Cross-Selling / Building a Practice
Maximizing client value through cross-selling is a crucial strategy for accounting firm partners looking to enhance service offerings and deepen client relationships. This course provides practical techniques and proven strategies to identify cross-selling opportunities, communicate value effectively, and integrate additional services seamlessly into client engagements. This course combines real-world examples with interactive discussions to equip partners with the skills necessary to expand their service portfolios and drive firm growth.
Learning Objectives:
Identifying Cross-Selling Opportunities: Participants will learn to recognize potential cross-selling opportunities within their client base, including analyzing client needs, leveraging existing relationships, and understanding the firm's service offerings.
Communicating Value to Clients: Attendees will discover effective methods for articulating the benefits of additional services to clients, including crafting compelling value propositions, using consultative selling techniques, and addressing client concerns and objections.
Implementing Cross-Selling Strategies: Participants will gain insights into best practices for integrating cross-selling into their regular client interactions, including coordinating with internal teams, tracking cross-selling efforts, and measuring the impact on client satisfaction and firm revenue.
Credit Hours: 1.2 Field of Study: Communications and Marketing  Prerequisites: None Who Should Attend: Accounting Leaders Program Level: Intermediate Advanced Preparation: Program Level: None Delivery Method: Group Live