Recruiter Business Development Tutorial

Step 1:

Create new job in Loxo using the following information:

  • Name - Bus Dev: [Recruiters Name]

  • Hiring Company - HigherPeople

  • Experience - Senior, Director, VP, C Suite

  • Commitment - Contract

Step 2:

Source 25-50 Hiring Managers for open roles for specific industries.

  • Add Hiring Manager information to Recruiter specific tab in the '23 - Q1: BD Exercise Sheet. 

    • Include the following information:

      • Company - The Company Hiring

      • First Name - Hiring Manager

      • Last Name - Hiring Manager

      • Title - Hiring Manager

      • LinkedIn URL - Hiring Manager

      • # of Open Relevant Roles - Roles that specific Hiring Manager is responsible for

      • Notes - Any additional information that would help in outreach, like mutual connections

  • Download .csv of Hiring Manager information and run through RocketReach.

    • If RocketReach cannot find the Prospects information, add them to the Need Emails tab in the sourcing sheet by EOD Friday 2/17 and Bob will work to get their info prior to launching the campaign on Tuesday 2/21

  • Upload csv to Bus Dev Loxo job.

    • Route the following Data:

      • First Name

      • Last Name

      • Company

      • Title

      • Location

      • Work Email

      • Main Email

      • LinkedIn Url

    • Select the type as ‘Prospect’ Not Candidate

      ***Edit in video: I uploaded ‘Personal Email’ to ‘Personal Email’ instead of ‘Main Email’ in Loxo.

Step 3:

Create Loxo Campaign

  • Under the Outreach section of Loxo find the Bus Dev Outreach: Cold Prospects Template.

  • Click the 3 dots icon to the right of the campaign and select ‘Duplicate’ from the drop down menu.

  • Edit emails to fit your prospect types and check that all emails are being sent from your email.

    **Campaign is set up to only email work emails, but double-check your settings before setting it live.

Step 4:

Add prospects to campaign through the Bus Dev job in Loxo by clicking the 3 dots icon in the 1st Contact column and selecting ‘Add stage to campaign’.

  • Once added, move all candidates to the ‘Campaign’ stage in the job.

  • The second stage of the campaign is a LinkedIn connect message. Once candidates reach that stage a task will be added to your Tasks list for each candidate. 

    • On the left of Loxo select ‘Tasks’ from the navigation panel.

    • Click the contacts name on each task to open the profile and navigate to their Linkedin profile. 

    • Send them the specified LinkedIn connect request and message.

    • Once sent, check the box next to the task to mark as done, which will move prospects to the next stage of the campaign.

  • As prospects move through the campaign and respond to Outreach, move them within the Bus Dev job to their respective stages. If messaging occurs through LinkedIn add notes to prospects profile in Loxo explaining why they are in a certain stage.

    • Campaign - all sent messages start in this stage. 

    • >>In Progress - a prospect has engaged (good/bad/indifferent) with your outreach effort but has not moved forward or dropped out.

    • >>Phone Screen - A prospect has replied positively and agreed to a future call (now or down the road). 

    • Rejected Candidate - Has declined our services

    • >>Rejected Recruiter - Role/Company is already filled. 

    • Hired - Has signed a contract with HigherPeople

Step 5:

Once prospects have moved through the campaign, schedule a time to talk with Bob about how everything went!

Build a list of 25-50 target accounts with 1-3 contacts each by EOW 

  • Accounts should:

    • Fit HigherPeople’s existing/past client roster 

    • Have available roles HigherPeople has/can fill

    • Should be early-stage startups & preferably in growth mode

  • Contacts should be:

    • Executives, hiring managers & BU leaders. Titles include: 

      • Chief: Executive / HR / People / Talent / Marketing / Academic / Product… 

      • Head or (S)VP of: Talent / People / HR / Sales / Marketing / CS / Product / Design / Creative / PM…

  • Seth: 

    • Focus on coding boot camps with any available roles HigherPeople has/can fill

  • Sarah: 

    • Focus on Non-EdTech startups with open sales, marketing, and CX roles.   

  • Dyana: 

    • Focus on Edtech startups with open AE roles 

      • (Company targets k-12 clients). 

  • Jackie: 

    • Focus on Edtech startups with open AE roles 

      • (Company targets HigherEd & B2B Enterprise clients)

    • + Reengage current/past clients for low-risk contingency partnership:: 

      • Ironhack, Age of Learning, Upright Labs, & Fetch

      • Goal: → Expand 1-2 of our current or former accounts

  • Team: Add any Edtech startups with open senior executive roles

    • (i.e. President, CEO, CFO, etc.)

Goal: Launch a “quick-hit” outreach campaign by 2/21

  • Cold Prospects: 

    • Day 1 (2/21): Email 1 → Day 3 (2/23): Email 2 + LinkedIn Connect/Note → Day 6 (2/28): Email 3 → Day 10 (3/6): Email 4

  • Current Clients: 

    • Day 1 (2/21): Email 1 → Day 4 (2/24): Email 2 → Day 6 (2/28): Slack Message

Setting it up: