Nurturing warm leads
As entrepreneurs, you may be familiar with warm leads. In many experiences, an initial cold call can pose as a challenging feat; therefore, getting past the cold call would open the door for the next best type of prospect, the “Warm Lead.”
A warm lead is what most business people dream of getting so that the challenge of the cold call has been overcome. Now, the guard is down because we assume there will not be any resistance. We are now in a position, where we feel that the contact has some interest and with any level of comfort and interest, this poses for an ideal situation.
When a call transitions from a cold call to a warm lead, we can now communicate with our prospect with a greater chance of success.
Don’t Let the Warm Leads Go to Waste!
If an initial call can be converted into a warm lead, there is still opportunity for future business. A warm lead could potentially develop into a conference call, getting information to the prospect, a future networking event, a referral, or an in-person appointment, there are many opportunities, and it is certainly a step in the right direction.
Consider your warm leads as a chance to communicate with your prospect. Although it is necessary to have good communication skills and control of the conversation with your warm lead; if the proper technique is applied, your chance of success is great.
One of the great attributes of a warm lead is once you and your contact have spoken on the initial call, you now have the ability to refer back to the previously noted conversation. This gives your contact the confirmation that the two conversing are no longer strangers and that your contact has apparently “opened their book” up to you previously. (even in the slightest way).
Now that we know the importance of the warm lead, let’s make sure that they are also on the priority list. Turning cold calls into warm leads will provide great conversion rates and long term business prospects!