As the busy holiday season begins, send a notice to your most loyal customers inviting them to spend their surpluses with you. Offer a sale on specific products or services to entice them to spend that money with your business rather than their other suppliers.

2. Let Them Stock Up for Next Year

Your clients may have everything they need to get through the end of the year. However, there are products and services they’ll need for the next year. If they purchase products now, they’ll find their supply closets are overflowing with products. They’ll likely decline to buy for next year this year for that very reason.

Your business can capitalize on that extra money by creating a “stock up for next year” sale. Invite your customers to pay in advance for next year’s products or services, allowing them to determine when they’d like items delivered or services provided. A supplier that regularly delivers water or coffee, for instance, could be convinced to pay for part or all of next year’s monthly deliveries with this year’s surplus.

3. Show Appreciation

At the end of each year, savvy businesses show appreciation to their most loyal customers. This can be in the form of a card or gift, but many companies also offer an end-of-year sale, open exclusively to their best customers. The latter can be a great way to encourage your customers to spend any extra money with your business, especially if your gifts are related to the products or services you sell.

If most of your customers are local, consider holding a holiday-themed open house, offering cocktails and finger foods. Some of your customers will show up, especially if you offer door prizes and other incentives to lure them in. You’ll be able to amass a few sales during the event, especially if the people attending realize that they have extra money in their budget.

Balancing an annual budget can be difficult for even experienced businesses. As the end of each year approaches, a business often will either accelerate or slow down their buying decisions in order to ensure they stay within the amount they’ve allotted. For B2B businesses, this brings a prime opportunity to reach out and let your clients know that if they have a surplus, you’re happy to work with them to ensure they reach their goals without sacrificing services.