How to Qualify And Get a Prospect's Interest...

How to explain WHAT YOU DO in such a way that your prospects are compelled to want to do business with you.
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9,707 students enrolled
Instructed by Julio A Lara Business / Strategy
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  • Lectures 12
  • Length 1 hour
  • Skill Level All Levels
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
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About This Course

Published 9/2014 English

Course Description

*************7900 Plus Students... Join this Growing Community********************


Qualify and get a prospect's interest within a minute, is a course designed to help small business owners, entrepreneurs and marketers in developing a statement that would differentiate you from the competition.

As small business owners it is becoming more and more difficult to stand out out of the crowd. But differentiation is key for us to

grab the market share necessary to survive. This course concentrates on formulating an answer to the common but very important question WHAT DO YOU DO?

The question what do you do? is one of the most common question that you will face in network circles and in day to day interaction. Formulating an answer to that question that would attract and qualify your prospects, will set you apart from the rest of the businesses.

The course is composed of a series of videos that will guide you through why you need to have a good captivating answer the that question as well as help you formulate it. There are action steps that will help you understand your customer as well as your business further.

By the end of the course you should have a good grasp of your ability to solve your customers problems and be able to articulate it to them in a quick, concise answer to the question What Do You Do?

What are the requirements?

  • An open mind and willingness to take action
  • Willingness to think outside of the box

What am I going to get from this course?

  • By the end of the course you should have created a differentiation statement to the question What Do You Do?
  • You will also be able to get a grasp on who your ideal customer should be
  • In this course you will learn how to qualify customers
  • You will learn to determine, visualize and design your ideal customer

Who is the target audience?

  • Small Business Owners
  • Entrepreneurs
  • Marketers
  • Business Representatives

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.


Section 1: Introduction
Introduction: what is this course all about?
Section 2: Why is your sales pitch falling on deaf ears....

This lecture goes into looking at why typical sales pitch fail. It looks at an alternative approach to the typical sales pitch. How do you get your customers interested in your product or service, without pushing it into them.


This lecture goes into the question, What do you do? it discusses how that could be one of the most powerful question that you can answer as a small business owner. The answer provided to that question can attract and qualify prospects for you.

Section 3: Key Points: Important points about your customers

This lecture reminds you that as a business, you are not in the business of making or providing widgets (service or products), but you are in the business of serving your customers. Most importantly people, you are in the people business and should always keep that in mind.


This lecture looks at your customers problems (needs/wants) and how your product or service fits in. How does your product or service solves that problem or fills in the gap.

Section 4: What Next: Steps to get you closer to your customer

This lecture covers how to think like your customer and develop a solution to their biggest problem based on your product or service.


After you have developed the solution to your customers biggest problem, this lecture will guide you on the next step, which is articulating or putting it in writing. The lecture shows you how important it is to answer the question what do you do, but with the customer's problem and solution in mind.


This lecture will give you a recap on the steps to create the answer to the what do you do question. The lecture will show you how I answer the question based on my personal business.

Take Action: how to take action as soon as possible

This lecture is a summary or wrap up of the lectures prior. It will give you the steps to formulate again as well as urge you to take action.

Section 5: ****Bonus**** Your Ideal Customer

This extra lecture, will guide you through developing your ideal customer. The lecture goes into sample questions that you should consider when developing your ideal customer. It reminds you that your ideal customer might not be who you currently consider your best customer. The lecture goes into detail about the importance of having an ideal customer in mind.

Section 6: Conclusion: putting it all together

As the title suggest, this is another wrap up lecture. It will recap the first lessons/lectures as well as the bonus lecture.

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Instructor Biography

Julio A Lara, Plan, Implement, Evaluate

I graduated with a MBA from the University of Rhode Island. I have over 14 years of experience working in a variety of industries such as Retail, Technology, Insurance and Transportation. I was personally trained by Topline Business Solutions CEO, Martin Howey. Topline systems have been producing results in a range of companies from mom and pops to Fortune 500 companies. As a member of Topline I am a member of a group of over 1300 consultants in over 30 countries and over 46 years of business advising experience.

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