InMails: The Good, The Bad, and The Ugly

What We’ll Cover Today

The BadWhy candidates don't respond to certain approaches

The UglyHow not to use the InMail system

Names, photos, titles & companies have been changed to protect the innocent & guilty alike

The GoodWhat works to generate interest from candidates

KnowledgeThe definitive professional

publishing platform

NetworkWe connect the world’s

professionals

IdentityThe professional profile of record

Professionals Come to LinkedIn to Develop Their Careers

Passive Talent Not as passive as you think

Passive candidates may be• Reaching out to personal network• Open to talking to a recruiter• Completely satisfied; Don’t want to move

Active candidates may be• Actively looking• Casually looking a few times a week

70%Passive

Tiptoer: Thinking about changing jobs and reaching out to close associates

Explorer: Not looking for a job but willing to discuss a new opportunity with recruiters

Super Passive: Happily employed and not interested in a new opportunity

Source: LinkedIn Talent Trends Report 2015.

When Sending InMails to Passive Candidates…

Do• Start a conversation• Make it feel personal• Include a strong subject line• Be brief and to the point • Mention shared connections

Don’t• List all job specifics• Include job title or req ID in

the subject line• Use jargon & biz-speak• Ask for a resume right away

Lindsey Stevens 3

Personalize you InMailMentioning what you have in common can boost your response rate

Lindsey StevensMarketing Director…

Connections in common

Patty MeyersSenior Consultant at Novella

Matt ChangAccount Executive at Tyler Inc

Derek BellRegional Sales Manager at Future Co

7

Why Having an InMail Strategy Matters

• InMail messages are a direct reflection of your company. • Your initial communication sets the stage for what comes next. • InMails can strengthen your personal brand as a recruiter, if written well.

 Use InMail when you need to reach out to:

8

In Which Situations Should You Use InMail?

Passive (or active) candidates you want to recruit

Sales leads you want to open up to new opportunities

Decision makers with whom you want to start conversations

Executives you may want to connect with professionally

Now, let’s open the mailbag

Growth OpportunitySarah MadanTechnical Recruiter at Ahead Recruiting  

InMailSarah MadanFast track to leadership! Opportunity to own…

Fast track to leadership! Opportunity to build a team below you

Hi Joan,

Even with thousands of restaurants at our fingertips, doesn’t it always feel like our favorite spots – our neighborhood gems! – are the ones that don’t deliver? This startup is the solution. With your background at LinkedIn, you would be the perfect fit for their city manager role!

• Extremely flexible hours: work from anywhere at any time!• Rare opportunity to build out your city’s FIRST TEAM• Proven success & profitability in San Francisco and NYC!• Competitive salary, full benefits & transportation cost coverage

Let’s schedule a time to chat this Monday! Are you available between 1:00 p.m. and 5:00 p.m.?

Sarah MadanTechnical Recruiter Ahead Recruiting  Tel 408.555.5678 

The Good

C-level OpportunityLeslie Lever Technical Recruiter at Staffing Partners

InMailLeslie Lever COO Opportunity

COO Opportunity

Good afternoon,

We have been retained to fill a CEO assignment for a privately-owned student loan collector on the West Coast, and I was hoping you may have some ideas or suggestions.  My contact information is below for your reference. Is there a good time for me to contact you to discuss this opportunity in more detail?

Leslie LeverTechnical Recruiter Staffing Partners Tel 408.555.1111 

The Bad

Sales OpportunityKean SumnerSenior Recruiter at STW Staffing  

InMailKean SumnerLet’s Connect

Let’s Connect

Tara, 

I recently came across your profile as we have a few connections in common and was intrigued by your current role and some of the success you've had up to this point. I would love to connect to chat about your career path and to fill you in on an amazing opportunity that just opened up at one my client’s company on the account operations team.

A couple good articles to add a little color on our client’s company: 

Business Today article - #1 company to work for to advance your career - http://www.businessinsider.com -bestcompaniesforadvancingyourcareer

A short video...http://www.youtube.com/watch?stwstaffing

Connecting for a quick 5-10 minute call in the next few days would be great. Shoot me the best number to give you a ring at, assuming you have interest. I look forward to hearing from you.

