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“The greatest acquisition strategy in financial services today is cross-selling.” What a surprise! You could have read this same quote from Forbes (February 2012) 10 or 15 years ago. It’s amazing that banks are still averaging just a 2.10 cross-sell ratio to new customers (Forrester Research, October 2011). Credit unions cross-sell ratios aren’t much better. If you want your members to use more of your services, it is going to take desire and courage to try something new, and the commitment to implementing a system properly.

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