As a business owner, you can understand the importance of warm calls. In this article, I will guide you to make your calls more effective by following just a few simple steps.
In 2019, approaching a prospect is quite different than what we were doing in the past.
Once you have a set of consumer sales leads, you need to nurture those leads to fill up your funnel with priority leads only. But when you are running empty on inbound leads you need to start warm calls to start filling your sales pipeline.
What is Warm Calling In Sales?A warm calling is a process to connect with a prospect indirectly. Just for an example: Even though you don’t know each other but a prospect referred to you can be qualified as a warm call. When a referrer is referring a prospect to you it’s creating an indirect connection between you two. The prospect has not been introduced to you yet, but based on their requirements, they are ready to be added to your sales funnel.
It’s not mandatory to reach only those prospects who converted on your website. You can warm call those who never visited your website but have similar kinds of requirements as your service or products. There are only 3 keys you need to remember for warm calling:
Steps to be followed for an effective warm call
Step 1: Find good prospects:
To prepare a good set of warm leads you need to find out good prospects who will fit your business. The best prospect will have similar attributes as same as the best customer. They will have similar requirements and that will make much easier to sell them your services. You have to be an expert to learn to be able to recognize your ideal customers at a glance.
Step 2: Gather knowledge about the prospect
In warm calling, you have to prepare every detail regarding your buyer’s requirement. Unless you don’t know about their requirements you won’t be able to sell them your product or services. During the preparation stage, you need to collect specific information about them. Social media channels like Facebook and LinkedIn will be helpful in this case.
Step 3: Be confident and Flawless
During calling you should sound good and you should sound confident. You will have just a first few seconds to attract them toward your services. It’s crucial to sound confident and powerful – They would like to respond only when you are confident and authoritative not nervous.
Step 4: Prepare your strong points and pain points too
Before starting your telemarketing campaign, you need to prepare the strong points and pain points too so, you can demonstrate your client and mention how to bypass pain points at the time of using your product or service. So, start calling only when you are 100% aware of your product usage.
Step 5: Keep the call short and send voicemail if needed
Though it is a warm call still you need to try to keep your call short and if the prospect is unreachable then you can send a voicemail to them so they can reach you directly. You can ask for a follow-up call but try to complete the call within 3-5 minutes.
Step 6: Shoot a Follow-up Email
Once you are done with the warm call don’t hurry to call again. Follow up with the prospect with an email and if they are interested to call them to discuss further. Don’t forget to thank them for their time and information they shared with you.
Step 7: Call the Second Time & Close the deal
Now, once the prospect replied to you via email and showing their interest in your product or services you can call them again and try to close the deal.
Every time, you are communicating with the prospect it should have an outcome to determine future scopes. Even if you are getting a negative response, you should try to keep the door open for future relationships.
In our next article, we will discuss how to make the best follow-up sales calls.
