A sales rep makes numerous calls during their work hour. And when executed effectively, this outbound warm call strategy can work wonders for your business and drive revenue.
When it comes to outbound calls, warm calling is highly efficient as you’ve already built a solid impression in front of your customers. So, all you need to do is offer value that’ll encourage them to purchase your product or service.
Warm call is an initiative where you connect with prospects that have already been in touch with your company or a sales rep. So, unlike cold calling, you don’t have to put a lot of effort into convincing a person for selling your product.
Warm call is a personalized approach towards prospects where your prospect is already expecting the call so you don’t have to spend a lot of time in introduction and get directly to the point.
So, you must be thinking, how do I find leads for warm calling?
Well, finding warm leads is easier than you might think. The below image represents ways on how you can find and later reach out to warm leads.
Although there’s already a prior contact with your lead, you still need to put some effort into converting warm leads into prospects. So, use the below-mentioned techniques when you’re making a warm call.
A lot of companies and individuals may engage with your business on daily basis, so it’s essential to identify which ones you can reach out to. You need to find leads that have similar requirements and pain points as your existing customer so you can provide solutions.
Study the buyer persona so you can find the potential leads that you can reach out to and convert them into customers.
Before scheduling any warm call, it’s essential to first develop a connection with them and find out about their job profiles to make your warm call even more effective.
You can reach out to them on any social media platform, find common interests, recognize their pain points, and then schedule a warm call.
Every business goes through certain phases where the triggered events such as a change in the business’s requirement and situation cause them to have new needs.
Some of the triggered events include –
These kinds of triggered events affect the entire company, so it’s your responsibility to figure out how your value proposition will help the individual prospect or company as a whole.
Finding the right time to warm call is highly essential, especially if you want it to work in your favor.
For instance, what if someone calls you when you’re having lunch?
This will be your response, right?
Likewise, your prospect also doesn’t want to get disturbed during such hours. So, the perfect time to make a warm call is usually between 8:00 am and 9:30 am, or if you’re calling at the afternoon, try between 2:00 to 3:00 pm.
However, make sure that you don’t call between lunch hours between 11:00 to 1:00 pm as these are dead hours and no one usually picks up the call.
If you have made warm or cold calls in the past, you must have been familiar with how fast it can end if you don’t play your cards right.
You only get a few seconds to make the best first impression, so you need to do your best and capture their attention even if they’ve already shown interest in your company.
You can either start with a powerful statement such as, “Hi mark, I’m Jane from XYZ media ltd. and I’m here to make your work easier,” or use a certain event to break the ice by saying, “Hi Dave, I am reaching out in regards to the event you spoke at ABC event.”
The main purpose of any warm call is to provide solutions, and by recognizing your warm lead’s pain points and challenges, you can easily provide personalized solutions to them.
So, after studying the buyer persona, you can prepare a personalized pitch and then schedule or automate warm call so you know it’s going to work.
Although you can make the call without any preparation, it’s always smart to prepare your opening statement so you don’t mess up. Below are a few ways you can open the call and then get the conversation going.
I am not sure if you remember, but we interacted for a while at XYZ’s sales campaign.
I recently went through your company’s latest updates and looks like we can help you reach your true potential with our services.
I am Jake calling from ZYC company to know if you have any queries regarding our services.
Currently, we offer three subscription plans –
1. Basic at $150/pa
2. Standard at $200/pa
3. Premium at $450/pa
Kindly let me know the information you need and I’d be happy to assist you.
I am Jenny.
I wanted to know if you’re available for a quick call tomorrow so we can discuss the requirements.
Let me know if it works and we’ll go ahead with it.
Warm calling has a huge potential for converting more prospects into customers, therefore it’s essential for salespeople for following certain techniques that can help them successfully make a sales call. The warm call needs to be personalized so your prospects know that you are putting equal efforts into making the entire process smoother for them.