Here’s how it usually goes.
Your name comes up in a conversation. A referral, a recommendation, someone saying you should talk to [insert your name].
Then they look you up.
And in about 30 seconds, before you know you’re being considered, they decide whether you belong on the shortlist.
No rejection email. No feedback. Just work you’d have been great at quietly going to someone whose value was easier to see.
Research from Bain & Company and Google found that around 90% of B2B buyers ultimately choose from their “day one” list, the vendors they already had in mind before they started looking.
Someone recommended you. And the buyer still didn’t call. Sometimes it’s because what they found wasn’t clear enough to act on.
That isn’t a capability problem. It’s a visibility problem.
I’m Jocelyn Robinson and I work on the gap between being great at what you do and being known for it.
I’m running a free session on what actually happens in those 30 seconds, and what to do about it.
The 30-second shortlist
Why buyers are deciding whether to call you long before you know there’s an opportunity.
Wednesday 2 September, 12 noon AEST.
30 minutes. They only give you 30 seconds, so I figure that’s a fair trade!
You’ll leave with:
- What a buyer is actually looking for in those 30 seconds, and what makes them stop
- The three levels of visibility and where you sit right now
- Why posting more usually isn’t the answer
- One activity you can test that afternoon and a question to send a client
Somewhere in the next month, your name will come up in relation to work you’d be brilliant at.
Someone will look you up. You’ll get about 30 seconds.
Give me 30 minutes and I’ll show you how to use them.
Know someone who’s quietly awesome but far too easy to overlook? Send this to them.