Cross-Selling Made Easy

Source: Possibilities for CPA Firm Leaders

Following are excerpts from a blog posting by Rita Keller.

Can you answer yes to the following questions about your team members?

• Do they know what to look and listen for while they are at client locations?
• Have you educated them about all the firm's service offerings?
• If they recognize an opportunity do they know who to refer it to inside your firm?

Provide the entire team, including the admin team, with a listing of questions/items to apply to the clients and give them the name of the partner to seek out for guidance if they identify an area where your firm can bring more value to the client. Just having this simple questionnaire or checklist seems to give everyone more confidence.

If you would like a sample copy of this type of tool, just let me know.

To read the entire post, click here.

From Possibilities for CPA Firm Leaders, the blog of Rita Keller, president of Keller Advisors, LLC, [email protected], "The Easy Sell," February 10, 2010, http://cpamanagement.blogspot.com.