Prospecting & Lead Nurture

Growing an accounting or bookkeeping practice the right way takes intention and a strategic process. If you aren’t sure where to find your next new client or are tired of taking on anyone you meet, this course is for you. Before you can look for new prospects, it is important to start from the beginning and determine who is your ideal client. Once you have a better understand who you are looking for, you can take a strategic approach to finding and acquiring the right types of clients. This approach allows you to grow a profitable and enjoyable practice. This course covers prospecting from start to finish including where to find prospective clients, how to approach those prospective clients, goal setting and nurture these leads into paying clients.

Participants will learn how to:
• Define your ideal client and identify where to find these prospective clients.
• Differentiate between cold and warm prospects.
• Apply a goal setting formula to determine how many prospects you will need.
• Define your differentiation and create a positioning statement.
• Develop outreach strategies for both cold and warm prospects.
• Design lead nurture strategies to build your pipeline.

To register, visit or contact for firm specific options.
In order to receive CPE credit, participants must log into the training session and answer all applicable questions during the presentation.

Participants will receive 5.5 CPE Credits
Field of Study: Communications & Marketing

Additional Information:
Prerequisites: Attendees should have a basic understanding of business development principles and want to build a referral network.
Who Should Attend: Anyone interested in business development and revenue growth including those currently in firm leadership or those striving towards a leadership role. Attendees should be in a manager role or higher.
Advance Preparation: None
Program Level: Intermediate
Delivery Method: QAS Self Study

Refunds & Cancellations: Cancellations or modifications to registrations must be made within one week of purchasing the training course. Full refunds are available during this time if the customer has not logged into the training platform ( Please email to request a refund. For more information regarding administrative policies such as complaint and refund, please contact our offices at 859-594-7844.

The Sales Seed 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
  • welcome to boot camp: Prospecting & Lead Nurture
  • Video - Introduction & Objectives
  • Video - Course Instructions
  • Building a Prospect List
  • Video - Building a Prospect List
  • Video - Ideal Client
  • Activity - Define Your Ideal Client
  • Video - Types of Prospects
  • Video - Calculating Goals
  • Activity - Set Goals for Prospecting
  • Video - Warm Prospects
  • Activity - Identify Warm Prospects
  • Video - Cold Prospects
  • Activity - Identify Cold Leads from LinkedIn
  • Video - Cold Prospects Continued
  • Activity - Identify Cold Leads From Other Sources
  • Video - Circle of Influence
  • Activity - Identify Individuals For Your Circle of Influence
  • Review Questions - Building a Prospect List
  • Landing a Prospect Meeting
  • Video - Landing a Prospect Meeting
  • Video - Differentiation
  • Activity - Define Your Differentiation
  • Video - Positioning
  • Activity - Write Your Positioning Statement
  • Video - Ways to Land Meetings
  • Activity - Draft a Prospect Email
  • Video - Warm Prospect Outreach
  • Activity - Warm Prospect Outreach
  • Video - Cold Prospect Outreach
  • Activity - Cold Prospect Outreach
  • Review Questions - Landing a Prospect Meeting
  • lead nurture strategies
  • Video - Lead Nurture Strategies
  • Video - Front of Mind
  • Activity - Plan Your Front of Mind Strategy
  • Video - Know Like Trust
  • Activity - Achieve Know Like Trust
  • Video - Establishing Credibility
  • Activity - Establish Your Credibility
  • Video - Communication Best Practices
  • Activity - Goal Setting
  • Review Questions - Lead Nurture Strategies
  • Course Conclusion & CPE
  • Video - Exam Instructions
  • Final Exam
  • Complete Survey To Receive CPE Certificate
Completion rules
  • All units must be completed
  • Leads to a certificate with a duration: Forever