Winning Strategies for Acquiring Legal Clients with Ian Altman, B2B Growth Advisor

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Join Sasha Berson as he speaks with Ian Altman, B2B Growth Advisor

👉Sasha and Ian explored:

— Conceptualizing the legal industry as a "client vision pyramid" to help clients better understand their options for service levels.

— The importance of identifying your firm's niche and focusing on clients that are the right strategic fit.

— The use of "same-side selling" to build trust and help clients make faster decisions. This involves asking the right questions, disarming the prospect's defenses, and showing that you understand their problem.

— Structuring initial conversations to discover key information that informs the next steps and potential solutions.

— Helping clients make faster decisions by ensuring they understand differences in service providers.

— Building trust by providing recommendations even when not in your direct interest through expertise.

👉Main takeaways from the episode:

— Qualify leads by determining mutual fit using "same side selling" and focusing first on understanding the client's unique situation and needs.

— Focus business development efforts on identifying your firm's niche and cultivating an expert reputation among ideal client types through strategic conversations.

— Use an approach of "disarming" prospective clients by displaying you want to learn about the problem before determining if you can directly help, building trust in the process.

📰About Ian Altman:

Ian Altman is a leading growth advisor and bestselling author recognized globally as one of the top sales experts. He applies the insights gained from founding multiple companies to billion-dollar valuations in his work helping clients modernize sales and marketing.

As founder of the top-ranked Same Side Selling Academy and author of the book of the same name, Ian teaches strategic methods for determining fit with leads and building trust. Through energetic keynotes, he inspires audiences to transform their approaches.

📞Connect with Ian Altman:

• Website: https://ianaltman.com/

• LinkedIn: https://www.linkedin.com/in/ianaltman/

• Facebook: https://www.facebook.com/GrowMyRevenue

• Twitter: https://twitter.com/IanAltman

📞Connect with Sasha Berson:

• LinkedIn: https://www.linkedin.com/company/grow-law-firm/

• Instagram: https://www.instagram.com/grow_lawfirm/

• YouTube:https://www.youtube.com/@growlawfirm

• Facebook: https://www.facebook.com/growlawfirm

• Email: [e-mail]

• Phone: [phone]

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