2

What we’ll cover today

The Good - what works to generate interest from candidates

The Bad - why candidates don't respond to certain approaches

The Ugly - how not to use the InMail system

*Names, photos, titles & companies have been changed to protect the innocent & guilty alike

3

Meet your presenters

4

Different approaches for different candidates

5

When sending InMails to passive candidates…

Do Start a conversation

Make it feel personal

Include a strong subject line

Be brief and to the point

Mention shared connections/groups

Don’tList all job specifics

Include job title or req ID in the subject line

Use jargon & biz-speak

Ask for a resume right away

Put yourself in your audience’s shoes…

6

Always avoid jargon

"You'll be in charge of a team of 50 salespeople and

responsible for increasing revenue by 10% in your first year."

"When you're not rolling up your sleeves and analyzing sales

data with your team, you'll be coaching territory directors on

how to perfect their negotiating skills."

"You will get hands-on leadership training and learn how to

motivate your team to exceed their sales goals."

InMail best practices panel

7

SourceIn, LinkedIn’s premier staffing event

39% response rate

Tara’s InMails over time

9

The Ugly

Hi Peter,

I wanted to reach out to you today in regards to your PHP background. My client in the

western suburbs is looking for a LAMP Developer with CodeIgniter for a 4+ month

contract. Must be a US citizen.

They are seeking a candidate that has experience building web applications using

PHP in an enterprise environment using both MySQL and Oracle databases. The

contracting resource will collaborate closely with staff in the assessment, analysis and

requirements gathering for the project and will assist in 1) devising and inserting IT-

based tools to replace more manual procedures within and between existing

applications and 2) adding a user-friendly, user-specific, feature-laden portal that

encompasses all of the web-based office applications. Are you currently open to new

opportunities? If so, I'd love to set up a time to speak about your background and the

above opportunity! Also, if you know anyone who may be looking for a new

opportunity, feel free to send my information to your network. We do offer cash for any

referrals that we place!

Thank you,

Tara Hartnett

Technical Recruiter

Instant Technology, LLC

tel 312.582.2623|fax 312.582.2699

www.instanttechnology.com

InMail | Instant Technology, LLC

Front-end Developer Opportunity!

Tara Hartnett, Technical Recruiter

September 3, 2013

10

The Bad

Hi Brad,

I hope you had a great holiday weekend! I want to reach out to you today in

regards to your resume! I have an opportunity for a Front-end Developer with a

client in Chicago, IL!

They are seeking a Senior Software Engineer who can deploy innovative

solutions for a variety of projects! The focus of this role will be mostly front-end

development (HTML, CSS, JavaScript) on responsive/adaptive website

projects! Some experience with J2EE and Java on the back-end is preferred!

Are you currently looking for new opportunities? If so, it would be great to set

up a time to speak about your background and this role in more details!

I look forward to hearing from you!

Tara Hartnett

Technical Recruiter

Instant Technology, LLC

tel 312.582.2623| fax 312.582.2699

www.instanttechnology.com

InMail | Instant Technology, LLC

Innovative, Front-end Developer Opportunity!

Tara Hartnett, Technical Recruiter

January 15, 2014

11

The Good

Hi Tony,

Congratulations on your 4 year work anniversary! I am reaching out to you

today as I noticed your impressive background in UX web development. As

the economy picks up, IT is projected to be one of the fastest growing

industries in 2014.

If you’re looking to make a career change, I have a remote Web Developer

opportunity that gives you the opportunity to work with JavaScript and

AngularJS, which would be a great addition to your portfolio.

Are you open to a conversation? If so, please hit reply and let’s set up a time

discuss further.

Best,

Tara Hartnett

Technical Recruiter

Instant Technology, LLC

tel 312.582.2623| fax 312.582.2699

www.instanttechnology.com

InMail | Instant Technology, LLC

Have you thought about your next step?

Tara Hartnett, Technical Recruiter

December 4, 2013

Now, let’s open the mailbag

13

Hi Joanna,

Even with thousands of restaurants at our fingertips, doesn’t it always feel like

our favorite spots – our neighborhood gems! – are the ones that don’t deliver?

This startup is the solution. And with your background at LinkedIn, you would

be the perfect fit for their city manager role!

• Extremely flexible hours: work from anywhere at any time!

• Rare opportunity to build out your city’s FIRST TEAM

• Proven success & profitability in San Francisco, Seattle and NYC!

• Competitive salary, full benefits & transportation cost coverage

Let’s schedule a time to chat this Monday! I’m available between 1:00 p.m. and

5:00 p.m.

Best,

Sarah

InMail | People First Recruiting

Fast track to leadership! Opportunity to own your market and build

a team below you!

Sarah Smith, Senior Enterprise Recruiter

January 10, 2014

14

Tara,

I recently came across your profile as we have a few connections in common

and was intrigued by your current role and some of the success you've had up

to this point. I would love to connect to chat about your career path and to fill

you in on what's been going on at WEM, specifically in regard to our operations

and account management teams.

