A $5 Starbucks card beats an expensive gift if you know the person drinks pumpkin-spice lattes. The speaker argues that personalization matters more than price when trying to get a prospect's attention, even for small deals.
I mean, it's definitely true that the bigger the deal size, you have more customer acquisition costs or CAC built in that you can afford to say, hey, if this is $100,000 ACV, we could spend $1,000 on a gift and still have a good ROI. But what I, my answer to that is it's not always the cost of the gift, but it's the what is that gift? How personalized is it? And what triggers that response? For an example, I might be selling a very small very small and maybe it's $50 a month solution that I'm just like trying to market and, or maybe it's $1,000. Let's say it's a really small costing solution. And my prospect, you know, maybe mentioned on a podcast or maybe we were, maybe they had shown on like a LinkedIn post that they love like pumpkin spice lattes this time of year. And so if you send them a, you know, a $5 Starbucks card saying, hey, get a pumpkin spice latte on me. They're like, oh wow, you, you know, you know, I like these things and yes, I'll go get up, I'll go get one. I want one anyway. I mentioned it 2 days ago and that's $5 and that's not an expensive gift, but it was like the personalization that was the value that drove that person to saying so.
