"Should I niche down in my prospecting to a vertical or an industry?" That question came up on an office hours call yesterday with a bunch of MSP business owners. Here's what I told them based on managing 50 different IT companies in our fractional sales program and listening to thousands of prospecting calls: Yes, you should absolutely niche down—but you don't have to rebrand your entire company to do it. Most people think going vertical means becoming "the law firm IT company" and changing everything. That's wrong. You niche at the campaign level, not the company level. This episode breaks down how to compartmentalize your outbound: build a law firm-specific list, create landing pages with their language and acronyms, develop messaging that speaks to their specific IT fears and problems—all without touching your homepage or inbound script. The benefits are massive: your scripting has immediate relevance, you stand out from the 100 other calls they're getting, and you can feed patterns back into your campaigns through AI analysis of recorded calls. Learn why law firms have different IT concerns than manufacturing companies, how to stack verticals over time without getting diluted, and why this approach lets you leverage specialization into better specialization once the flywheel starts moving//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

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