A few good articles to put a little color on our company:

Business Today article that ranked us #1 company to work for to advance your

career - http://www.businessinsider.com/bestcompaniesforadvancingyourcareer

A short video...http://www.youtube.com/watch?wemstaffing

Check us out on LinkedIn —

www.linkedin.com/wemstaffing

Connecting for a quick 5-10 minute call in the next few days would be great.

Shoot me the best number to give you a ring at, assuming you have interest. I

look forward to hearing from you.

Kean

InMail | WEM Staffing

Let’s Connect

Kean Nerve, WEM Staffing

April 24, 2014

15

Tara,

I hope this note finds you well! I wanted to reach out to you after viewing your

profile; your impressive retail skills really caught my eye!

I am always looking to network with bright Sales individuals, and I would like

to learn more about you and your career goals. As Quality Search Partners

continues to thrive, it never hurts to know more about people in our industry!

If you’re interested in networking, please look at my LinkedIn profile and let

me know 2-3 times when you are available to talk, as well as a good number

to call!

Look forward to connecting,

Robert

InMail | Quality Search Partners

What are your plans after graduation?

Robert Knight, Senior Recruiter

May 5, 2011

16

Hi Joanna,

I was speaking with our Sr. Sales Director, Klayton Kopecky, about some of

the highly visible clients on our national team and he mentioned our need

for an ambitious person in this space.

I took it upon myself to share your profile with him and needless to say he

was impressed with your background and experience at WILV 100.3 so that

is the reason for my note. I am sure you are busy, but I would value the

opportunity to speak with you about our organization and some of the cool

initiatives we are working on.

How does the beginning of next week look for you?

Thanks,

Dominic

555-555-5555

InMail | Search Savvy

Expertise Request!

Dominic Dom, Senior Recruiter

February 9, 2010

17

Hi Joanna,

I am a Direct Hire Recruiter for XYZ Firm and have an opportunity for an Inside Sales

Representative in the Chicago suburbs that I thought you may be interested in. I have

included the details and job description below for your review. If this is an opportunity

you would like to pursue, please send me a copy of your resume in MS Word format to

van@XYZfirm.com. I look forward to hearing from you!

DIRECT HIRE INSIDE SALES:

Location: Chicago, IL

Shift: 8hr shifts-Monday through Friday-1st shift

Pay: Base + Commission structure at $17.50/hr plus commission.

(Earning potential up to targeted 60K-65K + in first year).

Earnings is driven by sales performance so the potential to earn more is unlimited.

Industry: Healthcare –Medical Waste Division

Perks:

-Industry leader

-Medical/Dental coverage, 401k, vacation and personal days, 8 paid holidays, tuition

reimbursement programs, and successful employee stock programs.

-Multiple opportunities for job advancement within.

-Monthly sales contests and incentives.

-Excellent culture in a fun and friendly environment.

Job duties:

-B2B inside sales, Prepping sales contracts, generating leads, full sales process over

the phone.

-Performance based and metrics driven environment.

-Inbound and outbound sales calls to potential new/existing customers.

InMail | XYZ Firm

Inside Sales Opportunity

Van Monn, Client Services Consultant at XYZ Firm

April 25, 2014

18

Hi Tara,

You have a very impressive professional background. Based on your experience I

think you could be a great fit for GLC Staffing. Our largest business unit has a

strategic and consultative Sales Management position available in our New York

office. This position involves the coaching and management of 15+ Business

Development/Account Management staff.

Before you file this message away with the others, take a look at what makes a sales

management career with GLC Staffing truly unique:

5. FUN! – Our Sales Team loves coming to work each day. GLC Staffing’s

collaborative environment rewards hard work and strong performance.

4. Exposure to C-Suite Executives – this is your opportunity to directly impact the

business decisions of leading global organizations through the coaching and

development of your direct reports.

3. Opportunity for Advancement – GLC Staffing loves to promote from within.

Development opportunities to senior sales and sales management roles.

2. Work/Life Integration – Our Virtual Sales Process (phone, Webex, Go-to Meeting)

means no travel required for you or your direct reports.

1. Compensation – GLC Staffing offers competitive base salaries + annual bonuses +

countless company perks + full benefits, 401(k) with employer matching & ample

PTO.

Let's set-up time to chat! I'm happy to share the full job description and answer any

InMail | GLC Staffing

I'd love to interview you!

Ran San, Senior Talent Advisor, Sales & Account Management

September 8, 2014

19

Hi Joanna,

I am hoping to network with you about an open position Staffing Search has

in our Kentucky Office. We are looking for a driven Account Executive

(inside/outside sales) to join our team. Great opportunity- offers significant

earning potential including a base salary plus uncapped biweekly

commissions. Unique opportunity to work in the local market. Would you be

open to having a conversation about Staffing Search?

*Staffing Search is the X largest IT staffing company in the U.S.

