Shifting your customer segments creates challenges.
It’s like visiting a country where you don’t speak the language.
Sure, if you speak English you can get by.
But a lot gets lost in translation.
The tough part is that you can’t really prepare for fitting in with a new culture.
Immersion is the best way.
Which is the same approach for learning about new industries you’re selling into:
✅ Pay attention to their language.
Check out podcasts, blogs, industry publications, videos, etc. with influential people in the industries you’re targeting.
For example, for us it’s important to know if they describe prospecting as “outbound” or simply “prospecting.”
✅ Transcribe their goals and challenges.
Transcribe the intel you get from cold calls and discovery calls. Build a list of how they talk about their goals and their challenges in the language THEY USE. Use those as one-liners in your cold emails and cold calls.
✅ Share what you’re learning.
Get together with other reps. Meet with marketers at your company to see what content is resonating right now. Meet with product to see what your current customer’s challenges are. Create a shareable file everyone can contribute to.
What’s your best tip for learning about new industries?
- Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
- Join the Community. Prospecting is hard, but that doesn’t mean you have to do it alone. Get access to a community of like-minded sales professionals and premium sales training at an affordable price.
- Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.