Tips for using LinkedIn’s InMail feature for account-based marketing.


26 Sep 2023  •   3 minutes read

Author: Admin


LinkedIn is not just a platform for networking and job hunting. It has also become a powerful tool for marketers to reach their target audience. With over 700 million professionals using LinkedIn, it offers a unique opportunity for businesses to connect with potential customers and clients.

One of the key features that LinkedIn offers for marketers is InMail. InMail allows you to send direct messages to other LinkedIn users, even if you are not connected with them. It is a valuable tool for account-based marketing, where you target specific individuals or companies with personalized messages and content.

Why Use InMail for Account-Based Marketing?

LinkedIn’s InMail feature is particularly effective for account-based marketing for several reasons:

  • Access to Decision Makers: InMail allows you to reach decision makers directly, bypassing gatekeepers and increasing your chances of getting a response.
  • Personalization: InMail enables you to craft personalized messages tailored to the recipient, making your outreach more relevant and impactful.
  • Targeted Reach: With LinkedIn’s advanced targeting options, you can narrow down your audience based on industry, job title, company size, and more, ensuring your message reaches the right people.
  • Trackable Results: LinkedIn provides analytics for InMail campaigns, allowing you to measure the success of your outreach efforts and make data-driven decisions.

Best Practices for Using InMail in Account-Based Marketing

To make the most of LinkedIn’s InMail feature for account-based marketing, follow these best practices:

1. Define Your Target Audience

Before sending out InMail messages, it’s crucial to have a clear understanding of your target audience. Define the characteristics of your ideal customers or clients, such as industry, job title, company size, and location.

LinkedIn’s targeting options allow you to narrow down your audience based on these criteria. By refining your target audience, you can ensure that your InMail messages are reaching the right people who are most likely to be interested in your products or services.

2. Craft Personalized Messages

Personalization is key to successful account-based marketing on LinkedIn. Take the time to research your recipients and tailor your messages accordingly. Mention specific details about their company, role, or recent achievements to demonstrate that you have done your homework.

When crafting your InMail messages, keep them concise and focused. Clearly state the purpose of your message and the value you can offer to the recipient. Avoid generic templates and make each message unique to the individual you are targeting.

3. Leverage LinkedIn’s Ad Targeting

In addition to targeting options for InMail, LinkedIn also offers ad targeting capabilities. By combining InMail with LinkedIn’s ad targeting, you can create a comprehensive account-based marketing strategy.

LinkedIn’s ad targeting allows you to reach your target audience with sponsored content, display ads, and text ads. You can further refine your targeting based on specific criteria, such as job function, seniority, and skills.

By integrating InMail with ad targeting, you can reinforce your message and increase brand visibility among your target audience.

4. Monitor and Optimize Your Campaigns

Once you start your InMail campaigns, it’s important to monitor their performance and make necessary optimizations. LinkedIn provides analytics for InMail campaigns, giving you insights into metrics such as open rates, response rates, and click-through rates.

Use this data to evaluate the effectiveness of your messages and make adjustments as needed. Experiment with different subject lines, message lengths, and calls to action to see what resonates best with your target audience.

Continuously optimizing your InMail campaigns will help you improve your overall account-based marketing strategy on LinkedIn.


LinkedIn’s InMail feature is a powerful tool for account-based marketing. By defining your target audience, crafting personalized messages, leveraging LinkedIn’s ad targeting, and monitoring your campaigns, you can effectively reach decision makers and drive meaningful engagement on the platform.

To make the most of InMail, it’s important to continuously refine your strategy based on data and feedback. Experiment with different approaches and messaging to find what works best for your target audience.

With the right approach and thoughtful execution, InMail can become a valuable asset in your LinkedIn marketing arsenal.

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