Cross-Selling Only Sounds Easy

There’s nothing particular easy about cross-selling, writes Jim Hassett in Cross-selling Strategies: Cultivating New Business from Current Clients. It takes work, a client’s perspective, and above all a new attitude:

“Cross-selling should not be approached as a way to generate more business for your firm; it should be a way of helping your clients to run their businesses.”

Read the post, then spend some time with your colleagues understanding what they do and how they can help your clients. That will help you. And your clients.

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.

Are You Cross-Selling? Or Just Sharing Space?

It's not all that surprising that more lawyers don't cross-sell (just ask Dan Hull). But it's good for you. And not coincidentally, it's good for your clients too, when you do it right.

But knowing that doesn't fix the problem. You need to make time to get to know your colleagues, writes Tim Corcoran in Law Firm Cross Selling Basics:

Work from another office periodically. Pick two or three colleagues you don’t know, even if your clients have never had a need in this area, and take them to lunch this year. When traveling to a client site, if there’s a satellite office nearby, drop in and walk the halls. Your colleagues will refer business to you when they trust you, and they won’t generally trust you until they know you.

Read the post. Then get up out of your chair and onto your partners' schedule. You'll both be better off.