Does your firm have several different specialties, but you’re afraid that cross-selling may irritate your clients?
To the contrary, clients may actually see a cross-sell as a demonstration of interest in and understanding of their needs. But there’s a fine line between irritation and showing that you care.
If you want to appear compassionate rather than conniving, remember these fundamentals of cross-selling include:
• Knowing your clients – what they do and what services your firm is already providing them.
• Knowing your services, which includes training and educating staff on all that the firm offers.
• Asking questions and listening for clues.
• Assessing clients’ needs and proposing only appropriate services to meet them.
• Treating the sale as a suggestion. That makes it easier for the client to volunteer information and to accept an offer.
One more: Keep clients apprised of how changes in tax laws, accounting rules and government regulations may affect them.
Source: Elaine De Luca Byrnes, Luce Creative. Inc., Hauppauge, N.Y.