- Size on Business
- Customers Problem
- How big is the Problem (how much you can save the business by solving it)
- How urgent is the Problem
- Budget (Willingness to pay)
Only let customers pass that will then accept offer in next step
Anecdote:
- waiting for an uber at 4 in the morning
- taxi comes by first time → not paying
- taxi comes by second time → still not paying
- taxi comes by third time → now paying → urgency