Key Takeaways
-
Find lukewarm leads by looking for those with low and mid-level engagement. Focus on continuing to nurture these leads to move them along toward a potential sale.
-
By using thoughtful, personalized phone calls, you can help eliminate digital noise and forge meaningful connections with potential leads.
-
Reconsider your general outreach approach on phone calls. Customize your approach, timing, and messaging to match each lead’s individual stage and requirements.
-
Track and measure your phone outreach efforts using clear metrics, adjusting your tactics based on engagement signals and sales outcomes.
-
Trust and rapport can be easily lost, so avoid common mistakes like being too robotic, overcalling, or not referencing previous calls.
-
Smart sales organizations will invest heavily in on-going training to make sure their phone nurturing tactics stay sharp. Use technology to outpace the competition in long sales cycles.
Warm up those lukewarm leads with phone outreach in longer sales cycles. Foster relationships with those who have demonstrated interest but require additional time to convert. I make sure to remain on their radar with calls that seem effortless, natural, not contrived.
When it comes to long sales cycles, I’m always going to be all about building trust, consistent follow-up, and providing relevant information at the right time. Calls remain brief and advisory, never aggressive. I touch on what’s important to them, their objectives or what’s different since we last connected.
Instead, you receive genuine updates and not a marketing communication masquerading as a sales appointment. By being straightforward and avoiding gimmicks, I help leads advance from “perhaps eventually” to “let’s get started.
The next section jumps into actionable advice and proven practices.
What Defines Lukewarm Leads?
These lukewarm leads are hanging out right in the middle of your sales funnel. They’re already familiar with your brand. They could be folks that have been on your website, downloaded an e-book, or stopped by your booth at a conference.
They read your emails and engage with you on LinkedIn. They complete your forms, but they’re reluctant to move forward. These leads know who you are and trust you more than cold leads would, but they aren’t committed yet.
They’re still comparing options. They’re lukewarm, unsure enough that they don’t feel ready to take the plunge yet, so they want additional information or guidance. Nurturing these leads is important.
Unless you nurture them correctly, 79% of these leads will never convert to sales and a good chunk will grow cold. Forward they can go, with the right conversation and concern.
Understanding Lead Temperature Spectrum
One — A lukewarm lead from a recent email campaign. Cold leads are unfamiliar with your brand and require additional information. Warm, or lukewarm, leads at least have some familiarity with you, possibly even considering the offer you provide.
Hot leads are the ones eager and ready to do business immediately. Think of it as a line: cold on one end, hot on the other, and lukewarm in the middle. Finding and reaching each one requires a distinct approach.
Cold leads require introductory information. Lukewarm leads require a level of trust and proof. Hot leads are only looking for closing information such as what the price or contract terms are.
Signs of a Cooling Lead
The easiest way to identify a lukewarm lead is to pay attention to their behavior. At the simplest level, less email opens, less time on the phone, or less time on your website indicates a lack of interest.
Perhaps they abandon their inquiries or postpone appointments. Follow-up conversations and studies let you determine whether a lead is truly warming or has gone cold.
Why They Linger Mid-Funnel
A large percentage of lukewarm leads go cold because they desire additional choices or time. Additional external factors such as budget cycles or internal team realignments further delay the process.
Within your own organization, lack of follow-up or inability to provide clear information can further stall them.
Why Phone Outreach Matters
Phone calls still work well for keeping lukewarm leads warm, even in a world where email, ads, and chat fill up most people’s screens. When you pick up the phone to call a new lead, that personal touch is something that many digital methods simply cannot provide. This effective lead follow can enhance your sales strategy significantly.
Then you begin to feel the honest tone of the discussion. You’ll be able to participate in a dynamic back and forth and have your questions addressed on the spot. Start with a short phone call or regular touch point every week or two. This puts you on their radar without being overbearing, allowing for better lead quality.
A fast response if someone asks for a demo or calls your line—getting back to them within minutes—shows you care and moves things along, ultimately improving your overall sales performance.
