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Investopedia explains '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.
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