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.