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Selling Skills for Professionals: Prospecting

  • Accountant
  • CPA (CA)
  • CFE
  • CGFM
  • CISA
  • CPA (US)
  • CA - ICAEW
  • HRCI
  • SHRM
  • ACCA
  • CA - Ireland
  • CA - Scotland
  • CPA - Ireland
  • CFIRS
  • CWS

Published: April, 2022

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

  • Course Description
  • Course Qualification
  • Presenter
  • FAQ

Course Description

Overview

  • Agenda for selling skills for professionals
    4 mins
  • People buy emotionally, not rationally
    12 mins
  • Branding yourself
    18 mins
  • Defining the criteria for your prospects
    29 mins
  • Preparing materials for prospecting
    43 mins
  • Making the approach
    63 mins
  • Moving prospects to the next stage
    79 mins

Course Description

Selling Skills for Professionals covers high involvement purchases where the commitment is a significant one for the purchaser. This covers relatively expensive business investments, but also purchase agreements that the purchaser feels will have a significant impact on their business – for example engaging an accountant or a lawyer, or a management consultant, and so on.

With a high involvement purchase, the client typically will consider a range of alternatives; will review a variety of information sources; and will evaluate product and service attributes in detail. This means that there is a relatively high barrier to surmount to get the potential client’s attention. A solid approach to prospecting and a well-structured sales process can increase that conversion rate and enhance your success in securing clients who will remain with you for the long term. 

The speaker Ross Maynard in this CPE/CPD marketing webinar will cover prospecting, that is identifying potential future clients and making the initial approach. 

Learning Objectives

  • To describe the scope and purpose of sales prospecting for professional services.
  • To analyze the five rules of selling professional services.
  • To develop a branding statement for themselves and their organization.
  • To define the criteria for the clients they wish to target.
  • To appreciate the importance of client pain points and how to identify them.
  • To prepare materials for prospecting.
  • To create a cold calling script for prospecting.
  • To write a cold email or LinkedIn message to prospects including a strong subject line.
  • To discuss the sorts of questions they can use to stimulate client engagement in a discussion.
  • To move prospects onto the next stage of the selling process.

Recommended For

  • This online webinar is recommended for all the CPAs, CMAs, and other professionals in the industry as well as in practice who need to identify and develop new clients.
  • This CPD course is recommended for Canadian CPAs who want to identify and maintain potential future clients.

Who Should Attend?

  • Accountant
  • Accounting Firm
  • Bookkeepers & Accountants & Tax Preparers
  • CPA (Industry)
  • CPA - Mid Size Firm
  • CPA - Small Firm
  • Staff of Accounting Firm
  • Young CPA

Course Qualification

Webinar Qualifies For

  • 2 General Credit of Communications & Marketing for Accountant/Bookkeeper/Tax Professionals
  • 2 CPD Credit of Communication for Chartered Professional Accountant (CPA Canada)
  • 2 CPE Credit of Communications & Marketing for Certified Public Accountants (CPA-US)
  • 2 CPD Credit for CA - ICAEW
  • 2 CPD Credit for Chartered Certified Accountants (ACCA)
  • 2 CPD Credit for Chartered Accountants - Ireland (CAI)
  • 2 CPD Credit for Chartered Accountants - Scotland
  • 2 CPD Credit for CPA - Ireland
  • 2 CPE Credit of Communications & Marketing for Certified Fraud Examiner (CFE)
  • 2 CPE Credit for Certified Government Financial Manager (CGFM)
  • 2 CE Credit for Certified Wealth Strategist (CWS)
  • 2 CE Credit for Certified Fiduciary & Investment Risk Specialist (CFIRS)
  • 2 CPE Credit for Certified Information Systems Auditor (CISA)
  • 2 PDC Credit of Business Acumen for SHRM Professionals (Approval No. 22-7XRWT)
  • 2 RCH Credit of Business for Human Resource Certification Institute (HRCI) (Approval No. 598208)

Additional details

  • Course Level :
    Basic
  • Credits :
    2
  • Instructional Method :
    QAS Self Study
  • Pre-requisites :
    None
  • Advance Preparation :
    None

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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.

Presenter

About Presenter

Ross Maynard

Managing Director, Ideas2Action Process Excellence Ltd

My philosophy is to inspire, challenge and support change. I have nearly 30 years’ experience as a business author and consultant.

As a consultant, I specialise in process improvement based on the Lean philosophy. I facilitate improvement teams and provide expertise in performance measurement and management; problem solving; and process improvement. 

As well as delivering webinars for MyCPE, I develop courses and webinars for the ACCA (Association of Chartered Certified Accountants) in the UK and other specialist business and finance providers.

I live in Scotland, near Glasgow, with my wife, daughter and Cocker Spaniel.

About Company

Ideas2Action Process Excellence Ltd

www.ideas2action.co.uk/

Ideas into Action was founded in 1997 by Ross Maynard. Ross is a Fellow of the Chartered Institute of Management Accountants with over 20 years experience in organisational development with organisations of all sizes. The business is incorporated as Ideas2Action Process Excellence Ltd, registration number SC523801. We specialise in process analysis and improvement and lean finance, offering training, consultancy and facilitation of process improvement teams.

Ross is author of “Successful Business Growth” published by Hodder and Stoughton, in 1998; as well as many published articles on business improvement and lean management. Ross is an NLP Master Practitioner.

Faq

FAQs content

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  • As an accredited provider of Continuing Professional Education in the United States, myCPE online learning platform, courses, and webinars meet the requirements set forth by the Institute of Management Accountants (IMA), an IFAC Member Organization, as well as the National State Boards of Accountancy (NASBA) and the Institute of Internal Auditors (IIA), both IFAC Affiliates. As well as it has been approved by NASBA, Internal Revenue Service (IRS), Certified Financial Planner Board (CFP Board), California Tax Education Council (CTEC), Society of Human Resource Professional (SHRM), Human Resource Certification Institute (HRCI) and many more.Therefore, we believe learners can count their professionally relevant, verifiable learning activities on myCPE, including taking on demand courses and attending live webinars, toward fulfillment of their verifiable continuing education requirement as CPD-IES7 requirements. However, if there is any question, we recommend that the individual learner confirm with his/her professional licensing organization before taking myCPE courses for CPD-IES7 credit.
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