GLOSSARY OF TERMS

Warm call

Warm calling definition

Warm calling is an outbound sales approach focused on engaging potential clients through productive phone conversations. These contacts have typically been prepared through prior interactions, which may occur via various channels such as company events, the website, or social media. Additionally, individuals who have previously worked with a specific sales representative are also considered warm contacts.

Unlike cold calling—which involves reaching out to prospects with no prior engagement—warm calling requires some level of familiarity with the company. Warm calls usually follow a marketing campaign, an email series, or interactions on the company’s website.

Warm calling strategies for lead generation

Lead generation strategies that support warm calling can include email marketing, online advertisements, social media outreach, direct mail, and event participation.

Warm calling strategies for lead buying

For businesses that prefer buying leads, a great way to interact with potential warm leads may be leveraging call transfers. A call transfer is the process of connecting a customer who is currently on a call with a call center to the final business’s sales team.

This process is designed to ensure that leads, who have expressed interest in a specific product or service, are matched with the appropriate representative or business. This not only enhances customer service but also increases conversion rates. However, a call transfer strategy doesn’t come without risks related to call center compliance, TCPA litigation, or potential negative brand association.

Learn more about call transfers