Before we focus on how you should warm call, we’ve devised some warm calling values that you can follow to make the warm calling process that much easier.

The first warm calling value is Focus on the beginning, not the end. Once you’ve done a certain level of validation for a potential new customer, it’s very easy to get distracted by things such as a large potential, or a very important person, etc. And what this does is it distracts you from what’s important, and that’s identifying a need and offering a solution.

The second warm calling value is Be a helper, not a pitcher. If we cast our minds back to lesson 1, you’ll remember that we are warm calling, not cold calling. So, before we’ve picked up the phone to a potential new customer, we’ve already identified a need for our product. So, this means we’re not pitching, we’re not selling, we’re simply identifying a solution for a customer that has a need.

The next warm calling value is, The soft sell is the best sell. Please remember, we’ve already identified a need for this customer so this takes the stress out of the situation. It doesn’t matter if it happens in one week, ten months or two years, we know that there is a good fit for our companies to work together, and this leads to value-recognition and ultimately stronger relations.

Last, but not least: Stop chasing prospects, act with dignity. Desperation doesn’t look good on anybody. When we approach these potential new customers, we should act with dignity and command a level of confidence. Not only does this build rapport with this potential new customer, but it also ensures that we start the relationship on an equal playing field. If we are to be successful and convert this opportunity into a new project, it means that in all future negotiations, we have already established ourselves as an equal. This will help us show our unique values and allow us to command higher margins, gain greater respect, and ultimately build a strong partnership between our two companies.