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.

Making your clients happy by asking them what they think.

Tom Kane's "Client Feedback Pointers" on his blog Legal Marketing Blog.com. Let's face it: everybody tells you to talk to your clients. But getting client feedback isn't easy. Not if you want to go beyond the standard "good job, good job" comments, that is. Kane's post, his who, what, when, why, and how of client feedback, will help. It's good advice for getting started. And while you're at it, go back and read what the Maister (David Maister, that is) has to say: "Getting Good at Getting Feedback." The best ten minutes you'll spend today.