9 Must Do’s When Communicating With Your Prospect

Your Prospect! Who Exactly Is This?

I was talking with Gillian, a new member on our team the other day and the conversation came up about talking on the phone with your prospect.



She told me “I never have the nerve to call anyone on the phone”

I told her I used to be this way as well but the main thing is to just pick up the phone and get to it.

I also told her that I was going to write about this on my blog this week and she stated “defo do a blog post on this”

So Here It Is…

The first thing I want to share with everyone about communicating with your prospect is…

Don’t Prospect!

Just meet new people.

What does this mean to you?

Do you know who your prospect is?

Your prospect is someone who has a genuine need or desire for what you have and has connected with you in some way to get more information.

    Ponder This Question For A Minute.

Communicating With Your Prospect

There is only one fundamental reason for this and that is because you think that what ever you are about to purchase is going to make your life a little better in some sort of a way.

If you want to be a successful internet marketer you have to learn how to communicate with your prospect on how your product or service is going to make their life a little easier.

Bottom line, this is the most logical thought you need to hold when you are talking with your prospect and you don’t know what to say.

Just remember this one phrase, there is only one business and that is the business of making your prospects life better.

A business that does not do this does not survive!

Greet everyone you meet, just get your prospects to talk open and freely to you.

9 Must Do’s When Communicating With Your Prospect

1. Be interested in your prospect quit looking at them as a target. Just start asking your prospects questions, some examples would be: “What do you do for a living?” “Why did you answer my ad?” “What made you sign in to my website?”

Now actually listen to their answers and take notes, you will need these later on.

2. Do not get distracted when talking with a prospect. When you are talking with a prospect do not let anything distract you, don’t do anything other then zone into what your prospect is saying.

Don’t even think about what you are going to say because each prospect you talk to will be different. Just pay attention to what they are saying and always be on the look out for clues; this is your opportunity to let them know you care about them.

3. Have a sincere friendly facial expression. This may sound funny but do this even if you are on the phone with your prospect, just pay attention to this.

4. Use the right amount of assertiveness. The word “assert” means the force you use to get your opinion known. Don’t shove your business down your prospect throat.

Not enough assertiveness can be just as bad, it s not going to do you any good to be shy or timid. Don’t ever worry about offending anyone, remember they need you.

5. Communicate with your prospect easily.

What this means is you must be knowledgeable about what you have. Know what you are taking about, if you are new then quit talking about it and learn your business, don’t make excuses.

The person who doesn’t rehearse is a person who has not rehearsed enough, does this make sense to you? And don’t forget to communicate on the prospects level, every prospect is going to be different.

6. When you do meet someone in person, make sure your body doesn’t distract your prospect. Perfume or cologne can be offending to your prospects, so leave this at home, dress casual and make a great appearance.

After all what is your intention? To make your prospects life better Right? Not to win any beauty contests here.

7. Tell the truth. Your prospects respect people who tell the truth, so just always be upfront and honest with everyone. If you cannot make this prospects life better then do not talk about it.

8. Have the right intention, the intention to make your prospects life better. Care more about the good of others and if you get this one right you won’t have enough time to spend all of your money.

If you have the right intent, the intent to make your prospects life easier then you cannot screw up.

As always, Thanks for visiting my blog.

Here’s To Success. Here’s To Happiness

Chery Schmidt

Chery Schmidt

Skype: cheryschmidt



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communicating with your prospect
Retirement Planning With Chery Schmidt: Global Entrepreneur & E-Commerce Consultant: Partnering with positive like minded entrepreneurs who have a burning desire to succeed.

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  1. says

    Hello Chery

    How are you doing dear? I hope that everything is going well.
    You know, I have seen many marketing people start sweating on the prospect of talking with their customers. It is just like a stage fright which many of us have.

    It’s really thoughtful of you to write on this topic. Because there are many articles floating on the internet that deals with selling your products and blah, blah, blah. But few of them ever realize that to make a sale, you need to convey your message to your customers. Why would your customers buy your products? What do you actually have to offer them and what is the opportunity cost?

    Indeed the first step is to be genuine. We should try to pull the wool over their eyes and having a smile pasted on our face, doesn’t hurt. However I do feel that many people have got the innate talent to communicate which others fail. But nevertheless, we can try to weave our way through it.
    Keeping an eye contact while talking is a good way to win over the customers and a proper R&D about our prospects goes a long way.

    Thank you Chery for this awesome post. Marketers should see this to grasp the art of making a sale without being coercive. Have a wonderful day ahead.


