How this top BDR achieves a 30%+ reply rate on LinkedIn

(with this 6-touch sequence)

Read time: 3 min

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Creating a memorable impression on LinkedIn isn't always easy.

But on the SDR Game podcast, I was fortunate to learn from Devesh Tilokani, the #1 Enterprise BDR at Loopio, who's mastered this skill.

Devesh has developed a LinkedIn sequence, resulting in an impressive 30%+ reply rate.

It came about as he realized the gaps in his follow-up strategy and turned this challenge into an opportunity to succeed.

I've adopted his sequence, which helps me stay organized, track my prospects, and, crucially, stand out in crowded inboxes.

I'd love for you to discover his strategies, too (after 7 months of iterations).

Our full conversation is available on Spotify, Apple Podcasts, and YouTube.

Devesh's prospecting begins with sending LinkedIn connection requests on his main sequence.

Once accepted, prospects are added to this sequence:

The 6-touch sequence with a 30% reply rate

Step 1: Video + message - Day 1

In this first step, he sends a video with a short message.

He had already done his research for his other cadence.

Here are a few things he’s looking for:

• earning calls,

• annual reports,

• if the company is hiring Account Executives

• Etc

His video:

• Each video is kept short and sweet, around 50-75 seconds.

• What does he show? His computer screen, with three important things open: the person's LinkedIn profile, Loopio's website, and the email he's already sent in his main sequence.

• He uses the tool called Vidyard to record his videos

Video structure:

• Intro: Hi {{First name}} - I'm not sure if you often receive videos like this.

• I was doing some research on {{Account}} and found {{Personalization}}. I’m guessing your team is responding to more RFPs.

• Typically when I speak to {{Buyer personas}}, they face {{pain point}}.

• How Loopio can help them, with Loopio’s website with some stats.

• He shows the email he sent to the prospect

Devesh recorded a video to walk us through his process with the video: Example of the video:

The message he sends with the video:

• {{Prospect first name}}} - Not sure how often you receive videos like this. I recorded one to introduce myself. {{Link of the video}}

He also A/B tested the title of the Vidyard video, to increase the number of views:

• 57-sec video for {{Prosect first name}}

Here’s an example:

The “57 sec” is specific, so your prospects know what to expect and how long they'll need to watch the video.

Step 2: bump message (Day 3)

Any feedback on the video, {{Prospect first name}}?

PS: I promise I’m an actual human and not a robot.

{{Insert the robot photo}}

Example:

Any feedback on the video, Jack?

PS: I promise I’m an actual human and not a robot.

Step 3: Pain point #1 - Day 6

{{First name}} - typically when I speak with {{Buyer personas}}, they say {{Pain point #1}} is a challenge. Have you seen something like this?

Example :

Jack - typically when I speak with sales leaders, they say being efficiencient in RFP responses is a challenge. Have you seen something like this?

Step 4: Pain point #2 - Day 9

{{First name}} - typically when I speak with {{Buyer personas}}, they say {{Pain point #2}} is a challenge. Have you seen something like this?

Example:

Jack - typically when I speak with sales leaders, they say searching for accurate answers to DDQs is a challenge. Have you seen something like this?

Step 5: Pain point #3 - Day 12

His marketing created 1 min explainer video talking about Loopio’s pain points.

{{First name}} - typically when I speak with {{Buyer personas}}, they say {{Pain point #3}} is a challenge. Have you seen something like this?

PS: happy to send a 1-min explainer video, if you think that might be useful.

Example:

Jack - typically when I speak with sales leaders, they say they spend too much time answering security questionnaires. Have you seen something like this?

PS: happy to send a 1-min explainer video, if you think that might be useful.

Step 6: Last message + 1-min explainer video - Day 15

{{First name}} - either my outreach was actually terrible or you are {{Insert something they are spending a lot of time on}}. I'll try to catch you maybe later. Here’s the 1-min explainer video I mentioned: {{Insert link}}.

Example for Loopio (they help respond RFPs):

Jack - either my outreach was actually terrible or you just working on a mountain of RFPs. I'll try to catch you maybe later.

Here’s the 1-min explainer video I mentioned: {{Insert link}}.

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Devesh also mentioned most of his replies come from Steps 1, 2, 5, and 6.

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I challenge you to put Devesh's LinkedIn sequence into practice this week.

Try it out, see how it affects your reply rates, and let us know your experiences and results.

Would love to see what worked for you!

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That's all for this Sunday.

Quick Reminder: If you like my emails please do “add to address book” or reply.

See you next week.

Happy prospecting ✌️

Elric

PS: Here're the 3 last issues if you miss them:

• #45 - A proven cold email framework for getting executives attention in your enterprise accounts

• #44 - The 10k report playbook: your roadmap to booking meetings with top enterprise accounts

• #43 - Playbook: booking meetings with previous customers

If you want to read the previous ones, here's the link.