What do you do if you don’t have enough inbound leads? You still need to keep your pipeline full!
Warm calling is connecting with a lead that you’ve identified as a good fit although they may not have shown much interest. It’s ok to reach out to leads who are a good fit and see if they are ready to buy. But you need to be efficient, effective and add value straightaway.
There is a knack to warm calling. You need to be more direct and get to the point pretty quick. Here are our tips for effective warm calling.
1. Identify good fit companies.
The best prospects are the ones that look like your best customers. They’ll have similar pain to your top clients, which means they’ll be easier to sell to and have higher retention rates. Review your customer base and identify critical similarities between your most successful clients, so you have a finely honed sense of what to look for.
2. Research the company.
Preparation is essential in warm calling. You need to know your prospect to deliver value to them. LinkedIn is an excellent place to start, read about your prospect, who they are, what content they engage with. You should know how many years the company has been in business, size, locations, value proposition.
3. Be human.
Prospects are extremely busy, we all are! You need to be as pleasant and warm as possible, ensure your tone of voice is friendly and warm but get to the point. Prepare your opening; keep it simple.
Have your talking points and questions prepared. Be as detailed as possible on a topic that your prospect is familiar with.
It will engage them straight away and makes them more receptive to your call.
4. Ask open-ended questions.
Even though you know the prospect is a good fit, you still need to figure out if they have an interest and a need. By asking open-ended questions instead of yes/no questions, you’re encouraging the prospect to engage with you.
As you ask open-ended questions, you should be digging for their pains, the things that keep them awake at night. These are the things that your product/service may be able to solve for, and if you can prove this in their words, you are more likely to win them over.
5. Follow up with an email.
Don’t let the call be the end of the conversation. Send a high quality follow up email that adds value. Share insights, an article, press release and outline any actions agreed in the call. After all, you want to move this prospect on.
We understand the demand for quality leads and the need for your team to meet those demands. We are here to help and add value by finding tangible, highly qualified leads where we have secured a date and a time for an appointment. These individuals are in your target audience, at the right decision-making level and have an interest in your solution. Taking away this pressure from your Sales team allows them to focus their time on closing deals and generating revenue.