If you have considered a telemarketing firm to conduct your cold calling duties you are not alone. Each year, thousands of businesses of all sizes look to contract out these duties. In addition to cold calling, warm calling is another task that is often better left to a professional telemarketing firm.
Warm leads are ones that aren’t exactly cold, but still aren’t ready to be passed along to your sales team. In fact, if your sales team gets warm leads, they are unlikely to convert these leads into sales. Despite this fact, many marketers mistakenly pass along warm leads for no other reason than they aren’t cold.
To better understand why warm calls are necessary before passing along a lead to your sales team, here are some points to consider:
Warm calls determine if a potential lead is a good fit. A lead many be interested in your product or service but may not understand exactly what it is you have to offer. Before your sales team calls on a customer that doesn’t really understand your business model, it is important to determine if the lead is a good fit.
Warm calls heat up leads that have gone cold. Warm calling is ideal for leads that you haven’t been in touch with lately but still believe will eventually convert into sales. Warm calling will help to keep the lines of communication open without wasting a salesperson’s time.
Warm calls perform follow-up tasks. Many times a prospect will ask for a call back at a particular point in the future. For example, when a lead’s contract runs out with their current vendor. Calling these customers to touch base allows you to gage whether or not a lead is still considering your product or service.
Warm calls focus on all of your customers. It is easy to neglect current customers who seem to be on autopilot or past customers who you believe are gone for good. Warm calling is a way to check in with these customers. Further, this simple point of contact is often enough to keep current customers satisfied or, in the case of past customers, convince them that it is time to place another order.