Does cross-selling make you cross? Learn how to overcome lawyer reluctance and win new work

more+
less-

Experienced law firm business developers know that it costs five times more to sell a new service to a new client than it costs to sell an additional service to an existing client (a process known as cross-selling). In spite of this fact, many lawyers are reluctant to engage in cross-selling initiatives. This article summarizes a presentation by Martha Cusick Eddy, Kathy Holmes and Phil Nugent on how to overcome lawyer reluctance and reap the benefits of cross-selling.

LOADING PDF: If there are any problems, click here to download the file.


DISCLAIMER: Because of the generality of this update, the information provided herein may not be applicable in all situations and should not be acted upon without specific legal advice based on particular situations.

© Janet Ellen Raasch, Web 2.0 Writing for Lawyers | Attorney Advertising

Written by:

more+
less-

Web 2.0 Writing for Lawyers on:

JD Supra Readers' Choice 2016 Awards
Reporters on Deadline

"My best business intelligence, in one easy email…"

Your first step to building a free, personalized, morning email brief covering pertinent authors and topics on JD Supra:

Sign up to create your digest using LinkedIn*

*By using the service, you signify your acceptance of JD Supra's Privacy Policy.

Already signed up? Log in here

*With LinkedIn, you don't need to create a separate login to manage your free JD Supra account, and we can make suggestions based on your needs and interests. We will not post anything on LinkedIn in your name. Or, sign up using your email address.
×
Loading...
×
×