| The financial services industry generates revenues of nearly one and a half trillion dollars annually in the United States and covers a wide spectrum of businesses ranging from stock brokers and loan providers to banks and mutual fund providers, as well as online services and the financial services divisions of other operations.
The key to selling into any industry, including financial services, is knowledge about the industry, the types of documents they use, and the trends and issues they are facing, as well as who to talk to when selling your services. If you can speak their language and solve their business problems, you can take your success in serving this industry to the bank.
This sales brief provides a background on the financial services industry, and also defi nes the people, establishments, and documents that will be important in the selling process. It also provides references to additional materials that can be read to learn more about the industry, including a 2006 InfoTrends study entitled A Vertical Market Approach to Document Services in the U.S: The Evolution from Printer to Partner.
After studying this brief, you will have a platform of knowledge upon which you can build a targeted, actionable go-tomarket plan that will increase your ability to successfully and profitably penetrate the fi nancial services market.
If you know how to make your next visit to the bank or broker a more profi table one than ever before, you can apply new meaning to the phrase, “show me the money!” |