Kean SumnerSenior Recruiter STW Staffing  Tel 408.555.6789 

The Good

Middle Management OpportunityNancy KleinSenior Recruiter at KTR Partners 

InMailNancy KleinAre you ready for your Next Play?

Are you ready for your next play?

Hi Kim,  Very nice to meet you via LinkedIn. By way of introduction, I am a senior executive recruiter in the technology practice at KTR Partners.  We recently launched a search for a Manager, Industrial Design for one of our large client’s Design Product Group - encompassing the entire existing and future product roadmap for the company's high-end consumer and enterprise products. This individual will lead a globally distributed team of senior design leaders in defining the vision and design strategy for mobile, PC, hybrid and enterprise devices.  Our client’s leadership team has been ramping up investment in all areas of design, including the opening of design centers all over the world. As the leader of the Industrial Design team, this individual will play a key role in the evolution of the company.  Based on your background, I thought that this role could be an interesting fit for you or, if not, for someone you might highly recommend. Either way, it would be great to connect as I lead many senior design searches for our firm each year.  Would it be possible to find a few minutes for a call? Thanks in advance.

Nancy KleinThe Good

I'd love to interview you!

Hi Tara,

You have a very impressive professional background. Based on your experience I think you could be a great fit for People Inc. Our largest business unit has a strategic and consultative Sales Management position available in our New York office. This position involves the coaching and management of 15+ Business Development/Account Management staff.

Before you file this message away with the others, take a look at what makes a sales management career with People Inc truly unique:

5. FUN! – Our Sales Team loves coming to work each day. People Inc’s collaborative environment rewards hard work and strong performance.

4. Exposure to C-Suite Executives – this is your opportunity to directly impact the business decisions of leading global organizations through the coaching and development of your direct reports.

3. Opportunity for Advancement – People Inc loves to promote from within. Development opportunities to senior sales and sales management roles.

2. Work/Life Integration – Our Virtual Sales Process (phone, Webex, Go-to Meeting) means no travel required for you or your direct reports.

1. Compensation – People Inc offers competitive base salaries + annual bonuses + countless company perks + full benefits, 401(k) with employer matching & ample PTO.

Let's set-up time to chat! I'm happy to share the full job description and answer any questions you might have. I look forward to your response.

Steve Adams

Sales Manager OpportunitySteve AdamsSenior Recruiter at People Inc 

InMailSteve AdamsI'd love to interview you!

The Bad

High Demand Skills Opportunity Stephanie Homes Senior Recruiter at Start Now Recruiting

InMailStephanie Homes Follow up

Follow up

Hi Mary,

I just wanted to reach again in case you hadn't had a chance to see my first e-mail. I'd love to chat regarding a Principal Software Engineer opportunity at a fast paced start up. Please let me know a good time for a quick chat. Looking forward to connecting soon!

Thanks,

Stephanie

1 attachmentJOB Overview.pdf

Stephanie Homes Start Now Recruiting

The Bad

C-level OpportunityRobert CamperRecruiter at Quality Search 

InMailRobert CamperConfidential: A C-level Position to Discuss…

Confidential: A C-level Position to Discuss With You

Ann, First, apologies for the unsolicited message but I was hoping to get your thoughts on a current search. We have been hired to recruit a CFO to a global, publicly-traded company with close to $3B in annual revenues. The company would prefer to remain confidential at this but highlights include:

• Ideally, sitting public company CFO but will consider large divisional CFO (or strong Treasurer/CAO)• Significant experience in managing financial operations within a global manufacturing business• Ability to oversee accounting, capital markets, Tax, Treasury and Investor Relations• Appetite for growth with a focus on M&A/Corporate Development• Desire for international travel• Role could be based in either Texas or Europe

I would be happy to discuss the details with you, as well as send you a full position description. If you’re interested, let’s set up some time to talk. Does next week work?

Robert CamperQuality Search408.555.9999

The Good

Account Manager Opportunity Mike SanderTechnical Recruiter at Search Technology

InMailMike SanderJob Opportunity - Great Fit

Job Opportunity - Great Fit

Check this out. You would be a great fit!

