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Warm calling is about priming your prospects with some foreword – some preliminary tactic that increases the chance for connection and, even better, recognition of who you are and what you bring to the table. It’s about proactively identifying companies and individual prospects as a good fit and creating some rapport – any rapport – before you pick up the phone. The identified company or prospect may or may not have demonstrated an interest in your product or service, but they should be a match for your intended buyer persona.
Before you even pick up the phone to make a call, there are several strategies that you should be ready to implement. Why? If for no other reason than the knowledge that failing to implement at least one of the following strategies could immediately result in a potentially unpleasant cold call.
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