Selling to other companies who serve your target market—not just the end companies themselves—can open up an entirely new market you may never even have considered.
The key is to establish yourself in the niche before trying to expand to other parts of the ecosystem. It helps a lot if you have a strong track record and if you’ve already built a little following in the industry.
In fact, your following can even be part of your value proposition. You can vouch for your client and transfer trust by association (as long as you are transparent about your involvement).
One way I’ve done this before is by helping the industry association of the niche I serve. It opened many more doors for me and was mutually beneficial for them.
If I had more bandwidth, I’d be more intentional about using this strategy to expand my practice.
Have you done this before? Would love some other examples.
—kevin
P.S. You can see a video of me explaining this idea in more detail over here. Drop me a comment if you feel so inclined!