The Intelligent GiftingIdea BookUnique ideas for surprising and delighting your prospects and customers.

The Intelligent Gifting™

Idea BookUnique ideas for surprising and delighting your prospects and customers.

The Intelligent Gifting

IDEA BOOK

TABLE OF CONTENTS

Introduction ................................................................................................................................... 5

The Art of Creating Traction ........................................................................................... 7

Opening the Door ................................................................................................... 9

Reinforcing Engagement ........................................................................................ 11

Landing and Expanding .......................................................................................... 12

Staying Top of Mind ............................................................................................... 15

The Art of Moving Stalled Deals ........................................................................................ 17

Regaining Momentum ............................................................................................... 19

Expanding Your Influence ........................................................................................ 21

Creating a Deadline ................................................................................................... 23

Anticipating the Close .............................................................................................. 25

The Art of Showing Appreciation ...................................................................................... 27

Thanking for an Appointment ................................................................................ 29

Recognizing a High-Value Customer .................................................................. 31

Recognizing a Referral ............................................................................................ 32

Conclusion ................................................................................................................................... 34

We live in the busiest time in human history and capturing

attention has never been more challenging. Our day-to-day

business lives are overwhelmed by a blizzard of calls and emails,

which makes reaching potential clients harder than ever.

That’s where we come in.

SwagIQ® allows you to stand out from the clutter with a different

approach. Connect with decision makers with a high-impact

package, and do it right from Salesforce®.

SwagIQ® is about expanding your sales toolbox and helping you

close more deals by surprising and delighting your prospects.

People who receive gifts are 10 times more likely to act when

asked for something in the future.

Introduction

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the art ofCREATING TRACTION

It can be a real challenge to get your foot in the door.

And even once that door is open, it’s tough to get noticed and

stand out to decision makers. Drive your sales process forward

with SwagIQ and a well-executed Intelligent Gifting™ strategy.

— www.PFL.com —

Opening the Door

the challengeYou’ve got the contact details for a decision maker at a potential account, but your calls and emails have gone unanswered. If you could just get your foot in the door, you know you would have a great chance to land the new business.

the tacticSend your prospect an informational booklet, a bag of gourmet caramels and a personal note. The tangible gift gets past the spam filter, and lands right in front of the decision maker. Your note adds that personal touch, prompting your prospect to call you back.

Gourmet Caramels | Informational Booklet | Personalized Note

the challengeYou’ve given a demo, and things went well. But your prospect is a busy woman, and your meeting might slip her memory sooner than later. You need to reinforce the relationship to keep your deal on track to close.

the tacticSend a high-impact follow-up gift that includes a Tile keychain and gourmet cocoa. The Tile connects with her tech-loving side and helps her manage those busy days. The cocoa is a nice touch to thank her for her time.

Personalized Note | Gourmet Cocoa | Tile Keychain

Reinforcing Engagement

Landing and Expanding

the challengeYour contract is in legal purgatory. You’re confident that it will get approved, but time is ticking and you’re conscious of additional opportunities within the same company. You want to be visible to the other decision makers while remaining top of mind for the deal that’s under discussion.

the tacticSend a high visibility gift that announces your presence and reinforces your upcoming partnership. A popcorn maker produces delicious reminders that you can provide the solutions, and other departments get the audio, visual, and olfactory hints that you can deliver the goods.

Branded Popcorn Maker | Popcorn & Seasoning Kit | Personalized Note

Staying Top of Mind

the challengeThat hot prospect has cooled down a little bit as her internal work load has grown. She expressed interest in your last meeting, and said she just needed more time to sell your solution within the company. It’s been two weeks, and still no word.

the tacticYou know that she’s a tech junkie, so you select a nice Grid-It kit filled with useful office supplies, like a phone charging cable, memory stick and external hard drive. It’s just the reminder she needs to feel valued, re-engage and get the proposal moving again.

Grid-It Organizer | Various Tech Office Supplies | Personalized Note

the art ofMOVING STALLED

DEALS

A tangible object is often the perfect catalyst to reignite

that stalled or slow deal. While emails and voicemails

can be easily overlooked, packages make it to your

prospect’s desk—and who can resist opening them?

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— 21 —— 16 —

Book: What Do You Do with an Idea? | Personalized Note

the challengeYour negotiations have stalled on a deal you’ve been working for months. The contract is in the decision maker’s hands, but you haven’t been able to get that final signature. Your prospect is a busy man, and his time is split dealing with a huge operational rollout, a pending acquisition, and family obligations to his wife and two young daughters.

the tacticInstead of placing that 6th follow-up call, send a thoughtful children’s book about the power of nurturing ideas. Include a note about reading this to his daughters.

Voilá! He calls the day the package arrives, appreciative of the personal touch, apologizing for the delay and ready to move forward.

