So, to conclude:

• Define a strategy for your local office. This gives you a target audience to focus on and offers you guidance when trying to find new leads.
• Validate leads. Once you’ve got potential new customers that you want to target, let’s make sure they’re worth targeting. This saves time in the long run, and ensures that you’ll build stronger relationships moving forward.
• Follow the warm calling values. These are important because it makes the task much easier, and it also ensures that you can confidently go into this process knowing that you are warm calling and not cold calling.
• Always follow up. It’s never crowded along the extra mile. So get creative! Everyone will email, a few will follow up with calls, but it’s what we do in between that determines your success, and whether you’re remembered during that second, third or fourth call.
• And remember – manage your expectations. Not every call will be successful, but determining what is successful on a warm call is the important part. Getting the opportunity to provide a quote is a win. Getting an opportunity to talk to a customer is a win. Getting to better understand a potential new customer is also a win. Remember – only 5% of calls are successful, so manage your expectations and ensure you have enough leads to keep you busy.

Once you’ve considered these key areas, please know that our minds only hold on to information we frequently use. Knowledge unused is forgotten. The best way to learn, and to improve, and to increase your chances of success, is by doing the warm calling yourself. Find your happy place, follow the warm calling values, and experiment – get creative in your approach to warm calling. It’s the most successful way of generating new business here at NCAB Group.

The more people that warm call around the group will help us increase the positivity around the activity itself, and this will ensure that we all affected with warm calling moving forward. The more people warm calling means that our knowledge of the industry and potential customers will only increase.