slaydie

Account Executive

Big Shot

Politicker

Catalyst

Client gifting - yes, no, maybe so?

Gifting platforms - do you use them?

If so, what are your thoughts? Any thing that has particularly worked well? Anything that has failed?

Context: My company is trialing the platform Thnks for the next few weeks and I don't know where to start. Would love to hear how others have leveraged it. Does this work well for completely cold prospects or it is a better use case for warm prospects?

Would love to hear the good, the bad and the ugly.

Do you do client gifting as a means of lead generation?

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🔎 Prospecting

32 comments

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CadenceCombat

Tycoon

Account Executive

My latest post kind of touches on this.

I use gifting as a means to reignite dormant prospects and expedite relationship building with prospects that are already engaged.

MrMotivation

Politicker

Sales

Bingo. Exactly the way to use gifts

slaydie

Big Shot

Account Executive

Oh thanks! I'll search for you last post. Definitely think I am going to try to use this as a way to revive dormant prospects as you mentioned

Salespreuner

Big Shot

Regional Sales Director

The right way put out here

MrMotivation

Politicker

Sales

I do not recommend it for cold prospecting. It is very helpful for deals mid cycle. If you look at my profile, there was a post I made (or maybe a comment?) discussing a success story I had with gifting mid cycle in an enterprise deal. Short story was stuck at lower level, couldn't get in front of economic buyer, champion couldn't get me in front of economic buyer. Did some cyber stalking of the guy and got him a personalized gift and included my cell to the package. As soon as he received it, he called me.

Examples like that is where I have seen the most success gifting things. Build relationships with it, don't try to create them from gifting.

slaydie

Big Shot

Account Executive

This is perfect! I've been sending to people I am already engaged with and have stalled etc and I already see it paying off. I did do a few totally cold to bigger companies that I have been trying to get in to and they gladly accepted the gift and still never got back to me...so like you said, not the best for cold prospects

SaaSsyB

Opinionated

SDR Manager

I have used this is the past - my org utilized a gifting platform for lead gen. this did not work well with cold prospecting. Turned into a bargaining chip to essentially pay people to meet with AE’s. I feel there are skewed lines between what marketing credits as successful (engaging to meet) and what revenue teams deem to be successful (build quality pipeline)

So in my opinion, as a long term SDR. Invest in marketing tools that actually create quality leads and leave the gimmes at the door.

slaydie

Big Shot

Account Executive

Preach - this is exactly my thoughts but since they're giving me money to use I wanted to see if I was missing anything and not missing out on opportunities. I think as some other users have said that I might use it for warm prospects instead of cold outreach

SaaSsyB

Opinionated

SDR Manager

Hell yea! I get it, you have to take advantage when given the opportunity for department spend!

It’s a decent investment for warm prospects, SDR follow ups, and AE’s to use to engage prospects (we have had success with AE’s using it for open deals)

Good luck!

slaydie

Big Shot

Account Executive

Thanks! I'll definitely keep you posted here!

salesnerd

WR Officer

Head of Growth

I’ve received a few things from Thnks, but it was always because I did something for someone (webinar, case study, user research, etc.)

It was cool for that, can’t speak for lead gen though.

SaasSlingingSlasher

Politicker

Manager, Commercial Sales

Our SDRs used gifting as a form a lead gen. All sorts but the campaign with the most "success" was $100 amazon gift cards for meetings post webinar... needless to say the meetings are a mixed bag.

I've used gifting during my sales cycles consistently & would recommend it. $5-10 Starbucks gift cards as a "pick me up" touchpoint to ensure a meeting held. Nice gift to the exec buyer based on my research of what they like (wine buff, dog lover, etc.). Pre-covid, I would stop by the office of an account I wanted to break into (NYC-based) with some cupcakes or our swag with our logo on it.

IMO if your company gives you the budget use it. Another touchpoint that keeps you/your company in the mind of your prospect.

slaydie

Big Shot

Account Executive

Super helpful! I totally agree, I'm going to use the budget and see what comes of it. I definitely do some research on who I am sending it to to personalize a bit more and hope to use it for a few people that I've lost contact with or deal momentum on.

juan2free

Arsonist

Strategic Account Manager

It works. Trust a pro of a company if you’re going to do it. The more expensive they are doesn’t mean they’re better, I learned that too. Thnks is good. We used them before Postal that we have now. It’s pretty great for a young company. I’ve also used PFL and Alyce for this in former roles so I’ve seen them in action.

My favorite way use the tool from a cold perspective is to offer up something that helps my buyers role, then take it beyond a face value convo, breaking some ice to get in the door.

Some will get turned off, their loss. If you do it right, it works well and I recommend it.

The better your product/market fit the better this tool works

slaydie

Big Shot

Account Executive

Thanks! This is super helpful. Curious what an example or two would be of something that helps your buyers role. I can't get my mind to think of anything but coffee haha.

juan2free

Arsonist

Strategic Account Manager

For sure - I had the same issue. What industry and roles do you sell to?

slaydie

Big Shot

Account Executive

I sell a SaaS product in the recruiting/Talent Acquisition space. People I target are VP's of people/HR/Talent, Recruiting managers and Engineering Managers

juan2free

Arsonist

Strategic Account Manager

Understood - never worked in that space but I think the principle applies. Just sending coffee is bullshit and they get that from the next guy. I would send something more valuable to the role, maybe with nothing to do with your company even but that resonates with something that they know well. That's the ticket to opening the door

slaydie

Big Shot

Account Executive

Thanks Rusty! Ill be brainstorming that today

juan2free

Arsonist

Strategic Account Manager

Let me know how it goes or if you can think of anything else. I thinks its a great channel if you do it right

SalesPharaoh

Big Shot

Senior Account Executive

Only in conferences if that counts?

CuriousFox

WR Officer

🦊

I don't because so many companies have strict rules/regulations/policies around receiving gifts.

sales101

WR Officer

Head of Channel & Alliances

We just send out company swag to key accounts- people seem to go crazy for a t-shirt!

Blackwargreymon

Politicker

MDR

It was cool for that, can’t speak for lead gen though.

MaximumRaizer

Politicker

Sales Manager

Examples like that is where I have seen the most success gifting things. Build relationships with it, don't try to create them from gifting.

Clashingsoulsspell

Politicker

ISR

Soiboi

Politicker

Account Executive, EIAS/Compliance

Liquor and wines all day bois

BCD

Politicker

BDR

If its the right gift, the right prospect and the right time

cw95

Politicker

Sales Development Lead

We once get sent a bottle of wine from a company that we had never heard of. We then got in contact with them to see what they do and it wasn't for us. It made me think, bad due diligence in prospecting or too much money?

I'd happily send a prospect a gift, only if it fit the criteria, but where does the qualification end to be able to do that?

MR.StretchISR

Politicker

ISR

Mr.Floaty

Politicker

BDR

Cyberjarre

Politicker

BDR

I use gifting as a means to reignite dormant prospects and expedite relationship building with prospects that are already engaged.

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slaydie

Client gifting - yes, no, maybe so?

Do you do client gifting as a means of lead generation?

32 comments

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