Soft Skills




10 Steps to Successful Communication
With Your Prospects


Business Communication

10 Tips



A successful company is not only one that creates a quality and client-oriented product. It is also a company that employs an effective marketing strategy aimed at turning leads into customers. Nowadays, communication is one of the most important factors in any sphere. So, whether you are a manager, an employee, or just a student, learning how to communicate with people would be a perfect skill.

Communication with prospects is quite simple to build, but at the same time, it may turn out a bit tricky. It is necessary to find a middle ground in establishing bonds. Whether your potential customer needs help with college homework or some other kind of service, make sure to find the correct approach for them.

This article aims at providing you with some useful steps on how to ensure successful communication with your prospects.





1. Try to Be Close

But not too much, of course. This tip offers you to approach a client as if you are in the same boat already. Instead of saying “me” and “you,” say “we” with reference to your company and a prospect. This way, you will let them feel welcomed. This “we” makes you and the client not antagonists - the seller and the buyer fighting an unequal fight (one needs to sell more expensive, the other – buy cheaper), but rather allies.




2. Adjust to the Conversation

Try to adjust to the rhythm of the potential client. Take a closer look at how they communicate. If they use slang, you can also throw in a couple of words; if it is purely official, you should not deviate from the chosen tone.

The pace of speech is also important, as well as the manner of communication (emphasized, polite, or free). This very technique influences the subconscious: a person feels a commonality with you and establishes contact much easier.

3. Pronounce a Name

It is very important to call a person by name from time to time. Many people like it, so it always creates a positive impression. This way, you will show the prospect your attentiveness and respect.

4. Pose Quality Questions

Any psychology of interaction is based on the art of asking questions. They can be different and have different goals. For example:

▪ open (will help to find out what drives the interlocutor);

▪ alternative (will allow you to clarify the nuances);

▪ closed (aimed at offering a product).

The task is to find out the needs of the prospects, show the importance of their views, and set the correct model of the conversation.

5. Focus on Important Things

Once you know the prospects’ needs, focus on the details that matter to them. Do not load a person with unnecessary and excess information. Your task is to turn a prospect into a client, help in making a decision, and get through objections.





6. Be Prepared

A common mistake is to come to a meeting, get to know each other, and just talk. You know where you are going, what is expected of you, and, of course, you know your services and costs. Therefore, during a meeting, you should give the client more or less specific answers on all aspects.




7. Be an Active Listener

Unfortunately, many managers and salespeople believe they have to talk non-stop, bombarding a customer with a flood of information. Even though they may talk about the case (prices, characteristics, brand names), the prospect does not want to continue communication in the end. But why do such things happen? The answer is a lack of active listening.

Here are some methods of active listening you should consider:

Agreement. Communication with potential clients should demonstrate that you approve of the views of the interlocutor.

Questions-clarifications. After listening carefully, you can ask some questions to show you are engaged in the topic.

Summing up. As well as clarifying questions, this technique will demonstrate that you have correctly perceived the client's words. To look at this through a simple example, imagine a situation in a restaurant. After you have ordered the food, the waiter summarizes the entire list of dishes.

Paraphrasing. Having carefully listened to the interlocutor, you can repeat the words they said in your way. Of course, you should not state everything in a row but rather highlight the essence. It will prove that you perfectly understand what a person needs.

8. Be an Expert

Not the expert who uses a lot of professional terms and blinds the interlocutor with science. But the one who thoughtfully and knowledgeably talks about the product, manufacturer, its pros and cons, characteristics, and properties.

9. Use the Socrates’s Method

As the legend says, the ancient philosopher communicated with people in a very original way. To achieve what he wanted, he asked the interlocutor several questions that could only be answered in the affirmative. Then, when asked the basic things, a person struggled to refuse. Indeed, how do you say “no” if you have said “yes” three times before? So, try to ask non-committal questions first and then ask the one that is the final goal of your conversation.





10. Adhere to Business Ethics

Business ethics is a great way to effectively interact with colleagues and prospects. Politeness as the basis of business etiquette is one of the main features of communication with a client. It must be present in manners, voice, actions, and dealing with people. If prospects experience a respectful attitude, they note this company as a decent organization with well-mannered staff.




So, your behavior directly influences whether the prospect will become a client in the long run.

Final Thoughts

Remember: communication with a client is not a seller's monologue but a dialogue. Allow the prospect to insert a word, and you will get a lot of helpful information. Using some additional background information, you can catch on and get your message across. Still, make sure you listen actively, engage with your prospect, and make them feel heard.