Creating a Cross-Selling Culture

Two businessmen talking at officeIf you can help, why wouldn’t you?

By Ed Mendlowitz
Call Me Before You Do Anything: The Art of Accounting

Part of my success in getting new business was getting additional work from existing clients.

MORE: When Time-Based Pricing Works | The Clients that Got Away | Upselling Made Painless | Boosting a Fixed Fee Substantially | Creative Ways to Retain Staff | What CPAs Can Learn from Lawyers and Doctors | Advising Cheapskates | Getting Bonuses from Clients | Be an Accountant, Not a Salesperson for Other Things | When Clients Don’t Know
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I was always good at this, and I think it was because of my attitude of helping the client beyond what the routine services were. Early on I felt queasy about mentioning that there would be an additional fee for the extra services, but after a few times, I got over that.