Cutting Through Digital Noise
Many of these leads are attacked with ten plus touches before they purchase anything. We know email inboxes and social feeds fill up quickly, but a quick phone call still cuts through.
When you’re on the phone you can break down complicated pieces, address concerns, and ensure everything is transparent. That’s a great baseline plan to set – calling back to check in, or simple questions like if they need anything are all possible.
Even a short message, like “We agreed to proceed this week – I wanted to make sure everything’s on track,” can save a deal that’s on the edge.
Building Genuine Human Connection
Phone calls allow you to establish that trust. You’ll learn how to engage with them, find out what they care about most, establish your understanding, and provide tangible solutions.
Rather than the same message to all one size fits all, instead, you tailor the conversation to their interests and needs. Referencing people by their names, remembering past conversations, and active listening skills go a long way in fostering that relationship.
Gathering Critical Sales Intelligence
Every time a call comes in, you’re able to gather clues about what your leads are looking for. You can use strategically open-ended questions to elicit important information and note learnings to carry forward into the next call.
In the long run, this feeds back into optimizing your go-to-market strategy and value proposition. Those that do it well find themselves with 50% more “ready to buy” leads, at one-third the cost.
Tailor Phone Nurturing Strategies
If you’re working short sales cycles with warm leads, tailor your phone approach. This kind of strategy helps make sure you’re meeting each lead where they are at in the moment. Begin by understanding what each of your leads require at this moment in time.
Obviously, you’ll get way better results when your marketing plan corresponds with their buying path. Make sure your message is uniform across all platforms, no matter how you connect, be it via phone, email, or social media.
1. Differentiate Approach from Hot Leads
Cold or lukewarm leads will require a softer, more nurturing approach. Warm leads take their time and may not even declare, “We want to go ahead in the next two weeks.” Lukewarm leads require some nurturing, so you keep the conversation informative and allow them to lead with their speed.
In doing so, you present yourself as the helpful constant, rather than the overzealous marketer.
2. Identify Optimal Call Timing Windows
Check your calling statistics to determine at what times the majority of your sales leads answer. Perhaps you’ll discover that early afternoons are most effective for inbound lead generation, or maybe your coalition prefers late mornings. Experiment with various times, monitor, and settle on what boosts conversion rates.
3. Personalize Every Conversation Deeply
Create your strategy from previous call notes. Bring up last chats, like, “Since we’re in Q4 now, I wanted to see if anything’s changed and if we can help with [pain point].
That proves you’re the one who’s listening and who truly cares about what they actually need.
4. Focus on Delivering Consistent Value
Ensure each call to action provides something valuable—such as a tip, a new case study, or a link to a useful guide—enhancing your sales strategy and establishing trust with potential customers.
5. Use Consultative Questioning Techniques
Practice open-ended questioning and active listening to enhance your sales process, allowing potential customers to express what is important to them, which aids in effective lead follow.
6. Leverage Psychological Triggers Subtly
Highlight recent agreements or announce developments about what’s around the corner to boost conversion rates, while maintaining a constructive, helpful manner to support effective lead follow.
7. Integrate Calls with Other Channels
Connect your phone outreach with email outreach or LinkedIn outreach. For instance, if you tracked them opening your email, reference that in your next call.
It creates a great fluid, connected experience.
8. Develop Flexible Call Frameworks
Have some sort of guide for your sales pitch, but leave it loose enough for you to go wherever the conversation takes you, addressing additional questions in real-time to boost conversion rates.
9. Adjust Call Cadence Carefully
For example, a basic pattern could be to check-in once a week or once every two weeks. If you contact them too frequently, it’s just overwhelming.
If you take too much time, the lead will lose interest in you. Stay attuned to their verbal and nonverbal cues about wanting more or less engagement, and adjust accordingly.
10. Master Objection Handling Gracefully
Prepare for frequent pushbacks. Transform every single one of them into an opportunity to engage. Maintain a positive tone and direction.
