Look for real commitment.
Compliments cost nothing. The signal you can trust is when someone gives up something to move forward.
Time
Commitment Currency 1
“Can we book a follow-up with your team?”
Signal: they give you hours, not minutes
Examples: a pilot, a workshop, real data
Reputation
Commitment Currency 2
“Who else should see this?”
Signal: they put their name on it
Examples: intro to their boss, a reference
Money
Commitment Currency 3
“Shall we start with a paid pilot?”
Signal: the strongest there is
Examples: pre-order, deposit, letter of intent
Source: Goodreads ↗
Ask for a commitment.