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Legal Marketing Blog A blog dedicated to lawyer marketing in any size law firm

Tag Archives: cross-selling

It’s Time for Proactive Marketing

Posted in Client Communications, Marketing Tips

  Okay, okay.  I know what you’re thinking. Isn’t marketing by definition proactive? Well, I’m thinking about a slightly different twist. It involves anticipating future problems that a client may encounter and discussing them with them in advance before they ask somebody else. A couple of days ago The BTI Consulting Group published the results… Continue Reading

Cross-Selling:  A Goal, but Very Difficult

Posted in Marketing Team, Marketing Tips

Why is it difficult? First, because many corporate clients do not want to put all their eggs on one basket.  For political, financial and/or relationship reasons they want to spread the work around.  Sure, a number of major corporations are reducing the number of outside law firms.  Often doing so to better manage administrative headaches…. Continue Reading

Why Your Partner Won’t Cross-Sell You!

Posted in Marketing Tips

After 25-plus years in marketing lawyers, it continues to amaze me that some lawyers do not understand why cross-selling so often doesn’t work.  The thinking seems to go, “I’m good at… (fill in the blank), we’re partners, and they should just refer ‘their’ clients to me so I’ll have more work.” The question is “why… Continue Reading