In today’s episode of ‘Sales Samurai’ podcast, host Sam Capra, talks with guest Torrance Hart (Founder and CEO of Teak & Twine) about how to leverage strategic gifting sales. They also discuss about the best practices and common pitfalls in strategic gifting.

Episode Highlights

02:28 - Torrance knew that she would start a business as she was looking everywhere for kind of niches gaps in the market.

04:13 – Sam says what gifts can we send guests to accomplish their goals.

06:03 – The host says that at some point in time they will have to put on a sale to get their business where they want it to be.

7:15 - Sam enquires, how do you define what is strategic gifting.

09:20 – We can send a gift, host a virtual event, cut our overall event budget in half and accomplish more than what we were accomplishing in person, states Torrance.

11:50 – Torrance highlights how just changing the wording to book a call and getting a free gift made the Calendly Bookings go through the roof.

13:00 – They’re doing their own internal ABM, sending out emails and combining it with a get a free gift, mentions Torrance.

15:00 – Torrance points out that they are booking slightly more meetings that had a lower closed rate but they weren't wasting a ton of money on guests.

18:01- The guest shares, they created a gift around juggling and then the QR code took them to a little class.

19:56 – One of the great things that a lot of their tech partners offer is that they let the recipient choose reveals Torrance.

22:58 – Sam asks Torrance, if gifting works better in the colder stages.

25:35 – They can send something and then basically have their own clients become a warm lead and only pay the money for the ones who booked the meeting.

43 - Branded items are going to go in the trash, they can add that memorable branded experience to the outside.

28: 48 – Torrance states that if they send something in February, it's going to be really hard to be a super memorable December Gift.

30:34 – The more they can do on National Taco Day or National Juggling Day, it automatically puts their gift in the memorable and creative category, says the guest.

31:35 – Torrance points out, those companies care about who is sourcing their gift.

34:51 - Personalized Email or Handwritten Card has really opened doors and done incredible things, mentions Torrance.

36:05 – Sam thinks that sometimes just the smallest little detail which doesn't have to have a gift with it, resonates more with that than the other gift that is probably a lot more expensive.

37:46 – The guest suggests to make a list of your 10 best clients and send them a gift.

39:00 - If we look someone in the eyes and tell them something and use their name and tell them a story, that's an incredible addition that costs very little.

Three Key Points

Torrance says that strategic gifting is gifting, but there's always an action behind their gifts, there's always a goal. There's always something they want the recipient or client to do when they receive that gift.

Sales Hacker did a study and saw that the deal size increased 2.42% in sending a gift. So, they can afford a little bit of waste there with that increase in deal size, for sure.

The best practices in strategic gifting are: first, tie the gift to the action that they want the recipients to take. Second, is to offer choice to the recipients or clients. 

Tweetable Quotes

“I think the revelation for me has been that I'm in sales.” – Torrance Hart

“Chocolate bars are delicious bu