In my 20 years of selling B2B services, there’s one question from buyers I hear over and over again.
I used to get tired of hearing it but I understood why it was being asked.
The question?
“Have you done this before?”
Most B2B buyers you sell anything to want to know if you’ve got experience doing the thing you’re now selling them.
In other words, they want to know if you’ve got industry experience. More specifically, experience in the (buyers’) industry vertical.
It’s a valid question, especially if you’re selling consulting. Every industry vertical is different, with it’s own language and nuances.
Consultants don’t always have to create industry-specific solutions. You can build a successful consulting business selling solutions across industries.
But in my experience, buyers are more comfortable knowing you have solutions that fit their world (i.e. industry).
So, if possible, create solutions that are industry-specific. You’ll find that you’ll be able to build better rapport with buyers, sales cycles are quicker and delivery can be easier as well.
For more on this and an example, check out the video below.
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Ready to add $100k-$500k revenue to your consulting business in 12 months or less without burning out? Schedule a call and let me show you how.
Image credit: Pin by Nansea’s Universe
