Biz Dev Fundamentals
A core strategy involving pitching a highly qualified candidate to a prospective client, typically to secure a job order.
What is MPC Marketing (Most Placeable Candidate)?
This premium LinkedIn tool is essential for finding target companies, especially those with minimal internal HR staff.
What is Sales Navigator?
This practice is deemed "very, very important" for searchability in a recruiter's LinkedIn profile, involving industry-specific words.
What is keyword optimization/SEO?
This free Google tool can transcribe and summarize long audio or video files, allowing users to ask questions about the content of a video or document.
What is Notebook LM?
The primary rebuttal approach used to counter the objection, "We don't have any openings," by focusing on the financial cost of having an underperforming employee.
What is the ROI (Return on Investment) based rebuttal?
This type of communication is favored for instant clarification during outreach.
What is cold calling?
This software uses API keys to search external data sources and is used for cleaning up and enriching large candidate lists.
What is Clay?
The recruiter's primary brand asset that often receives more attention than a company page.
What is the personal brand/name?
The UI platform that allows recruiters to access and switch between multiple LLMs (like GPT, Claude, and Gemini) using API keys and paying only for usage, potentially costing under $15 per month.
What is Typing Mind?
The five basic obstacles present in every single sales/marketing call, which strong recruiters surface and address rather than avoiding.
What are No Need, No Money, No Hurry, No Desire, and No Trust?
The three R's that form a good framework for effective outreach and follow-up, according to Gary Stauble.
What are Reach, Repetition, and Relevance?
The common name for tools like Sales QL, Apollo, Signal Hire, and Swordfish, used to acquire emails and phone numbers.
What are contact finders?
This verification feature, which may require a driver's license, confirms a user is a real person and potentially helps the platform promote their content more.
What is LinkedIn verification?
The LLM considered the best writer for drafting emails, articles, and presentations due to its superior language style.
What is Claude?
The strategy for dealing with a gatekeeper, such as a receptionist, involving calling before 8 am, during lunch, or after 5 pm.
What is circumventing/calling outside of normal business hours?
This key activity should be viewed as a "warm transition to opportunity" for generating new business, rather than just a compliance task.
What is a reference check?
The number of contact credits offered by Chatterworks for a price of $50 a month.
What is 1,000 ?
The recommended frequency for posting quality content on LinkedIn to maximize visibility and algorithm engagement
What is three to four times a week?
A technique utilizing Boolean strings, such as site operators, to pull public LinkedIn profiles from Google without being logged into a paid LinkedIn account.
What is X-ray searching (or Boolean X-ray search)?
The critical financial question to ask a client who complains about the recruiting fee.
What is "What will it cost you financially (or what's your pain) if this role remains open for 30 (or 60) days?"
The ideal number of touches required for a sale in a slow economy, possibly necessitating this number or more.
What is 10 or more touches?
This free platform allows recruiters to organize and share custom pages containing links to various sourcing and contact lookup tools, such as Dean Decosta's page.
What is Start Me?
This specific type of media is favored by the LinkedIn algorithm and is cited as a way recruiters can stand out and receive inbound business.
What is video outreach/content?
The capability of AI agents (like the Comet browser) that allows them to interact with and perform tasks on a user's computer screen, such as logging into ATS systems or filling out search parameters on LinkedIn.
What is controlling the browser/computer?
The conversational strategy used to get a client to understand why they shouldn't use multiple recruiting agencies for the same role.
What is asking them why they only use one law firm, one accounting firm, and one business consultant?