InMail LinkedIn (Definition)

InMail is a Premium LinkedIn credit system that allows sending messages to members you're not connected to. It's an essential tool for B2B prospecting and social selling on LinkedIn.

Why it matters

In 2026, InMail is one of the most effective ways to contact qualified prospects on LinkedIn, especially for 2nd and 3rd degree connections. InMail response rates are generally higher than cold emails because the message arrives in the prospect's LinkedIn inbox. InMail is particularly useful for sales teams using Sales Navigator, as it allows sending personalized messages based on in-depth research and previous interactions.

Example

A B2B sales professional uses InMail to:
  • Contact a 2nd degree prospect identified via Sales Navigator
  • Personalize the message by referencing a recent post from the prospect
  • Mention a mutual connection to build trust
  • Offer added value rather than selling directly
This approach generates a 15-25% response rate, much higher than cold emails (1-3%).

Common mistakes

1. Sending generic messages: Using identical templates for all InMails drastically limits response rate. 2. Selling directly: Sending a direct sales message in the first InMail limits effectiveness. Prioritize added value. 3. Ignoring personalization: Not personalizing the message by referencing the prospect's profile or activity reduces response rate. 4. Not following up on responses: Not responding quickly to received InMails limits opportunities.

Related terms

See also: Sales Navigator, Social Selling, Lead Generation, Personalization

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