Cross-Serving for Lawyers and Law Firms

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Information about Cross-Serving for Lawyers and Law Firms
Education

Published on May 7, 2013

Author: cordar

Source: slideshare.net

Description

Presentation for lawyers on building and expanding relationships with clients and cross-serving

Cross-ServingCordell M. Parvinhttp://www.cordellparvin.com

2Cross - SellingWhat It’s NotSellingInternal referrals

3Cross - SellingWhat It IsAnticipate client needsMaximizing the Firm’sexpertise

4Cross - SellingSales Pitch

5Why Most Lawyers Don’t Get ItLoss of credibility to the clientNo marketing expertiseLack of knowledge / trustLack of incentive

6Why You Should Do ItCheapEasyMakes you a better lawyerIncreases client retention

7How Do You Do It

8Know Your ClientWebsite/Online ResearchResearch the Client

9Know Your ClientAnnual ReportResearch the Client

10Know Your ClientIndustry PublicationsResearch the Client

11Know Your ClientCompetitorsResearch the Client

12Know Your ClientListen CarefullyResearch the Client

13Build ConfidenceClient Tour of Office

14Build ConfidenceGo to Their Office

15Build ConfidenceSeminars Present Skill of Other

16Build ConfidenceClient Surveys

17Ask - Don’t TellKey = ask about their business problems,opportunities, and internal and externalchanges - listen, listen, listen for youropportunity to help

18How to Begin? AskAre you satisfied withservice we are providing?

19How to Begin? AskWhat could we do better?

20How to Begin? AskWhat is going on in your businessthat we should know about?

21Cross EducateGet Out of Your Practice Group

23Cross EducateKnow Your ExpertiseCapabilities

24Cross EducateRead Newsletters from Other PGs

25Cross EducateTargetMarketIdentify

25Cross EducateClientsIdentify

25Cross EducateFirmClientsIdentify

25Cross EducatePotentialClientsIdentify

25Cross EducateKind ofWorkIdentify

25Cross Educate“Go To”areaspersonalinterestIdentify

26What Clients Care AboutAchieving Their Goals

27Credit SharingDo It!!!

28It Takes TimeHave Patience

29OverviewResearch the client and its market

29OverviewListen to the client’s needs, askeducated questionsResearch the client and its market

29OverviewListen to the client’s needs, askeducated questionsResearch the client and its marketUnderstand the practice ofother attorneys in your firm

29OverviewListen to the client’s needs, askeducated questionsResearch the client and its marketUnderstand the practice ofother attorneys in your firmLook for opportunities to offerthe services of other attorneys

30Keys to SuccessGo to the Client – Create theOpportunity

31Keys to SuccessKnow and Trust Your Partners

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