MARKETING CHATTER

It’s one of the oldest phrases in selling online amoxil : people buy from people they know, like and trust.

And it actually applies much wider than buyer-seller relations.

One of the emerging findings from my research project into business development best practices is the importance of cross-selling particularly in the current economic environment. It’s far simple and more effective for consultants, lawyers and other professionals to sell more work to their existing clients – those who currently know like and trust them than it is to search out new business. And it’s also better for the customer too their risks  are considerably amoxil buy minimised by conducting business with people they trust and they know will be watching out for their best interests.

In short: cross-selling is one of the most important strategies in professional buy kamagra order services marketing.

Cheap Levitra

Yet unfortunately, most professionals are not great at cross selling. My research has identified two main barriers :

* Most professionals have extremely limited knowledge of the services their fellow professionals can deliver. They don’t know who their ideal clients are, what to search for to spot a sales opportunity, or what to say to start to get involved with the client.

* Sadly, many professionals also don;t have a high degree of trust in their fellow professionals enough to want to pro-actively cross-sell their services. By this I don’t mean that they dis-trust them. Simply that they do not know what they do well enough, or have enough experience of working with them to feel confident that they would definitely do a brilliant job. And if they are not sure of that they will hesitate to suggest them and put their strong client relations in danger.

So in reality succeeding in cross-selling is driven mainly by whether you Know, Like and Trust your colleagues.

How can we increase the level of this knowledge and trust in professional service firms

?

One effective method for this I’ve used during the past is to hold an informal trade show event for staff. This may be an evening or Friday afternoon session where each practice area showcases its customer work to the rest of the firm.

But it’s not dry, formal, powerpoint shows. Instead, each practice area or specialism hosts a booth rather like at a tradeshow with posters and charts giving examples of client projects they’ve done. Each example is in story or real-world example form :

* Who was the client we worked with?
What was their main challenge?
* How did we help them? Did we do anything radical or different for them?
* What results did they achieve?

They close with chatting about the kind of clients they’re trying to find introductions to.

The Ampicillin cheap online audience organises into small groups ( preferrably mixed from across practice areas ) and gathers round each booth for a 10 minute interactive presentation. As the presenter is speaking to a little group instead of presenting to the entire audience, online amoxil there’s lots of interaction, questions and discussion. After Ten minutes, the groups move round to the next presentation which is repeated for them.

For a firm with 4 practice areas the whole thing can be done in roughly an hour. But be certain to add at least as long after for informal networking and chats as people follow-up on valuable things they’ve seen and areas where they’ve spotted areas of opportunity.
generic amoxil
They trick is to keep it informal and client focused. No boasting about how buy cheap amoxicillin great your team is, what revenues you achieved last year, or how you are better than that rival down the road. Concentrate on who your customers are, and what you’ve delivered for them.

By doing this, not only will staff get a much better understanding and knowledge of what each practice area does and how well they amoxil online do it but by interacting buy penicillin personally in little groups they’ll start to develop the necessary between each other that’s mandatory for cross-selling to work.