--- title: They Don’t Know You | The Sales Blog description: So your not one of the really big guys in your industry. Your dream client hasn’t heard of your company, and your company name isn’t widely recognized. Guess what? It’s not what is important. image: https://www.thesalesblog.com/hubfs/The%20Sales%20Blog-2.jpg --- ### [Now booking SKO meetings for 2026/27! 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Your dream client hasn’t heard of your company, and your company name isn’t widely recognized. Guess what? It’s not what is important. #### They Don’t Know You Because They Don’t Know *You*! If your dream client doesn’t know your company’s name, it is because they don’t know you. More still, a bigger company’s name is no more valuable in winning your dream client’s business than your company’s name; both companies are made up of people that may or not produce results for them. What makes a [difference](https://www.thesalesblog.com/blog/the-differences-that-make-the-difference) is whether or not they know your name. If your dream client doesn’t know your name, if they haven’t seen it 36 times in the last year because they are on [your nurture list](https://www.thesalesblog.com/blog/how-to-make-your-deal-your-dream-clients-priority), and if they can’t say that your relentless pursuit of them has been done with a devotion and consistency that borders on violating the stalking statutes of some states, then it doesn’t matter that they don’t know your company’s name. What matters is that they don’t know your name. #### Their Beliefs About *You* Are Their Beliefs About Your Company What your dream client believes about you is what they will believe about your company. Your company can have the most well known name in your industry and it may be completely meaningless to your dream client because you have never called on them. What they believe about your company is that you could care less who they are. Maybe you are too big to need them as a client? What’s clear is you don’t [care](https://www.thesalesblog.com/blog/6-ways-you-can-prove-you-care-in-sales). You can be a micro-company who cares enough to call, to write, to email, to send white papers, to send value-creating ideas, and to continually pursue your dream client like their business is all that matters to you in the world. And this alone can help your dream client believe strongly that you are the right partner. And they will know *your* name. If you care, your company cares. If you pay attention, your company pays attention. If you communicate and make yourself known, then your company will be known. #### Questions Is the reason your dream client doesn’t know your company’s name because of your size and the fact that you are crowded out by larger competitors? Whose fault is it that your company’s name isn’t known? Who is supposed to be calling on your dream client? What would you have to do to make your company known to your dream clients? What would you want to your dream clients to know? What are you doing about it now?   ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2010](https://www.thesalesblog.com/blog/tag/2010) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on October 27, 2010 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2024-09-11T10:11:38 AM", "datePublished" : "2010-10-27 23:09:27", "description" : "So your not one of the really big guys in your industry. Your dream client hasn’t heard of your company, and your company name isn’t widely recognized. Guess what? 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