5 Elements to Avoid in Your InMail Campaigns

I studied the best InMail campaigns over the last year, and this is what I learned: The fastest way to increase LinkedIn InMail response rates is to break away from the pack. Stand out. Write messages in radically different ways.

I studied the best InMail campaigns over the last year, and this is what I learned: The fastest way to increase LinkedIn InMail response rates is to break away from the pack. Stand out. Write messages in radically different ways.

First and foremost, be sure you’re not using popular InMail tactics. Generally speaking, if LinkedIn is promoting a “best practice” you can bet it’s tired, old and ineffective. This isn’t my opinion; rather, it’s the experience coaching sales reps and small business owners.

Starting a conversation with decision-makers is increasingly difficult … unless you make a clean break from standard messaging practices. This means, generally, avoid:

Change your game. Radically. Stand out. It’s the fastest way to run the best InMail campaign possible.

The best InMail campaigns avoid using weak words and structure. These include (but are not limited to) messages using:

  • Cordial (yet unnecessary) salutations
  • “Hook” questions (that customers see right through)
  • Descriptions of value your company provides and calls to action (too early)

Sadly, a large number of people are sending InMail campaigns that fail to avoid these elements. The below is an actual email that hit my inbox this morning. I’ve disguised the sender’s name and company. However, they are a nearly 1,000-employee organization selling lead identification services, in which you can “identify your anonymous website visitors turning them into leads.”

Worth noting, most of our clients have used this SaaS (software as a service) company with poor results.

1. Subject Line Telegraphing “Sales Pitch Inside”

Subject of our example: “Start your year in the LEAD”

The job of an InMail subject line is singular: Spark curiosity about what’s inside the message itself. The above subject line (“Start your year in the LEAD”) fails to deliver because it:

  • Attempts to be cute (with a pun)
  • Is written in a marketing tone
  • Identifies what’s inside (a sales pitch about lead generation)
  • Reads like a slogan or ad title

Instead, our clients’ experiences shows the best InMail subject lines perform because they are:

  • 4 words or less
  • Avoid cute / marketing tone
  • Contain a “tension” element, provoking curiosity
  • Leaning toward vague

2. Salutations That Inadvertently Subvert

“Hey Jeff.”

This is the salutation given in my example. In the words of sales trainer, Jeb Blount, “Don’t ‘bro’ me until you know me.”

Blount says if you present yourself to strangers (prospects) in a familiar way, you’re asking for trouble. It may come off as rude or disrespectful.

“You may offend the person who is going to pay your next commission check,” says Blount who recently got two InMail and two email messages using words like “hey” and “dude” and “bro.” This is language you would use with friends in a bar. Not a prospect.

After they “Hey Jeff,” my seller chose this phrase:

“I hope you had a great Christmas and a happy new year! Just a quick message to see if you’ve heard of ABC Company?”

Aligning with that overly familiar “hey,” this sales rep shows zero effort in making his InMail message relevant to me. Instead, he wishes me well as a means to break ice and appear familiar.

This is the most transparent way to communicate, “I have nothing worthwhile for you.” to me. Believe me. It also wastes precious time. One doesn’t even need to open their email if they see a subject line and first sentence like this in their email client.

This tactic is an insurance policy on not getting opened and being marked as spam … or, at best, being deleted.

Worse, the rep asks a yes or no “hook” question … which is all about his company. This is the worst flavor of hook questions as it is the most self-centered possible.

Can you imagine what is coming next … after he asks, “Have you heard of my company?” Of course you can. A sales pitch.

3. Too Much, Too Fast

Next, this sales rep launches directly into his pitch:

“ABC Company has revolutionized website lead generation for customers throughout North America — the software will give you better marketing and sales insight than you’ve ever had before, enabling you to maximize your ROI and fuel your sales team with high quality, sales-ready leads.”

Setting aside the many grammar, punctuation and readability of this message it is plagued with marketing copy. This is a problem.

Think of it this way. Pretend you are a sales rep for this company. Read the above aloud to yourself … as if you were standing across from someone, face-to-face. If you feel too silly just pretend you’re reading it aloud in your head … but picture yourself delivering that gigantic, self-centered, posturing blather face-to-face.

The tone is “radio or TV spot.” It’s a marketing tone. There is nothing provocative about it. This message puts the company before the value it provides.

Instead, it needs to contain one-to-one, personal tone … to be part of the best InMail campaign possible.. to provoke replies and start conversations with targets.

Instead, it presents the company’s value proposition without the prospect (me) having (first) expressed interest. The remainder of this email relies exclusively on the “yes” answer to the hook question.

Even if the prospect (me in this case) were to answer “yes” to the hook question the copy is difficult to read and tone is advert-like.

4. More Hooks, More Unsolicited Answers

The InMail message continues:

“What does ABC Company give you?”

This is the classic marketing hook question. I’ve seen instances where sellers follow “What can we give you?” with “I thought you’d never ask.” Simply horrible. Usually written by low-skilled copywriters … for their sales force to use.

The message continues with a list of objectives the seller assumes are valuable to me. He assumes this because he doesn’t know. And I get that. But if this seller took time to provoke a discussion then he would know.

I would know he knows. That would make him vastly different than 95% of other sellers vying for my attention. That would be good for him!

Because some of his value proposition does sound valuable. But this information is coming too soon in the conversation.

I (as a buyer) need to ask for these details to be shared … then the seller can email me more information.

This shows him I am hungry … I have been provoked.

Instead, the seller pushes information at me, saying I will get:

  1. Details of precisely which organizations have visited your website – in real-time
  2. The contact information of key decision makers at those organizations – including telephone numbers and email addresses
  3. Insight into how they found you, what they have looked at and how long they spent on your website
  4. Real-time alerts to your sales team when a prospect visits your website

5. Calls to Action

In typical marketing style the seller concludes with a call to action in his sales-driven InMail campaign.

