The Paradigm Shift: Dialogue over Monologue
According to Klaus Hengstmann in the Club Navigator Podcast, a successful InMail is by no means an instrument for a quick sale. In his conversation with Nicola Polens, he explains that InMails should primarily serve to start a conversation and establish a professional relationship based on trust. Nicola Polens begins by asking the critical question of why many outreach efforts fail despite significant time investments. Hengstmann responds that a lack of relevance is the central key to this failure. In the podcast, he strongly advises against using automated copy and paste methods. Instead, he recommends deep personalization through social listening. He often uses signals from the LinkedIn Sales Navigator as an ideal starting point, such as a lead's role change or recent posts in the network. Hengstmann explains that these signals provide a concrete occasion for a sales dialogue, allowing one to actively contribute to solving a potential customer's individual challenges. His goal is to create resonance that stands out from the usual noise of impersonal messages. In his view, a successful entry begins with a clear signal, a relevant topic, or a targeted question. During the talk, he urges a consistent focus on personal connection to spark genuine interest in a professional exchange and position oneself as a competent partner.
