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Chapter 21. Make It Rain Clients > Cross-Sell Your Clients

Cross-Sell Your Clients

Can you sell more services to existing clients? The cost of getting new clients far exceeds the cost of getting new business from clients you already serve. That's why internal referrals are so important in professional services firms.

Conrad, a CPA, teaches the client services teams in his firm to handle their engagements in such a way that they are the first to hear about other organizational problems his firm might help to solve.


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