Warm Calling

AAA

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 โ€“ the solicitation of prospects who were not anticipating such an interaction, with whom the sales representative or business has not had prior contact.

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 โ€“ such as LinkedIn, Twitter and Facebook โ€“ 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. Pound The Pavement

    Diligently and tirelessly working towards a desired objective ...
  2. Activity Quota

    A minimum level of sales-oriented actions that must be met by ...
  3. Social Media

    Internet-based software and interfaces that allow individuals ...
  4. Cold Calling

    The solicitation of potential customers who were not anticipating ...
  5. Business To Business - B To B

    A type of commerce transaction that exists between businesses, ...
  6. Boiler Room

    A place where high-pressure salespeople use banks of telephones ...
Related Articles
  1. Professionals

    5 Services To Usher In New Clients

    Discover ways in which advisors are increasingly choosing to promote their businesses.
  2. Professionals

    How To Target Ideal Customers

    Expand your definition of a lucrative client and uncover a new realm of possibilities.
  3. Brokers

    Alternatives To The Cold Call

    Want to build your business as a financial professional? We provide some choice advice.
  4. Retirement

    Cold Call Without Getting The Cold Shoulder

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

    What is a boiler room operation?

    In the context of investing, the term "boiler room operation" refers to the use of high pressure sales tactics to sell stocks to clients who are "cold called", or called randomly, most likely ...
  6. Entrepreneurship

    Becoming An Insurance Agent

    Few careers match the opportunity for as quick and large a paycheck as does being a life insurance agent.
  7. Economics

    What types of consumer goods demonstrate the price elasticity of demand?

    Learn how the price elasticity of demand is more sensitive for some types of consumer goods than others, and see what factors most influence elasticity.
  8. Fundamental Analysis

    Google Ads Vs. Facebook Ads

    Universal access to the internet through smartphones, tablets and computers has driven the success of numerous companies. Most notably, Google and Facebook have witnessed staggering growth as ...
  9. Entrepreneurship

    How does a customer base dictate goodwill?

    Find out how a customer base dictates the value of the goodwill by providing a ready market for its products and spreading the word about the firm.
  10. Entrepreneurship

    How do companies like ClickBank help websites make money?

    Find out how sites such as ClickBank help websites make money by offering the opportunity for vendors and affiliates to promote websites and products.

You May Also Like

Hot Definitions
  1. Treasury Bond - T-Bond

    A marketable, fixed-interest U.S. government debt security with a maturity of more than 10 years. Treasury bonds make interest ...
  2. Weight Of Ice, Snow Or Sleet Insurance

    Financial protection against damage caused to property by winter weather specifically, damage caused if a roof caves in because ...
  3. Weather Insurance

    A type of protection against a financial loss that may be incurred because of rain, snow, storms, wind, fog, undesirable ...
  4. Portfolio Turnover

    A measure of how frequently assets within a fund are bought and sold by the managers. Portfolio turnover is calculated by ...
  5. Commercial Paper

    An unsecured, short-term debt instrument issued by a corporation, typically for the financing of accounts receivable, inventories ...
  6. Federal Funds Rate

    The interest rate at which a depository institution lends funds maintained at the Federal Reserve to another depository institution ...
Trading Center