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.
Regarding 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 encouraging them to purchase your product or service.
What is a warm call?
A 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 much effort into convincing a person to sell your product.
A 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 think, how do I find leads for warm calling?
Well, finding warm leads is easier than you might think.
6 Techniques for making effective warm calls
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.
1. Identify the perfect fit for your company
A lot of companies and individuals may engage with your business on a daily basis, so it’s essential to identify which ones you can reach out to. You need to find leads with similar requirements and pain points to 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.
2. Research and build a connection
Before scheduling any warm call, it’s essential first to 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.
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3. Lookout for triggered events
Every business goes through certain phases where the triggered events such as changes in the business’s requirements and situation cause them to have new needs.
Some of the triggered events include –
- Business expansion to a new location or country
- Product or feature launch
- Accessing resources from your website
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.
4. Set an ideal time for warm calling
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 doesn’t want to be 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 in 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.
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5. Perfect your call pitch
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 must do your best to 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.”
6. Provide personalized solutions
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 calls so you know it’s going to work.
Warm calling scripts for effective prospecting
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.
1. Use connections to start the conversation
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.
2. Offer them various options
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.
3. Leave a voicemail
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.
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Warm calling has a huge potential for converting more prospects into customers. Therefore, it’s essential for salespeople to follow 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.