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Slideshare Cross Selling

Taken from Top tips to cross-sell for lawyers

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Slideshare Cross Selling

  1. 1. Charting the Course to Cross-selling for Solicitors Marvin Winthrop Marketing for Busy Lawyers Tel: 020 8421 4544 Email: marvin.winthrop@
  2. 2. What will we cover? <ul><li>Why cross selling is important? </li></ul><ul><li>Why don’t we cross sell more? </li></ul><ul><li>If you feel uncomfortable? </li></ul><ul><li>How to spot opportunities? </li></ul><ul><li>Examples of opportunities? </li></ul><ul><li>How can we develop our clients? </li></ul><ul><li>Soft-Selling? </li></ul><ul><li>Promotional Tools? </li></ul><ul><li>Other contacts? </li></ul>
  3. 3. What is cross-selling? <ul><li>The strategy of explaining/showing other legal services to current clients based on their needs. </li></ul><ul><li>Also designed to widen the client's reliance on your Firm </li></ul><ul><li>And decrease the likelihood of the client switching to a competitor </li></ul>
  4. 4. Why is cross-selling important? <ul><li>Not as costly as chasing new clients </li></ul><ul><li>Possible new business from existing clients </li></ul><ul><li>More satisfied clients </li></ul><ul><li>More positive referrals </li></ul>
  5. 5. How to spot Opportunities? <ul><li>Do current and past clients know our services? </li></ul><ul><li>Do Partners, fee-earners & support staff know? </li></ul><ul><li>Effective promotional Tools? </li></ul><ul><li>Do we stay in touch with clients? </li></ul><ul><li>Can we list all intermediaries who can or do refer work? </li></ul>
  6. 6. Promotional Tool Kit at Firm <ul><li>Will review letter </li></ul><ul><li>Literature </li></ul><ul><li>Information guides </li></ul><ul><li>Client alert sheets or newsletter </li></ul>