05/26/2026
When buyers don’t think of you, the quality of your work stops mattering.
It looks like a sales problem at first. But sales can only close what made it into the room in the first place.
Then you wonder if it’s the product. It usually isn’t. The product’s fine. Sometimes it’s better than what the competition is putting out, which is the part that makes this whole thing so frustrating to sit with.
It’s a brand problem. Buyers went looking, built a list from whoever came to mind, and picked from that list. Your company wasn’t on it because they don’t think of you.
The good news, and there is good news, is that it’s the most fixable problem on the list.
