This article is meant for Recruitment Agencies who are looking to find new clients. We focus on where you can go to build an email marketing list for outbound emailing purposes.
- Define your target persona
- Search for your target persona:
- A: On Job Boards – people who are hiring right now
- B: On LinkedIn – people who are hiring right now
- C: In Startups – they may need their first VPs
- D: Finding people in groups you are not part of (LinkedIn X-Ray)
- E: Finding companies by the Technology they use
- F: Finding companies who are missing key players right now
- G: Finding companies which are growing fast
- H: Setting Email Alerts for Team Leads who move
Step 1: Define your target persona
Take the last 10 clients you had. Visit their personal and company LinkedIn profiles, note down the following aspects of their profiles. We are going to use these aspects in searches that we will perform later on.
- (the usual aspects)
- current job titles they hold – yes, multiple titles
- past job titles they have held – there are times when the decision maker’s early experience clearly defines what people they will hire in the future
- industry of the personal profile – note this, but don’t give this too much weight; you’d be amazed how few people change their industry to keep up with their current position
- company size
- industry of the company profile
- keywords in the Specialties section of the company profile
- any unusual keywords in their personal profile
- (the unusual aspects)
- number of employees on LinkedIn – this is a different number than the company size parameter on LinkedIn – lots of companies grow and forget to update the Company Size field on their LinkedIn company page
- which school they went to – useful while writing cold emails later on
- which LinkedIn groups they are part of – remember, “A” players hang out where other “A” players are found
- which skills are they recommended for – we have had amazing results from here
Write all these down in a scribble pad. Yes, use the pen and paper. It’s only 10 profiles. Its’ amazing what patterns you see when you write down stuff.
If writing does not work, use an Excel sheet. It’s useful when you repeat this exercise a few weeks or months later, if you so decide.
Step 2: Search for your target persona
In this section we are going to do actual searches with real results. Bookmark some of the links shared here and learn how to modify them for your needs. Bookmark this article too – because link formats change over time and sometimes break – if you remember this article, then you can always come back and work through the concepts again.
A: On Job Boards – people who are hiring right now
You probably know these places by now – but if you have a list of companies to capture, you should try the eGrabber Management Finder to build your list quickly.
A.1. Finding on Indeed – companies which have posted their jobs more than 90 days ago ..
And they might still need help in filing their vacancies – chances are these companies are also forgotten by other recruiters. Besides, it’s not easy finding these companies, unless you know how to hack the indeed search url.
Copy this link and paste it in your browser. This link shows you Indeed Job posts for companies hiring DEVOPS.
Or, click this link. All the results you see will be between 90 and 120 days old. You will be seeing companies who have a need for DEVOPS.
The job posting itself might say “30+ days old”, but if you know how to check the underlying HTML source code, you will be able to find the actual date of posting! It’s amazing!
Here’s the breakdown of the link, for the expert reader…
The secret is in the &fromage=120&toage=90 part of the link. This part has a hidden command to Indeed.com to give back all job postings which are from 90 to 120 days old. If you like to increase that number upwards, you can do that too. Just change the 90 or the 120 part of the link. You cannot get to this special command from the Advanced Search of Indeed.com and no other Job Board offers this way of hacking the URL to get older job postings.
The sr=directhire part of the link removes all recruiting agencies from the results, so that you only get the actual companies who have a need ( and not a competitor )
The q=DEVOPS part of the link is where you put in your specialty. So if you are not selling DEVOPS outsourcing, type in the keywords of your specialty in place of the word DEVOPS.
Edit the link – put in your specialty. The link gives you results for those hiring DEVOPS. But you can edit that and put in your own specialty. For example,
Or, click this link. Just make sure you edit the link in the browser address bar – DO NOT edit the text in the web page – if you edit the search keyword in the page instead of the browser address, then you lose the special 90-120 days power.
A.2. On LinkedIn Sales Navigator – Companies which are hiring right now – and are paying for LinkedIn Job Ads
Someone who is paying for LinkedIn Job Ads definitely has money – or the urgency. LinkedIn Sales Navigator has his hidden search function in the Accounts Search section that I am surprised to find that many people don’t know about. All the companies coming out of this search have live job ads.
When you are using the Company Search, use the “Company Specialties” that you noted down in Step 1. Also use the Company Industry, Department Headcount (we researched these as the number of employees on LinkedIn) to narrow down your searches. Once you have these, then use the check-marks next to the companies you like and then click the “View Current Employees”
You will be taken to a people search where all the companies which have been check marked are added to the search results. (phew! imagine adding all those manually). Now use the Job Titles that you researched in Step 1 to Narrow down the people you need to contact in those companies. I highly recommend you also use the skills keywords too, if you found a pattern to them – I’ve found them highly accurate in narrowing down to the right decision maker.
