Tuesday, April 12, 2011

Solving your client's problems. The right way.

Dan Hull's "Cross-Selling: You Folks Really Partners? Or Just Sharing Space?" at What About Paris? Cross-selling isn't up-selling, convincing the client to buy additional services merely because you offer them. It's knowing your client, her legal needs, her business objectives, her pressure points. It's knowing your partners, their strengths, their experience, their weaknesses. It's putting the pieces together to determine if indeed the solution to your client's problem sits in the office down the hall. When done right, cross-selling is introducing one friend with a problem to another with a solution. Isn't that what you do, solve your client's problems?

Some lawyers believe cross-selling is a myth. Not Hull. And he's right: cross-selling isn't a tall tale, it's your job, your duty to your clients and to your partners.

No comments:

Post a Comment