How to win sales with gifting

Jc Pollard explains how to effectively use physical gifting in sales to break into accounts, build relationships, and drive engagement.

Here’s how to do it right:

1. Identify your prospect

• Focus on VP-level and above.

• Send gifts to their office or home (if appropriate).

• For office delivery, consider communal gifts like snacks or drinks.

2. Locate their address

• Use tools like White Pages or True People Search.

• If you have their cell number, a reverse phone search works well.

3. Choose the right gift

• Use Amazon for faster delivery or Sendoso for larger-scale campaigns.

• Pick personalized gifts tailored to their interests.

• Ensure gifts come with a custom note and don’t require assembly.

4. Write creative messaging

• Keep it brief and engaging.

• Use the note to spark curiosity or gratitude.

5. Plan follow-ups

• Combine gifting with other touchpoints.

• Send an email 1-3 days before the gift arrives:

  • Add a line like, “I sent a little gift your way—hope you enjoy it!”

• Call or message them on the day it arrives to follow up.

• Use LinkedIn if they’re not responding via email or phone.

Pro Tip: A gift is just one touchpoint in your strategy. Combine it with emails, calls, and LinkedIn messages to increase your chances of booking meetings and building rapport.

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Get noticed with personal touches

Jacob Karp provides practical tips to make your outreach stand out and engage prospects effectively:

Offer something personal:

• Send lunch gift cards or bring lunch to their office.

• Make it easy for them to connect with you on their time.

Use unique gifts:

• Branded socks, college-themed gear, or anything personal works well.

• Small, thoughtful items can leave a lasting impression.

Stand out with videos:

• Replace long emails with a short, engaging video.

• A quick 30-second clip is more likely to grab attention.

Pick up the phone:

• Call prospects directly—it’s straightforward and quick.

• Even if they don’t answer, they’ll see your effort.

Support what matters to them:

• Donate to a charity they care about and let them know.

• Be genuine and don’t expect anything in return.

Send something sweet:

• Cookies or baked goods can surprise and delight.

• Affordable treats often make a big impact.

Focus on being helpful, not pushy:

• Offer valuable information or resources to build trust.

• Be patient—prospects will come to you when they’re ready.

Leverage your team’s leaders:

• Have your executive send a message to key targets.

• Messages from leadership often carry more weight.

Simple actions like these can make your outreach more creative and effective.

Stand out with unique gifts

Dale Dupree provides practical, creative ways to stand out in sales and build memorable connections with prospects:

Send candles to unresponsive prospects

• Mail a candle with a thoughtful message to grab attention.

• Confirm their address by calling or using LinkedIn clues.

Use humor and creativity in outreach

• Drop off a “pre-burnt” letter with marshmallows and matches.

• Include a note like: “Sales brochures make great kindling, so I prepped this one for you!”

Make the prospect part of the story

• Send a blank book titled with their success story.

• Add a sticky note: “These pages are blank because we haven’t written this together yet.”

Follow up with a personalized gift

• Send a pen with a QR code that links to a custom landing page.

• Include a video message and follow up with an email or call.

Create experiences, not just messages

• Be different from standard sales approaches.

• Focus on making your outreach fun, personal, and memorable.

Don’t fear a lack of response

• Any response is better than being ignored.

• If prospects don’t reply, adjust and try again with fresh creativity.

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