Here in the Midwest, fall is fleeting. It’s the season of back-to-school, turning leaves, warm bonfires and cool nights. We know winter’s lurking, so it’s up to us to make the most of our time before the snow flies.
No matter where you live, fall is a great time to heat up your sales pipeline. A warm calling campaign is the perfect option.
What is warm calling?
If you’re not familiar with the term, “warm calling” is all about business development conversations where you already have a relationship with a potential buyer. Where cold calling establishes the sales relationship, warm calling deepens and activates it.
This strategic outbound calling is perfect when you need to:
- Nurture cooler leads and opportunities
- Build trust and credibility with decision-makers
- Move potential buyers forward in the sales cycle
- Connect with current customers for renewals, satisfaction or additional sales
Unfortunately, busy sales teams often lack the time or the compensation incentives to make warm calling a key activity. That’s where outsourcing to a lead generation contact center like Volkart May can add value. Our professional callers can work as an extension of your team, providing additional expertise and capacity to reach all your important audiences.
Use warm calling to connect with these important audiences
At medtech and B2B companies, there are many opportunities to drive new business through warm calls.
When was the last time you reached out to these audiences with a live, one-on-one conversation?
- Past or “lapsed” customers
- Current customers ready for renewal
- Website leads and inquiries
- Event, tradeshow and conference contacts
- Leads with a longer sales cycle
- Influencers and referral sources
This fall, consider a warm calling campaign to heat up your sales pipeline. Outbound calling to one or more of these key audiences can generate new, qualified leads, uncover important market intelligence and jumpstart activity with prospects who may be “stalled” in the sales cycle.
Maximize revenue with customers, smaller accounts and cooler leads
Warm calling ensures your company maximizes all potential revenue sources. Too often, smaller accounts and cooler leads don’t get the attention they need from the sales team. Yet a phone call or two can be all it takes to reconnect your brand and get a potential deal moving.
Current customers are a smart segment to contact with warm calling. Many times, these important relationships languish because no one in the organization has formal accountability for customer satisfaction or account management after the sale closes.
A warm calling campaign can put you in touch to deepen the relationship, identify upsell and cross-sell opportunities and even ask for referrals.
Here are just a few ideas for warm calling campaigns to current customers:
- Upgrades to bigger systems, more licenses or expanded services
- Extended warranties to safeguard all-important equipment and solutions
- Expanding services to new locations or departments beyond your current footprint
- Timely reorders and contract renewals
Resellers and distributors are a final option for warm calling campaigns. A timely outbound call can introduce them to new products and services, gather input on their needs and ideas or simply deepen your current partnership.
Let our professional callers support your sales goals
Warm calling outreach is one of the most powerful campaigns you can launch right now. All it takes to generate immediate opportunities is your list and the experienced B2B and medtech conversationalists at Volkart May.
Every day, we make calls on behalf of leading brands, finding ways to listen, qualify and convert both customers and prospects into new sales opportunities. Get in touch to discuss your options.
