PPB August 2021

S ales prospecting isn’t easy. Many reps, 40 percent to be exact, admit that it’s actually one of the most challenging parts of the job, according to Hubspot. Yet, the first personal connection with a potential buyer is essential for any healthy customer-centric relationship. Typically, touchpoints with prospects look something like a generic email or a scripted phone call. It’s impersonal and customers can see through it. They simply press delete or ignore your outreach, and the relationship ends there. Sales prospecting gifts are different. Strategically chosen gifts targeted to your ideal audience help your prospecting efforts stand out, make genuine connections that last and start more conversations that lead to sales. It’s a prospecting strategy that’s personal. You’ll begin to notice a stronger foundation being formed for longer and deeper relationships with prospects. So what are sales prospecting gifts and how do you send your own? Keep on reading. What Are Sales Prospecting Gifts? Sales prospecting gifts aren’t just any old gifts. They are strategically and personally selected items given to prospects during the prospecting process. No, these aren’t just branded giveaways. They should be thoughtful and intentional gifts. The goal is to make a genuine connection with your prospect before the sales process even begins. This will create a level of trust that your potential buyer will remember and value as you nurture them through the funnel. Why Send Them? We know what you’re thinking—sounds great and all, but how do I know that sales prospecting gifts will actually help build my prospecting efforts? Luckily there’s some data around it. Take a look at some of these stats from a corporate gifting survey conducted by the sending platformAlyce: • Seventy percent of respondents believe that a uniquely picked gift will encourage them to do business with a company. Open The Door To New Clients With Sales Prospecting Gifts by Cathy Houston ADragan / amasterphotographer / Fulop Zsolt / Shutterstock.com Strategically chosen gifts targeted to your ideal audience help your prospecting efforts stand out, make genuine connections that last and start more conversations that lead to sales. 18 | AUGUST 2021 | INNOVATE