    • says

      Hello Sarmista & Sanjay, I do think that people sweat on the thought of talking with their customers beacuse they are not knowledgable about thier products or perhaps they are not confident that they work.

      If you are passionate about something it is SUPER Easy to share HUH?

      Thanks for the wonderful comment my friends, I do appreciate it.. Chery :))

  2. says

    Chery, You have offered some amazing insights on how to communicate with potential prospects. Doing this is really the key to helping your serve your potential clients needs and grow your business at the same time. Thanks!

    • says

      Hello Shelley, I do agree that learning how to communicate with your prospects is key to growing your business.. Thanks for your comment and visit, I do appreciate it.. Chery :))

  3. says

    Excellent advice Chery and I’d like to add just one more tidbit – listen more than you talk. I used to do a lot of sales training and part of my process was to observe people when meeting prospects. It never failed that those new to the sales would jump right in and pitch, pitch, pitch without ever giving their prospect a chance to talk about themselves, what was important to them, or what they were looking for in a business opportunity. Thanks for the great read!

  4. says

    Thankyou so much Chery for sharing this post:)
    I love the way you are able to help others online and off and so happy that you are my Sponsor as you have taught me so much already. Anyone wanting to learn how to communicate and help their prospects and even their friends will not go wrong with Chery to guide them to success.


    • says

      Awe Gillian, I am more than happy to write about anything that will help you or anyone else move forward in your life and business. Thank You So Much for your Awesome Comment, I am going to add this to my side-bar comments.. Chery :))

  5. says

    Communication is important, specifically building a good foundation for a lasting engagement. Most people get in that “sell sell sell” mode and forget to even have a care about who they’re prospecting.

    • says

      Hello Nile, I do agree GF! As a matter of fact this guy Ted called me today and just started a selling away. I swear he talked for 30 minutes straight. WOW After that I asked him how his day was going and he talked for another half hour.. I do think he learned a thing or two from calling me today.. LOL

      Thanks for your comment and visit I do appreciate it.. Chery :))

      • says

        Wow… he was a chatterbox. I don’t think listening is his talent. While you were personable to him, he really wasn’t. Now, I’d imagine that a lot of his relationships were probably similar. Surely he’s a good guy, but just needs some education on the beauty of communication, lol

  6. says

    Excellent article, Chery – thanks for sharing. One of the tough lessons we learn early on in network marketing, internet marketing and any kind of sales situation is that it’s not about us or the product; it’s about how we can make life better for the prospect. As you so clearly state, if we stay focused on that, the rest will follow.

    All 9 points are valuable, and focusing on the prospect’s needs and wants is the key to them all.


  7. says

    Really sound and practical advice Chery!

    Yea, there is no about it, if you simply start running off a little too much at the mouth, you
    usually come across as someone only interested in yourself and not the intended prospect.

    And truth told, it’s so much more profitable and easier to simply listen and then
    offer your expert assistance.

    You offer really good tips, that can and should be applied to so many different business
    related situations! Thanks!

  8. says

    Hi Chery,

    Good to be here again in your page.

    Wooo Hooo ,,,,, ….. (Borrowed – Courtesy The Terrific Chery!!!) LOL

    This is indeed a wonderful post,
    great tips for the people
    who are afraid to come out
    from their comfort zones!

    Woh!! Once I was a shy person,
    and I am still a bit shy person too!
    But after entering into the field of
    blogging/online writing that stage fear
    is vanished, but still sometimes it erupts
    I mean that shyness!! :-) :-) :-)

    Yes, I am sure we cannot succeed with
    that kind of shyness! we need to come out boldly!!

    Thanks Chery for this wonderful and encouraging

    Keep writing my friend.

    May you have a great day today.


    ~ Phil
    Hey, Chery, I found this informative post at kingged.com and I up-voted it and posted a comment there.
    Thanks for sharing this valuable piece :-)
    ~~ Phil

    • says

      Hello Philip, Somehow I do not see you as a SHY PERSON!! HUM! This is all a learning experience HUH? To me this is a good thing. I am a firm believer that education leads to wealth.

      Wooo Hooo Yeppers This business gets me EXCITED MY FRIEND!! Thanks for the wonderful comment I do appreciate it.. Chery :))

  9. says

    Something I still need to take on…Still new to prospecting thought, so it’s a working progress. I think though that if you come in to prospecting or just online marketing in general, you have come with a “Who can I help” Mind-set, instead of a “What do I want” the prospect does not want to hear about what you want or how good your company are, they want to know how you can help them.

