Know-How Exchange : Strategy

I would never call a gift card in exchange for a meeting an incentive. Incentives add to an already good offer. And I wouldn't do it. I also do not agree that in free stuff pulls in every case. Alone, if the offer isn't good, free stuff won't help.

I'm a professional with a valuable product and service. I am here to solve a problem. I am not going to pay for an appointment -- in fact the client will be writing me a cheque to provide the solution. Don't put yourself in a subservient position. It will limit you if you make this impression.

If you are having a problem setting a meeting you need to look at your offer. I bet your competition is getting in their door without a gift card.

But if you aren't convinced, give it a shot. It will cost you nothing if they turn you down. And you will quickly determine if it has a return on investment.

Sell Well and Prosper tm

I'm not too fond of 'bribing' the C-level upfront. This would devalue your story. Rather research your target and hit them with their pain point directly. To provide free gifts afterwards (or at the end of a meeting) would be more OK.

There are prohibitions at times to receiving gifts because of an official position and may not be organizationally acceptable.

To give your gift idea a new spin; however, consider sending your offer to meet/present in a gift box and meeting the target's pain points is the gift inside the box. Follow up call to check to see if received your gift and try to set up an appointment.

Marketing-Riot

I agree that gift cards are typically not the way to go, especially with C-level executives.
1. Executives are interested in how you can make their life/job easier, more profitable or more efficient. A gift card is not valuable to them.
2. Gift cards are not memorable and they do not have longevity. They are thrown away as soon as they are used and your prospect will most likely not remember who even gave it to them.

I market for a promotional products distributor and I have never pushed gift cards - not as sales tools or as recognition. Instead you should follow Hollywood's advice and make them an offer they can't refuse! Do your research and find out everything you can about their company. Look at what their needs are and how your product can provide a valuable solution. Approach your prospects with a message that is specific to their recent situation and make sure to include how they will personally benefit. In order to get in the door, they need to know up front that you will not be a waste of their time.

Once you are successful at getting the initial meetings, promotional products could certainly be an effective tool for you. Leaving something behind is a great way to stay in front of your prospects but it absolutely must have your logo on it. You also want to choose something useful and unique. Be creative. The product should compliment your message and help to leave behind a memory. Feel free to contact me if you are interested in some suggestions.

Good Luck!

I too don't think a gift card will entice a C-level exec. I find the most success researching the executive Online. There is so much information on the Internet. Conferences they have spoken at, Answers they have provided on LinkedIN, articles written about them, etc... Then I send them something that ties into their interests with a personal letter explaining how our service will help their company earn more profits and save them time. It is time consuming but has a good success rate. I one time sent on exec a toy for their Pug dog. They were a huge Pug fan, it got me in the door and now we're one of their favorite vendors. It shows you take the time.