How to Develop a Compelling Cross-Selling Program
for Clients?
Plehn Perpective:
Most large firms know very little when it comes to their
clients’ needs for services. It is staggering to think
of how many companies the average person or business interacts
with for the basics - investments, banking, insurance and
mortgages – how many firms represent these services?
Corporate consolidation means that many more services can
be obtained under one roof. Marketing multiple services as
a laundry list is ineffective.
Cases:
·
First ever CRM database for retail clients of a successful
mutual fund company, linking transactional and
demographic
information to yield marketing reports on purchasing behavior
and advertising effectiveness. |
