Published on May 7, 2013
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 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
3. 3cross - Sellingwhat It Isanticipate customer needsmaximizing the Firm'sexpertise 4. 4cross - Sellingsales Pitch 5. 5why Most Lawyers Don't ...
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