How Mohan got a 40% reply rate using a human approach

Meet Mohan, Founder of Spring Drive, a lead generation agency that specializes in helping B2B businesses generate more sales opportunities and accelerate revenue.

We chatted the other day and exchanged a few GTM war stories. He mentioned he had one campaign in his HeyReach account that scored 39% connection acceptance rate and 40% reply rate.

But here's the real kicker - over half of those replies were eager prospects ready to talk business. What's his secret sauce? It's all about keeping it real.

He champions a conversational, human-centered approach to LinkedIn outreach. He believes that unlike email, LinkedIn users want authentic networking experiences - and that's exactly how he designed his campaign.

To start, he refines his prospect list in Sales Navigator. He targets leads in the USA by filtering for specific job titles and seniority levels. For the finishing touch, he uses the "Posted on LinkedIn" toggle to focus only on active users who regularly check their accounts.

Next up is qualification in Clay powered by Anthropic AI. The way he uses AI is to come up with two extremely casual sentences that feel like they could've come from your friend. It’s a one-two punch and here’s how it works in practice:

• Sentence 1 → “your influencer marketing game is so cool”
• Sentence 2 → “honestly, I’m so clueless about that stuff lol”

The first line works like a casual text message, aiming to connect with the person and find common ground. The second sentence adds humor and keeps it human.

Each of these sentences is unique and personalized for every lead, generated by Anthropic. Here's what the LinkedIn message template looks like:

[SENTENCE 1]

[SENTENCE 2]

what kind of clients do you go for?

The final question serves as a natural transition to a topic beneficial for both parties and helps maintain the conversation's momentum. He also used the A/B testing feature to experiment with three different transition questions to determine which performed best.

And that’s the magic of Mohan’s campaign and how he got 293 replies from 2192 total leads in his list.

Job. Well. Done. Boom! 🥂