Cross-selling is all about leveraging.
The key value in cross-selling is to unite with others to go after the same target.
You can leverage and deepen your client relationships by introducing your colleagues and their expertise to your key clients and leverage and deepen your colleagues’ relationships by introducing your expertise to their contacts.
Cross-selling is about internal marketing and alignment. When you cross-sell, you can select specific colleagues with whom you can market complimentary legal skills. This is particularly effective when you marry a very different practice area to yours and become even more valuable to your clients and contacts.
Dependent on how your firm compensates its lawyers, gaining credit from cross-selling is a great tool to bolster both your origination and hours.
To proactively leverage your clients and expertise, tune in to After It Rains, video episode #6, and gain further insights into the values and techniques of effective cross-selling.
Let it rain.