The key to making cross-selling work for you is to incorporate the strategies and guidelines presented in earlier chapters, so that they become part of your regular business procedures. Cross-selling cannot be done haphazardly. Our experience has shown that if cross-selling becomes your standard way of doing business, your existing clients will become your private, proprietary market. As they are better served, your revenue will increase.
When you have completed this chapter, you will be able to:
• Identify the best times to cross-sell
• Monitor and track your results
• Market using client events
• Prepare and launch your action plan
The Best Times to Cross-Sell
In marketing your financial services, your responsibility ...
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