by Tony Vidler       

There are many advisory services which most professionals can provide to clients and a distinct area of opportunity is to look at combining those services where it makes sense to do so, and up-sell a higher value package of service to clients.

Up-selling is not the same as cross-selling however, and while cross-selling presents its own opportunities it is the up-selling of professional services which tends to create greater client value.  I mean that in both senses: greater value FOR the client, and greater value OF the client to the firm.

For most practices creating an up-selling strategy should be relatively easy too (all the more reason to make sure you do it!), as it really is just a matter of thinking carefully about all the services that you can or do offer, and then figuring out those that fit best together and which may be delivered as a higher value client package, as we explain in detail in this weeks quick tips video…

Watch the video to learn more…

You might also be interested in this related article:

 Want to Cross-Sell? Then put a bit of “planning” into your planning services