Warm Calling

DEFINITION of 'Warm Calling'

The solicitation of a potential customer with whom a sales representative or business has had prior contact. Warm calling refers to a sales call, visit or email that is preceded by some sort of contact with the potential customer or prospect, such as a direct mail campaign, an introduction at a business event or a referral. It is the opposite of cold calling – the solicitation of prospects who were not anticipating such an interaction, with whom the sales representative or business has not had prior contact.

BREAKING DOWN 'Warm Calling'

Warm calling tends to be more personalized since the prior contact can be referenced or mentioned (such as "Hi Mrs. Jones, I saw you followed our company on Twitter" or "Hi Mr. Jones, we met last week at the ABC Conference"). The previous contact acts as an icebreaker for the follow-up warm call.

Warm calling and the use of more effective sales channels such as email, text message marketing and social media portals are considered to be more efficient and effective than cold calling in generating new leads. Modern social media portals – such as LinkedIn, Twitter and Facebook – also allow opportunities for potential clients to reach out indirectly or directly to businesses by posting comments on a blog, sharing an article with a peer or tweeting something that is of interest.

RELATED TERMS
  1. Cold Calling

    The solicitation of potential customers who were not anticipating ...
  2. Sales Lead

    A prospective consumer of a product or service that is created ...
  3. Conference Call

    An event during which investors can call in to hear a company's ...
  4. Inside Sales

    The sale of products or services by sales personnel who reach ...
  5. Earnings Call

    A conference call between the management of a public company, ...
  6. Customer Relationship Management ...

    The principles, practices, and guidelines that an organization ...
Related Articles
  1. Investing

    The Biggest Winners In Global Warming

    Some, like the northern nations of Greenland, Russia and Canada may simply benefit from global warming out of sheer blind luck.
  2. Financial Advisor

    5 Reasons Why Cold Calling is Dead

    Is cold calling really dead? If so, what are the better alternatives?
  3. Entrepreneurship & Small Business

    7 Popular Marketing Techniques For Small Businesses

    This guide will help you get the word out about your small business.
  4. Retirement

    Cold Call Without Getting The Cold Shoulder

    Learn how to warm up prospective clients to your business and your abilities.
  5. Financial Advisor

    Top Referral Tips for Financial Advisors

    A referral from a friend, colleague or industry expert can go a long way in getting more prospective clients to give you a call. Be proactive about it.
  6. Financial Advisor

    LinkedIn: How Advisors Can Use It to Grow

    Here are some best practices on how financial advisors can leverage LinkedIn to connect with more potential clients.
  7. Investing

    Cold Calling Vs. Networking

    Why networking is taking over from cold calling as the best way for financial advisors to grow their client base – and where cold calling fits in.
  8. Financial Advisor

    Financial Advisors: Social Media Is a Gold Mine (FB, TWTR)

    Learn how social media is a gold mine for financial advisers. Maintaining a social media presence enables you to reach customers, and it provides social proof.
  9. Financial Advisor

    Six Rut-Busting Business Moves For Brokers

    Find out how to beat a plateau and boost your sales to the next level.
  10. Professionals

    Launching a Twitter Ad Campaign for Your Small Business

    Learn how to launch a Twitter ad campaign for your small business, and discover the best practices for optimizing your Twitter ad campaigns.
RELATED FAQS
  1. How do real estate agents get listings?

    Learn about how real estate agents get listings in top real estate markets, as well as in smaller areas, through utilizing ... Read Answer >>
  2. Why does my IRA keep losing money?

    I have a Roth IRA and it keeps losing money. The investment firm never calls to let me know what's happening. It's already ... Read Answer >>
  3. What is an earnings conference call?

    The earnings conference call is a way for companies to relay information to all interested parties, including institutional ... Read Answer >>
  4. How can I generate a yield from stocks in the Internet sector that do not pay a dividend?

    Discover how to generate a yield from an Internet stock that does not pay a dividend. This method is a potent tool for traders ... Read Answer >>
  5. What is the difference between a covered call and a regular call?

    Learn what a call option is, what two strategies call options can be used for, and the difference between a covered call ... Read Answer >>
  6. What metrics are used to gauge the effectiveness of a marketing strategy?

    Understand why companies need sound marketing strategies and how they are able to accurately measure effectiveness of marketing ... Read Answer >>
Hot Definitions
  1. Glass-Steagall Act

    An act the U.S. Congress passed in 1933 as the Banking Act, which prohibited commercial banks from participating in the investment ...
  2. Quantitative Trading

    Trading strategies based on quantitative analysis which rely on mathematical computations and number crunching to identify ...
  3. Bond Ladder

    A portfolio of fixed-income securities in which each security has a significantly different maturity date. The purpose of ...
  4. Duration

    A measure of the sensitivity of the price (the value of principal) of a fixed-income investment to a change in interest rates. ...
  5. Dove

    An economic policy advisor who promotes monetary policies that involve the maintenance of low interest rates, believing that ...
  6. Cyclical Stock

    An equity security whose price is affected by ups and downs in the overall economy. Cyclical stocks typically relate to companies ...
Trading Center