What “Serious Intent” Looks Like to a Middle East Buyer

Understanding buyer intent in the GCC requires a specific lens. Politeness is often mistaken for progress by outsiders.

The Hospitality Trap

Phrases like "InshAllah" or "we will study it" are signs of respect, not commercial commitment. Serious intent is demonstrated through actions, not words.

In the GCC, a "wasta" (a personal connection or introduction) is worth more than any sales pitch.

Signals of Serious Intent

• Proactive Introductions: When a contact spends their social capital to introduce you to a real decision-maker.
• Requesting In-Person Meetings: A significant investment of time signalling the relationship is escalating.
• Sharing Non-Public Info: When they share specific project timelines or budget details.

The Takeaway

Test for action at every stage. Don't accept vague politeness; propose concrete commitments to gauge true intent.