sales scriptWhen working to generate leads by making calls, being able to transform cold calling to warm calling can have a noticeable impact. Usually, cold calling is defined as calling a prospect that has no idea who you are and the purpose of your call. Warm calling is when you are making calls where there’s some existing relationship or knowledge.
The challenge here is that when you’re working on lead generation and appointment setting, a high percentage of your calls are more cold than warm. This is simply because the prospects don’t know you and there’s no existing relationship established. With that said, there are very simple and practical things that can be done to make cold calls appear warm.
1. Name dropping
When a cold call is answered by a gatekeeper or target prospect, they’re typically going to be attempting to decipher if…
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