Legal Marketing & PR

Is Cross-Selling an Issue at Your Firm?

By Larry Bodine

Today is the last day to get the $50 early-registration discount for our webinar next week, Cross-Selling - How to Get Clients to Use More of Your Services.

On Thursday, June 24, 2010 at Noon (central time) my colleague Michael G. Cummings and I will show you how to overcome the reluctance of billing partners to cross sell their partners.  This is a problem that can be overcome, but it takes coordinated action by all the lawyers at a firm.

Most law firms could easily double their revenues if they just cross sold their clients effectively. Register today for the webinar and we'll tell you the magic of getting clients to use more of your firm's services.

Save $50 by registering on or before June 19, 2010.
Afterward the fee will be $300.

In this skills mastery seminar, through real world examples and from the practices of the top rainmakers, you will learn how to sell more services to your existing client base. You will understand how to sell follow-on work to current matters and introduce other practice specialties that the client needs.

Topics to be covered:

• Recognizing the four recurring obstacles to cross-selling and ways that you can overcome them.
• Why cross-marketing and cross-selling is essential to keeping a client for years to come.
• Required attitudes and assumptions to make cross-selling work.
• Selling the next project to a client while delivering current work.
• How to avoid foisting a partner on a client for a service the client doesn't need.
• Anticipating a client's need for services and sole-sourcing the work.
• Avoiding emotional push back to cross-selling by using a totally rational approach.
• How to pick a cross selling target.
• Collecting the information you need to pursue the target client.
• What the relationship partner needs to have to cross sell your practice.
• Creating "wedge projects" that clients will appreciate, and which will lead to work for a new practice area.
• Packaging your services to appeal to your client.
• Dealing with the fact that you'll have to unseat an incumbent law firm.
• Taking advantage of relationship mistakes that competing firms may make with this client
• Using the 6 best marketing methods to expand your base of work
  with a client

Prepare yourself! Take your next step forward to building a practice with...

Our Best Practices Web Seminar, Thursday, June 24, 2010; 1 PM - 2:30 PM Eastern time. Fee: $300 $250 per computer connection if you register today. Gather with others in your office...any number can attend in the room where you connect to the site and the call — at the same low price.

To register: Register online by credit card or call Program Director Laura Kresich at (773) 966-9273. And save $50 by registering now!

Full post as published by Larry Bodine's LawMarketing Blog on June 18, 2010 (boomark / email).