Mastering the Art of Reaching Out: Tips and Strategies. 

InMail is a messaging feature on LinkedIn Sales Navigator that enables users to reach out to prospects who are not connected with them. InMails can represent either an opportunity or nothing, depending on whether the prospect responds to them. To increase the likelihood of InMail acceptance, LinkedIn analised every InMail sent in 2022 and identified six lessons to be learned: 

• Conducting research on prospects and their organizations before sending an InMail has a significant payoff. This is because if a person views a prospect’s LinkedIn profile and sends them an InMail within 30 days, the person is 78% more likely to accept it. Similarly, if the user follows a prospect’s organization on LinkedIn before reaching out, they are 15% more likely to accept the InMail. The more you understand your buyer, the more relevant the message you’ll be able to send them. 

• Having a strong LinkedIn presence can lead to more people accepting InMails. Our analysis found that having a complete LinkedIn profile can increase InMail acceptance rates by 87%. Salespeople’s profiles are viewed at twice the rate of the normal professional, meaning people research you and decide whether to accept your InMail or not. 

• Companies can increase InMail acceptance rates by building out their brand on LinkedIn. For instance, if a member follows your company on LinkedIn, they are 270% more likely to accept your InMail. 

• People are more likely to accept an InMail if they have just started a new job. According to the data, people who started a new job within the past 90 days are 62% more likely to accept an InMail, versus everyone else. 

• The more active a buyer is on LinkedIn, the more likely they’ll accept an InMail. For instance, someone who has posted at least once on LinkedIn in the past three months is 45% more likely to accept an InMail.  

• Creating a compelling subject line can make a difference in whether or not someone responds to your InMail. A subject line that is personalised and relevant to the prospect can increase the chances of the InMail being opened and read. 

To sum up, InMails can be a great opportunity to connect with prospects who are not in your network. To boost acceptance, research prospects, build a strong LinkedIn presence, target new job starters, and use a compelling subject line. You can also download our B2B Lead Generation Guide to discover essential tips and tricks to maximise your B2B strategy.