PPB August 2021

personalization, try looking at your prospect’s social media pages for inspiration. When doing your research, think about some of the following: • What does your prospect like? • What do they do with their free time? • Where do they live? • What type of job do they have? • Any specific interests that stand out on their pages? Social media platforms vary. You’ll want to be strategic about where you look. Here’s a quick breakdown of what platforms can be helpful in finding what: LinkedIn - Find more professional information like their alma mater, current position, professional interests and specific organizations that they belong to. Instagram - Find out if your prospects like to travel, have pets or value family time. This is great, not only for fueling gift ideas but also to find a common connection to build a relationship off of. Twitter - If your prospects are active on Twitter, this is a great platform to gather more up-to-date insights on their work-life and schedule. You’ll also gain further knowledge on their interests and maybe even their day-to-day schedule. This is helpful in knowing when to reach out, and when might be the best time to send a gift. Google - Let’s not forget about the tried and true Google search. Admit it, we all do it. A quick Google search of your prospects can tell you a lot like professional awards, authored books, past conferences they’ve spoken in or attended and other organizations they might be a part of. Mutual Friends - Don’t forget to take a look at who they’re friends with. There’s nothing better than finding a common connection with a prospect and using that to build this new relationship into a friendship. Having an understanding of who they associate with will also give you insight into what type of gifts they might enjoy. Play Up Company Branding People are selfish. It’s human nature. Tap into it by branding your sales prospecting gifts with their company and/or brand. This works especially great for account-based marketing, or when you're trying to target a specific business account. Get to know their company, their brand and their values. Then try and incorporate this in the gift that you give. For example, if you're targeting a financial firm, maybe your gift is money-themed. Incorporate their own logo into whatever it is you give, and you’ll find they’ll be a lot more likely to use the gift you're giving. And that’s what it’s really all about, right? Giving something that’s useful and appreciated. Corporate gifts don’t always have to be inward- facing. And sales prospecting gifts, especially, should be prospect focused. Tap Into The Power Of Cause Marketing Gifts If you have some insight into what your prospects are passionate about, cause marketing gifts could be an excellent way to personalize your sales prospecting efforts. These are gifts that support a cause bigger than the item itself. By showing your prospects you align with a societal cause they are passionate about, you’ll create a valuable appreciation that can turn into brand loyalty. Find out if there’s a specific cause or mission that they are passionate about. Then search for gifts that support this cause. Look specifically for gifts that are trackable. For instance, Miir is a branded drinkware company, available in the promo industry, that gives recipients a Give Code Corporate gifts don’t always have to be inward- facing. And sales prospecting gifts, especially, should be prospect focused. 20 | AUGUST 2021 | INNOVATE