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Risk
“I've never heard of you.”
Why they say it. Brand recognition is a shortcut for trust, and its absence creates doubt about whether you are a safe, proven choice. They are quietly asking who else like them trusts you.
Do not: Do not get defensive or list every logo you have, which sounds insecure and rehearsed.
Say this
Fair, we are deliberately not the loudest name in the category, we have put the money into the product instead of the billboards. What matters more than whether you have heard of us is whether teams like yours rely on us, and they do. Would it be useful if I connected you with one or two of them so you hear it from a peer instead of from me?
Then ask. What would help you trust a name you do not know yet, references, a pilot, or seeing it in action?