|
COMMUNICATE > Cross-selling
Depth of client is very important for your bottom line.
Cross-selling really means selling more than one of your services to the same client, or to another division of the same client. To do that well, the client needs to know others in your firm and trust them enough to work with them. You need to know other areas they need help with, what services your colleagues offer, if their approach to service quality is similar to yours and if they will treat your client as if it were their own. Firms that acknowledge such sharing in their compensation packages typically have higher multiple services per client.
|
|
How does this apply to single service firms?
Boutique firms of any size should create a set of referral relationships with firms that offer services their clients may need. The idea is to know them well enough to be comfortable with them working for your client and to trust them enough that you know the client will remain yours for the services you provide. Others in the referral circle use your firm in a similar fashion.
|
