Business of LawFrank Michael D'Amore, The Legal Intelligencer
Five Key Factors to Success in Cross-Selling Efforts
Although some firms do quite well at cross-selling, it has become a Holy Grail for many others. In light of the difficulty of landing new clients, firms understandably see value in marketing additional services to existing customers. There should be lower hurdles to surmount with such clients, as they hopefully respect the firm, which makes the sales effort much easier.