Account Manager Search Co - Santa Monica, California

I will be happy to refer you. Just click on Yes on the Job Description page and it will notify the hiring manager that I made the introduction. They will take it from there. http://SearchCo.com/jobs/ITconsulting

Mike SanderTechnical Recruiter Search TechnologyTel 408.555.7789 

The Ugly

Contract OpportunityTerry Minder Senior Recruiter at HERE Services

InMailTerry Minder Hey Tara

Just ran across your info on LinkedIn and wanted to reach out. I'm a Recruiter in New York and have a client in the loop that's looking to hire a Contract Recruiter. They're a huge international law firm and are looking to hire someone with a couple years of agency experience. It'll start out as a one year contract and will likely eventually go full-time, but they don't have headcount approved right now - hence the contract route. Anyways... not sure if you're happy in your current role or if you're looking to make a move over to the corporate side, but thought I'd drop you a line. Interested in chatting? 

Best, Terry Minder

The Bad

High Demand Skills OpportunityDominic SandersSenior Recruiter at Search Savvy Partners  

InMailDominic Sanders Principal Engineer at a high growth company!

Principal Engineer at a high growth company!

Hi John,

I am hoping to interest you in a principal/senior role with the world’s largest online credit marketplace. They’re completely rebooting the 2.7 trillion dollar financial industry. Since their ($9 billion!) IPO in May 2014, they have been on an incredible growth trajectory. They’re looking for a highly motivated software engineer like yourself who’s interested in developing scaling products and solutions.

I took it upon myself to share your profile with the Engineering Manager and needless to say he was impressed with your background and experience at LinkedIn - hence the reason for my note. I am sure you are busy, but I would value the opportunity to speak with you about your career plans and some of the cool initiatives the team is working on.

Would you be open to having a 15 minute conversation next week?   Thanks,

Dominic 408.555.8888

The Good

Inside Sales Opportunity

Hi Sara,

I am a Direct Hire Recruiter for CrossLine Group and have an opportunity for an Inside Sales Representative in the Chicago suburbs that I thought you may be interested in. I have included the details and job description below for your review. If this is an opportunity you would like to pursue, please send me a copy of your resume in MS Word format to erika@crosswiregroup.com. I look forward to hearing from you!

DIRECT HIRE INSIDE SALES: Location: Chicago, ILShift: 8hr shifts-Monday through Friday-1st shift Pay: Base + Commission structure at $17.50/hr plus commission. (Earning potential up to targeted 60K-65K + in first year).Earnings is driven by sales performance so the potential to earn more is unlimited.Industry: Healthcare –Medical Waste Division

Perks:-Industry leader-Medical/Dental coverage, 401k, vacation and personal days, 8 paid holidays, tuition reimbursement programs, and successful employee stock programs. -Multiple opportunities for job advancement within. -Monthly sales contests and incentives. -Excellent culture in a fun and friendly environment.

Job duties:-B2B inside sales, Prepping sales contracts, generating leads, full sales process over the phone. -Performance based and metrics driven environment. -Inbound and outbound sales calls to potential new/existing customers. -Retain customers who are “at risk” of cancelling service. -Ongoing sales training and professional development. -Build a pipeline of potential business.

Experience needed:-Inside Sales experience required. Minimum of 2 years experience. (Must be over the phone sales).-High-energy, professional, sales-driven, and flexible.-Education equivalent to Bachelor’s Degree in sales or marketing preferred-Strong computer skills: CRM, SalesForce, a plus and experience in Microsoft Office Suite

Erika VansClient Services Consultant  Crosswire Group  Tel 408.555.4444 

Inside Sales Opportunity Erika VansClient Services Consultant at CrossLine Group

InMailErika VansInside Sales Opportunity

The Bad

Sales OpportunitySol RainsTechnical Recruiter at DEW Search

InMailSol RainsNetworking help staffing consultant search

Networking help staffing consultant search

First, thank you for taking the time out of your busy day. I want to first let you know I am not trying to recruit you. I don't use LinkedIn that way. I do believe in the power of networking. I am hoping you might have a referral that would be intrigued by a new recruiting or sales opportunity.

We are looking to add a perm recruiter and culture fit to our growing team at DEW. After spending a big chunk of my careers at some of the top IT staffing firms in the country. I wanted to be more then just a number and wanted to work for a company that truly cared about the employee and was flexible on hours not just face time or the bottom dollar. Were more interested in the right personality and drive the skill set we can teach. 

