9 Proven Sales Gifting Plays to Accelerate Deals & Drive ROI

Aug 21, 2024

Breaking Through to New Prospects

The Foot-in-the-Door

  • Send a small gift like a $15 coffee card along with a personalized note to a new prospect you've been trying to connect with

  • In your follow-up, reference the gift and ask for a short meeting to learn more about their challenges

The Industry Expert

  • Send your prospect a newly released industry report or book along with a handwritten note with your key takeaway

  • Position yourself as a thought partner and offer to walk them through the implications for their business

The Local Touch

  • For a prospect in your area, send a gift card to a popular local coffee shop with an invite to meet up in personIf you're planning to be in their city, send a notecard letting them know and offering to swing by their office

  • Remember - the key to breaking through is being personal, relevant and offering something of value right off the bat!

Accelerating Stalled Deals

The Meeting Maker

For a prospect who's gone silent, send a calendar invite for a 15-min meeting along with a $15 DoorDash gift cardPosition the meeting as a working lunch to understand what's holding things up and how you can get the deal movingThe Hail MaryIf the deal is at risk or the prospect isn't engaging, overnight a handwritten note and meaningful gift based on their interests

Acknowledge the challenges, reiterate the potential impact/ROI of your solution, and ask what you can do to address their concerns

The Momentum Builder

After a positive meeting, immediately send a small gift to the attendees thanking them for their timeRecap your understanding of next steps and include a case study or testimonial to build excitement

Stalled deals often require bold action to get things moving again. Gifting can be the Pattern Interrupt you need!

Driving Event Attendance & Follow-Up

The SuperFan

Send top event prospects a custom piece of event swag ahead of time, like a water bottle or notebook with the event logoInclude a personalized invite from an executive and highlight the sessions/activities most relevant to them

The Buzzer Beater

For registrants who haven't confirmed attendance, overnight a handwritten note and small gift a day before the eventTell them you're saving them a seat and are looking forward to meeting them at the eventThe After PartySend attendees a meaningful gift shortly after the event to thank them for attendingInclude key takeaways and an offer for a free consultation or demo to move things forwardEvents are a big investment - make sure you're maximizing attendance and follow-up with personalized gifting!

Other Tips for Sales Gifting Success:

  • Research your prospects' interests to choose gifts that will resonate

  • Always include a meaningful, handwritten note to make it personal

  • Focus on the outcome you're driving towards and position the gift in that context

  • Follow up quickly after the gift has been delivered to maximize impact

  • Track your results and optimize your approach over time