Warming up cold calling

[Clifton Warren]

Cold call is tough and ineffective - top professionals don't make cold calls, they instead focus on turning cold call into luke warm approaches.

What techniques/methods to you use to remove the chill from cold calling?

 

[DHK]

Oh I don't know? Why don't you tell me?
[EXTERNAL LINK] - Clifton T. Warren: books, biography, latest update

Here's my rebuttal: It's not "cold calling is tough and ineffective."
It's YOUR "cold-calling is tough and ineffective."

Ben Feldman, CLU sold record-breaking amounts of life insurance... using cold-calling, and NOT referrals. It can be done, but it's not necessarily easy.

Focus on the problem to be solved, not the product you want to sell.
- People don't buy when they understand the product.
- They buy when they understand their problem.

 

[DAM Jr]

Cold call is tough and ineffective - top professionals don't make cold calls, they instead focus on turning cold call into luke warm approaches.

What techniques/methods to you use to remove the chill from cold calling?

I try not to cold anymore, but not against it. The one thing I did, which seemed to bring the guard down a bit, is letting them know I'm local somehow. (What road the business is on, landmarks).. Right out of the gate.

 

[PaulNY]

Let AI handle the cold calling and just transfer interested consumers to your phone number.

 

[Clifton Warren]

That does not work if you are looking to build long-term relationships with your ideal future clients.

 

[DAM Jr]

I do not like AI, in any way shape or form. However, you could build long term relationships with those people. It's really up to you what you do with those clients. You can either peddle insurance or set the stage and let them know how you operate.

 

[Tampa Bay Rep]

Here are some methods to remove the chill from insurance cold calling:

1. Build Rapport Quickly​

• Start with a friendly introduction and use the prospect's name.
• Find common ground by mentioning shared interests or experiences.

2. Use a Warm Opening​

• Instead of jumping straight into your pitch, start with a light conversation or a compliment.
• Consider referencing a recent event or news relevant to the prospect.

3. Ask Open-Ended Questions​

• Engage the prospect by asking questions that require more than a yes or no answer.
• This encourages dialogue and shows genuine interest in their needs.

4. Active Listening​

• Pay close attention to the prospect's responses and show empathy.
• Acknowledge their concerns and tailor your conversation based on their input.

5. Share Value Early​

• Quickly highlight how your services can benefit them, focusing on their specific needs.
• Offer insights or tips related to their situation even before discussing your products.

6. Use Positive Language​

• Frame your language positively to create an upbeat tone.
• Avoid jargon and complex terms that might confuse or alienate the prospect.

7. Keep it Conversational​

• Maintain a relaxed and friendly tone throughout the call.
• Treat the call as a conversation rather than a sales pitch.

8. Practice Objection Handling​

• Prepare for common objections and respond confidently without being defensive.
• Use objections as opportunities to provide more information and reassure prospects.

9. Follow Up Thoughtfully​

• If the prospect isn’t interested, ask if you can follow up later with new information.
• Send a personalized email summarizing your call and offering additional resources.

10. Leverage Referrals​

• If possible, mention mutual connections or referrals to establish credibility.
• This can create a sense of trust right from the start.

11. Stay Persistent, Not Pushy​

• Follow up consistently but respect the prospect’s boundaries.
• Show that you’re available to help without being overly aggressive.

 

[Clifton Warren]

Let me define cold call better. I’m not referring to grabbing a random list of names, sending out hundreds of unsolicited emails, or sitting a boiler room telephoning.

For professionals services - cold calling is a legitimate strategy if you have clearly defined your market, identified your ideal client, have a strong value proposition.

These are alluring targets (high value prospects) that you would like to add to your client list. However, they are strangers because there is no prior relationships - warming up colds is not about making a quick sale, but, finding a way to get on the radar of a high potential prospective client.

I’m interested in learning about approaches and techniques other professionals are succesfully using to warm up these types of calls. I’m not interested in theory or what you’ve read in books (I’ve written five) instead, what’s working for you.

 

[DHK]

Sounds like you're trying to get unpaid/uncredited research for your next book.

If you haven't figured out how to do it in five books, I'm not sure book six will cut it.

Must be trying to do a "Chicken Soup for the Soul" method of book writing.

 

[Clifton Warren]

For goodness sakes- what is wrong with you? Are incapable of having a discussion?