Relationship Building (gifts/bribes) with prospects?

When all the buyers were in the office it was easy to send lunch ‘while you review that contract’, nice bottle of alcohol, something to do with their hobby, hat from their favorite football team, or even cheesy corp swag as a way to help build relationships and get the buyer to “like” us a bit more to help swing the deal in our direction.


Was easy prior to all this cause you could just send it or drop it off to their office. Gift cards don’t wow anybody cause it’s not as personal. Virtual happy hours don’t wow anybody.


And having some random sales guy asking for home address hasn’t gone well.


I’d love to hear how others have gone about this when everybody is working from home.

👑 Sales Strategy
📈 Closing
☁️ Software Tech
3
Chep
WR Officer
1
Bitcoin Adoption Specialist
I know gift cards aren't personalized, but I like the sending a 10 dollar starbucks gift card and saying since we can't meet in person would you be willing to have a virtual coffee with me (Send gift card)
CuriousFox
WR Officer
0
🦊
And you don't have to worry about the physical address issue above 🤷‍♀️

Ace
Arsonist
0
CEO
I think you should simply able to ask for their address saying that "Hey we all been through tough times and so I wanted to do something nice for you. Can I please have your address so that I could send something for you and your fam?"

If they don't want to give away their address, I know some people give me a PO Box address and I send stuff there. 

Just curious, what stage of the sales process are you sending the goodies?
Salespreuner
Big Shot
0
Regional Sales Director
That's a great way. Thanks!
We do so post a proposal submission and 1st negotiation
Ace
Arsonist
0
CEO
Yes I think that'd be the perfect time for it
Salespreuner
Big Shot
0
Regional Sales Director
Absolutely 💯
Slavic
Fire Starter
0
Director - Enterprise Sales
Honestly it depends but usually after they’ve determined we are a fit. The tech I sell is highly competitive and surface level not much different. We do it to get better rapport and when they come to buy they feel like working with us, being supported by us is worth it. 

Took a training a long time ago by Barry Rhein and the term for this was RBE (relationship Building extras). Doesn’t always have to cost money but you get the point. 
Ace
Arsonist
0
CEO
This is really helpful. Any particular link to Barry's video or article that I can check out?
Slavic
Fire Starter
1
Director - Enterprise Sales
You won’t be able to find the content online without paying. He’s since retired. I have all the material and dumb it down for my reps now. It’s mostly training that reinforces the obvious once you see it. If you want the specific relationship building part I’d have to scan and send it. Have it all in a big binder from when he came to train us years ago 

https://saleshood.com/blog/always-be-curious-with-sales-training-on-demand-by-barry-rhein/
Ace
Arsonist
0
CEO
Hey thanks a lot for this link. Going through it right away! 
Salespreuner
Big Shot
0
Regional Sales Director
+1. Thanks a ton for sharing
Maximas
Tycoon
0
Senior Sales Executive
I agree.
0
Physical Therapist Technician
Gift Cards are tricky because not everyone gets excited when the receive them. I think if you do gift cards making sure its to something they use everyday, Starbucks, Walmart, amazon, or even just regular visa debit gift cards if your allowed to gift those. As far as working from home I think time management it most key because I am usually in a different time zone than most people so knowing how to manage not only your time but knowing your clients or employees time zone has helped me a lot with scheduling and making a consistent work from home schedule!
3

What kind of gifts do you send your prospects to keep them hooked or to lean the deal your way?

Question
13
2

Do you use Twitter to build relationships with prospects?

Question
7
20
Members only

Meme's for Rapport Building

Discussion
25
Is it appropriate to use meme's for driving deals forward?
46% Yes - need more meme's
23% No - keep it professional
31% Depends on the prospect/industry
188 people voted