What is Warm Calling?
Warm calling is a form of prospecting that focuses on reaching out to those who have already expressed interest in your business or service.
Unlike outbound cold calling, which involves contacting prospects from a list without knowing anything about them, you can warm call by getting leads through referrals and marketing campaigns for instance.
Cold Calling VS. Warm Calling: What’s the Difference?
Now, what is the difference between a hot call and a cold call?
Warm calling marketing is when you contact those who have already expressed interest in your business or service, while cold calling is contacting prospects from a list without knowing anything about them.
For instance, warm callers get leads through referrals and marketing campaigns, while cold calling entails contacting prospects from a list without knowing anything about them.
Most people who are new to cold call prospecting think that it is an acceptable form of selling, but they don’t realize its limitations when used in isolation. With hot calling, you have more information about your leads and prospects before even picking up the phone – for example, you might have their contact details and any information that is in the public domain.
With such leads to work from, it will be easier for you to create a customized approach tailored specifically for them. Not only can this save time and increase your success rate on the phone but research has shown that more people are more likely to respond positively when they are contacted by someone they know.
You can also use warm calling as a way to change the tone of your cold calling if you want to become more personable and less abrupt, or even achieve closure on an account before moving onto another one.
How to Find Leads to Call
There are many ways you can find leads for sales calling marketing: referrals, social media posts, marketing campaigns, and more.
But if you’re looking for a new way to find prospects, LeadFuze can help you!
It’s the ultimate lead generation platform. It provides you with all the tools and information you need to find your next customer, including email addresses, phone numbers, social media profiles, and more.
You can also use its proprietary search engine to locate prospects in your area or industry. Its goal is to make it easier than ever before for you to grow your business by providing an easy-to-use tool that will save you time and money.
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Whether they are local or international, this tool has everything from their contact information right at your fingertips. It doesn’t matter if they are on LinkedIn or Facebook – this software got them covered! Eventually, you can convert those leads into sales.
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5 Warm Calling Tips
There are many warm calling tips to be tapped into, but these five tips will help you get started:
1 Do not call the same person over and over
Calling the same person over and over will only annoy them. If they are happy with the service you provided, then it’s likely that they would be interested in hearing from you again!
As tempting as it may be, remember to not push your product on them. They know what they want and if you take the time to learn more about them then you’ll find out that they are likely interested in a range of products!
2 Call first thing in the morning or last thing at night when they are less busy
It’s important to know when’s the best time to call someone. This will help you avoid getting their voicemail or, worse, an angry customer on the phone!
If you have a great rapport with the person, then it might be worth asking them if they’d prefer to call back first thing on Monday morning. Some people are happy to pick up in the evening and will appreciate being asked!
Some people like talking late at night before bed because their work is done for the day and they can be more relaxed.
Find out the best time for a specific person before you call them. You might need to make an adjustment or two based on their preferences!
If someone is too busy, just leave them alone until another time. Sometimes people are happy not answering soft calls because it means less interruption during work hours
Once you’ve had a couple of conversations and you’re comfortable with the person, ask them about their schedule.
If they have different preferences for weekends or evenings, then make sure to take that into account before calling at another time!
3 Ask for their permission to leave a voice message before you do so
Asking for permission is a sign of respect and will be appreciated by your prospect.
Do not use a robotic voice when you leave messages. Instead, make your message sound as natural as possible by putting in pauses or saying “umm”.
The first thing that has an effect on your call is how you introduce yourself. You want to be authentic, so if someone calls and introduces themselves as “Jeff with ABC Company” then it would only make sense for us to do the same! If we were calling from a place that does not have a name, then we would want to use our own professional title
Be sure to mention the reason for your call and where they can learn more about it. This will help them know whether you’re worth talking with!
If you leave a voice message without their permission, you are more likely to irritate the prospect
4 Email them with your contact information and link to your website
Sending your contact information can be a little taxing, but it’s worth it if you are warm calling.
Frequently, prospects are not sure if they want to give their number out or not. If you can’t get the contact information from them in a warm call, then send an email with your phone number
This way, they would know where to reach and that you’re sincere.