If you still see people who are not in your target set, try using the LinkedIn Exclusion search filters to remove people you don’t want to see.
A.3. Filling up vacancies which are not advertised
Extending from the same example above in A.2, if you proceed to the search results, you will find a section of the results which surprisingly few people pay attention to.
That section shows you the companies which have new hires. You will also see the actual people who have been hired.
There is a hidden gold mine here, because once you look at the new hires, you immediately find the company that they left. And chances are, that old company is still looking to fill the vacant position! This makes for a great cold call email as well: “Hi , we noticed that Jane Doe recently took a new appointment, would you like help to fill her role?”
B: On LinkedIn – people who are hiring right now
Here is a LinkedIn search of typical keywords decision makers use in their LinkedIn Headlines when they are hiring right now. You can also use this link to get the search (requires LinkedIn Sales Navigator).
If you are an expert at Boolean Search, then take a look at this curated list of LinkedIn Headlines of recruiters – perhaps you can figure out another way of finding people who are hiring.
C: In Startups – they may need their first VPs
AngelList.co – this is our favorite site to search for startups. It’s got very good search filters and you can browse as many as you want for free. Try this AngelList search – it has the recently funded Series A and Series B companies. After the page loads, you should click on the “Joined” column header so that you get the recent-most additions first. Here are some other places where you can find a list of Startups.
AngelList also gives you the list of founders. If you need the email addresses and the phone numbers of these founders, try eMail Prospector Pro. This link gives you the trial download where you can get 50 business email addresses for free.
D: Finding people in groups you are not part of (LinkedIn X-Ray)
When you were researching your existing clients in Step 1, did you note down the LinkedIn Groups that your clients were part of? Good. We are going to use those Groups now. You might be wondering how to search those groups because you can only be a member of the group through permission. Some groups which are exclusive to decision makers will not allow a recruiter in.
LinkedIn X-Ray works here. Try this search. It yields the members of the “Silicon Valley Entrepreneur & Startup Group” on Google. Add extra keywords which you researched in Step 1 to narrow down your results. Or change the group name to your targeted group.
E: Finding companies by the Technology they use
LinkedIn Sales Navigator has recently updated its Technology filter so that you can find companies who use a particular technology. For instance, this search gives you companies which use Salesforce and this search gives companies which use Infusionsoft. The list of technologies is not exhaustive, but there are a few niche ones in there. You should take a look at the list.
Do you have a list of companies, and you want the Decision Makers, along with business email address, phone numbers? Give eGrabber Management Finder a try. Paste the list of companies, and tell it what job titles you are looking for. It does the rest for you, finding Name of the decision maker, verified business email, phone number, and social profile links.
F: Finding companies who are missing key players right now
The key in this technique is searching for the profile of the candidates you would normally place first, and then finding those candidates who moved recently. Why? That’s because if key candidates moved, then their older company might be still looking for a replacement. In your Sales Navigator, use the second tab “Changed Job in the last 90 days” to find candidates who recently moved – then target the older company they moved from
G: Finding companies which are growing fast
Try the new “Company Headcount growth” filer in Sales Navigator. I’ve usually found good results with companies growing 10% or more. The idea is, if a company is already growing, chances are they will be stretched thin to fill up positions which are still existing, or positions which are going vacant because of the normal turnover rate. Now might be a good time to reach out, if they need some help.
H: Setting Email Alerts for Team Leads who move
A trick strategy I learned from an Expert Recruiter was to keep tabs on the Key Leaders, Top Performers and Team Leads in hot companies. Whenever the leader shifts companies, it is time to harvest :ahem: recruit-out the rest of the team.
Here is how you setup an email alert system so that you know when the leaders change jobs… this is an arduous process to setup, but once setup, you have an amazing alarm system that will go off whenever there is an opportunity. Here’s how you setup the email alert system:
- Find the key players, key decision makers and top performing managers and team leads in your industry
- TAG them in your LinkedIn
- Once tagging is done, do a search on them so that only those people turn up in the search results.
- In the search results, click the second tab
“Changed Job in the last 90 days“. If you don’t have this tab in your search results, add this text to the end of the url “&spotlight=RECENT_POSITION_CHANGE” – don’t worry if no results show up
- Now Save this LinkedIn search and request to be alerted by email. Set a frequent polling rate.
Now watch your Inbox for people who move.
What are you waiting for?
Use Management Finder to build an email marketing list for your recruiting agencies.