The shift
Something has changed
For thirty years getting found online meant one thing — show up on Google. That still matters, but a growing number of buyers, especially in B2B, now open ChatGPT, type a question, and get a direct answer with a recommendation.
Some businesses get named as the obvious choice. Others do not appear at all. Those buyers never see your homepage — they go straight to whoever the AI pointed them to.
That is the shift. And it is already happening in your market.