Overall, try to avoid a judgmental or condescending tone.
Key Phases for Phone Interaction
Phone interaction is particularly important when I want to move at-risk warm leads down a longer sales cycle. Each phase of the call serves an important function in the sales process. This is why I don’t veer off my set sales strategy every time, ensuring effective lead follow and that I’m taking care of you throughout.
Early Stage: Reconfirming Initial Interest
In the beginning, I want to take stock of what brought you to pick up the phone in the first place. I want to know what your goals are or what really drew you in. I’m in a unique position to help re-establish faith.
This is especially important as just 27% of leads are ready to make a purchase right away. I listen for things that have shifted since our last conversation. If something is amiss, I correct it on the spot if possible.
This goes a long way toward establishing a positive tone and getting us all in sync. I make it fun, and keep the attention on your end of the equation, instead of all about what I need.
Know your lead’s background, start with their interests, ask if anything has changed, clear up any confusion, and show you remember past talks.
Mid-Cycle: Providing Targeted Insights
Now, here’s where I really burrow down into what you care about. Oh my god. Whether you’ve run into a wall or you’re just getting started, I have suggestions to suit your stage in the process.
I’ll probably post some tips, use cases or just ways that other folks like you figured out the same thing. I help you understand precisely how my proposal will best serve your interests, as opposed to the broader overview.
A quick check-in like, “We agreed to proceed this week – I wanted to make sure everything’s on track or if you need anything from me,” keeps things moving and avoids missed chances.
Bring useful info, share a simple story or example, check for questions, and tie the solution back to your needs.
Pre-Decision: Addressing Final Hurdles
I invite you to reach out with any final concerns you may have as we approach making an informed decision. I start by identifying their concerns, then respond in a straightforward, factual way or with useful information.
Here’s where I smooth the way and make you confident you’re making the right decision. What’s at stake? Responding quickly—even within 3 minutes—makes a difference here.
Almost all of the time, those contracts are awarded to the first vendor that picks up a phone. I get you all the way there with the goods so that you are confident about moving forward.
Ask for last questions, share more info if needed, confirm you’re ready, and thank them for their time.
Measure Phone Nurturing Success
When nurturing lukewarm leads over long sales cycles, it’s essential to evaluate if your sales efforts are effective. Establishing meaningful metrics in advance will provide a clear understanding of your sales strategy. This process begins with selecting the lead signals that are most important to your business, such as qualified leads or conversions from your marketing campaigns.
For some, the golden metrics may include visits to their website, while others might focus on the percentage of times a lead opens your emails after a call. Utilizing tools like LeadLander can help you track this data, aligning it with your overall sales performance and lead generation tactics.
By adopting this life-cycle view, you can better understand how every call contributes to your lead management process, identifying trends that inform your next steps in nurturing potential customers.
Track Post-Call Engagement Signals
Within minutes of a phone call, you can get a sense of how a lead behaves. For example, if they browse your website or read a subsequent email you sent, that’s a sign of engagement. If you call a lead and notice they download a whitepaper or ask for a demo, that’s a strong sign your call worked.
You modify your approach once you see these signs. Maybe you email them a recent case study or schedule a follow-up call.
Monitor Lead Temperature Shifts
Leads are not “hot” from the moment they fall out of the funnel. In fact, according to telephone sales research, only approximately 27% are truly ready to buy on the first contact. Lead scoring systems allow you to prioritize leads based on their level of engagement.
You monitor their score closely—have they reacted to new information or scheduled a demo? Which in turns, helps you refine and target the way you communicate with them.
Analyze Impact on Sales Velocity
It can cost nearly $38 to make one warm lead — requiring as many as 18 calls to receive one. That’s a ton of work. You keep track of how your calls affect the sales cycle.
You measure closing speed of nurtured leads vs leads that are not called. Even if nurtured leads close faster, that’s still evidence that your calls are paying off.
