We assist law firms with exploring the problems inherent in the cross-selling process; and then offer solutions and suggestions to immediately implement an effective cross-selling program. It is not uncommon to find key firm clients who use only one, or a limited number, of the many available services offered by a firm. Numerous industry studies indicate the more services a client buys from one law firm, the more likely they will stay with that firm for the long-term. A goal for every law firm should be to get as many of its clients buying as many services as possible. That said, most law firms do not make this buying or shopping process easy for clients.
Do not force your clients to fly solo and figure out the mystery services your firm offers. Take the time to get a cross-selling program in place, and identify other services within the firm that should be introduced to existing clients. It is your responsibility to educate your clients about how you can help them – take back all the business your firm should have held in the first place. Never feel reluctant to make the introductions between your clients and other lawyers in the firm. Keep in mind that these additional services are truly additional services that benefit your clients. You are not a sales person trying to sway them in to buying something they do not need. This is not simply a client accommodation. It is your job, as the trusted advisor to your clients, to guide them in every way possible to help improve their personal and business lives. One-stop shopping has always been a valued option.
Our cross-selling services will be tailored to your firm and situation to support your marketing and business development needs. Contact Firm Evolution to learn more.