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All books ▸ The Sell-By-Chat Playbook ▸ Chapter 6: Qualifying Prospects Through Chat

Chapter 6: Qualifying Prospects Through Chat

The Sell-By-Chat Playbook

BEFORE YOU START

License Agreement

A Faster, Easier Way to Results...

How to Use This Playbook

The Prerequisites

Part 1: Sell-By-Chat 101

Understand Sell-by-Chat 101 or Don’t Even Bother

Chapter 1: Mindset Shifts for Effective Sell-By-Chat

Serving vs. Selling: The New Paradigm

Overcoming Common Excuses and Misconceptions

Chapter 2: Measuring What Matters

Measuring Your Chat-to-Contract Ratio

Understanding Key Metrics

Setting Realistic Expectations

Chapter 3: Code of Conduct for Chat Interactions

Introduction: The Rules of Chat Conduct

Rule 1: Be Human, Not Robotic

Rule 2: Make Them Feel Seen

Rule 3: Prioritise Empathy

Rule 4: Keep Messages Short

Rule 5: One Question at a Time

Rule 6: Match Their Pace

Rule 7: Give Before You Ask

Rule 8: Follow Up with Purpose

Rule 9: Personalise Every Message

Rule 10: Own the Outcome

Closing Thoughts: Test and Adapt

Chapter 4: Mastering the Art of Conversation

Read First: Your Conversation Strategy

Openers That Work

Flatter With Precision

Genuine Personalisation

Pattern Interrupts: Unexpected, Yet Relevant

Ask the Right Questions

Timing and Pacing

Guiding the Conversation

Effortless Micro-Commitments

Handling Objections: No Buts

Next Steps: Closing the Loop

Strategies for Calendar Invites

Conclusion: Mastering Conversations That Convert

Chapter 5: LinkedIn Leads: Cold Tactics & Warm Signals

Introduction: Prioritising LinkedIn Leads

Cold Lead Tactics to Build Momentum

Prioritising Warm Leads as They Appear

Conclusion: Balancing Cold and Warm Approaches

Chapter 6: Qualifying Prospects Through Chat

What is Qualifying?

Matt Lakajev's LVQ Framework: Lube, Value, Question

The A—B Method: Finding the Gap

Ask the Right Questions at the Right Time

Sell the Next Step

Mistakes When Qualifying

Chapter 7: Delivering Preloaded Value

An Introduction to Preloaded Value

Why Preloaded Value Works

The Rules of Preloaded Value

How Reciprocity Changes the Game

What to Share: High-Impact Resources

Building Trust with Proof and Social Proof

Improve Meeting Attendance with Preloaded Value

The True Power of Preloaded Value

Chapter 8: The Follow-Up

Please Don’t Skip The Follow-Up

Simple Follow-Up Strategies

Tracking Follow-Ups (Without Losing Your Mind)

Part 2: The Sell-By-Chat Implementation Guide

Sell-by-Chat Process

Simple Systems to Manage Sell-by-Chat

Step-by-Step Guide: Setting Up Kondo for Sell-by-Chat

Sell-by-Chat Scripts

Your Sell-by-Chat Prompt Cheat Codes

Prompt 1: The Sell-by-Chat Playbook Knowledge

Prompt 2: Craft High-Conversion Sell-by-Chat Scripts

Prompt 3: Your Custom Sell-by-Chat Scripts

Sell-by-Chat Key Metrics

Sell-by-Chat ROI Calculator

Part 3: Scale Edition

The Do-First Framework for Building SOPs

Systems for Sell-by-Chat Teams

How To Hire A Sell-by-Chat Team

Reporting & Managing KPIs

Next: What is Qualifying?