Personal gifting is all about creating a sense of reciprocity with your recipient. For instance, you make an investment in the relationship. As a result, your recipient takes the next step in that relationship with you. However, it’s important to consider what the appropriate next steps are in a relationship given your customer’s journey with you. Using a gift Required Action through Alyce in the right place and way is a sure-fire way to get them there.
How to think about a gift Required Action
For instance, if you’re using Alyce for door openers or accelerating deals, it is common to require the recipient to schedule a meeting.
However, say you are using Alyce for customer loyalty, relationship management, or expansion. As a result, you likely do not want to be requiring your recipient to book a meeting with you. Meanwhile, you may want to get valuable insights from a softer CTA like an open-ended question.
Below are 17 use cases to consider when determining the most appropriate way to use the gift Required Action functionality within Alyce:
Meeting required scenarios:
In these scenarios, we recommend using the meeting booking Required Action as a way to get the next conversation going.
- Unable to secure a meeting after back and forth emails
Use case: You’ve been emailing/leaving voicemails with a prospect or customer trying to book a date and time to meet.
Solution: Use a gift Required Action to book the next meeting. In the message say, “I have attached my calendar to this invitation so we can find a time to chat that works for both of us!”.
- Leads gone dark after initial conversations
Use case: You’ve already had a great demo or discovery call with a prospect. Further, you’ve been trying to get them back to the table without success.
Solution: Use a gift Required Action to thank them for their time and book your next team call with them.
- Post-discovery/demo thank you
Use case: You had a great demo or discovery call. As a result, you want to thank your prospect.
Solution: Complete two tasks at once – show your gratitude and secure the next meeting all in one fell swoop!
- Introduction to a new line of business for a discovery call
Use case: You got the contact information for a new department or line of business from a customer or connection.
Solution: Use a gift Required Action to get the new contact on the phone to discuss how your solution can benefit them.
- Nearing the end of your sales process (emailed, called, LI message) with no response
Use case: You’ve called, you’ve emailed, you’ve sent LinkedIn messages. As a result, you’re nearing your breakup email.
Solution: Send an Alyce gift invitation to show your recipient you want to build a relationship and make booking a meeting easy for them.
- Prospect said to contact again at a future date
Use case: You heard back from your contact that they are currently in contract with another solution, or don’t have the budget right now. As a result, they tell you to reach back out in 6 months.
Solution: Mark the date on your calendar. When the time comes, send a gift with a gift Required Action to re-engage them with a follow-up conversation.
- Event follow-up
Use case: You have a list of attendees from a recent event. Subsequently, you want to secure the next steps while the event is fresh in their minds.
Solution: Send a gift to thank them for coming, and ask to hop on a call to hear what they enjoyed most about the event!
Question required scenarios:
In these scenarios, we recommend using the question Required Action as a way to extract more information from your gift recipient.
- Soft intro to a new/cold contact
Use case: You know this contact is the person you want to chat with. Meanwhile, the end goal is a meeting but it’s too early in the sales process to ask for one.
Solution: Use a gift Required Action to gather some information that can help you start a conversation.
- What are you doing to solve X problem today?
- Do you have a current solution similar to [company]?
- How are you handling (insert value prop) currently?
- Pipeline progression/acceleration
Use case: You’ve been having great conversations with your prospect. However, things aren’t moving at the speed you’d like them to.
Solution: Use a gift Required Action to gather information or spark a new idea with your champion.
Question example: If you know why things aren’t moving, ask a specific question around the issue. For example, “Does your legal team have any questions on the contract you’d like us to answer?”
- Gathering information from a new prospect/new line of business/new department
Use case: You have the contact information for your target prospect within a new account, new department, or who manages a new line of business. You have sent them messages. After that, you’re ready to really get some information from them.
Solution: Use a gift Required Action to gather information from them.
Question example: What product line(s) within [company] are you more interested in learning more about?
- Getting a referral
Use case: You want to ask for contact information for a colleague in another department or company.
Solution: Send a gift to thank a current customer for being awesome, and include a question to gather intel about a colleague of theirs.
- Who is the best person to contact in X department?
- I noticed you are connected with X person on LinkedIn. Are you willing to introduce me?
- Customer temperature (red/yellow/green)
Use case: You’re looking to get information about the health score of your customers.
Solution: Send them a gift to thank them for their partnership while asking how they feel about the partnership.
Question example: How would you rate your satisfaction with [company] to date? Please answer Red, Yellow, Green.
- Went through sales motion with no response
Use case: You’ve sent emails, you’ve left messages, you’ve sent LinkedIn messages. You haven’t heard back. Subsequently, the break-up email is coming. But, let’s give it one more try!
Solution: Use a gift Required Action to get some information about when a better time to connect would be.
Question example: If now is not the best time to connect on (INSERT VALUE PROP), let me know when would be a better time to reach out!
- Event follow-up
Use case: Your company just hosted or attended an awesome event. As a result, you have a list of hot leads you are ready to follow-up with.
Solution: Send a gift related to the event to your recipient to thank them for coming and continue the conversation.
- What did you enjoy most about the event?
- What are you most interested in learning more about?
No required action scenarios:
In these scenarios, we recommend not using the Required Action. For example, exercise no strings attached gifting to strengthen your relationships.
- Thank you gifts (champion, customer, referral)
Use case: You have been working with an internal champion that has been pushing your solution in their account, a customer that has been a great partner, or you received a referral from someone.
Solution: Send them a thank you gift with no gift Required Action to deepen the relationship and show your gratitude.
- Life events: promotion, work anniversary, new baby/pet, birthday
Use case: You follow your prospects/customers on social media. Consequently, you see they recently had a life event or have one coming up (or they told you about one).
Solution: Show that you care and send them a gift to surprise, delight, and celebrate the occasion!
- Poor onboarding experience/customer experience
Use case: Things go wrong – that’s okay. Most importantly, let’s turn the negative experience into a positive one.
Solution: If your customer has a less than perfect experience with your company or product, send them a gift to admit the mistake and show that you’re dedicated to moving forward positively!
Begin with the end in mind
In short, gifting campaigns don’t always have to result in a booked meeting. Similarly, gifting is a great way to play the long game to stay top of mind, build brand affinity, and deepen your relationship with your customers and prospects.