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SMARTe GTM Intelligence
Start Smarter Prospecting Today
If you work in sales or recruiting, you know the feeling: You find the perfect prospect on LinkedIn. They fit your Ideal Customer Profile (ICP) to a tee. You go to message them, and... you hit a wall. You aren't connected, and you don’t have their email.
This is where LinkedIn InMail comes in.
In my experience using LinkedIn for outreach, InMail is arguably the most powerful tool on the platform—but it is also the most misunderstood. It’s not just a "paid message"; it’s a premium asset that bypasses the gatekeepers and lands you directly in a decision-maker's inbox.
However, InMail credits are expensive, and they are finite. I’ve seen too many SDRs (Sales Development Representatives) burn through their monthly allowance in a week with bad copy, only to be left stranded for the rest of the month.
In this guide, I’m going to break down everything you need to know about InMail credits: exactly how they work, the hidden rules about expiration and rollovers that LinkedIn doesn't always advertise, and my personal strategies for getting a response.
What Are InMail Credits?
Simply put, an InMail credit is a virtual token that allows you to send a direct message to a LinkedIn member you are not currently connected with (a 2nd or 3rd-degree connection).
On the free version of LinkedIn, you can only message people who are already in your network (1st-degree connections). If you want to reach someone outside that circle, you usually have to send a connection request and wait for them to accept.
InMail bypasses that waiting game. It allows you to slide into their inbox immediately.
Why are they so valuable?
- Direct Access: You don't need an email address or a phone number.
- Visibility: InMails typically trigger a notification on the user's mobile device and email, unlike a passive post.
- Credibility: Because InMail is a paid feature, it signals to the recipient that you are serious and professional, not a bot spamming connection requests.
My Tip: Think of an InMail credit as a "skip-the-line" pass. You shouldn't waste it on low-quality leads; save it for the prospects that truly matter.
The "Free" InMail Hack: Open Profiles
Before we talk about spending credits, let me share a secret that has saved me hundreds of dollars in credits over the years.
You do not always need a credit to message someone you aren't connected to.
LinkedIn has a feature called Open Profile. Premium members (like those with Premium Career, Business, or Sales Navigator) can choose to switch their profile to "Open."
Here is the golden rule: Messaging a Premium member with an Open Profile is free. It does not cost you an InMail credit.
When you are prospecting, look for the small gold LinkedIn Premium badge on their profile. If they have "Open Profile" enabled, you will see a text box appear immediately when you click "Message," and it won't show the "InMail" credit deduction warning.
InMail Credit Allowances by Plan
Not all LinkedIn subscriptions are created equal. The number of credits you get depends entirely on which tier of LinkedIn Premium or Sales Navigator you are paying for.
Here is the current breakdown as of 2024-2025:
1. LinkedIn Premium Career
- Monthly Credits: 5
- Accumulation Limit: 15
- Best For: Job seekers wanting to message recruiters directly.
2. LinkedIn Premium Business
- Monthly Credits: 15
- Accumulation Limit: 45
- Best For: Business owners and general professionals doing light networking.
3. LinkedIn Sales Navigator (Core)
- Monthly Credits: 50
- Accumulation Limit: 150
- Best For: Professional sales reps and SDRs. This is the standard for cold outreach.
4. LinkedIn Recruiter Lite
- Monthly Credits: 30
- Accumulation Limit: 120
- Best For: Freelance recruiters or small hiring teams.
5. Recruiter (Professional/Corporate)
- Monthly Credits: 150+ (Pool shared among team)
- Best For: Enterprise hiring teams.
Note on Purchasing Extra Credits:
If you run out, you can buy more, but it’s rarely cost-effective for individuals. For example, Recruiter Lite users can buy additional credits (usually in blocks of 10), but most standard Premium users cannot just "buy" one credit; you have to wait for the renewal date or upgrade your plan.
The Rules: Rollover, Expiration, and Refunds
This is the section where most people get confused. I’ve had people ask me, "If I don't use my credits, do I lose them?"
The answer is: It depends.
1. Do Credits Roll Over?
Yes. If you don't use your 50 Sales Navigator credits in January, they roll over to February. However, you cannot hoard them forever.
2. The Accumulation Cap
You can only accumulate up to three months' worth of credits.
- Example: If you have Sales Navigator (50/month), the maximum you can have sitting in your account at any one time is 150. If you have 150 credits and your renewal date hits, you will not get your new 50. They vanish.
- Strategy: Always keep your balance slightly below the cap to ensure you collect your new monthly allowance.
3. Do You Get Credits Back? ( The Refund Policy)
Years ago, LinkedIn had a policy where if the recipient didn't reply, you got the credit back. This is no longer the general rule.
Currently:
- Sales Navigator & Premium: You generally do not get a credit back just because someone replies (or doesn't). You get your flat monthly allowance.
- Recruiter Plans: These plans are different. In some Recruiter versions, you do get a credit back if the candidate accepts your InMail or replies. This incentivizes recruiters to send relevant messages rather than spam.
