Professional Services · Growth

Cross-Sell to Existing Clients (New Practice Area)

Introduce existing clients to other practice areas at the firm they may not know about.

Apps this needs

CRM Salesforce, HubSpot or your local CRM for leads & contacts. Connect during setup
Inbound Email Let the agent read and answer email enquiries. Connect during setup

How it works

  1. Identifies existing clients whose profile suggests a genuine need in another practice area, via the CRM's matter history.
  2. Sends a relevant, specific introduction rather than a generic "we also do..." blast.
  3. Coordinates a warm introduction to the relevant specialist if there's interest.
  4. Tracks cross-sell conversion by originating practice area in the CRM.

Data sources

CRM client matter history Practice area offering mapping

What it targets

  • Genuine cross-sell opportunities identified and offered Target 100%
  • Cross-sell-to-new-matter conversion Target 20%