30 Days To Double Your Sales Is It Possible?

Cold calling is what everyone knows about, but what about "warm calling

?" That's easy, warm calling involves contacting your former clients and people you have already identified as prospects.

These are people that you have made previous contact with and they are also listed in your database or on your Rolodex. If appropriate for your industry, spending one hour a day calling your database.

To gain the greatest benefit from your warm calling efforts, you should provide an exceptional level of customer service and give unexpected bonuses to your clients throughout your sales process.

This way, your past clients will be happy to hear from you and eager to help you find new business.

How about if we try to see how you can "heat up" your warm contacts to create hot new business leads.

Try building rapport. A little refreshing of his or her memory might be necessary since it's true that it may have been some time since you last talked with your contact. What you can do is reestablish your relationship with the time that's given to you and inform him or her about your unique selling proposition and inquire about their current needs.

Asking for referrals. When asking for referrals, here is an example of how a mortgage loan officer could ask. One way is to ask "Do you know anyone who may be buying or refinancing real estate in the next 3 to 6 months?" This is useful especially if your warm contact has absolutely no need for your services at the present time.

Telling him or her about your current gift incentives for referrals is a good idea. If you have a plan in place, let him know. One example would be if you refer new business to me I will pay for dinner for you and your wife at Outback Steakhouse. Or how about the tickets to their favorite sporting event?

Review their current situation.

Perhaps there is a current need for your product or service.

How about if you have their plans, needs, or goals changed?

(If this is your past client you should have notes on hand about their long and short term plans)

Check to see if you keep notes on every call in your files or database. Update all of your contact information to include any changes.

Offer to split any of the commissions generated if you have made arrangements to warm call.

Warm calling is, in fact, a great way to stimulate business especially in a competitive marketplace. Once a day, pull out your "warm call" list and contact people. You can also add to the list those whom you previously "cold called" and see as a potential future client.

by: Edith Stratton

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