We commonly hear that people in accounting and financial services are uncomfortable with the idea of selling new or additional services to their clients. There are people who feel that the personalities of accounting and financial services professionals and sales professionals are so different as to make it impossible for services professionals to be able to sell effectively. There might be people who cannot sell under any circumstances; but they are few. The rest of us can learn to sell; and cross-selling is the easiest technique to learn.First, cross-selling happens with someone who is already your client. There is already a relationship, so you should be comfortable talking with the client already.
Second, you know the needs of this client. Whether you provide CPA/accounting services or financial services, you have a window into the needs and the changes in the client’s life or business. You know what additional services the client needs and why. You are the most logical person to have a conversation with the client about his or her needs.
Third, you understand the services the firm needs to offer the client. You know why the new or added service matches the client’s needs.
The remaining objection to cross-selling is that you don’t know what to say or how to sell. Okay. We can fix that. Particularly by starting now to prepare your staff to cross-sell a number of services to clients, you can have the firm’s rainmaker draft some talking points for your staff. Whether you create a formal script or just a list of talking points and facts (price, who offers the service), having something on paper to help your partners or employees sell additional services is often all the help that is needed.
For those who want to sell more complex options or services packages, you might want to bring in a consultant to provide sales training to your staff. The training can be customized to focus on cross selling to meet your most urgent needs.
If you need sales training or other assistance in growing your firm, call us today at 732-397-8489.
