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In Episode 132 of the CAS Podcast, we’re breaking down the art and strategy of warm calling—transforming a cold, intimidating sales call into a confident conversation that can win you new business. Whether you’re new to sales or just looking to get over the fear of picking up the phone, this episode is packed with practical advice, humor, and real-world examples to help you make that first call—and the next one—a success.

Why Make Sales Calls?

Let’s be honest—calling strangers can be uncomfortable. But the payoff can be huge. In this episode, we explore:

● Why warm calling is still one of the most powerful, cost-effective tools in your marketing arsenal.

● Why most businesses avoid it—fear, discomfort, and not knowing what to say.

● How to push past those fears by remembering something important: if you’ve launched a business, you’ve already done scarier things than making a phone call.

Sales calls don’t have to be robotic or scripted. When done with intention and preparation, they’re a genuine way to build relationships and bring in revenue.

Building Your Call Plan

You’re not an actor. You don’t need a script—you need a plan. This episode guides you step-by-step through building one:

Step 1: Choose Who You’re Calling

Start with the easiest wins—local restaurants, small business owners, or people you’ve had any connection to.

🔑 Pro tip:

● Call people who are friends of your customers. Mention the connection.

● Call competitors of your customers. “I work with Harry’s BBQ and Taco Beast—maybe I can help you, too.”

● Use real-life context. “I stopped by your pizza shop and noticed your staff didn’t have uniforms. That’s what I do!”

Step 2: Pick the Right Time

Avoid busy periods. Some suggested windows:

● Weekdays, 2–4 PM

● Weekdays before 10 AM

Step 3: Do Your Homework

Before you call:

● Check their social media

● Read their reviews

● See if they’re hiring

● Look for news like re-openings, expansions, or new locations

What Makes a Bad Call Plan?

This episode also highlights what not to do:

● Don’t be evasive about why you’re calling.

● Don’t ask vague questions like “How are you today?”

● Don’t lead with yes-or-no questions that invite a quick “no.”

● Don’t multitask—give your full attention to the call.

● Don’t quit after one try.

And above all: don’t forget to follow up—by email or social media when appropriate.

The 5 Key Elements of a Successful Warm Call

1. Who are you?

   Be clear and friendly. “Hi, I’m Marc with T-Shirt Haven here in town.”

2. Why are you calling them?

   Make it personal. “I noticed you’re hiring,” “I saw your expansion,” or “I stopped in recently.”

3. How can you help them?

   Explain your benefit. “I help restaurants like yours with uniforms—shirts, hats, aprons, even branded masks.”

4. Qualify them.

   Make sure they actually need what you offer.

5. Ask for the next step.

   Keep it simple and low-pressure:

   ● “Can I send you a few ideas?”
   ● “Would you like me to drop off a sample?”
   ●“Can I treat you to a meal and introduce myself?”
   
   

Example Call Plan

Who you’ll call:

Local sandwich shops, to-go restaurants, food trucks.

When you’ll call:

Weekdays, between 2–4 PM or before 10 AM.

Your opener:

“Hi, this is Marc from T-Shirt Haven. Hope your day’s going well.”

Why you’re calling:

“I noticed you’re hiring—congrats! That usually means new uniforms and onboarding. I help businesses like yours make their team look great.”

How you help:

“I offer custom shirts, hats, aprons—whatever your team needs to look polished and cohesive.”

Your ask:

“I’d love to send a few uniform ideas your way—can I email you?”