Career Development » How To Make Cross-Selling Work

How To Make Cross-Selling Work

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March 3, 2016

The concept is simple but the details aren’t, and the implementation takes more work than many are willing to acknowledge. What is cross-selling? To what extent is it realistic, and how can it be done in a way that has a reasonable chance of working? A legal industry marketing consultant lays out the basics of a strategy she defines simply as “obtaining a greater share of the client.” The better you know your client’s business and, importantly, your own firm, the better your chances for success. And keep in mind it’s people you are selling, not services.

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