How to Qualify And Get a Prospect's Interest...
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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.
3.8 (56 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
10,940 students enrolled
Created by Julio A Lara
Last updated 9/2014
English [Auto-generated]
Price: Free
  • 1 hour on-demand video
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • 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
View Curriculum
  • An open mind and willingness to take action
  • Willingness to think outside of the box

*************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?

Who is the target audience?
  • Small Business Owners
  • Entrepreneurs
  • Marketers
  • Business Representatives
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Curriculum For This Course
12 Lectures
1 Lecture 03:21
Introduction: what is this course all about?
Why is your sales pitch falling on deaf ears....
2 Lectures 11:54

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.

Why Sales Pitch Fail

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.

What do you do? The question that holds the answer to your next customer
Key Points: Important points about your customers
2 Lectures 13:32

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.

3 Key points that you shouldn't take for granted

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.

Find Your Spot: Where do you fit, in your customers wants or needs?
What Next: Steps to get you closer to your customer
5 Lectures 23:29

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

Solution: How to create a solution for your customer

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.

Articulate a solution and put it in writing

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.

Steps to Formulate- review the steps and formulate your solution

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.

****Bonus**** Your Ideal Customer
1 Lecture 05:17

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.

Who is Your Customer?
Conclusion: putting it all together
1 Lecture 05:45

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

Full Circle: what should you have gotten from the course
About the Instructor
Julio A Lara
3.9 Average rating
81 Reviews
20,175 Students
5 Courses
Plan, Implement, Evaluate

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. Hoping that my experience will be able to assist you and help you reach your goals.