Evaluate Call-to-Meeting Ratios
Naturally you want to know of all the calls taken, how many of those calls become meetings! You measure this ratio and track which calls ultimately lead to better outcomes.
If you determine a specific time of day or call script yields the best results, you lean into that.
Avoid Common Phone Nurturing Pitfalls
With long sales cycles making phone nurturing difficult, you need each and every call to be effective. Quickly lost leads due to slow follow-up and one-size-fits-all outreach. Slow outreach and a generic nurture campaign can make leads go cold quick.
This may sound drastic, but on average, it still takes around 18 calls to convert one warm lead. The average salesperson only converts a little more than one lead per day. When you respond within minutes—because 78% of buyers choose the first business to respond—you’re making a positive impression up front.
Sounding Overly Scripted or Generic
If your calls are stilted or scripted, you’re likely to alienate folks. To combat this, I have my team speak in their own voice and customize their approach based on each new lead they call.
They even effortlessly weave in personalized information on the person or business. Maybe, for instance, they’ll bring up a recent project that lead completed or ask about their overall business objectives. This personalizes the conversation and makes leads feel recognized rather than simply pitched.
Calling Too Often or Irregularly
There’s a world of difference between being someone’s top of mind and being an annoyance. I get my team on a rhythm, typically calling on a weekly or bi-weekly basis.
We look at previous response and adjust timing according to each lead’s buying cycle. By doing so, we value their time and leave the door open for candid conversations.
Lacking Clear Call Objectives
You need to remember that every call comes in for a purpose. Before my team dials, I ask them to establish an intention.
We discuss if we are looking for information, to schedule an appointment, or to address an issue. That continues to help us keep the call focused and allows us the opportunity to see what’s working.
Ignoring Past Interaction History
Prior to every call, we review notes from previous conversations. If a lead mentioned a challenge on the previous call, we ask about that first and find out if things are different now.
This saves us from reading the same message twice, and it demonstrates that we pay attention to their customer experience.
Failing to Adapt Approach
We take something away from each and every call, though. If a lead is still not interested, my team takes a different approach or provides additional value.
We reflect on what went well, what didn’t go well so that we improve with every step.
The Unique Human Touch Advantage
Personal connection is the advantage that truly shines in a time when screens and inboxes are plagued with digital distractions. When I call a hand raiser or a low-interest lead, I take it a few steps further than a pre-planned pitch. It’s my language, it’s my tone, but it really goes a long way in establishing that authentic connection.
Nothing beats that human touch, where people can hear your care and feel understood, creating the kind of difference that a form email just can’t provide. Studies say 66% of B2B buyers open emails if they see a personal touch, but a call gives them a voice to trust.
Empathy in Long Sales Cycles
I rely on empathy every single day, particularly in complex transactions that take several months to close. I listen for what’s unsaid, following up with a phone call or note to touch base. If it’s Q4, my next question is usually, “Well, has anything really changed?” or “How can we be helpful with what’s slowing things down?
It’s a very simple way to establish that I’m interested in solving their problem, not making the sale. When I’m able to demonstrate that I understand the stress or hope motivating their decisions, I create a much stronger connection.
Building Trust Incrementally
Trust does not come from decorative assurances, only from a firm and regular honest hand. I’m not interested in flooding inboxes. Instead, I drop in once every two weeks to offer useful tips, resources, or news that will help them make progress toward their goals.
If I get a request for a demo, or somebody calls our main line, I’m following up immediately—often within minutes. This demonstrates I respect their time and consider their needs critical. More than anything, these actions go a long way toward showing them that I’m in it for the long haul.
Uncovering Unspoken Needs
The art of good phone work is asking open-ended questions and actively listening. Because people often don’t tell you what they really care about, I try to be curious and patient. I take a look at all these clues and provide solutions that address their specific concerns and heartfelt interests.
This is what really gets to the individual motivation of human beings. This increases my conversion rates and it’s able to convert a one-time purchaser into a repeat customer.
