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Earlier this week we were talking about 5 ways to warm up an InMail. Now that we’ve discussed how you can make your messages less cold and closer to the prospect’s needs, we would like to share with you two scripts that will improve your InMail responses.

 

The “I Know Someone You Know” InMail Script

 

Sales Navigator shows you once you have a shared or even a team link connection that you can leverage to start a conversation with a potential prospect. The following script can help you since sales pros are 4.2x more likely to schedule an appointment if they already have a personal connection with the buyer.

 

Script

 

Hi _____,

I noticed you and I are both connected to _____. I met _____ through _____ and it looks like you two go back even further. How did you all cross paths?

I’m also sending you this message because mcommon connection’s] company and yours are similar in that you both _____, and if you’re anything like them, you deal with ____ quite a bit.

 

What’s that been like over at _____?

 

I would love to chat more soon, so feel free to reach out to me.

 

Looking forward to hearing from you,

 

_____

 

 

The “I’m Straight-Up Prospecting” InMail Script

 

Once again, by using Sales Navigator you can follow a specific company or even a prospect and make sure that you’re aware of what’s happening in that specific industry before you reach out to them. You can gather all the relevant information you need so that when you contact them, you’ll know exactly what their needs or requirements might be. B2B buyers are adamant about working with sales pros who demonstrate expertise with, or knowledge of, their industry, so here’s one scrip that might help you reaching out to them.

 

Script

 

Hi _____,

I’m contacting you today because I noticed that your company regularly works with/deals with _____. That caught my attention because in working with ____ and ____, we’ve come to learn that companies like yours often struggle specifically with _____.

I also couldn’t help but notice you/your colleague, _____, talking about _____ on LinkedIn.

_____ ultimately solved their problem but I also know each company works differently and I’m curious to know how _____ affects you personally?

I would love to chat more soon, so feel free to reach out to me.

 

Looking forward to hearing from you,

 

_____

 

These scripts can be a good starting point and maybe you can adapt them according to the prospect and industry you are contacting.

 

We would love to know if you have standard InMail templates that you adapt based on the audience/industry. How do they help you increase your InMail responses?

 

Looking forward to know how you are using InMails scripts.

 

Thanks,

Nádia

 

 

As much as I'm not a script person...I must say these usually help new people using inMails a lot. Thanks for sharing!

Hi @Alejandro C​! Thank you for the feedback. I understand and if you're not doing that it's because you're already super comfortable with the InMail usage and best practices. 😊 However, since you're also responsible for Kimberly-Clark's SN internal training, you can use this examples for users who are just starting or want to know how to send effective InMails! What do you think? Would this be helpful for them? Thanks, Nádia

I did exactly that @Nadia Vieira​ ! I shared with them and I'm waiting for feedback now :)

I'm so happy to hear that, @Alejandro C​! Please share the feedback, as I would love to know what your team tough of it.

@Nadia Vieira​ Thank you Nadia, very often when sharing Sales Navigator and opportunity to craft/tailor communications to prospect clients, colleagues look slightly lost as to what can they say - try always not to dive in and sell, could be a product etc....ENGAGE, having secured a connection build ENGAGEMENT - trying by use of SKYPE, working well to move the process forward by requesting a 15 minute SKYPE call to understand client top priorities - often afforded more than 15 minutes and conversation widens towards could we set up a meeting etc....great post Nadia thank you for your sharing. @Amanda Moran​ 

Hi @Chris B​. Thank you so much for sharing your experience with InMail and tailored communications. I think your approach is great. Using InMails to engage with them is a helpful first step. Taking a Skype call to understand their needs/priorities as a second step can be very powerful, as it might help reps to get the right pitch ready and get closer to closing a deal. Feel free to share these example with your colleagues, as it might help them understand how to use InMail effectively. Have a great Monday. Thank you, Nádia

@Nadia Vieira​ 

 

Hi Nadia thank you for your feedback and my apologies for this delay in replying ......

 

I am helping colleagues with new target account prospecting by leveraging Sales Navigator to firstly identify who within the target is the ideal contact and proposing to step up level in terms of seniority reach/engagement to unravel their key client properties, essentially aim be engage more strategically verse tactically aligning their key priorities/challenges where we could make an impact.

 

InMail is more structured to how 3M could make a positive impact verses for example promoting a certain product 'could we jointly explore improving productivity as an example:'

 

TAKT time reduction (throughput) - Automotive, Marine and Rail

Reducing AOG or 'aircraft on ground' - Aerospace MRO - maintenance repair operations

 

Essentially helping client increase throughput, focus on key bottlenecks to their businesses helping acheive higher revenue and reduce in house manufacturing costs.

 

In terms of next step engagement project management options of lean six sigma, agile and scrum techniques collating data to feedback actual deliverable results.

 

@Jon Page​ @Amanda Moran​ @Alejandro C​ 

Thank you for posting! I'm going to try these out.

Thank you so much for the feedback, @Chris B​ and @Jeff S​! It's good to see how some of you are already using InMails, but also how this can help you to improve your messages.

These are both good - but am I missing something? This is only two scripts, not three?

Hi @Benjamin B​, Thanks for calling that out! This post highlights two scripts, but the attached article is longer and includes three.

Thank you @Nadia Vieira​  I'll be testing these scripts with my team.

Please do, @Paola D. And don't forget to share their feedback with us here! 😊

Noted

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