Monday, August 29, 2016

Is the Lack of Cross-Selling at Your Firm Your Fault?

Ever wonder why there's not more cross-selling at your law firm? The answer might be staring at you in the mirror, writes Tom Kane in Is the Lack of Cross-Selling Your Fault?
"Are you to blame for the failure of your partners to cross-sell you to their client contacts? Not necessarily, but you could be part of the problem. Clients select lawyers they know, like and trust. Referral sources, including your partners, send you clients for the same reason. Since they know, like and trust you, they transfer those qualities by recommending you."

The good news is that even if you are a part of the problem, Kane points you at the solution. Read the post. Then get working on solving it. You - and your partners - will be glad you did.

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