Tips for Effective Warm Calling after a Trade Show
Nobody likes cold calls. It’s one of the worst parts of business marketing, whether you’re on the marketing or the receiving end. One of the best ways to reduce the number of cold calls you have to make is to increase your level of warm calling as part of a strategic approach to make things less difficult for all involved. However, many people don’t even know what warm calling is or that there is such a thing.
Warm calling is an outstanding way to nurture leads that you generate from your trade show appearances, but it’s important to take the right approach. If you need a new phone system, you can visit the EATEL Business website to learn more and get yourself in the mood for making some business calls. For now though why not learn some important tips for effective warm calling after a trade show to keep your pipeline full and generate new sales opportunities for your company.
Tips for Effective Warm Calling
Warm calling is a means by which you can connect with someone that you have identified as a perfect fit for you, even if they haven’t specifically identified an interest in your products or services. Regardless, you know that they fit your ideal customer profile, so it makes it easier to approach them about what you have to offer. That’s why reaching out is warm, rather than cold. Effective warm calling, however, requires tact and the right approach.
Identify the Potential Customer
The first thing you need to do is properly identify the right prospects. To do this, you need to identify the traits they have in common with your most valued customers. With enough similar traits, they’ll be an easier sell and will be easier to retain. This means you need to profile your best buyers and learn what it is that they all have in common. Focus on the customers that buy over and over again, as opposed to the ones that make occasional huge purchases.
Research the Potential Customer
This is especially true if the potential client is another company. You need to know everything you can about them-at the very least, know their corporate legacy, how many employees they have, where they live, and their estimated value. This will allow you to present your services as a solution to their problems. You can also look to other means to gather this information via the methods shown on Young Go Getter, and augment your approach based on this.
Also, look into their executives. This can give you insight into their personalities, and help you learn what it is that they want, need, and care about. Ultimately, it will make it easier to break the ice.
Practice Your Approach
When you make a warm call, you’ve got 15 seconds to make an elevator pitch that will get them to ask for more information. You need to sound confident and in control, yet don’t be overbearing or arrogant; this is a delicate balance. You need to come off as a human being, with a warm personality and a sense of humor. Put them at ease and be understanding.
You should also make sure that the audio voice call software you are using to complete your calls is of a high quality. In the fast paced business world, first impressions are everything and you need to make sure that a potential customer or client remembers you for all the right reasons. You can learn about a wide range of audio-visual communication platforms and streaming services by visiting Agora.io.
Additionally, remember to prepare your talking points before you make the call. Become well-versed in your own game. The more prepared you are, the better the call will go. Finally, be sure you can tackle all these salient points in less than five minutes, then ask if you can contact them again or if they have more time to talk at present.
Of course, the first step is identifying those potential customers. To do that, you need an outstanding trade show presence. To improve your trade show presence, contact Xibit Solutions today, and let us show you how we can take your marketing to the next level.
