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 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: December 19, 2021

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
  6:22Introduction and Objectives Landing a Prospect Meeting
  13:44Differentiation
  5:32Positioning
  10:41Ways to Land Meetings
  6:38Warm Prospect Outreach
  12:30Cold Prospect Outreach
  4:40Final Exercise
CONTINUOUS PLAY
  1:00:01Landing a Prospect Meeting
SUPPORTING MATERIAL
  PDFSlides: Landing a Prospect Meeting
  PDFLanding a Prospect Meeting Glossary/ Index
  PDFWorkbook: Landing a Prospect Meeting
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM