Always ask if the person you are talking to is responsible for making decisions around marketing for their business or organization. If they are not the decision maker, they aren’t your end buyer, and you’ll need to find out who is.

Next is the PUF message of qualifying – do they have Pain (or tremendous interest in what we offer), Urgency (moving forward within a few days to max one week), and Funding (can they allocate budget and spend money.)

If they don’t have all three in PUF – they aren’t a qualified buyer.