---
title: Tactical Guide for Salespeople Using LinkedIn InMails
description: Before sending your next InMail, consider how it comes across, and, more importantly, if it will be seen at all.
---

[in:form - The Intero Advisory Blog | Intero Advisory](https://blog.interoadvisory.com/blog)

# [Tactical Guide for Salespeople Using LinkedIn InMails](https://blog.interoadvisory.com/blog/tactical-guide-for-salespeople-using-linkedin-inmails)

 Written by [Colleen McKenna](https://blog.interoadvisory.com/blog/author/colleen-mckenna) | Jul 31, 2024, 2:52:21 PM

### **You or your sales team may also be using LinkedIn, InMails and Messages to reach your prospective clients. **

LinkedIn InMails offers a powerful opportunity for salespeople to connect with potential leads directly. However, the effectiveness of these messages is often compromised by poor quality, which third-party automation platforms can exacerbate. I am not a proponent of using any of these third-party automation tools - nope, never.

To maximize the impact of InMails, it’s essential to understand their pros and cons and implement strategies for creating personalized, value-driven messages.

### The Pros and Cons of LinkedIn InMails

Pros:

- Direct Access: InMails allows you to reach out to individuals outside your network, providing a unique opportunity to message with key decision-makers.
- Response Incentives: LinkedIn rewards you with a credit back for InMails that receive a response, encouraging meaningful engagement.

 

Cons:

- Visibility Issues: Despite their prominence, InMails often end up in the “Other” tab of the recipient’s inbox, where they are more likely to be overlooked.
- Quality Concerns: Many InMails are generic and poorly crafted, which can lead to low response rates and damage your credibility.
- Automation Challenges: Third-party automation platforms can result in impersonal, cookie-cutter messages that fail to resonate with recipients.

 

### Improving InMail Quality: Strategies for Salespeople

Personalize Your Message: Actually, do this!

- Research the Recipient: Understand the recipient’s background, interests, and current role. Reference specific details in your message to show genuine interest and relevance.
- Tailor Content: Customize your message to address the recipient’s unique pain points or needs. Avoid generic sales pitches and focus on how you can provide value.

 

Focus on Value:

- Highlight Benefits: Clearly articulate how your product or service can solve a specific problem or improve the recipient’s situation. Emphasize the tangible benefits rather than just features.
- Provide Insights: Offer valuable insights or information that can benefit the recipient. This could include industry trends, best practices, or relevant case studies.

 

Craft a Compelling Subject Line:

- Be Specific: Use a subject line that reflects the content of your message and grabs the recipient’s attention. Avoid vague or overly promotional language.
- Create Curiosity: Spark curiosity with a subject line that encourages the recipient to open and read your message.

 

Build a Strong Opening:

- Start with a Hook: Begin your message with a strong opening that addresses the recipient’s needs or interests immediately. Avoid starting with a generic introduction.
- Show Credibility: Establish credibility early by mentioning any mutual connections, shared interests, or relevant achievements.

 

Avoid Automation Pitfalls:

- Personal Touch: Automation tools can be useful for scaling outreach, but they often lead to impersonal messages. Avoid over-reliance on these tools whenever possible and add a personal touch to each message.
- Customize Templates: If you use automation, ensure your templates are highly customizable. Personalize each message based on the recipient’s profile and context.

Include a Clear Call to Action:

- Be Direct: Clearly state what you want the recipient to do next, whether scheduling a call, requesting more information, or visiting your website.
- Offer Options: Provide multiple ways for the recipient to engage with you, such as suggesting a few available times for a call or offering a link to a relevant resource.

Follow Up Strategically:

- Timing Matters: If you don’t receive a response, follow up after a reasonable time. A polite reminder can increase the chances of engagement.
- Add Value in Follow-Ups: Use follow-up messages to provide additional value or address any new developments. Avoid repetitive or generic follow-ups.

Focus on personalization, value, and relevance to improve the effectiveness of your LinkedIn InMails. While InMails offers direct access to decision-makers and incentives for engagement, their success hinges on the quality of the message and the approach taken.

By avoiding the pitfalls of third-party automation and crafting thoughtful, tailored messages, salespeople can enhance their chances of receiving responses and building meaningful connections.

Remember, you still need to connect with them - an InMail does NOT mean they join your network or you join theirs. After all, isn't that actually the point? 

Messages are between people connected on LinkedIn and should have a higher engagement rate.

It always goes back to what you are doing and your intention.

Use the platform well. LinkedIn and your network will reward you for your effort.

[View full post](https://blog.interoadvisory.com/blog/tactical-guide-for-salespeople-using-linkedin-inmails)

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