He concludes by asking for the meeting.

You should never ask for the meeting in a cold email message.

“If you are curious to see how our software will benefit Communications Edge, let’s arrange a complimentary online demonstration and discuss our completely free, no obligation trial. What’s the best direct dial or email to reach you? — are you available sometime this week?”

Sadly, odds of his prospects making this far down the message are nearly zero. However, use of words here (at end and throughout) tear down his chances of earning replies.

Because the copy risks him sounding desperate.

“Completely free?” As opposed to non-complete freeness? Hmm. Sounds sketchy. “No obligation.” Hmm. He’s still trying to reassure me this will be good for me. Words like “hope” and “looking forward to your reply” and “I would love to” all risk making sellers look desperate for the meeting.

Also, notice how he suggests what he said (so far in this message) might make me curious. Hmm. Even if I was interested in his general value proposition he has given me so much information to consider (about himself) so soon in the game I have very few questions … very little curiosity.

This entire exchange becomes a “yes or no.” I either want to contact him, now, because I have a need or not. This limits his response and engaging as many targets as possible. (warm and hot leads)

If I don’t yet have a need there is no incentive to be in touch with him.

He also shares:

“Don’t have time to talk? Book your demo online: [link]”

… and …

“P.S. For a bit more info, feel free to take a further look here [link]”

Largely, calls to action are ineffective and inappropriate in sales emails and LinkedIn InMail messages. Multiple calls-to-action add to the confusion. It is best to look exclusively for a response in InMail campaigns, in most cases.

What has your experience taught you about structuring the best InMail campaign possible?

5 Copywriting Tips to Reduce Email Unsubscribes

Email strategy and copywriting could use improvement, according to a recent survey where consumers revealed reasons why they unsubscribe from emails. Consumers used words like “boring, repetitive,” “same ads in print,” “too focused on company’s needs” and “I don’t trust their email” as reasons why they unsubscribe. Today, I share five tips to reduce unsubscribes.

Email strategy and copywriting could use improvement, according to a recent survey where consumers revealed reasons why they unsubscribe from emails. Consumers used words like “boring, repetitive,” “same ads in print,” “too focused on company’s needs” and “I don’t trust their email” as reasons why they unsubscribe. Today, I share five tips to reduce email unsubscribes.

Internet users were surveyed by MarketingSherpa asking why they unsubscribe from emails. The top results aren’t terribly surprising:

  • 26 percent say “I get too many emails in general”
  • 21 percent say “The emails aren’t relevant to me”
  • 19 percent say “I receive too many emails from this company specifically”

But several other answers (summarized in this article by eMarketer) are ones where more solid marketing strategy and effective email copywriting, could result in fewer people unsubscribing:

  • 17 percent say “The content of the emails is boring, repetitive and not interesting to me”
  • 13 percent say “I receive the same ads and promotions in the email that I get in print form (direct mail, print magazines, newspapers, etc.)”
  • 11 percent say “The email is too focused on the company’s needs, and not enough on my needs.”
  • 10 percent say “I don’t trust their email to provide the information I need to make purchase decisions.”

When you have a solid strategy, and email copywriting is put to the test, these shouldn’t be reasons you lose subscribers or customers.

This week, I had the privilege of talking about email marketing at American Writers and Artists Web Copywriting Intensive, so today I share five concepts from that presentation that should reduce unsubscribes:

  1. Start thinking like the person getting your email (duh). My specific recommendation is that you align your message with how the mind naturally thinks. I covered this in detail in my column two weeks ago where I shared a framework describing how to align your message with the way your prospective customer thinks.
  2. There are at least two (definitely more) reasons why someone opens an email, on the strength of the subject line. It’s because you provoked relevant curiosity with intended ambiguity (keyword “relevant”). Or, you promised something specific, perhaps a number, or words such as “how to,” or pointed out that there is a “video.” More about that in my column about using words proven to have a viral effect.
  3. Multivariate tests using email marketing automation can go a long way to identifying what your email recipient wants to see. Consider that you can scramble tests of three subject lines, three headlines, and three other elements (like images, your lead, call-to-action button, etc.) and be able to evaluate 27 different test combinations. One approach is to use Bayesian Analytic mythology.
  4. Pay attention to what other marketers, and competitors are emailing. Recent research I conducted on emails archived in the Who’s Mailing What email marketing database produced findings you should test. Here are the most popular words and symbols in 2016 emails (the most used symbol is the “%” sign, and most used word is “off”), and the percents most popular (“20%” is the highest number found in email subject lines).
    Words and symbols in 2016 email subject lines
    2016’s most used words and symbols in email subject lines according the Who’s Mailing What!

    Percent amounts used in email subject lines in 2016 according to Who's Mailing What!
    Percent amounts used in email subject lines in 2016 according to Who’s Mailing What!
  5. Make your email more relevant with email marketing automation driven by specific reasons people are on your list. Create email marketing workflows based on behaviors such as topic of interest, new customers, lead nurturing, re-engagement, abandoned shopping cart and more. I found a great list of 13 email marketing workflows, complete with explanations, from Hubspot.

Unfortunately, there are a lot of bad players out there who spam our prospects and customers. But consumers are smart. When they trust you, when you respect their time, and when you send them relevant emails, you shouldn’t have to worry about large numbers of unsubscribes.

Gary Hennerberg gives you the detail of his “Seven Pathways from Head to Heart to YES!” in his book, Crack the Customer Mind Code, available from the DirectMarketingIQ Bookstore. For a free download with more detail about the seven pathways, and access to Gary’s videos where he presents them, go to CustomerMindCode.com.