Published: December, 2021
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.
MY-CPE LLC, 1600 Highway 6 south, suite 250, sugar land, TX, 77478
MY-CPE LLC (Sponsor Id#: 143597) is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.NASBARegistry.org.
Consultant, Inovautus Consulting
Ty is a CPA with almost 20 years of experience in both public accounting and sales. Ty worked as an accountant at firms ranging from small to large prior to moving into the accounting technology sector successfully building sales training programs for both Wolters Kluwer and Bloomberg BNA. Working in different areas of the accounting industry, Ty recognized that sales and business development skills are a necessary part of the job of a CPA, but also the most underserved in terms of skill development and training. Ty’s passion is to provide the tools necessary for accountants to not only be successful but also enjoy business development. Ty has a Bachelor’s degree in Accountancy from Transylvania University in Lexington, KY.
Growing a professional services firm today is about more than just great marketing and effective business development. It includes the right people, too. Inovautus Consulting was founded on the belief that effective marketing strategy and execution combined with acquiring and retaining key talent is the foundation of growing a professional services firm. We work with accounting firms, law firms, financial planning firms, and other service-based businesses that operate in a multi-owner environment. I invite you to learn more about what we do and welcome you to check out our blog and resources section for tools that can help you grow.