Comments on: Cross Markets Aren’t So Different http://www.hardingco.com/blog/2007/04/29/cross-markets-aren%e2%80%99t-so-different/ Ford Harding's Blog on Rainmaking and Business Development Fri, 4 Jul 2008 01:08:03 +0000 http://wordpress.org/?v=2.0.6 by: Daniel http://www.hardingco.com/blog/2007/04/29/cross-markets-aren%e2%80%99t-so-different/#comment-307 Sun, 21 Oct 2007 17:05:43 +0000 http://www.hardingco.com/blog/2007/04/29/cross-markets-aren%e2%80%99t-so-different/#comment-307 I couldn't understand some parts of this article Cross Markets Aren’t So Different, but I guess I just need to check some more resources regarding this, because it sounds interesting. I couldn’t understand some parts of this article Cross Markets Aren’t So Different, but I guess I just need to check some more resources regarding this, because it sounds interesting.

]]> by: Charles H. Green http://www.hardingco.com/blog/2007/04/29/cross-markets-aren%e2%80%99t-so-different/#comment-15 Tue, 01 May 2007 22:50:15 +0000 http://www.hardingco.com/blog/2007/04/29/cross-markets-aren%e2%80%99t-so-different/#comment-15 Thanks Ford for the comments. I like your point that "good cross-sellers are good sellers." To many who are afraid of selling, or looking for a short-cut from the true hard trust work that must be done, cross-selling can look like a great vehicle--a quickie way in, an easy roundabout way. But if anything, taking advantage of a relationship actually draws down on your investment in the trust bank. A relationsihp with a client who trusts you can build trust even further; or it can destroy it by virtue of trying to short-cut the clients' trust interests. Thanks Ford for the comments. I like your point that “good cross-sellers are good sellers.” To many who are afraid of selling, or looking for a short-cut from the true hard trust work that must be done, cross-selling can look like a great vehicle–a quickie way in, an easy roundabout way.

But if anything, taking advantage of a relationship actually draws down on your investment in the trust bank. A relationsihp with a client who trusts you can build trust even further; or it can destroy it by virtue of trying to short-cut the clients’ trust interests.

]]> by: Ford http://www.hardingco.com/blog/2007/04/29/cross-markets-aren%e2%80%99t-so-different/#comment-14 Tue, 01 May 2007 18:16:27 +0000 http://www.hardingco.com/blog/2007/04/29/cross-markets-aren%e2%80%99t-so-different/#comment-14 When professioinals from different practices within one firm don't trust each other, as is sometimes the case, why should clients? You have to get your own house in order before openning it to clients. Both Charlie Green and David Master can be accessed through the blogrole of this site. Charlie writes about trust and has good material on selling and trust. David writes more broadly on the management of professional service firms. When professioinals from different practices within one firm don’t trust each other, as is sometimes the case, why should clients? You have to get your own house in order before openning it to clients.

Both Charlie Green and David Master can be accessed through the blogrole of this site. Charlie writes about trust and has good material on selling and trust. David writes more broadly on the management of professional service firms.

]]> by: David Maister http://www.hardingco.com/blog/2007/04/29/cross-markets-aren%e2%80%99t-so-different/#comment-13 Mon, 30 Apr 2007 21:18:15 +0000 http://www.hardingco.com/blog/2007/04/29/cross-markets-aren%e2%80%99t-so-different/#comment-13 Absolutely right, Ford. And, as Charlie Green taught me when we were writing "The Trusted Advisor", cross-selling can involve a complex dance of "who trusts whom?" and "can a client's trust be easily transferred from one of us to another one of us?" As you teach, it CAN be done, but it ain't that easy and, as you say, the same mindsets and skills (the ability to earn trust) apply in both "new client" and "cross-selling" settings. Absolutely right, Ford. And, as Charlie Green taught me when we were writing “The Trusted Advisor”, cross-selling can involve a complex dance of “who trusts whom?” and “can a client’s trust be easily transferred from one of us to another one of us?”

As you teach, it CAN be done, but it ain’t that easy and, as you say, the same mindsets and skills (the ability to earn trust) apply in both “new client” and “cross-selling” settings.

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