Unlocking the Potential of LinkedIn's Sales Navigator InMail Feature: A Comprehensive Guide

08/29/2023 9:05am

By: Damien Orozco

For professionals seeking to expand their network, generate leads, and foster meaningful business relationships, digital platforms hold all the power. Among these platforms, LinkedIn stands out as the go-to destination for business-oriented networking. With its powerful Sales Navigator InMail feature, LinkedIn provides a valuable tool for sales professionals to connect with prospects and potential clients directly.

Read on as we get into the pros and cons of using the Sales Navigator InMail feature, its limitations as of 2023, and effective strategies to optimize results and generate interest using short introductory videos.

Understanding Sales Navigator InMail: The Pros and Cons

As with any marketing tool, the Sales Navigator InMail feature has its advantages and disadvantages.


Let's begin by examining the pros of using this communication method:

     Direct and Personalized Approach: InMail allows you to directly reach out to your target audience without the need for any prior connection, enabling a more personalized and relevant conversation.

     Increased Reach: InMail expands your outreach beyond your existing network, giving you access to a broader pool of potential prospects and clients.

     Advanced Search Filters: Sales Navigator offers advanced search filters, enabling you to find prospects based on specific criteria such as industry, job title, location, and more. This precise targeting can significantly enhance the efficiency of your outreach efforts.

     In-Depth Profile Insights: Before sending an InMail, you can review the recipient's profile to gain valuable insights, enabling you to tailor your message effectively.


Here are some of the cons of the InMail feature:

     Limited Credits: LinkedIn imposes a monthly cap on the number of InMails you can send, depending on your subscription level. This limitation can restrict your outreach efforts and may require you to prioritize contacts.

     Potential for Spam: While InMail offers a direct approach, it's crucial to avoid coming across as spammy or overly promotional, as this could deter potential prospects from engaging with your message.

     Response Rates: Not all recipients respond to InMails, and achieving a high response rate can be challenging. Crafting compelling messages becomes paramount to increasing the likelihood of a positive response.

InMail Limitations as of 2023

As of 2023, Sales Navigator InMail does have a few limitations that users should be aware of:

     Character Limit: InMail messages have a character limit (up to 200 characters in the subject line and up to 1900 characters in the body), which means you need to convey your message succinctly. The character limit encourages you to get to the point and avoid lengthy pitches.

     Attachments: Like traditional email that allow attachments, InMail does as well, but can have limitations depending on the operating system and the size of your attachments. It’s therefore encouraged to use hyperlinks or text-based content to direct recipients to additional resources.

     Scheduling: As of 2023, InMail lacks a built-in scheduling feature, which can be inconvenient for time-sensitive messages or when dealing with prospects in different time zones.

Optimizing Results from LinkedIn's InMail Feature

To maximize the effectiveness of your InMail campaigns and achieve optimal results, consider the following strategies:


Avoid generic, one-size-fits-all messages. Instead, take the time to research each recipient and personalize your InMail based on their background, interests, and needs.

Value Proposition

Clearly communicate the value you bring to the recipient. Focus on how your product or service can address their specific pain points, improve efficiency, boost revenue, and add substantial long-term value to their business operations.

Clear Call-to-Action

End your InMail with a clear and actionable request. Whether it's scheduling a call, requesting feedback, offering a valuable resource, or inviting them to explore your website, a strong call-to-action encourages engagement and fosters meaningful interactions with your prospects.

A/B Testing

Embrace the power of experimentation by conducting A/B tests on various aspects of your InMail campaigns. Test different messaging styles, subject lines, and call-to-action approaches to identify what resonates best with your target audience. This iterative approach allows you to refine your communication strategy, delivering more compelling and personalized messages that elicit higher engagement and response rates. Analyze the results of your A/B tests to inform your future outreach, ensuring that each InMail you send is optimized for success.

Effective Messaging Strategies Using Short Introductory Videos

A woman recording a video of herself with a camera and ring light.

Videos are a powerful medium for communication and engagement. Short introductory videos can be an effective way to capture your audience's attention and generate interest. By using LinkedIn’s InMail feature, you can attach or send a link to a short video and make all the difference in your marketing campaigns.

Here are some tips for leveraging video marketing within LinkedIn's InMail:

Be Concise

Keep your videos brief and to the point. Aim for a length of around 30 to 60 seconds to maintain engagement.

Humanize Your Brand

Use videos to showcase the people behind your brand, helping to build trust and familiarity with your audience.

Address Pain Points

Highlight the challenges your prospects might face and how your product or service can solve those problems.

Add Subtitles

Not all recipients will watch your video with sound, so adding subtitles ensures your message comes across clearly.

Best Practices for Incorporating Video Marketing via InMail

While incorporating video marketing into your InMail campaigns can be impactful, make certain to follow best practices to achieve the desired results:

Test on Multiple Devices

The diversity of devices and operating systems in the digital landscape necessitates thorough testing to guarantee a seamless viewing experience for all users. By accommodating different devices and optimizing video formats, you can maximize engagement and ensure that your message reaches a broader and more diverse audience, enhancing the overall effectiveness of your video marketing campaigns.

Include a Thumbnail

A visually captivating thumbnail image acts as a powerful teaser for your video content, enticing recipients to click and engage. Consider selecting an image that encapsulates the essence of your video's message and sparks curiosity. A well-chosen thumbnail can significantly boost click-through rates and encourage recipients to explore your video, ultimately enhancing the overall success of your InMail video marketing strategy.

Track Engagement

Monitoring video analytics provides invaluable insights into the performance of your InMail campaigns. By analyzing metrics like view duration, click-through rates, and audience engagement, you gain a data-driven understanding of your video's impact. Use this information to identify successful elements, refine your content, and tailor future campaigns, ultimately maximizing the effectiveness of your video marketing efforts.




At Xocial Gong, we help you leverage LinkedIn and all of its features to help your business grow. See how we can use social media and other digital platforms to your advantage by calling us at 323-405-3872 for more information!