Making the choice between warm calling vs cold calling is something many sales professionals have to do. While virtually all sales roles involve calling or connecting with leads in some way, there are different strategies for connecting with customers.
With cold calling, you’ll reach out to contacts you have no prior relationship with. However, with warm or hot calling, a foundation or rapport already exists.
A warm call, or “warm calling” involves reaching out to people who have already expressed an interest in your product or business. This could mean connecting with someone who shares contact details with your business when downloading an asset for your website. It could also involve reaching out to someone after they’ve already made a purchase.
Warm calling is often considered to be easier than “cold calling” because the prospect already has a rapport or relationship with the company. Salespeople generally also have more information about the “warm leads” they’re connecting with, so they can personalize the pitch.
Warm calling is all about building on the foundation of a relationship you already have with a prospect. It usually involves collecting information about a prospect, along with contact details in a range of different ways, including using marketing campaigns and “lead magnets” on landing pages.
Warm calls involve:
Hot calling is generally just another term for “warm calling”. However, some companies use the term “hot calls” specifically to refer to the best opportunities they have on their list of warm contacts. For instance, if a customer connects with a business by signing up for a newsletter, or downloading a lead magnet, they may be defined as a “warm lead”.
Alternatively, if a customer reaches out to a company specifically to ask for information, request a call, or query something about the product or service, this shows a significant level of intent. This could convert the “warm lead” into a “hot lead”.
The Importance of Building Sales Relationships
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