How to Handle:
“This isn't relevant to our industry”
The prospect believes your solution is designed for other industries and won't work for their specific sector. This may be a legitimate concern or a sign that you haven't demonstrated industry relevance.
Why Prospects Say This
Every industry has unique regulations, workflows, terminology, and challenges. When prospects say this, they're either (1) unaware of your industry experience, (2) concerned about a real gap in industry fit, or (3) using it as a brush-off objection.
Best Responses
The Industry Credential
“I understand that concern. Actually, we work with quite a few companies in [their industry]—including [customer names if shareable]. What specific aspects of your industry are you concerned might not be addressed?”
Why It Works
Provides social proof and opens dialogue about specific concerns.
Best For
When you do have industry experience to reference
The Underlying Problem
“I hear you. While every industry is different, the underlying problem we solve—[core problem]—tends to exist across industries. Can you tell me how that problem shows up in your world? I want to understand if the core issue is the same even if the specifics differ.”
Why It Works
Separates industry-specific features from universal problem-solving.
Best For
Horizontal solutions that apply across industries
The Industry Deep Dive
“That's really important feedback. What specifically about your industry makes you feel this wouldn't apply? Is it regulatory requirements, unique workflows, specific integrations? Help me understand the gap.”
Why It Works
Gets specific about concerns instead of debating the general objection.
Best For
Understanding if there's a real gap or a perception gap
The Pilot Path
“I appreciate that skepticism. Would you be open to a pilot or proof of concept? That way you can see whether we actually fit your industry needs without any risk. If we don't deliver, we'll part as friends.”
Why It Works
Removes the risk of betting on an unknown. Lets results speak.
Best For
Prospects who are skeptical but open to evidence
Do's and Don'ts
Do This
- Share relevant industry references and case studies
- Ask specifically what makes them feel it's not relevant
- Identify the underlying problem that's universal vs. industry-specific features
- Offer a pilot or proof of concept to demonstrate fit
- Learn their industry-specific terminology and regulations
Don't Do This
- Claim deep industry expertise you don't have
- Dismiss their industry-specific concerns as unimportant
- Use generic examples when they want industry-specific proof
- Fake knowledge about their industry's regulations or requirements
- Push forward without addressing their specific relevance concerns
Follow-up Questions to Ask
“What specifically about your industry makes you think this wouldn't apply?”
“Are there regulatory requirements unique to your industry we'd need to address?”
“What solutions have you seen that are specifically built for your industry?”
“If we could demonstrate industry fit, what would you need to see?”
“Would it help to connect with a customer in your industry?”
Industry-Specific Variations
“Healthcare is too specialized for a generic solution.”
“You're right that healthcare has unique requirements—HIPAA, clinical workflows, EHR integrations. We actually have a dedicated healthcare practice with [X] healthcare customers. What specific healthcare requirements are you most concerned about?”
“Financial services has regulatory requirements you probably can't meet.”
“Regulatory compliance is critical in financial services. We're currently used by [X] financial institutions and have built our compliance capabilities to meet SOC 2, SEC, FINRA, and other requirements. What specific regulations are top of mind for you?”
“The public sector works differently than your typical customers.”
“Government has unique procurement processes, security requirements, and workflows. We have our FedRAMP authorization and work with [X] government agencies. What aspects of public sector work are you most concerned we might not address?”
Pro Tips
- Industry relevance concerns are often fixable with case studies and references. Have industry-specific proof points ready.
- Sometimes the objection means 'I don't see myself in your marketing.' Adjust your messaging for their context.
- Understand the difference between 'we don't have customers in your industry' (harder) vs. 'you haven't shown me industry-relevant examples' (easier).
- If you're genuinely horizontal, lead with universal problems and outcomes, then address industry-specific nuances.
- Never fake industry expertise. It's better to say 'We're newer to your industry but the core problem is the same' than to get caught overreaching.
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