Future-Proof Your Phone Strategy
With long sales cycles like the ones in government, it requires a consistent, strategic phone approach. Being on top of these trends allows me to provide the most timely and relevant phone advice. I monitor what’s going on across the entire VertMarkets ecosystem and make pivots to my strategy as buyer behavior evolves.
When I realized that most of these leads wanted immediate notifications, I nipped it in the bud. I moved from long pitches to short, easy follow-up calls. That way I’m learning what’s working today, not a year ago.
Embrace Call Intelligence Tools
To avoid bad assumptions and wasted money, I use call intelligence tools to uncover the real truth from every call. These tools show me when leads pick up, what topics spark their interest, and how long they stay on the line.
With that data I start to notice trends, such as what days or times of day are yielding the most responses. For one discrete engagement that I had with a healthcare client, I learned that Thursday afternoons were ideal, so I adjusted my availability.
These tools identify words or phrases that resonate, thus allowing me to better customize each pitch.
Continuously Refine Your Approach
I normalize experimentation on my team’s calls. So the magic comes in after, when we’re studying call stats each month to help understand what’s working. If a new script reduces average call time needed and increases the number of calls taken, we adopt that improvement.
Feedback from team meetings leads to fresh thoughts to test, such as new opening lines or follow-up questions. These small changes collectively make for a better process in the long term.
Train Teams on Nurturing Skills
We invested in team training to build best-in-class, real-world, phone-based skills. We conduct mock role plays to develop comfort and trust before making any actual calls.
Just by focusing on tone, on active listening, and on clear responses, my team has a more genuine feel to it, less like rote scripting. This ensures that leads don’t feel rushed, but they do feel like they’re being listened to.
Conclusion
Phone conversations allow me the time to truly understand leads. Every single one of those calls allows me to listen and understand what people need most in this moment. Through crisp check-ins, frank conversation and defined action items, I keep myself on my toes. Each interaction fosters confidence and lays the groundwork for genuine conversation. I look for wins and I adjust my workflow to match what has proven effective. When each one moves so slowly, even a quick phone call can help advance the lukewarm lead. Now, you don’t just see the growth in the numbers — you see it in how people perceive you. Looking to reap greater rewards? So, pick up the phone, take it easy, and let your phone voice work its magic. Give these strategies a shot and make your next lukewarm lead phone call a game-changer.
Frequently Asked Questions
What are lukewarm leads in long sales cycles?
Lukewarm leads are potential customers who have shown interest but need further nurturing and education before making a purchase decision, particularly in long sales cycles, highlighting the importance of effective lead follow and sales strategies.
Why is phone outreach effective for nurturing lukewarm leads?
Nothing establishes trust or personalizes a potential lead’s experience like a phone call. Direct conversations are crucial in the sales process for clarifying questions, alleviating concerns, and transforming lukewarm leads into qualified leads.
How can I tailor my phone strategy for lukewarm leads?
Tip 6—Personalize each call by referencing past conversations, using open-ended questions, and providing genuine value that aligns with their individual goals and challenges to enhance lead quality.
What are key phases for phone nurturing in long sales cycles?
Begin with a personal touch, invest in customer relationships, deliver value with practical takeaways, and never leave potential customers hanging with poor communication. Each stage in the sales process maintains interest and consideration until the long journey comes to fruition.
How do I measure success in phone nurturing?
Measure call metrics such as lead call engagement, call-to-close conversion rate, and lead tracking metrics through the sales funnel to improve your sales strategy. Constantly test and iterate on what you find works best for effective lead follow.
What are common pitfalls in phone nurturing?
Avoid spamming calls or using a script that talks over potential customers; instead, focus on effective lead follow with warm leads to maintain trust and improve your overall sales performance.
How does the human touch give phone outreach an advantage?
Blunt but effective — Real conversations foster real connections, which is essential in the sales process. This personalized touch builds trust and addresses lingering concerns, nudging cold leads closer to conversion.