How to Handle the ‘We’ve Never Heard of Your Company’ Sales Objection

Hearing “We’ve never heard of your company” is completely fair—nobody likes taking a chance on something unfamiliar. If they don’t recognize your name, it’s not because they’re uninterested—it just means they need a little more confidence before moving forward.

What they’re really thinking:

• Is this a legit company? Can I trust you?
• Why haven’t I come across you before?
• Do you actually have results to back this up?

And that’s fair—people naturally stick to what’s familiar. The goal here isn’t to bombard them with credentials but to make them feel comfortable, curious, and confident in learning more.

1. Keep It Light & Relatable

Most of us have tried something new we hadn’t heard of before—whether it’s a brand, a restaurant, or a tool. Make them feel like they’re in good company.

Example:
"Totally fair! A lot of our customers said the same thing at first, and now they can’t imagine working without us. I’d be happy to share how we helped them—want a quick rundown?"

GPT Prompt:

Generate a response that makes the prospect feel comfortable discovering something new.

2. Show That Others Took the Leap First

Nobody wants to be the first one trying something untested. Social proof makes all the difference.

Example:
"That makes complete sense. Companies like [Client A, Client B] were in the same boat—not familiar with us at first, but once they saw the results, they became long-term partners. Want to hear how they made the decision?"

GPT Prompt:

Create a response that uses customer success stories to build trust.

3. Shift the Focus to What Actually Matters

The name of your company isn’t what matters—it’s whether you can help them solve their problem.

Example:
"I totally get that. The real question isn’t about how long we’ve been around—it’s about whether we can help solve [specific challenge]. If we could, would it be worth a quick look?"

GPT Prompt:

Generate a response that shifts the focus from brand recognition to solving their actual pain point.

4. Offer a No-Pressure Way to Explore

When people are unsure, the best way to help them decide is to let them see for themselves.

Example:
"No worries at all. Why don’t we do a quick demo so you can see what we do in action? No commitment—just a chance to decide if it’s worth exploring further."

GPT Prompt:

Craft a response that offers a no-risk way to experience the product or service.

5. Keep It Open & Low-Pressure

Not everyone is ready to buy immediately, and that’s okay. Keep the door open for later.

Example:
"Totally understandable. If you’re ever curious down the road, I’d be happy to check in with insights on what’s working for companies like yours. Want me to keep you in the loop?"

GPT Prompt:

Create a response that leaves the conversation open for future engagement.

Cheat Sheet for Handling ‘We’ve Never Heard of Your Company’

Final Thoughts

Not being a familiar name doesn’t mean you’re not the right fit. Instead of trying to prove credibility, help them experience it.

• Acknowledge their hesitation without making it awkward
• Lean on social proof—people trust what others trust
• Shift the focus from company name to real-world impact
• Give them an easy, no-risk way to see the value firsthand
• Keep the relationship warm so you’re top of mind later

Trust isn’t built in a moment—it’s built through proof and experience.

How DocketAI Can Help

DocketAI helps sales teams overcome credibility objections with instant access to case studies, social proof, and ROI-driven insights. No name recognition? No problem—let results speak for themselves.

🎯 See how it works—Book a demo today!