Law Firm Cross Serving

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Presentation I give at law firm retreats for firms trying to attract more business from existing clients

Presentation I give at law firm retreats for firms trying to attract more business from existing clients

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  • 1. Cross-serving Cordell M. Parvin http://www.cordellparvin.com
  • 2. Cross - SellingSellingInternal referrals What It’s Not 2
  • 3. Cross - SellingAnticipate client needsMaximizing the Firm’sexpertise What It Is 3
  • 4. Cross - SellingSales Pitch 4
  • 5. Why Most Lawyers Don’t ItLoss of credibility to the clientNo marketing expertiseLack of knowledge / trustLack of incentive 5
  • 6. Why You Should Do ItCheapEasyMakes you a better lawyerIncreases client retention 6
  • 7. How Do You Do It 7
  • 8. Know Your Client Research the ClientWebsite/Online Research 8
  • 9. Know Your ClientResearch the Client Annual Report 9
  • 10. Know Your ClientResearch the ClientIndustry Publications 10
  • 11. Know Your ClientResearch the Client Competitors 11
  • 12. Know Your ClientResearch the Client Listen Carefully 12
  • 13. Build ConfidenceClient Tour of Office 13
  • 14. Build ConfidenceGo to Their Office 14
  • 15. Build ConfidenceSeminars Present Skill of Other 15 Attorneys
  • 16. Build Confidence Client Surveys 16
  • 17. Ask - Don’t TellKey = ask about their business problems,opportunities, and internal and externalchanges - listen, listen, listen for youropportunity to help 17
  • 18. How to Begin? Ask Are you satisfied withservice we are providing? 18
  • 19. How to Begin? AskWhat could we do better? 19
  • 20. How to Begin? Ask What is going on in yourbusiness that we should know 20 about?
  • 21. Cross EducateGet Out of Your Practice Group 21
  • 22. Cross EducateKnow Your Expertise Capabilities 23
  • 23. Cross EducateRead Newsletters from Other PGs 24
  • 24. Cross EducateIdentify “Go To” areas Potential Kind of Target Firm Clients personal Clients Market Work interest 25
  • 25. What Clients Care About Achieving Their Goals 26
  • 26. Credit Sharing Do It!!! 27
  • 27. It Takes TimeHave Patience 28
  • 28. OverviewResearch the client and its its Research the client and market market Listen to the client’s needs, ask educated questions Understand the practice of other attorneys in your firm Look for opportunities to offer the services of other attorneys 29
  • 29. Keys to SuccessGo to the Client – Create the Opportunity 30
  • 30. Keys to SuccessKnow and Trust Your Partners 31