In this course, you will learn strategies on how to differentiate your nurture process for cold vs. warm leads as well as how to stay front of mind to bring in more clients.
Lead nurture strategies are incredibly important in the sales process. If your goal is to build a business full of your ideal client, then you are going to have to work to take these individuals from someone who doesn’t know you to someone who is dying to do business with you and this isn’t something that doesn’t happen overnight.
The unrealistic expectation that a cold prospect will immediately want to do business with you and not having any idea on how to move them from cold prospect to the client is the number one reason accountants give up on business development. Here, we will look at the differences between warm and cold prospects and what the communication strategy looks like for each type.
Another important factor in moving someone towards becoming a client is building trust in you and your practice and establishing credibility as an industry expert. This course explores the journey through Know-Like-Trust along with strategies to establish credibility with your prospects.
CPA and Sales Evangelist
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.
