Cross-selling additional services is notoriously difficult for accountancy practices, could this help?
Only this week I was discussing the cross-selling results with a highly successful sole-practitioner. He was complaining how difficult it has been to get consistent cross-selling results.
Is this the cross-selling skills of the customer facing team, the lack of value in the services offered, the lack of focus on cross-selling or some other fatal flaw? Chances are it’s a blend but I’d value your thoughts.
What do you think?
What’s your experience during 2013?
What are your cross-selling expectations in 2014
The last year has seen us make significant strides in helping firms generate more referrals for their practice. We want to continue this and add cross-selling to the successes of 2014 too. Your thoughts will be appreciated…
If you’re interested in adding a new high-value service to your firm’s offering you might want to look at the work we’re doing around the Business One Page Plan.
Business One Page Plan is a web based software tool designed to help accountancy firms help their business owners master their numbers and achieve better results. I am running a one-day workshop in a couple of weeks for up to 20 partners who want to learn how to improve their cross-selling skills specifically on the Business One Page Plan. 11 seats are already taken – if you want to know more go here – http://eepurl.com/MUwMv
Creator of ‘Business Bitesize’ – cultivating a greater flow of new clients for your accountancy firm through profitable word-of-mouth –https://remarkablepractice.com/businessbitesize
Author of ‘Bamboo Marketing For Accountants’ – the route map to marketing success for accountants in practice – http://www.bamboomarketingforaccountants.com/