You’ve built your AP offering from the ground up, started offering it to your clients, and marketing it to the general public. You know this offering helps clients and brings in good revenue for your firm, and your team is running it so efficiently, it’s a no-brainer to help other clients across your firm. Again, sometimes the best opportunities for lead generation are right under our noses, or in this case, your partners’.
We put this last on the list because going to your partners or other firm leaders to ask for their clients requires confidence, understanding, established marketing and sales tactics, and most of all, success stories to help convince them. By this stage, you should have a fully updated website, collateral to share, success studies from happy customers, and a clear pitch to why your partners or firm leaders should trust you with their clients.
Even with all of those boxes checked, it can still be a challenge. Cross-selling services firm-wide isn’t a new concept, but it can be difficult to navigate. Are you encountering firm partners who are less enthusiastic about opening up their client rolodex? If so, let’s walk through some of the key steps you can take to get buy-in from other partners and gain access to their client base for lead generation.
In this section, you will:
- Understand the benefits of your offering for the firm
- Identify key stakeholders that stand to benefit most
- Find the win-win and pitch to your partners
- Develop a referral system for lead generation
- Offer training for staff across the firm