From the course: Selling into Industries: Professional Services
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Selling to sister services
From the course: Selling into Industries: Professional Services
Selling to sister services
- Once you understand how to sell into the professional services market, it would make a lot of sense to use that knowledge to sell across multiple markets. We call this selling into sister professional service markets. So where do you start? First, you choose the next likely market. If you've been selling to attorneys, it may make more sense to work with financial services or accountants than it would to work with engineers or architects. Starting with professional services markets that are more aligned or more closely associated with the current market you are selling into, will be an easier transition for both you and your clients. Next, once you make the decision of whom to work with, you need to learn what you can about the market, the players, and their unique challenges or goals. While several markets within professional services share a lot of the same challenges, each is unique. And you need to do your homework and learn the different aspects, terminology, and business models…
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