*Recognized as one the Best Places to Work

*Our sales employees receive both a base salary plus un-capped

commission potential

Leslie Wa

555.555.5555

InMail | Staffing Search

Staffing Search, Kentucky Office

Leslie Wa, Recruiter at Staffing Search

June 20, 2014

20

Just ran across your info on LinkedIn and wanted to reach out. I'm a Recruiter

in New York and have a client in the loop that's looking to hire a Contract

Recruiter. They're a huge international law firm and are looking to hire

someone with a couple years of agency experience. It'll start out as a one

year contract and will likely eventually go full-time, but they don't have

headcount approved right now - hence the contract route. Anyways... not sure

if you're happy in your current role or if you're looking to make a move over to

the corporate side, but thought I'd drop you a line. Interested in chatting?

Best,

Terry Jer

terryjery@HERservices.com

555.555.5555

InMail | HER Services

Hey Tara

Terry Jer, Talent Acquisition

March 4, 2014

21

InMail | Start Now Search

Quick Question.....

Stephanie Sujini, Internal Staffing at Start Now Search

November 19, 2014

Hi Joanna,

I saw your LinkedIn profile and your background aligns perfectly with the skills we

prefer in our Milwaukee office.

Start Now Search's compensation package is very competitive with over 25% of our

producers earn $150k! I have an opening for someone interested in starting or

continuing a career in HR/Staffing, specifically as a Recruiter or Business

Development Rep. I am not sure how familiar you are with Start Now Search, but

here is a little more about us:

*Been in business for X years

*Specialize in IT, FA, Healthcare and Government Solutions

*1 of the Top X Places to work

I wish you continued success!

Stephanie

stephanie@xyzsearch.com

1 attachment

JOB Overview.pdf

22

Check this out. You would be a great fit!

Account Manager

Search Co - Santa Monica, California

I will be happy to refer you. Just click on Yes on the Job Description page and it

will notify the hiring manager that I made the introduction. They will take it from

there. http://SearchCo.com/jobs/ITconsulting

InMail I Search Co

Job Opportunity - Great Fit

John Smith I Search Co

March 30, 2015

23

First, thank you for taking the time out of your busy day. I want to

first let you know I am not trying to recruit you. I don't use LinkedIn

that way. I do believe in the power of networking. I am hoping you might have a

referral that would be intrigued by a new recruiting or sales opportunity.

We are looking to add a perm recruiter and culture fit to our growing team at

DEF. After spending a big chunk of my careers at some of the top IT staffing

firms in the country. I wanted to be more then just a number and wanted to work

for a company that truly cared about the employee and was flexible on hours not

just face time or the bottom dollar. Were more interested in the right personality

and drive the skill set we can teach.

I can only promise you like the last two people referred to that currently work for

us. They will thank for years to come. From flexibility to being part of not just a

team but also a family. If you know an individual looking for a change please let

me know. Or if you just want to network and use me as a trump card in your

back pocket send me your email address and I will send you an invite.

Have a great day!

Sol Sorenes

InMail | DEF Search

Networking help staffing consultant search

Sol Sorenes, Senior Staffing Consultant

November 25, 2013

24

Hi Joanna,

Director, Client Services

(Business Development Consultant)

Fast Growing Dynamic Entrepreneurial Environment!

Chicago and Surrounding Suburbs

Our company is experiencing record breaking sales growth with an increase of

40% year over year! We are expanding our team and seeking an influential

player to increase revenue by securing new business and expanding our

existing client base. Join this dynamic and innovative financial consulting

organization and embrace the challenge to sell executive level, project-based

financial engagements!

Are you highly competitive? Are you a motivated, self-starter sales hunter?

XTS Management Solutions, a division XTS Recruiting, specializes in the

placement of Senior Finance, Accounting, Program and Project Management

Professionals on a project and consulting basis to support mission critical client

initiatives. Management Solutions works from the inside, developing a thorough

understanding of client challenges, environment and end-game. Our highly

skilled Business Development Managers sell complex, project-based financial

engagements with strong gross margin potential!

If you seek a higher base salary and want to work for a smaller firm with less

restructuring then XTS Recruiting is for you.

InMail I XTS Recruiting

Exciting Growth Oportunity!

Wally Wan, Senior Recruiter

March 30, 2015

From ugly to great in five minutes

25

Hi Joanna,

Our company is experiencing record breaking sales growth with an increase of

40% year over year. Your profile caught my eye, as we are looking to add to

our team. With your extensive sales background at CareerBuilder and success

you’ve had up to this point in your career, have you thought about your next

move?

We are seeking an influential player to increase revenue by 10%. This will give

you the opportunity to secure new business, as well as expand our existing

client base to add to your resume and diversify your skills.

With three years of experience under your belt, I’d love to hear more about

what you do in your current role and your career goals. Would you have any

availability next week on Wednesday to grab a cup of coffee?

I look forward to hearing back from you.

Best,

Wally Wan

555.555.5555

InMail I XTS Recruiting

Interested in diversifying your skillset?

Wally Wan, Senior Recruiter

March 30, 2015

26

Checklist before hitting send

Leverage personal profile information

Appeal to passive candidates

Include a clear call to action

Write to be mobile ready

Ask yourself if you would open, read and reply

27

Thanks for watching!

Follow us on social media:

talent.linkedin.com/blog

#hiretowin