Special Report on
Cross-Selling Success - Trends
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Cross-selling requires a good understanding of your clients’ needs. It also requires a solid knowledge of the services and solutions your colleagues have to offer—not to mention absolute confidence in your colleagues’ ability to deliver both. The easiest and most cost-effective way to grow your firm’s business is to sell additional services to existing clients—provided, that is, those clients are pleased with the services you’re already providing to them. Satisfied clients are predisposed to view the firm’s other lawyers favorably, and more likely to be receptive to all the other things ...
one idea was the adoption of PFM or Personal Financial Management services. This new type of service was made popular by Quicken and the controversial Mint.com who’s president made a few comments at last year’s SXSW festival that made a few heads turn. With the growing number of users, banks saw an opportunity to adopt the technology and some of the nations largest banks have come out with their own toys (Wells Fargo, PNC, Bank of America). There are two main reasons banks are deciding to provide this service. First, ... Read More
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