Benefits of Cross-Selling for Your Clients and Your Firm
Cross-selling your services may streamline your clients’ operations, help them bring in new customers, and save them money during the year and at tax time. In delivering CAS, you enhance the results of your client’s existing services.
For instance, if you do the taxes for the two owners of a small child daycare centre, you notice that quarter after quarter, their revenue remains the same, but their expenses increase continually. When you mention it, your clients tell you they’d like to expand and upgrade their facility to accommodate additional children, which would increase their income, but they need more funding.
You might offer business advisory services to help them reduce expenses, qualify for government loans, apply for grants, and seek private funding. They agree to retain your services. As a result of working with your clients in a new advisory capacity, they succeed in:
- Bringing their utility costs down by getting an energy audit and installing a smart thermostat
- Obtaining a government-backed loan to upgrade their physical space and equipment
- Winning a child care grant to increase salaries to their employees
You have given them more value through their expanded relationship with you and your firm, and everyone benefits from increased revenue.
Cross-selling benefits you and your firm, too. Selling more services, which generates more cash flow, revenue and profit, is an obvious benefit. You boost your profitability per client because it costs less to sell new services to an existing client than it does to market to and obtain a new client.
The cross-selling marketing strategy helps ensure continued business. At the same time, it opens the door for referrals as your clients spread the word about how your expertise helps them and the broad range of services you provide under one roof.