LinkedIn InMail Changes: What B-to-B Sellers Should Do Next
How to Send 100 InMails and Get 193 Credits Back
If you're an average InMail user, you're seeing credits vanish lately. But there is a way to send 100 InMail messages and get 98 returned to you. Or even 193 credits back (for you to re-use again).
How? Write effective InMail messages.
For example, let's say you earn a 50 percent response rate on your first batch of 100 InMails sent. Over time (as you use the InMail credits returned to you) you earn a total of 98 credits. Not bad. You get nearly all of your investment back for re-use.
But what if you were really good? Let's say you earned a 70 percent response rate to your InMail messages? Hey, it's possible. I have students who earn 73 percent response rates.
With a 70 percent response rate, you would earn 193 InMail credits (of your original 100) to re-use for prospecting.
In actual practice the math is a bit messy, due to the delays between prospects responding and LinkedIn's re-issuing credits. But you get the picture.
Should You Stop Using InMail?
As much as it may hurt, your never-ending stream of InMail credits were part of LinkedIn's lack of foresight. If you are considering investing in InMail you're in luck. Learn from this experience. Most B-to-B sellers who invested in LinkedIn Sales Navigator (and InMail) are complaining loudly. Many are resigning accounts.
And they should.
As Darwin said, "It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is most adaptable to change."
Change for the better.
What to Do Next
LinkedIn's InMail policy change is another signal. Another warning. A reason to abandon fairy-tale beliefs like: