PPB August 2021

that can be registered online. Proceeds from the drinkware item go to support various clean water projects and can be tracked using this code. This helps your prospect feel a part of something, while also associating your brand with a societal cause that’s important to them. Cause marketing takes the psychology of gift-giving to the next level and it works. Seventy- seven percent of consumers are more willing to do business with a company if they demonstrate a commitment to addressing social, economic and/or environmental issues, according to an AFLAC survey report. Use this strategy to inspire your sales prospecting gifts. Consider Geographic Location When all else fails, you can usually rely on their location to be a sweet spot with your prospects—especially if your company is based somewhere else. If you give a gift that reminds them of their home state, it shows that you’ve done your homework and you care about getting to know them, not just winning their business. Find out their base location and send them a locally- focused gift. These can come in many different forms. Maybe you do a little research into what’s the best restaurant in town and give them a gift card. Or, you can customize a gift based on some of their hometown’s geographic traits. For instance, if your prospect is in Boston, maybe you brand your gift with the Boston Red Sox logo or the city skyline. 3 Don’t forget to include a personalized message. Once you have your products packaged safely away in your customized box, there’s one more step to take to complete your sales prospecting gifts. Never forget the personalized message. A handwritten note shows the human side of your company and tells your prospect that this isn’t just a marketing ploy. You're truly interested in getting to know them as people. It also gives you the opportunity to let them know why you're giving them such a gift. For example, you might include a note like, “Saw on Twitter you’re quite the hiker. Here’s a new hiking backpack. Hopefully you can use it on your well-deserved vacation.” This gives your gift some context and, if you get it right, will be the icing on the cake to a great, personalized gift that they’ll truly enjoy. Handwritten notes are also a great prospecting tool in and of themselves. If you don’t have the budget for a true gift package, simply popping a message in the mail is an easy alternative that’s still pretty powerful. While doing your research, take note of any accomplishments your prospects might be posting about on social media. Celebrate these successes by sending a personalized note that compliments their accomplishment and encourages continued growth. This is a great way to connect with your prospect on a personal level and show them your human side. People buy from people, not sales reps. A handwritten note has the power to show prospects that you’re not just in it to win a deal. Build Stronger Relationships With Sales Prospecting Gifts Prospecting is hard, but there are ways to make it easier. Set yourself apart by going above and beyond the average sales rep. Sales prospecting gifts can help you stand out and make a statement with your prospects. Don’t overthink your gifts either. Treat your prospects like friends. That’s how you make your gifts genuine. In return, you’ll set the foundation for a relationship based on trust. And this is the basis of any successful customer relationship. Delight your prospects by being human, personal, and just who you are. In return, you’ll create better relationships built to last. Cathy Houston is vice president of distributor Delta Marketing Group in South Burlington, Vermont. The company has won multiple PPAI Pyramid awards, most recently a 2019 Silver award in the distributor category of Blogs/ Podcasts/Digital News. Contact her at cathy@godelta.com , at www.linkedin.com/in/cathyahouston and @CathyHouston. If you don’t have the budget for a true gift package, simply popping a message in the mail is an easy alternative that’s still pretty powerful. | AUGUST 2021 | 21 INNOVATE