Cross-selling to loyal clients is an often-overlooked key to growth. You’ve worked hard to build trust and a reputation with your clients, so now it’s time to take your relationships to the next level by introducing them to other products and services. Everyone, from seasoned producers to frontline staff, can (and should) contribute to cross-sell success.
In this session, Dr. Cindy will share her proven five-step formula for identifying cross-sell opportunities and being prepared to act on them when the time is right. After all, these clients are already working with you, so why not help them benefit further from all that you have to offer? By the end of this session, you’ll know the steps it takes to win at cross-selling.
In this webinar you will learn how to:
- Understand your clients’ needs and gaps to identify and plan for cross-sell opportunities.
- Use consultative questioning to uncover risks and exposures, and create a sense of urgency.
- Leverage the expertise of Chubb and other resources to provide custom solutions that establish trust and reinforce client satisfaction.
- Gain client commitment by asking for what you want (the cross-sell).
- Follow up with clients to build rapport and inspire them to become advocates for your business.
Learn more about providing your middle market clients a well-rounded range of coverage options at our new One Chubb Resource Center.