    • says

      Hello Sean, You do have the right mindset my friend, I am sure that you are going to be just fine, the important thing is to just pick up that phone and get to taking. Thanks for sharing.. Chery :))

  10. says

    Hi Chery,
    Great post and good advice. Paying attention to what people say is, I think one of the most important things. I have caught myself sometimes being so busy thinking about the next thing I need to do rather than actually listen and that is rude and disrespectful. If we can’t concentrate on who we are talking with, we need to wait until a time that you can focus total attention to your new friend.

    • says

      Hello Monna, Yes we are all busy HUH? I do agree we should not pick up the phone unless we are going to be totally focused on this and this alone. This means No FaceBook,No E-mails, No Nothing other then being focused on the person on the other end of the phone.. Love this comment GF!! Thanks for sharing.. Chery :))

  11. says

    you got this right… ” is to just pick up the phone and get to it.” but as you know.. not everyone can do it as you do hahah :-)

    What you listed here as the 9 Must do things when connecting with a prospect is very true.. and if you do not mind, I add another one which I find to be the most important (you mentioned in part, so now I clear it out here :-)

    When calling and meeting a prospect or even a stranger… and you talk to them.. “Be THERE” be there 100%.. and no matter what you will talk about after that, it will be easy and fun.. because you have no agendas and the person will pick that up and will enjoy your communication..

    Hope you did not mind me saying this.. if you did.. you know what you can do haha :-)

    Learning from you day after day.. and that is wonderful.. keep up teh good work and I know you will benefit and many others will benefit as well.

    Thanks so much for sharing.

    • says

      Hello Nick, Of course I don’t mind you sharing your tips with us here on my blog!! As you well know I have learned a lot from you, it was because of all of our long conversations that I am still here online today.. Thanks for sharing.. Always so nice to see you here.. Chery :))

  12. says

    Hi Chery,

    You hit the nail on the head when talking to prospects. It’s all about them, not us! As long as we focus on them…what they like, what they don’t like. Learn as much as you can of who they are! Ask them questions but never look at them as prospects, but rather as a person. Works like a charm!

    I like the part about distractions. Too much perfume, will surely turn someone’s attention away!

    Great points GF,


    • says

      Hello Donna, Yeppers this is the reasong we were born with two ears and one mouth, so we can listen twice as much as we talk LOL To bad more people don’t know about this one… LOL Thanks for adding to the conversation here today, I do appreciate YOU!! Chery :))

  13. says

    A very clear message and one I try to follow – particularly the ‘listen and focus’ part.
    I’ll add that Dan Pink cites studies that show that in negotiations, focusing on peoples’ interests and thoughts generally yields better results than focusing only on their emotions and feelings. In other words, working within what people want rather than trying to be their friend or friendly ear.

  14. says

    I’ve used time differences and the cost of overseas phone calls as excuses not to call people although I have talked to some via Skype. What you say makes such sense and I feel more confident about making calls now. Listening and prompting I can do :-) Thanks Chery, you’re a star.

    • says

      Hello Sue, This is such a touchy subject but I tell all my new people if you do not pick up that phone chances are you will fail in this business. I am going to make a series out of communicating with others.I am getting a lot f great feed back from everyone.. Thanks Sue You Are A Star as well my friend.. Chery :))

  15. Kyle Holcomb says

    This is a great post. Many people ask me how to prospect people and what to say while on the phone. Your list would be highly valuable to those who are new to the business or are looking to take their business to the next level. Thank you for sharing!

  16. says

    Hey Chery!

    I really enjoyed this post as every word was raw and honest.

    There is one thing that I would like to add though – and forgive me if I missed this in your article – but one thing I’ve noticed that happens when others ‘prospect’ me and I do try not to do, that is if I say thanks but no thanks to their offer (usually after a little chit chat first before I’m shown the offer) then the person vanishes from my life! Occasionally, very rarely, someone will come back to me after several months to see how I’m doing and what I’m up to.

    I think it should be included in ‘ Relationship Building 101′ that if you ‘friend’ a person with the sole intention of prospecting them then stop. If you are genuine and start a friendship with someone, do not stop talking to them when they say no. No is not forever. It can simply be that the person does not have the money available to invest right now, perhaps the timing isn’t right, perhaps they simply don’t get it yet but believe me, when they hear about the op again down the track (and I have done this) they will return to the first person that showed it to them if they have a reasonable relationship and good memory of that person.

