What is a warm call?
A warm call is a call which is made to a prospect that the business has had prior interaction with. It involves soliciting leads that have shown interest in the company or the products it offers already through certain activities. These activities may be downloading company resource materials, browsing through its products, website or social media handles etc.
How to make a successful warm call?
The biggest advantage of warm calls is that it is made to prospects who are potentially interested in the product and can be converted. So how can a successful warm call be made which increases chances of conversion? Here are some ways:
- Personalize - Once the prospect shows interest in the company or product, the next step is to gather as much information as you can about the prospect. This helps in personalizing warm calls as per the particular prospect.
- Be precise and quick - Time is valuable. Make sure that you keep your communication crisp and to the point so as to not waste time of the prospect on the other side. Clarity of message can go a long way in making the prospect further interested in you and your product.
- Don't sell too much - When making the first warm call, don't sell too much. Rather try to understand the needs and values of the prospect which might help in qualifying or disqualifying the warm lead before sunk costs increase.
- Have a script in place - Having a call script prepared for different situations can help in making successful warm calls by saving time and ensuring clarity of delivery.