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Landing a Prospect Meeting

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Before starting this self study program, please go through the instructional document.


  • Land your first meeting
    2 mins
  • Right customer fit
    7 mins
  • Competitive advantages
    21 mins
  • Email strategies
    28 mins
  • In-person vs. online groups
    53 mins

Course Description

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. 

When you’ve worked hard for the opportunity to get in front of a business prospect, you want to be sure you are making the most of it and presenting your firm’s capabilities to their best advantage. 

With so much competition out there among other CPA firms, how do you stand out and win that potential client over?

Prospecting and setting sales appointments are arguably the most important step in building an effective sales process. But it’s also tricky to do. To secure appointments, you have to be strategic, bold, and relentless. To put it bluntly, you have to earn it.

You should need to know when to ask for an appointment (and when not to), how to leverage technology for appointment scheduling, and how to prevent momentum-killing no-shows. But the proper discovery, confidence, and setting a conversational tone are also crucial to securing the appointment.

The fact that they agreed to meet with you in the first place is a great sign. But much of your selling success hinges on your ability to lead an effective first conversation and get them to agree to a second conversation with you.

This CPE 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 being 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.

Learning Objectives

  • To list the 6 areas of service differentiation.
  • To analyze how to write your positioning statement using differentiation.
  • To list 5 ways to land meetings with your prospects.
  • To define warm prospects and specific outreach strategies.
  • To define cold prospects and specific outreach strategies.

Who Should Attend?

  • Accountant
  • Accounting Firm
  • Accounting Managers
  • Certified Management Accountant
  • Certified Public Accountant
  • Cloud Accountants
  • CPA (Industry)
  • CPA - Mid Size Firm
  • CPA - Small Firm
  • CPA in Business
  • Entrepreneurial CPA
  • Senior Accountant
  • Staff of Accounting Firm
  • Young CPA