Building a Prospect List

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. 

Prospects are one of the greatest keys to increasing revenue but unfortunately, many accounting firms are struggling to grow their prospect lists. Oftentimes, this struggle comes from not knowing how to grow a prospect base in a way that generates results.

This CPE course covers prospecting from start to finish.

While it’s tempting to think that everyone needs your service, in reality, working off this assumption will inevitably lead you down what one call’s the “make no money” path. 

In your attempt to serve everyone, you will end up doing serious damage to the people who need you most. The services you create won’t hit their mark with your clients, and you’ll continually find you’re attracting the wrong people. 

In other words, in your efforts to serve everyone, you’ll end up serving no one!

Before you can look for new prospects, it is important to start from the beginning and determine who your ideal client is. 

Once this has been determined, the speaker of this CPE webinar Ty Hendrickson will discuss how you should review where to find these ideal clients and the importance of building a prospect list by covering the following major topics:

• How to determine your ideal client?
• What clients should you avoid?
• Understanding your ideal client.
• How to build a prospect list?
• Understanding the breakdown of the prospect list.
• Understanding your circle of influence.