(Always check the specific terms of your current contract, as LinkedIn updates these nuances frequently.)
Pro Tip: To maximize your LinkedIn prospecting ROI, don't rely solely on limited credits. Use SMARTe as a powerful Sales Navigator alternative to first uncover verified emails and mobile numbers; this allows you to reach out via free channels like email or phone, saving your expensive InMails for the hardest-to-reach decision-makers.
How to Check Your InMail Balance
If you aren't tracking your credits, you're flying blind. Here is how I quickly check my balance:
- On Desktop: Go to your LinkedIn Homepage.
- Click the "Me" icon (your photo) in the top right.
- Select "Premium features" (or "Access My Premium").
- Look for the InMail card on the left or center dashboard. It will show "X credits available."
Alternatively, just act like you are going to send an InMail to a stranger. At the bottom of the compose window, it will say: "You have X credits remaining."
Strategic Guide: How to Write InMails That Actually Convert
Having credits is one thing; getting a reply is another. In my experience, the average InMail response rate hovers between 10% and 25%. If you want to be in the top tier, you need to stop writing generic messages.
Here are the best practices I follow to boost response rates:
1. The Subject Line is 80% of the Battle
You have about 200 characters for a subject line, but you should use far less. The subject line determines if the email even gets opened.
- Bad: "Opportunity for you" or "Hello."
- Better: "Question about [Company Name]'s Q3 goals" or "Loved your post on AI marketing."
- My Advice: Keep it under 5 words. Make it sound like a colleague emailing them, not a marketer selling to them.
2. The "Hook" (First Sentence)
Don't start with "My name is X and I work at Y." They can see that on your profile. Start with them.
- Example: "I was reading your article on supply chain logistics and the point you made about 'last-mile delivery' really stuck with me."
3. Keep It Brief
LinkedIn allows up to 1,900 characters in the body, but please, do not use them all.
Data shows that shorter InMails (under 400 characters) often perform better. People scan messages on their phones. If it looks like a wall of text, they will delete it.
4. The Soft Call to Action (CTA)
Don't ask for a marriage proposal on the first date. Asking for a "30-minute demo" is a big ask.
- Try this instead: "Is this a priority for you right now?" or "Would you be open to seeing how we solved this for [Competitor]?"
Expert Tip: Your outreach results often depend on how LinkedIn rates your profile. LinkedIn looks at your authority, activity, and engagement before your messages ever reach a prospect.
That is where the LinkedIn Social Selling Index, or SSI, matters.
Learning how to improve your SSI helps you boost visibility, increase reply rates, and make your outreach more effective without sending more messages.
InMail vs. Connection Requests vs. Email
When should you use an InMail versus a standard connection request? Here is a quick comparison table to help you decide.
My Strategy: I usually try a Connection Request first (it's free!). If they don't accept it after a week, and I know they are a perfect fit, I will invest an InMail credit to bump myself to the top of their inbox.
Common Issues and Troubleshooting
Even with the best tools, things go wrong. Here are common frustrations I've encountered:
1. "I can't send an InMail!"
- Check if the user has blocked InMails from people outside their network (rare, but possible).
- Check if you have run out of credits.
- Check if you are trying to message a connection (you don't use InMails for 1st-degree connections; just use regular messages).
2. Low Response Rates
- If you are getting zero replies, you aren't targeting the right people, or your message sounds like a bot. Try A/B testing your subject lines.
- Pro Tip: Avoid "salesy" jargon like "synergy," "cutting-edge," or "guaranteed results."
3. Accidentally Sent Message
- Unfortunately, unlike some email clients, you cannot "unsend" an InMail once it has been delivered to a notification center. Proofread twice, send once!
Expert Tip: LinkedIn InMail credits work best when used with a strong LinkedIn lead generation strategy. Before spending credits, warm up prospects through profile views, content engagement, and connection requests. Once interest is established, use InMail to start the conversation and find email address on LinkedIn using verified data tools for multi channel follow ups. This approach improves response rates and reduces wasted credits.
The "Cheat Code" to Never Running Out of Credits
Let’s be honest: 50 InMail credits per month simply isn’t enough for a serious sales professional. If you are prospecting at scale, you will burn through that allowance in a few days. Relying 100% on InMail credits is like trying to drive a car with only a gallon of gas—you won't get very far.
The real pros don't just wait for their credits to refill; they switch channels.
This is where SMARTe changes the game. Instead of spending $2 or $3 worth of credits just to say "hello," you can use SMARTe’s Chrome extension to instantly reveal verified business emails and direct mobile numbers for your prospects—right there on their LinkedIn profile.
Think about the math: Why spend a precious InMail credit on a prospect when you could just call them directly or send a well-crafted email to their verified inbox? By using SMARTe to enrich your contact data, you can save your InMails for the "unreachable" VIPs and use more direct, unlimited channels for everyone else. It’s the smartest way to stretch your budget and triple your outreach volume without waiting for next month’s refill.
