LINKEDIN WEBINAR

ENGAGE WITH KEY EXECUTIVES THROUGH INMAILS

Thursday 28th April 10:00-10:45am (BST) - 45 minutes

When you've found a potential new client, how should you reach out to ensure the greatest chance

for a successful business relationship? Make the wrong move and you may lose the deal before you

get started. In this session, learn some best practices for creating a best in class InMail. In this

session we will focus on:

- Using Alerts & Insights as an initial conversation starter with Key Decision Makers

- Capture your prospects attention and create a compelling InMail

- Follow-up cadence best practices

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Join Alex O'Brien, Sales Product Consultant, and Darragh O'Toole, Social Seller & Account Executive

for LinkedIn Sales Solutions where they will impart the best tips and options for creating best in class

InMails.

Date and Time:

Thursday, 28 April 2016 10:00, GMT Summer Time (London, GMT+01:00)

Event number: 841 812 381

Event password: London7

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Screen shots from the webinar, with notes in blue below by

Véronique Havrehed veronique.havrehed@celemi.se

3-point touch = online, email report (e.g. who has liked your

post), and on smartphone

On Sales Navigator, much faster than usual LI.

No more than 100 words

No generic subject line. 1 on 1 conversation. “you know this

person, so do I” “you are interested in this topic, so am I”

Call to action is crucial: suggest to meet, call, or move

conversation to email. Give them a reason to respond.

Don’t pitch too hard in the first InMail. Just try to get the

ball rolling on the conversation.

Very important to keep profile targeted at your prospects –

empathy for the client – what I do for them

Use feed as source of info from leads and accounts to know

what is important to them.

Check “Recent updates” daily in the morning and react when

appropriate to “show up on their radar”, including on info

published by their company that they may not be aware of

themselves!

Also check “Lead news” and “Lead shares”

So the conversation is about them, not about us. Builds

interest and trust from their side.

Like after you have quickly assessed what this is.

They will see that you have liked it, they might click on your

profile

You will see if they have clicked your profile.

Then reach out with an InMail (this is a real example)

Give your email, telephone number – make it easy for them

to contact you.

This was the result, the prospect wrote back.

Really focus on having a completely up to date profile.

You only get the feed about them if they are saved in Sales

Navigator.

Use “who’s viewed your profile” as an opportunity to start a

conversation.

How formal should InMail be?

- Depends on context, are you B-to-B, what do you

want to say, etc... Err on the side of caution:

polite and formal if you don’t know.

How do I actively manage over 150 accounts in Sales

navigator?

- My activity is shaped by my pipeline (my

appointments and planned activities)… don’t try

to follow all of them up all the time, try to

prioritise, but use recent updates to react fast

when needed.

When is it OK to send a connection request?

- Only if you do know them, have worked with

them. NO cold invitation requests, it creates a

bad perception. Think “what is in it for them?” to

be connected to you on LI?

Leveraging shared connections in InMails: does that

translate into higher success rate?

- Yes, absolutely. Mention shared connections

(after checking with the connection if Ok to

mention). Helps to build trust.