Instructor for this course
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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: May 25, 2022

2 Reviews (5 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....

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 .
Course Syllabus
INTRODUCTION AND OVERVIEW
  9:19Introduction & Objectives of Building a Prospect List
  8:37Ideal Client
  8:56Types of Prospects
  11:54Calculating Goals
  4:50Warm Prospects
  5:08Cold Prospects
  11:37Cold Prospects Continued
  5:20Circle of Influence
CONTINUOUS PLAY
  1:05:41Building a Prospect List
SUPPORTING MATERIAL
  PDFSlides: Building a Prospect List
  PDFBuilding a Prospect List Glossary/ Index
  PDFWorkbook: Building a Prospect List
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM