It sounds like you’re running into situations where some of your prospects want you to think they are the ones in charge. Perhaps they are, and perhaps they aren’t. When you have that one primary contact, try asking a question like this, “The decision to purchase our services our products is an important one. Besides yourself, who else might be involved in the decision-making process?” Listen carefully to the response. Can your contact look you in the eye and honestly say they are the only one you need to talk to because they are the decision-maker? Chances are other people will be involved. In a non-threatening manner, ask to meet those people in a group gathering so you can answer their questions too. Another strategy for meeting other people in the organization is ask your main contact something like, “In the event you’re out-of-pocket or busy, who would you recommend I talk to?”