You have a warm customer but they are not yet hot.  They are interested but not yet sold.  This is the area of selling covered by, "Objections Handling".  It is when the prospect asks lots of questions.  The novice sees these questions as bad news.  The experienced business owner knows that only interested prospects ask questions and giving good answers leads into the end game of closing.

Where is the money? 
How do I get into this sector?
How do I make contacts?
What is my best approach?
How can the Club help me win deals?

Cold calling is by definition to someone you dont know, or really know anything about, often not even their name. Warm calling is when you do actually know something about them and perhaps have a referral to them from a third party. Both have a role to play.