Welcome to the warm calling course. The purpose of this is to share our experience that we’ve gained over the past few years so that you can improve your success rate when talking to prospect customers.

The reason why I love warm calling is because, for me, it’s the rawest form of selling. It’s just me, the telephone, and the customer. There’s no sharps suit,s there’s no flashy presentations, it’s just me listening to the customer, identifying a need and offering a solution.

So, after this course, I really hope that you will have picked up a few hints and tips throughout the lessons, you would have gained a bit of success yourself, and ultimately, I really hope at the end of this course you’re in the same position as me where you truly believe in warm calling and genuine love the process of it.

The course consists of 12 individual lessons which are broken down into bite-sized chunks that you can use in your own time to develop your knowledge and experience on the warm calling process.

So, why was I asked to facilitate this course? It wasn’t until I started speaking to colleagues around the rest of the group that I quickly discovered I’m one a few people that actually enjoys warm calling. Now why is this? It made me wonder if I’m different than my colleagues I’m a little bit strange, and I actually believe it’s because of 2 reasons:

One, we don’t enjoy receiving cold calls at the weekend or in the evening when we’re sitting in front of the TV with our favorite dinner trying to get some peace.

And then this leads on to the second point where we actually approach warm calling in a very negative way because of our negative experience we’ve received with cold calling.

So, before we focus on exactly what we should do, when and how we should do it, I want just to actually define to you the differences between a cold call, a warm call, and a hot call.

A cold call is trying to sell to an unknown person without knowing if there is a need. Let me assign an example to this. I am a window salesperson, I walk up to a house and see they have 4 brand-new windows recently fitted. I ignore this and I proceed to knock on their door, asking if they want 4 more windows. I know there’s no needs, but I pursue it anyway in the hope that I might get lucky. This is a cold call.

A warm call is trying to sell to a validated person having good reason to believe there is a need. So, let’s assign this to NCAB. NCAB provide PCBs at the lowest total cost with excellent quality. The customer requires PCBs at the lowest total costs with excellent quality. We’ve identified a need and we’re offering a solution, it’s a completely different process than a cold call.

And a hot call is trying to sell to a known person, having excellent reason to believe there is a need right now. So, for example, if a customer approaches us and says they require PCBs, then this is a hot call. We’re not going to spend much time on this because these are easy sales, and I’m sure you don’t need any more explanations on how to handle these types of inquiries.

Now, we understand the differences between a cold call, a warm call, and a hot call, should we be cold calling potential new customers? The answer is absolutely not. At NCAB, we’re gonna focus on warm calling. This is because we don’t like receiving cold calls ourselves, so why should we cold call potential new customers?

The benefits of understanding the differences between the two is important as it allows us to approach warm calling in a much more positive manner. This is important, which is why it’s lesson number one, as it will be directly related to how successful you are on your warm calling journey.

Before you move on to lesson number two, please review the difference between cold versus warm calling and relate it to your daily lives. The next time a colleague or yourself recieves a call from an unknown supplier, think to yourself, “Was that a cold call or was that a warm call?” Did they know you had a need for their products or were they just assuming, making a guess, and trying their luck?

Once you understand the differences between the two, you approach a warm call in a very different way. You have an appreciation that that person has validated whether you have a need for their requirement and they’ve spent some time researching your company.