Panning for Gold: Identifying Opportunities in Your Client Base
Cross-selling just doesn’t happen by accident. Top performers plan carefully, and constantly review and identify opportunities in their client base. They also understand that not all clients are created equal, so they make sure they are focusing their energy and resources on their highest priorities.
After completing this chapter, you will learn how to:
• Identify your priority clients for cross-selling
• Create target categories
• Collect the type of information required for every desirable client
• Establish client goals and strategies
Evaluating and Classifying Your Clients
Cross-selling is about adding value to your existing clients; however, not all clients are equal—some ...
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