11d • Business & Strategy 🧠
The Industry Research That Makes You Sound Like an Expert 🔥
Prospect said: "You really understand our industry."
I had done 45 minutes of research before the call.
Here is how to become an instant expert.
THE RESEARCH PROCESS:
STEP 1: Industry overview (15 min)
- Google "[industry] challenges 2024"
- Read 2-3 articles about industry trends
- Note common pain points mentioned
STEP 2: Competitor research (10 min)
- Who else serves this industry?
- What do they charge?
- What do reviews complain about?
STEP 3: Terminology (10 min)
- What software do they use?
- What are common acronyms?
- What do they call their documents?
STEP 4: Specific prospect (10 min)
- Company website
- LinkedIn profiles
- Recent news or posts
THE INDUSTRY CHEAT SHEETS:
I keep notes on each industry:
DENTAL:
- Software: Dentrix, Eaglesoft, Open Dental
- Documents: Patient intake, insurance verification, treatment plans
- Pain: Form entry, insurance verification, patient communication
- Language: "operatory", "hygienist", "treatment acceptance"
LEGAL:
- Software: Clio, MyCase, PracticePanther
- Documents: Contracts, discovery, intake forms
- Pain: Document review, billing, client intake
- Language: "matter", "billable", "retainer"
CONSTRUCTION:
- Software: Procore, BuilderTrend, CoConstruct
- Documents: Invoices, permits, change orders
- Pain: Invoice processing, permit tracking, subcontractor management
- Language: "sub", "GC", "punch list"
THE LANGUAGE ADAPTATION:
Wrong: "How many documents do you process?"
Right: "How many patient intake forms come through weekly?"
Wrong: "What software do you use?"
Right: "Are you on Dentrix or Eaglesoft?"
Wrong: "What is the manual process?"
Right: "Walk me through what happens when a new patient fills out their forms."
THE PROOF IT WORKS:
Prospect: "Have you worked with dental practices before?"
Without research: "Yes, I have done a few automation projects..."
With research: "Yes, actually I have automated patient intake for practices using both Dentrix and Eaglesoft. The insurance verification piece is usually the biggest time sink. Is that what you are finding?"
Prospect: "Yes exactly."
THE CREDIBILITY MARKERS:
Use their terminology naturally.
Reference their common software.
Mention industry-specific pain points.
Ask questions that show understanding.
THE QUESTION UPGRADE:
Generic: "What is your biggest challenge?"
Expert: "Most dental practices I talk to struggle with insurance verification or form entry. Which one hits you harder?"
Generic: "How long does processing take?"
Expert: "The practices I work with were spending 30-45 minutes per new patient on intake. Is that similar to your experience?"
THE RESEARCH SOURCES:
Industry publications (Google "[industry] magazine")
Association websites (state dental association, etc.)
Reddit communities (r/dentistry, r/law, etc.)
LinkedIn groups
G2/Capterra reviews of industry software
THE TIME INVESTMENT:
45 minutes before call.
Sounds like years of experience.
Worth every minute.
THE PREPARATION CHECKLIST:
Before every discovery call:
- Industry pain points (3 specific)
- Common software names (2-3)
- Industry terminology (5 key terms)
- Prospect company info (recent news)
- Specific questions showing knowledge (3)
THE COMPOUND EFFECT:
First dental call: 45 min research
Fifth dental call: 10 min refresh
Tenth dental call: No research needed, truly an expert
YOUR HOMEWORK:
Pick your target industry
Spend 45 minutes researching
Create industry cheat sheet
Use on your next call
Note what resonated with prospect
Expertise is research plus repetition.
What industry do you want to become the expert in?
11
4 comments
The Industry Research That Makes You Sound Like an Expert 🔥
powered by
skool.com/ai-first-client-formula-8589
From zero to first $1k/month with AI automation in 30 days. Get the exact formula + templates that landed 100+ their first client.
Suggested communities
Powered by