    Sorry, didn’t mean to go on that long but I really got into your article and love your work :)

    • says

      Hello Sonia, There is no reason to apologize what so ever, I love your participation here and such great advice like this is so helpful. People need to hear this kind of talk if they are going to get good at communicating with their prospects. Thank you so much for adding to the conversation here today. I do Appreciate YOU!! Chery :))

  17. says

    This is something I continue to work on. Don't like the phone…even for people I know well. Although I am always working on meeting new people, but I much prefer to communicate via social media. So something I'm always working on and growing in! Thanks Cheryl!

    • says

      Hello Theresa, I to like social media, but there is a time when you do need to pick up that phone and talk with these people.. There is NO WAY you are going to make it in this business if you don’t. I don’t mean to sound harsh but this is the truth. So just pick up the phone and start those conversations, you will get better with every dial you make..

      Thanks for sharing.. Chery :))

  18. says

    This is great advice, Chery! Napoleon Hill warns us against coming from a lack mentality. We need to realize there are plenty of people out there looking for what we have to offer. It doesn’t have to be THIS particular person we are talking with. We can relax and find out how we can help this person. If he joins our team, great! And if he doesn’t, that’s okay too. We move on to the next person. We never have to try to win THIS one! Nor do we need to, if we adopt an abundance mentality that believes there are lots of people looking.

  19. says


    Your suggestions appear to be just common sense but most of us can learn a lot just from this list. Being assertive is the one that stood out for me. Recently I had someone tell me “You need this product.” And she kept insisting, even when I said I was not interested. That’s when she hit below the belt, using something I had shared with her in one of my moments of internet frustration. She took what I had said out of context and used that to convince me that I need the expensive product she is selling to enhance my business. I don’t ever want to defend myself for not wanting something.

    Being assertive is expressing what you know to be the value of your product or service but you have no right to insist that anybody else “needs”your product. None of us truly knows what another person needs – or wants. That has to be up to the person.

    So we ask lots of questions of our prospects and present what we are offering – and then the ball is in their court.

    Dr. Erica

    • says

      Hello Dr Erica, It sounds like we both were talking to the same person. LOL Last Thurs I had a gal call me and tell me that I could not turn her down, that her software was exactly what I needed to move my business forward. REALLY?? No I did not buy her expensive product no did I appreciate being told what I needed..

      This is a good lesson HUH? Thank you so much sharing.. Chery :))

  20. says

    Hi Chery,

    You are writing on one of my FAVORITE subjects, sales!!!!! That’ so awesome and it’s something most people avoid like the plague.

    But they do it at their own peril.

    It’s all about communication, communication, communication. As I was reading I was taking notes and I thought about the same thing you wrote in a few different terms:

    1. Build rapport. Get to know your prospect and pay attention to their voice and tone. You have to really understand personalities and study your prospect. Some want to chat and get to know you and others just want to cut to the chase. You have to really pay attention to each one.

    2. Pay attention to them when you’re on the phone. Don’t be looking around at websites or on your social media pages, or checking your text messages. Believe it or not, people can sense when you’re not paying to attention to them. Also, smile. Even though they can’t see you they can feel your tone and emotions.

    3. Be passionate and confident. That’s hard to do if you don’t know your business, what problems you solve, and you’re paying attention to what they are saying. Don’t jump the gun and assume but listen and consider how you can meet their needs.

    4. I love the honesty part. Don’t over promise and especially don’t promise something you know you can’t do. That doesn’t mean you shouldn’t take a few risks but if you do you better be prepared to figure out really fast how you’re going to do it.

    Great article Chery!!! I really enjoyed your tips and ideas, you got my mind going now!!! LOL…

    ~ Don Purdum

  21. says

    Awesome. You’re so right about “not prospecting.” Just talk to people. It’s also such a great tip to view your business as making other people’s lives better. It’s a really helpful mindset shift.

    • says

      Hello Leanne, I do love this comment, righ on just start talking to people, nothing to be afraid of Right? After all they are just PEOPLE! Thanks for taking time out of your day today for the visit and as always, your wonderful comment..Chery :))

  22. says

    These are excellent methods for communicating effectively with your prospects, Chery.

    The key, as you suggest, is to focus on communicating rather than “selling” or “persuading.”

    After all, prospects are not really prospects at all. They’re just people. If you can really make their lives better, that doesn’t change them into prospects, it qualifies them as people who can benefit by working with you. Talk to them and communicate with them in every way as people who have desires, just like you do. If your desires are the same, then you are two people can help each other as long as the lines of communication remain open and effective.

    • says

      Hello Davis Yes indeed sound advice my friend. Love it! They’re just people.. We do tend to forget this huh? Thanks for adding to the conversation here today, I do appreciate it.. Chery :))

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