Screening Qualified Buyers vs Tire-Kickers

Not all feedback is created equal. A junior intern with zero budget authority will gladly give you 60 minutes of feedback that leads to zero revenue. You must qualify buyers early.

The BANT Framework for Bootstrappers

Filter interviewees through four standard gates:

┌────────────────────────────────────────────────────────┐
│ B - Budget: Do they have discretionary credit card limits?
├────────────────────────────────────────────────────────┤
│ A - Authority: Can they sign off without a 9-month RFP? │
├────────────────────────────────────────────────────────┤
│ N - Need: Is the problem costing them time or money now?│
├────────────────────────────────────────────────────────┤
│ T - Timeline: Are they looking to fix this this quarter?│
└────────────────────────────────────────────────────────┘

Disqualifying Bad Prospects

Disqualify immediately if:

They expect an endless free tier for enterprise workflows.
They request custom bespoke integrations before committing to a base subscription.
They are not the person who actually performs or oversees the manual workaround.

Continue to Module 3: Paid Pilots & Pre-sales.