I can only promise you like the last two people referred to that currently work for us. They will thank for years to come. From flexibility to being part of not just a team but also a family. If you know an individual looking for a change please let me know. Or if you just want to network and use me as a trump card in your back pocket send me your email address and I will send you an invite.

Have a great day!

Sol Rains 

The Ugly

Prospective Client

We should meet

Hi Sarah,

Hope you are well!

Your background is quite impressive! I am the President at XYZ Inc., and had to reach out given your background. We help companies build top performing sales teams.

Are you available next Friday at 8:00am for coffee? I can always jump on the phone if that is easier.

Looking forward to meeting with you!

Regards,

Michael RomePresidentXYZ Inc.  408.555.4567

Michael RomePresident at XYZ Inc.  

InMailMichael RomeJohn Deller suggested we Meet

The Bad

Prospective Client Michael RomePresident at StaffRight 

InMailMichael RomeGo Flyers!

Go Flyers!

Hi Sarah,

I saw that you went to Dayton.  Always heard great things about that school, but never had the chance to visit! I am the President at StaffRight., and had to reach out given your background. Sales Rep to VP of Sales in 6 years? Talk about impressive!

I saw on your website that Culture fit is very important when considering new hires. Culture fit is important to us as well, and something we actually measure when helping our clients build top performing sales teams.

There seems to be some synergy between our businesses, and would like to explore it further with you. Are you available next Friday at 8:00am for coffee? I can always jump on the phone if that is easier.

Looking forward to meeting with you! Regards,

Michael RomePresidentXYZ Inc.  408.555.4567The Good

Internal OpportunityKaylen ArthurRecruiter at TR Recruiting

InMailKaylen ArthurExciting Growth Oportunity!

Exciting Growth Oportunity!

Hi Stephen,

Director, Client Services (Business Development Consultant) Fast Growing Dynamic Entrepreneurial Environment! Chicago.Our company is experiencing record breaking sales growth with an increase of 40% year over year! We are expanding our team and seeking an influential player to increase revenue by securing new business and expanding our existing client base. Join this dynamic and innovative sales technology organization and embrace the challenge to sell executive level, project-based financial engagements! Are you highly competitive? Are you a motivated, self-starter sales hunter? TR Management Solutions, a division TR Recruiting, specializes in the placement of Senior Finance, Accounting, Program and Project Management Professionals on a project and consulting basis to support mission critical client initiatives. Management Solutions works from the inside, developing a thorough understanding of client challenges, environment and end-game. Our highly skilled Business Development Managers sell complex, project-based financial engagements with strong gross margin potential! If you seek a higher base salary and want to work for a smaller firm with less restructuring then TR Recruiting is for you. 

The Ugly

What Does a Great InMail Look Like?Kaylen ArthurRecruiter at TalentFirst Recruiting

InMailKaylen ArthurInterested in expanding your skillset?

Interested in expanding your skillset?

Hi Adam, I’m a Recruiter in the sales and technology space and reaching out to you about a potential sales opportunity in Chicago for a client of mine. With your extensive sales background at JCM, your profile caught my eye. I think you may be a great fit for the role. 

Here’s a little background for you:

My client is in the software technology space. They help the world’s biggest brands by providing a game-changing CRM. They are seeking an influential player to increase revenue by 10%. This will give you the opportunity to secure new business and add high profile clients to your resume. With 12 years of experience under your belt, I’d love to hear more about what you do in your current role and your career goals. Let’s set up an initial phone call and I can share more information.

Thank you very much for your time and consideration.

Best,

KaylenTalentFirst Recruiting888.777.6666 The UglyThe great

Art of Sending Bulk InMail

1. Don’t send more than 10 at a time 2. Filter by school, company, and groups to personalize bulk

message

3. Compliment sincerely on experience or mention the specific industry they’re in

4. Utilize templates – have a template created for specific filters you utilize often (school, industry and company)

Checklist Before Hitting Send

• Leverage personal profile information

• Include what’s in it for them

• Write to be mobile ready

• Make it 500 characters or less

• End with a clear call to action

• Ask yourself – would you open, read,

and reply?