how warm calling works
warm calling tends to have a personalized element because the prior contact can be referenced or mentioned such as hi mrs jones i saw you followed our company on x formerly twitter or hi mr jones we met last week at the abc conference the previous contact acts as an icebreaker for the follow up warm call warm calling works best on prospects that check all the customer suitability boxes even though they haven t yet expressed any interest in a product or service you don t have to sell to the prospect during a warm call in fact it may be better to use the call to set up an appointment or a virtual meeting instead warm calling also describes a classroom participation technique that lets students know in advance that they re going to be tagged to contribute a demonstration or a response the premise is that cold calling on students can produce anxiety and that this can thwart learning 1warm calling tipsan easy introduction breaks the ice with the prospect but successful warm calling still takes a significant amount of effort here are a few tips target prospects who are similar to your company s most common customers working from a familiar profile will give you a better idea of what these prospects are looking for and how to appeal to them resist the temptation to go after only bigger prospects they re fewer and farther between prepare by researching your target company and its decision makers knowing their needs and values will help you tailor your pitch and better serve them you must get the target s attention and do it quickly be sure to tweak your pitch to ensure that it s brief and gets to the point fast while demonstrating your value proposition try to hit all your key points in a minimum of time and words be sure to respect their time 