The $100 MBA Show
MBA261 Guest Teacher: Ian Altman- How to Get Your Clients to Find You
May 18, 2015
Ian Altman, CEO of Grow My Revenue, Forbes contributor, and bestselling author, shares insights on attracting clients rather than pursuing them. He introduces the 'Elevator Rant' technique to help businesses connect with clients through relatable language. Altman also emphasizes mastering the 'same-side pitch' for trust-building by addressing client challenges. He discusses the power of leveraging customer feedback and optimizing online visibility, ensuring that potential clients can easily find and connect with your services.
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Quick takeaways
- Businesses should shift their focus from what they do to addressing their clients' specific problems to foster better engagement.
- The 'Same-Side Pitch' model promotes collaboration by positioning businesses as problem solvers, enhancing trust and client relationships.
Deep dives
The Importance of Understanding Client Needs
Businesses often fall into the trap of explaining what they do instead of focusing on why their clients might need their services. It’s crucial to shift perspectives and understand the specific problems that ideal clients face. By doing this, businesses can communicate in a way that resonates with potential clients, making it clear they offer valuable solutions. This approach fosters collaboration rather than an adversarial relationship, ultimately leading to better outcomes for both parties.
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