InMail is LinkedIn's paid messaging feature that lets you send a message to any LinkedIn member — even if you're not connected with them. In SalesTarget.ai, InMail steps can be added to your campaigns as a way to reach prospects who haven't accepted your connection request, or as an alternative to connection-based outreach entirely.
What is InMail?
InMail messages are delivered directly to a prospect's LinkedIn inbox — bypassing the need for a prior connection. Unlike regular LinkedIn messages, InMail:
Can be sent to any LinkedIn member, regardless of connection status
Is available to users with LinkedIn Premium, Sales Navigator, or Recruiter accounts
Has a limited monthly credit allocation — the number of InMails you can send per month depends on your LinkedIn subscription tier
Note: InMail availability in SalesTarget.ai depends on your LinkedIn account type. A LinkedIn Premium or Sales Navigator subscription is required to send InMails.
InMail vs. Connection Request + Message — When to Use Each
Approach | Best used when |
Connection Request → Message | You want to build a genuine connection first; best for longer-term relationship building |
InMail | Prospect hasn't accepted your connection request; you want to reach senior decision-makers directly; you have Sales Navigator |
Step 1: Add an InMail Step to Your Campaign
InMail can be used in two ways within a campaign:
As a Fallback (Recommended)
Use InMail as a fallback step for prospects who did not accept your connection request:
Open your campaign in LinkedIn Outreach → Campaigns.
After your Connection Request step, click Add Step → InMail.
Set the condition: Only run if connection request was not accepted within X days.
Write your InMail subject and message body.
Set the delay and click Save Step.
As a Standalone Step
For direct InMail-only outreach without a connection request:
In the sequence builder, click Add Step → InMail as your first or primary outreach step.
Write your InMail subject line and message.
Set your delay and proceed.
Step 2: Write Your InMail
InMail allows a subject line (up to 200 characters) and a message body (up to 1,900 characters).
Subject Line Tips:
Keep it short and specific — under 8 words works best
Reference something relevant to their role or company
Avoid clickbait or overly salesy language
Subject line examples:
Quick question about {{company_name}}'s sales process
Idea for {{company_name}}'s outbound team
{{first_name}} — worth 10 minutes?
Message Body Tips:
Get to the point quickly — InMail recipients know it's outreach
Personalize the opening with a relevant reference to their work or company
Keep the body under 150 words — shorter InMails consistently get higher response rates
End with a clear, low-friction ask
Step 3: Monitor InMail Performance
From the Campaign Dashboard → InMail tab, you can track:
InMails sent
InMail open rate
InMail reply rate
Credits remaining (based on your LinkedIn subscription)
LinkedIn InMail credit tip: LinkedIn refunds InMail credits when a prospect replies to your message — so engaging InMails effectively cost you nothing in the long run.