cross-serving for lawyers and law firms
Post on 09-May-2015
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Cross-Serving
Cordell M. Parvinhttp://www.cordellparvin.com
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Cross - Selling
What It’s Not
SellingInternal referrals
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Cross - Selling
What It Is
Anticipate client needsMaximizing the Firm’s expertise
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Cross - Selling
Sales Pitch
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Why Most Lawyers Don’t Get It
Loss of credibility to the clientNo marketing expertiseLack of knowledge / trustLack of incentive
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Why You Should Do It
CheapEasyMakes you a better lawyerIncreases client retention
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How Do You Do It
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Know Your Client
Website/Online Research
Research the Client
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Know Your Client
Annual Report
Research the Client
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Know Your Client
Industry Publications
Research the Client
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Know Your Client
Competitors
Research the Client
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Know Your Client
Listen Carefully
Research the Client
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Build Confidence
Client Tour of Office
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Build Confidence
Go to Their Office
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Build Confidence
Seminars Present Skill of Other Attorneys
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Build Confidence
Client Surveys
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Ask - Don’t Tell
Key = ask about their business problems, opportunities, and internal and external changes - listen, listen, listen for your opportunity to help
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How to Begin? Ask
Are you satisfied with service we are providing?
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How to Begin? Ask
What could we do better?
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How to Begin? Ask
What is going on in your business that we should know about?
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Cross Educate
Get Out of Your Practice Group
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Cross Educate
Know Your Expertise Capabilities
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Cross Educate
Read Newsletters from Other PGs
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Cross Educate
Target Market
Identify
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Cross Educate
Clients
Identify
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Cross Educate
Firm Clients
Identify
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Cross Educate
Potential Clients
Identify
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Cross Educate
Kind of Work
Identify
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Cross Educate
“Go To” areas
personal interest
Identify
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What Clients Care About
Achieving Their Goals
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Credit Sharing
Do It!!!
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It Takes Time
Have Patience
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Overview
Research the client and its market
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Overview
Listen to the client’s needs, ask educated questions
Research the client and its market
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Overview
Listen to the client’s needs, ask educated questions
Research the client and its market
Understand the practice of other attorneys in your firm
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Overview
Listen to the client’s needs, ask educated questions
Research the client and its market
Understand the practice of other attorneys in your firm
Look for opportunities to offer the services of other attorneys
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Keys to Success
Go to the Client – Create the Opportunity
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Keys to Success
Know and Trust Your Partners
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