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Most people think qualification happens after the call.

Wrong.

The best LinkedIn closers qualify leads before they hit send, and then again once the lead responds.

This 2-step process ensures you’re only jumping on calls with prospects who are ready, relevant, and worth your time.

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Step 1 → Qualify Before You Message (Targeting That Converts)

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Before you send a single DM, make sure the lead fits your Ideal Customer Profile (ICP). Otherwise, even the best message won't land.

Here’s how to spot high-intent, high-fit leads using LinkedIn Sales Navigator:

• Company headcount
• Job title
• Seniority filters
• Recent activity

💡 Add them to a list only if you can answer “yes” to:

→ Can they afford me?

→ Can they decide or influence?

→ Do they have a problem I solve?

https://youtu.be/qrRs8wxPIYc

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Step 2 → Qualify After They Respond (Sell by Chat)

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You’ve got a reply. Don’t rush to drop your Calendly. Your job now is to lead a mini sales convo in the DMs — fast, conversational, and strategic.

Here’s a 3-message framework that works:

• 1. Start light, but focused
• 2. Dig pain or context
• 3. Confirm fit and bridge to call

DO NOT book a call until you’ve confirmed:

✔ They have the problem

✔ They want to solve it

✔ They’re decision-capable

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Pro Tip: Don’t oversell in chat. Stay curious. Ask. Listen. Book the call when there’s clarity.

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