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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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๐Ÿคทโ€โ™‚ Poll
๐Ÿ”Ž Prospecting
9
CadenceCombat
Tycoon
+13
Account Executive
My latest post kind of touches on this.ย 

I use gifting as a means to reignite dormant prospects and expedite relationship building with prospects that are already engaged.
MrMotivation
Politicker
+4
Sales
Bingo. Exactly the way to use gifts
slaydie
Politicker
+7
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
+11
Regional Sales Director
The right way put out here
MrMotivation
Politicker
+4
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.ย 

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.ย 
slaydie
Politicker
+7
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
+1
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. ย Turned into a bargaining chip to essentially pay people to meet with AEโ€™s. ย 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)ย 

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


slaydie
Politicker
+7
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
+1
SDR Manager
Hell yea! I get it, you have to take advantage when given the opportunity for department spend!ย 


Itโ€™s a decent investment for warm prospects, SDR follow ups, and AEโ€™s to use to engage prospects (we have had success with AEโ€™s using it for open deals)ย 

Good luck!ย 
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salesnerd
WR Officer
+16
Head of Growth
Iโ€™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, canโ€™t speak for lead gen though.ย 
SaasSlingingSlasher
Politicker
+3
Sr. Account Executive
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.ย 

IMO if your company gives you the budget use it. Another touchpoint that keeps you/your company in the mind of your prospect.ย 
slaydie
Politicker
+7
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
+4
Strategic Account Manager
It works. Trust a pro of a company if youโ€™re going to do it. The more expensive they are doesnโ€™t mean theyโ€™re better, I learned that too. Thnks is good. We used them before Postal that we have now. Itโ€™s pretty great for a young company. Iโ€™ve also used PFL and Alyce for this in former roles so Iโ€™ve seen them in action.ย 

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.ย 

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

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

slaydie
Politicker
+7
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
+4
Strategic Account Manager
For sure - I had the same issue. What industry and roles do you sell to?
Show 4 more replies
SalesPharaoh
Big Shot
+10
AM BDR
Only in conferences if that counts?
CuriousFox
WR Officer
+13
Senior Account Executive
I don't because so many companies have strict rules/regulations/policies around receiving gifts.
sales101
WR Officer
+6
Head of Channel & Alliances
We just send out company swag to key accounts- people seem to go crazy for a t-shirt!
Soiboi
Politicker
+5
Account Executive, EIAS/Compliance
Liquor and wines all day boisย 
BCD
Politicker
+6
BDR
If its the right gift, the right prospect and the right timeย 
cw95
Politicker
+6
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?ย 

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?
9
I think I was just told to bring them a new client so they can use our product?
Discussion
16
13
You know those wonderful prospects that will answer the phone and accept a meeting? What if there was a way to share those for our fellow brethren who also have to outbound on similar titles?
Question
18
I would...
Bo
+115
Flippinghubs , ย  Boudreaux , ย  KhaseLeonidas ย  and 115 people voted
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8
Personal friend referred a lead which is now being put through pipeline. In my territory but out of my segment, should I hand it over?
Question
11
Should you hand over leads you personally sourced yourself?
+35
highlyinadvisable , ย  ChicagoCloser1717 , ย  SlinginSoftware ย  and 35 people voted
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