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I think you can tell if someone is truly interested or not when you talk to them. I would follow up based on your gut feeling that they are real or not. If you get a BS excuse put them in the pile that may call you back. The leads you like follow up with appropriately. You'll find you have more time to pursue profitable endeavors than chasing BS artists around. May you lose a sale ot two? Maybe. Will you make more than two in the time you didn't waste on the whole pile of BS artists? I bet you do so in the end you did better by letting them go.
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