Get our name out there
We often hear from prospects that they want to “get our name out there.” They believe that being “out there” will translate into new business.
This is possible if their service or product costs less than $100, because the consequences of a bad decision are minimal. For everything above $100, getting the business’ name out there is important, but it’s only step one in the process of landing a new client.
The better question is, “How do I get people to choose my company?”
It’s also a bigger question.
Prospects make decisions to spend their hard-earned money after they have cleared several other hurdles. They include:
- Awareness
- Introduction
- Attention
- Understanding
- Preference
- Choice
We will tackle each one of these hurdles — and certain combinations of them — in future issues of the Atkinson Advisor.
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