does your firm have several different specialties, but you’re afraid that cross-selling may irritate your clients? <\/p>\n
to the contrary, clients may actually see a cross-sell as a demonstration of interest in and understanding of their needs. but there\u00e2\u20ac\u2122s a fine line between irritation and showing that you care. <\/p>\n
if you want to appear compassionate rather than conniving, remember these fundamentals of cross-selling include:
\n\u00e2\u20ac\u00a2\tknowing your clients \u00e2\u20ac\u201c what they do and what services your firm is already providing them.
\n\u00e2\u20ac\u00a2\tknowing your services, which includes training and educating staff on all that the firm offers.
\n\u00e2\u20ac\u00a2\tasking questions and listening for clues.
\n\u00e2\u20ac\u00a2\tassessing clients\u00e2\u20ac\u2122 needs and proposing only appropriate services to meet them.
\n\u00e2\u20ac\u00a2\ttreating the sale as a suggestion. that makes it easier for the client to volunteer information and to accept an offer.<\/p>\n
one more: keep clients apprised of how changes in tax laws, accounting rules and government regulations may affect them.<\/p>\n
source: elaine de luca byrnes, luce creative. inc., hauppauge, n.y.<\/i><\/p>\n","protected":false},"excerpt":{"rendered":"