Cross-serving

Cordell M. Parvinhttp://www.cordellparvin.com

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Cross - Selling

What It’s Not

SellingInternal referrals

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Cross - Selling

What It Is

Anticipate client needsMaximizing the Firm’s expertise

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Cross - Selling

Sales Pitch

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Why Most Lawyers Don’t It

Loss of credibility to the clientNo marketing expertiseLack of knowledge / trustLack of incentive

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Why You Should Do It

CheapEasyMakes you a better lawyerIncreases client retention

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How Do You Do It

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Know Your Client

Website/Online Research

Research the Client

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Know Your Client

Annual Report

Research the Client

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Know Your Client

Industry Publications

Research the Client

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Know Your Client

Competitors

Research the Client

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Know Your Client

Listen Carefully

Research the Client

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Build Confidence

Client Tour of Office

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Build Confidence

Go to Their Office

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Build Confidence

Seminars Present Skill of Other Attorneys

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Build Confidence

Client Surveys

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Ask - Don’t Tell

Key = ask about their business problems, opportunities, and internal and external changes - listen, listen, listen for your opportunity to help

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How to Begin? Ask

Are you satisfied with service we are providing?

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How to Begin? Ask

What could we do better?

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How to Begin? Ask

What is going on in your business that we should know

about?

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Cross Educate

Get Out of Your Practice Group

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Cross Educate

Know Your Expertise Capabilities

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Cross Educate

Read Newsletters from Other PGs

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Cross Educate

Target MarketClientsFirm Clients

Potential ClientsKind of Work

“Go To” areas

personal interest

Identify

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What Clients Care About

Achieving Their Goals

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Credit Sharing

Do It!!!

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It Takes Time

Have Patience

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Overview

Research the client and its marketListen to the client’s needs, ask educated questions

Research the client and its market

Understand the practice of other attorneys in your firm

Look for opportunities to offer the services of other attorneys

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Keys to Success

Go to the Client – Create the Opportunity

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Keys to Success

Know and Trust Your Partners