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 of gaining new business is understanding prospecting.

This course covers the steps necessary to land a meeting with prospective clients. From understanding your areas of differentiation so that you know why someone would choose to do business with you to be able to articulate your value in an elevator pitch, you will learn the ins and outs of landing a meeting and moving one step further through your sales process.

Course Key Concepts: Prospecting, Business Development, Sales.

Learning Objectives
  • Identify and list the 6 areas of service differentiation.
  • Explore and write your positioning statement using differentiation.
  • Identify and list 5 ways to land meetings with your prospects.
  • Discover and define warm prospects and specific outreach strategies.
  • Discover and define cold prospects and specific outreach strategies.
Last updated/reviewed: August 24, 2023
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    1 Review (6 ratings)

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    Member's Profile
    A lot of hands on activities to help you zero in on your differentiation and clarify who your target client is so that you can get meetings with the right people.
    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 and Objectives Landing a Prospect Meeting6:22
      Differentiation13:44
      Positioning5:32
      Ways to Land Meetings10:41
      Warm Prospect Outreach6:38
      Cold Prospect Outreach12:30
      Final Exercise4:40
    CONTINUOUS PLAY
      Landing a Prospect Meeting1:00:01
    SUPPORTING MATERIAL
      Slides: Landing a Prospect MeetingPDF
      Landing a Prospect Meeting Glossary/ IndexPDF
      Workbook: Landing a Prospect MeetingPDF
    REVIEW AND TEST
      REVIEW QUESTIONSquiz
     FINAL EXAMexam