Business Development is crucial to the health of CPA firms and an important factor in the track to partnership for individuals. The first step in the process to gaining new business is understanding prospecting.

This course covers prospecting from start to finish. Before you can look for new prospects, it is important to start from the beginning and determine who is your ideal client. Once this has been determined, we review where to find these ideal clients and the importance of building a prospect list.

Course Key Concepts: Prospecting, Business Development, Sales, New Clients, New Business.

Learning Objectives
  • Discover and define basic terms of sales and business development.
  • Discover and define traits of your ideal client.
  • Explore and differentiate between upselling and new business.
  • Recognize and determine how many prospects you need based on your goal.
  • Identify 5 places to find prospects.
Last updated/reviewed: August 10, 2023
Course Search
4 Reviews (9 ratings)

Reviews

4
Anonymous Author
Overall this was a good course. Not much more needed than that... so thank you
4
Anonymous Author
yes, again top hat and monocle... keys to the city for this one....
5
Anonymous Author
Great course, prospecting is crucial to my business. Thank you!
3
Member's Profile
Nice content. Not really anything new or insightful.
Prerequisites
Course Complexity: Foundational

No advanced preparation or prerequisites are required for this course.

Education Provider Information
Company: Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact: For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Instructor for this course
  Course Overview CPE
Course Syllabus
INTRODUCTION AND OVERVIEW
  Introduction & Objectives of Building a Prospect List9:19
  Ideal Client8:37
  Types of Prospects8:56
  Calculating Goals11:54
  Warm Prospects4:50
  Cold Prospects5:08
  Cold Prospects Continued11:37
  Circle of Influence5:20
CONTINUOUS PLAY
  Building a Prospect List1:05:41
SUPPORTING MATERIAL
  Slides: Building a Prospect ListPDF
  Building a Prospect List Glossary/ IndexPDF
  Workbook: Building a Prospect ListPDF
REVIEW AND TEST
  REVIEW QUESTIONSquiz
 FINAL EXAMexam