Regaining Momentum

— 23 —

the challengeYou have a champion, but he’s only partially responsible for the final decision. The other decision makers don’t know you or your solution, so you need to extend your influence to everyone involved to push the deal forward.

the tacticIt’s time to drop a bomb—a swag bomb, that is. Send a well thought out box of shareable goodies, like water bottles and branded merchandise, to your champion. When he shares the wealth it generates buzz for you: giving you visibility with the whole team and ultimately helping you move the potential sale to the next stage.

Branded Water Bottles | Branded T-shirts | Personalized Note

Expanding Your Influence

Creating a Deadline

the challengeYou’ve sent your contract to an assistant via email, and it is now sitting in his inbox. The CEO has announced he would like to move forward with commitment, but the assistant simply hasn’t gotten to it yet. You know you’re almost there; you just need to jumpstart the timeline with a sense of urgency.

the tacticCall the assistant with a playful ‘do this, get this’ offer: if he can get your contract signed by the end of the week, you’ll send him a trendy laptop bag.

Built Laptop Bag | Personalized Note

the challengeYou received a verbal green light from the CEO in your last meeting, but you still don’t have a signed contract in hand. Now you can’t catch her on the phone and your emails seem to be disappearing into a black hole.

the tacticAnticipate the successful close of her business by sending over a set of copper mugs for the popular Moscow Mule cocktail. Include a custom recipe card with her company name on it and a note that nods to your upcoming partnership. The personal flair combined with the excitement of celebrating will get you to the tipping point.

Moscow Mule Set | Personalized Recipe Card | Personalized Note

Anticipating the Close

— 29 —— www.PFL.com —

the art ofSHOWING

APPRECIATION

Whether you’re thanking someone for moving your deal

forward or recognizing a milestone in your relationship with an

existing customer, Intelligent Gifting through SwagIQ can help.

Demonstrate your gratitude with a gift that your

prospects and loyal customers will enjoy and appreciate.

the challengeYou’ve had an initial conversation with a decision-maker and he has asked you to book a follow-up meeting through his assistant. He is genuinely interested in your company’s solution, but it is proving very challenging to get your next meeting confirmed.

the tacticSurprise his assistant with a small gift and personal note. You’re trying to set up the meeting and she holds the booking power. This might be your best shot at landing the meeting—well worth the investment!

Glass To-Go Cup | Personalized Note

Thanking for an Appointment

— 33 —

Cone Speaker | Personalized Note

the challengeYour long term key account represents a lot of revenue for you and your business. They deserve to be recognized, to feel special—because they are. But the holidays are coming up, and you need to make sure your gesture stands out from the stream of gifts they’ll receive from their other vendors.

the tacticSend a high value, personally relevant gift that shows how important this account is. You know that the customer is an audiophile, so pick a high-end Bluetooth speaker. Send it in November to stand out from the crowd and give her time to appreciate it before the holiday rush begins.

Recognizing a High-Value Customer

— www.PFL.com —

— 35 —

Glass Globe Terrarium Kit | Personalized Note

the challengeYour long-time customer just sent you a referral that converted to a won deal. It’s the first time she sent you a prospect, and you want to make sure she knows just how much you appreciate the lead. The deal was big enough that a standard phone call or email is just not going to cut it.

the tacticA thoughtful gift is just the ticket to show your appreciation. You know she’s got a green thumb, so you send her a maker’s kit for a beautiful DIY glass Terrarium. Your attention to detail keeps the leads coming!

Recognizing a Referral

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— 37 —

Conclusion

The scenarios listed here illustrate only some of the many ways

you can leverage SwagIQ to send high-impact touches to your

customers and prospects. The possibilities are only limited by

your imagination.

If you haven’t defined and implemented an Intelligent Gifting

strategy, it’s time. Take advantage of the channel that cuts

through the clutter, turns prospects into customers, and

customers into advocates. With SwagIQ, you can make

connections, close more deals, and create lasting relationships

—all from within Salesforce.

800.930.5088 | inquire@pfl.com

Integrated with

Ready to give your sales a boost with Intelligent Gifting?Call us at 800.930.5088 or send an email to inquire@pfl.com.

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About SwagIQ®

SwagIQ® helps you break through the clutter and engage your audience with real stuff. Use SwagIQ to send branded items, client or prospecting gifts, marketing collateral and more right from Salesforce. SwagIQ keeps you on track with task reminders and delivery notifications, focusing your effort on the right person at the right time to drive results.

About PFL

PFL is a marketing technology company that provides sales enablement and marketing automation solutions, as well as printing, mailing, and fulfillment services. We directly connect B2B and B2C organizations to cutting-edge solutions that accelerate productivity and drive business forward.