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Leveraging LinkedIn for Prospecting

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


  • Why aren't you using LinkedIn?
    3 mins
  • Who is your ideal client?
    6 mins
  • Emotional connection
    14 mins
  • Grow your networks
    22 mins
  • Move the conversation offline
    28 mins

Course Description

You may not have realized it when you started in accounting but you can’t focus on only accounting if you want to grow your firm.  You have to put on your “sales” hat to grow your business. 

But how do you start? 

Even more, how can you add social selling as a new way of reaching clients? 

This CPE course looks at one of the most powerful tools available to you and it’s free!

If you are on LinkedIn and you haven’t used it to gain clients, you will learn new ways to change the way you are using LinkedIn and how to prospect with this powerful tool.

LinkedIn is a gold mine of prospect information for sales and outreach. But the platform is so vast, it can be hard to know where to begin. It can also be daunting if you prefer a low-key approach and don’t want to be seen as aggressive or “salesy.”

If you’re hesitant to jump in, remember – LinkedIn is a professional network, and people are there to make connections and create relationships. 

Part of creating professional relationships is inbound sales, so users definitely expect – or even want – to be approached. In fact, “50% of B2B buyers use LinkedIn as a source for making purchase decisions.”

Even so, there are dos and don’ts when it comes to prospecting on LinkedIn.

Even though people are anticipating LinkedIn prospecting, you can still annoy them if you don’t do it right – and annoyed prospects are not viable prospects.

Learning Objectives

  • To define 4 characteristics of your ideal client to search on LinkedIn.
  • To discuss how to craft an enticing headline to attract your ideal client.
  • To apply 3 advanced search filters for greater results.
  • To compose a connection strategy for ideal clients.
  • To establish credibility using groups.

Who Should Attend?

  • Accountant
  • Accounting Firm
  • Accounting Managers
  • Accounts Payable Manager
  • Certified Public Accountant
  • CPA (Industry)
  • CPA - Mid Size Firm
  • CPA - Small Firm
  • CPA in Business
  • Entrepreneurial CPA
  • Senior Accountant
  • Staff of Accounting Firm
  • Young CPA