The recruiting industry has always been about building relationships, finding the right talent, and matching candidates to companies.
But as the industry — and the market — evolve, recruiters are increasingly branching out into business development, especially at smaller shops that don’t have fully-fledged sales teams. This shift requires recruiters to wear even more hats than they’re used to — not only placing candidates but also identifying and nurturing client relationships.
In a recent podcast episode with Morgan J Ingram, we explored this transformation — including tactics recruiters can use to up their business development game, and how tools like Loxo are pivotal in helping recruiters succeed in both realms.
Morgan’s journey into the world of content creation began on platforms like Facebook. That’s right: before it was just people from your high school posting crazy life updates, and your mom’s friends posting “I DO NOT ALLOW FACEBOOK TO SELL MY INFORMATION, COPY & PASTE THIS MESSAGE TO MAKE SURE THEY DON’T STEAL YOURS, TOO,” Facebook was a place where content creators (and brands) could find good organic reach.
Morgan noted that this allowed him to experiment with content and build his skills in video creation and presentation.
However, as the landscape shifted, Morgan recognized the untapped potential of LinkedIn.
“I believed that the same could happen on LinkedIn,” he said. And he started investing in growing a following on the platform.
For recruiters, the reminder is this:
LinkedIn isn’t just a platform for job postings and resumes; it’s a powerful tool for business development.
By consistently engaging with your audience and creating content that shows your them who you are and how you work, recruiters can establish themselves as thought leaders in their industry.
Morgan emphasized the long-term benefits of this approach:
“The more consistent that you are, the more you just show up over time, the more people have that familiarity with you.”
As recruiters delve deeper into the world of business development, they need tools that cater to both their talent acquisition and client acquisition needs.
This is where a Sales CRM comes into play — but you don’t want just any CRM. And the last thing you need in your workflow is more tech.
You can use Loxo’s Talent Intelligence Platform to build sales pipelines in the same way you do when searching for candidates — and simplify the process of identifying new business prospects, finding their contact information, and reaching out via email, LinkedIn, or phone. You can then use Loxo’s outreach tools to build nurture campaigns that keep you top-of-mind and allow you to maintain connections with prospects over time.
Morgan shared his perspective on how recruiters can leverage LinkedIn and tools like Loxo to maximize their efforts: “If you can connect with them, and then you send them a note, and then they see, okay, yeah, they work at X, it’s just easier to convert that opportunity.”
This insight is crucial for recruiters who are starting to recognize that business development (like recruitment) is not just about cold calling; it’s about creating meaningful connections and nurturing them.
One of the standout strategies Morgan discussed was the “Boomerang Play,” inspired by his love for DC Comics and the character Captain Boomerang. The idea is simple yet effective:
Target individuals who previously worked at a company that was a client, and have since moved to a new organization.
Morgan explained, “We’re finding someone who worked at a place that was a client of ours; we’ve already helped this person, we’ve already helped this company and we have results.”
Another innovative tactic Morgan calls out is the “Surprise Step Back,” modeled after NBA star James Harden’s legendary step-back move.
This involves engaging with someone who has viewed your profile by sending them a message—something unexpected but impactful.
Morgan shared, “No one’s really expecting you to hit them up off the profile view because most people don’t do it.”
It’s a metric that a lot of people kind of ignore — but a profile view can be a strong signal. When someone within his ICP views his profile, Morgan uses it as an opportunity to get a conversation going. They kinda started it, after all.
With that in mind, Morgan employs two (wildly different) outreach messages based on the context.
One is a bold and playful message: “I saw you viewed my profile. Did I do something wrong?”
This one grabs attention with its humor and curiosity, and is just enough of a head-scratcher that it usually leads the recipient to respond sooner than later.
The other is more service-oriented: “I saw you viewed my profile. How can I help?”
Two totally different methods, each of which he’s found to be effective in different contexts.
And when all else fails? “Add a GIF of a llama,” Morgan says, laughing. “People can’t help but laugh when they see a llama.”
Either way: these tailored messages often spark genuine conversations, as they acknowledge the prospect’s initial interest and provide a direct path to engagement. They create a dynamic in which the recipient feels like they were the initiator, rather than the other way around. It’s kind of genius.
Another thing people don’t really expect? Audio notes. Morgan talks to 70+ executives a year, and he says that less than 10 of them report receiving outreach via LinkedIn DM audio note.
Now, listen — we know a lot of people complain when they’re told to incorporate voice notes and video into their outreach strategy, citing the fact that they wouldn’t like it themselves if someone sent them a voice note.
But it’s important to remember that our prospects don’t always think the same way that we do! And anything that can break up the noise and stand out can be used to your advantage. Morgan highlighted that voice notes add a personal touch and can significantly differentiate your outreach from the typical text-based messages. “When you send a voice note, it’s a way to stand out because most people are not doing it,” he explained.
Rather than avoiding audio notes or videos altogether, Morgan gives some tools on how to make them better.
He adheres to a “50-second rule” for audio notes, ensuring the messages are concise yet impactful. Drilling down a bit further, he’s very strategic about how he uses every single one of those 50 seconds. He uses a “10-30-10 strategy,” where the first 10 seconds of the voice note are used to introduce yourself, the next 30 seconds to address a pain point or share valuable insight, and the final 10 seconds to close with a call to action.
Here’s the truth: Creating content and engaging with prospects inevitably leads to exposure to both positive and negative feedback.
Morgan offered valuable advice on dealing with negativity, emphasizing that those who criticize are often not your target audience.
“The people that are typically negative,” he says, “they don’t inherently matter because they’re probably not your avatar.”
Morgan encouraged embracing healthy disagreement, as it can lead to meaningful conversations and even new clients.
He recounted, “I’ve had people who come on and say, Morgan, I don’t agree with this. And I don’t get mad, I just say, okay, what would you do differently? And then we have a healthy conversation.”
As recruiters continue to evolve into business development roles, the need for a comprehensive tool that supports the entire business cycle becomes more critical. Loxo’s Talent Intelligence Platform and Sales CRM are designed with this in mind, offering recruiters the capabilities to manage both client and candidate pipelines effectively. The platform’s ability to integrate various aspects of outreach, nurturing, and engagement makes it an indispensable tool for modern recruiters.
In closing, Morgan’s insights remind us that the key to success in both recruiting and business development lies in consistency, creativity, and the willingness to engage in meaningful conversations. As the industry continues to change, insights like these are vital in helping recruiters navigate this new landscape, enabling them to find not only the best candidates but also the best clients.