How to Handle the ‘Have You Worked with Companies in Our Industry?’ Sales Objection

When a prospect asks, “Have you worked with companies in our industry before?” they’re not just being curious. They want to know:

• Do you understand our unique challenges and needs?
• Can you prove that your solution actually works in our space?
• Will we have to train you on how our industry operates?

This isn’t about saying “yes” or “no.” It’s about helping them feel confident that you understand their world, their pain points, and how to drive results for them—whether you’ve worked in their industry or not.

How to Respond in a Warm, Conversational Way

1. Acknowledge Their Concern—It’s a Fair Question

Let them know that it’s completely reasonable to ask and that their industry expertise is important to you.

Example:
"That’s a great question, and I completely get why you’d ask. Working with a partner who understands your space is crucial. What are the biggest challenges you face that make industry experience so important?"

GPT Prompt:

Generate a response that validates their concern while inviting them to share their specific industry challenges.

2. Highlight Relevant Experience—Even If It’s Not the Exact Industry

If you have worked in their industry, great—share a success story. But if you haven’t, focus on similar challenges you’ve solved.

Example (If You Have Industry Experience):
"Yes! We’ve worked with companies in your space, including [Client A and Client B]. One of them had a [specific challenge], and we helped them achieve [specific result]. Would you like to hear more about their experience?"

Example (If You Haven’t Worked in Their Industry Before):
"That’s a great point! While we haven’t worked directly with [industry], we’ve helped companies with similar challenges in [related industry]. One client in [related field] was struggling with [pain point], and we helped them [achieve specific result]. I’d love to learn more about what’s unique in your space so we can tailor our approach to fit your needs."

GPT Prompt:

Create a response that shares relevant experience, whether or not it’s in the prospect’s exact industry.

3. Show That Industry Knowledge Can Be Learned—Problem-Solving Matters More

Sometimes, what matters most isn’t prior industry experience—it’s the ability to solve complex problems.

Example:
"I totally understand why industry experience is valuable. What we’ve found is that success is less about knowing every industry detail upfront and more about understanding key business challenges and solving them effectively. That’s what we specialize in. If we can help companies in [related industry] solve [pain point], there’s a great chance we can bring fresh ideas to your space too."

GPT Prompt:

Generate a response that shifts the focus from industry experience to problem-solving expertise.

4. Offer to Share a Tailored Approach

If they’re still unsure, show them how you would adapt to their industry.

Example:
"That’s completely valid. Every industry has its nuances, and the best way to address them is to dive in and learn what matters most to your team. How about we schedule a quick session where we can walk through your top priorities, and I can show you exactly how our solution would apply?"

GPT Prompt:

Create a response that offers a customized approach to ease concerns about industry experience.

5. Provide Social Proof—Customer Testimonials & Case Studies

Hearing how others took the leap can make them feel more confident.

Example:
"Some of our best customers started with the same concern. One client in [related industry] wasn’t sure we’d fully understand their needs, but after working together, they saw [specific result]. Want me to share their experience?"

GPT Prompt:

Craft a response that leverages customer success stories to build trust.

6. Keep the Conversation Open—They’re Looking for Reassurance

If they’re still hesitant, keep the door open and offer more insights.

Example:
"I completely understand why this is important. If it helps, I’d be happy to connect you with one of our customers in a similar space or share more examples of how we’ve successfully adapted to different industries. Would that be helpful?"

GPT Prompt:

Generate a response that offers additional proof through customer connections or deeper case studies.

Cheat Sheet for Handling ‘Have You Worked with Companies in Our Industry?’

Final Thoughts

When a prospect asks about industry experience, they’re looking for reassurance, not just a yes or no answer. The best way to respond is to:

• Acknowledge their concern—it’s valid!
• Share relevant experience, even if it’s not the exact industry
• Highlight that problem-solving skills matter more than niche experience
• Offer a tailored approach to prove your solution fits
• Provide real success stories and social proof
• Keep the conversation open and offer more proof if needed

At the end of the day, what they really want to know is: “Can you solve our problems?” Show them the answer is YES.

How DocketAI Can Help

DocketAI helps sales teams confidently handle industry-related objections with real-time case studies, tailored messaging, and AI-driven insights—so when a prospect asks, “Have you worked with companies like ours?” you’ll always have the perfect answer.

🎯 See how it works—Book a demo today!