5 Find out their “pain point” so you can offer a solution
Determining your warm calling company or prospects’ pain point is the first step in the process.
This will help you know what to offer them, which would increase your chances of success.
If they’re not interested with your product or service right away, it doesn’t mean that there’s no potential for a future business relationship if their needs change later on.
Once you know their pain point, you can offer a solution to their problem as well.
For example, if they’re struggling with being overworked and need more manpower, then offering them an employee is a great idea. If they want to find new clients or customers but don’t know how, you could offer services such as event marketing which will help them reach the target market.
You should also practice your phone etiquette and have a solid script in place before calling.
Remember that you’re not the only one doing this, so make sure to be courteous on the call while still getting everything said for what you need.
The last point is being persistent but not pushy; if they reject your offer, then don’t give up and move on to the next prospect.
6 Warm Calling Script Examples
Now, here are some warm calling script examples that you can use to get started.
Warm calling script #1: Offering options
Offering them some options and getting smaller yeses can make them invest in your message.
Here’s an example:
Hi, I’m calling from Company Name to see if you have any questions about our services.
We offer three different packages for your needs: Basic ($199), Standard ($299) and Premium($499). Which one best fits your business?
Warm calling script #2: Moving around a gatekeeper
How can you get past a gatekeeper to speak with an executive?
This is where knowing your customer comes in handy.
If the CEO or other high-level person isn’t available, ask for their assistant and tell them why it’s important that they connect you to top-level staff.
Here’s a warm calling script example:
Hi, I’m calling from Company Name to see if you have any questions about our services.
I realize that the CEO is unavailable right now but do you know who would be a good contact?
I’m sure they would want to know about our services.
Our Basic package includes a 30-minute consultation and an email follow up with you, so it’s perfect for those who just need a little help getting started.
The Standard package is great if you’re already marketing your business but there are some areas that could use improvement.
We have a Pro package too, which is designed for businesses that are already marketing their business and want to take it up a notch or two.
All of our packages come with unlimited consultations so you can always get support if needed.”
Warm Calling script #3: Using your connections
Mutual connections can go a long way.
Are there any connections you can mention to help you gain their trust and attention?
Here’s an example:
“Hi, I’m not sure if you remember me but our mutual friend told me that this is the best place to go for some help with marketing.
I know it’s been a while since we last talked but can I schedule an appointment with you?
We specialize in designing and executing campaigns so even though your business has a lot of potentials, you’re not currently where you want to be.
Warm calling script #4: Leaving a voicemail
One of the best ways to reach someone is by leaving a voicemail.
It’s quick and easy and you don’t have to wait on hold for an appointment.
Here’s an example:
“Hi, this is Jane.
I wanted to see if I could get a few minutes of your time for a quick call tomorrow morning?
It’s for the company that I’m with and we’re looking into doing campaigns.
Is there any way you have some timeslots open?”
Warm calling script #5: Getting personal
If you’re trying to get ahold of someone by phone that you know personally, it’s completely appropriate to be more personal with them.
You can say something like “Hey John – Hope all is well?” and they’ll usually take the call because there’s no other indication that this isn’t just your regular routine chat.
It’s a great way to get someone’s attention and make them more likely to take the call.
Here’s an example:
Hi, David! It’s Mike, how are you?”
Warm calling script #6: Follow-up warm calls
If a person doesn’t answer the phone, they’re likely to be in one of two places:
Either on another call or screening their social calls.
So if you want to follow-up with them later about your initial contact, it’s best to do so as soon as possible and before they go into either scenario.
A good follow-up warm call buzz would be something like:
“Hey, I was just hoping to follow up with you about that last email and see if we can chat a little more.
Please get in touch when it’s convenient for you.”
Conclusion
Warm calling is a great strategy to use for getting in touch with potential leads and customers.
While it may seem intimidating at first, using these tips can help you overcome any challenges along the way.
You’ll come out of this process feeling more confident about your prospecting skills while also increasing your chances of making a sale!
The key is to focus on the benefits of your product.