Warm prospecting, on the other hand, involves contacting people who you have good reason to believe will become clients and with whom you have some sort of connection.  Your connection could be a referral from someone else or you could already have met your warm prospect through a social or business situation.  Your contact with him would go something like this:

You:  Hi John, I’m Mary Doe with Worldwide Real Estate Company.  Sam Smith at Smart Realty and I have been working on some marketing projects involving our listings, and he said that you’re a lot like him:  Always on the lookout for ways to do things better.

Them:  Yeah, Sam and I go way back.  We’ve been known to browse a few trade shows together.

You:  Well, we have a new marketing plan that Sam is putting to use in his office, and he thought it would interest you.  Is there some time next week I can stop on by and show it to you?

Them:  Hmm.  If Sam’s using it, it’s probably something I’d want to know about.  Sure, let’s get together.

Warm prospecting brings about far better and faster results.  But how do you get from cold calling to warm prospecting?  But before you become a prospecting professional, you have to recognize the need to prospect.

If you have any questions, please get in touch with me; I’m always happy to speak with you.