InMail: The Easiest LinkedIn Sales Navigator Strategy You’re Doing Wrong (And How to Fix It) | Donald C. Kelly - 1971

What It Covers

Donald Kelly reveals how to use LinkedIn Sales Navigator InMail effectively by sending short, curiosity-driven messages with single questions instead of lengthy pitches. He shares test campaign results showing 20% response rates and 33% favorable outcomes using this simplified approach.

Key Questions Answered

• •InMail Message Structure: Send one-line questions instead of lengthy pitches with multiple links. Use curiosity-driven subject lines like "Podcast Guest?" followed by the prospect's first name and a single question about solving their specific pain point. This format works because most people read InMail on mobile devices and need simple yes-or-no responses.
• •Campaign Results Data: A test campaign targeting 31 founders for podcast placement services achieved 20% response rate, 16% appointment booking rate, and 33% favorable response rate overall. The entire campaign required only one and a half hours of work over two days, demonstrating efficiency when messaging is simplified and targeted correctly.
• •Target List Selection: Focus on one specific ideal customer profile segment with an active trigger event rather than messaging all potential customers. For example, target new marketing VPs who may question existing CRM systems, or founders seeking thought leadership opportunities. This precision targeting increases relevance and response rates significantly.
• •Question-Based Approach: Ask prospects if they would take a fifteen-minute conversation about a specific, simple offering rather than attempting to sell complex solutions upfront. Avoid including company history, founder credentials, or multiple service descriptions in initial outreach. Save detailed information for follow-up conversations after establishing interest.