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: Stark County Law Library Blawg"Cross-Selling: A Plan That Just May Work"
: "After hearing our firm's consultants talk about how we needed to "further penetrate" our clients, I created a short plan I called a cross-serving plan. Take a look at my thoughts and use them as a foundation to create a plan for your firm.
Objective: To expand relationships with your existing clients and provide services you are not currently providing.
Main Point: Selling will not work. Clients do not want to be sold. They want to buy, but only what they want and need. In order to get clients to buy other services, you must thoroughly understand their business, their perspective and their views of lawyers and of your firm. Here are some steps to follow..."
Continue reading this interesting post by clicking on the author's name.
Source: Law Consulting Blog, 26 May 2010. © 2010, Cordell Parvin LLC. Reproduced with permission of the author.
Full post as published by Stark County Law Library Blawg on May 27, 2010 (boomark / email).
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