I don’t know which Recruiter needs to hear this…
But you do not need to work with a client on contingency terms even once before they will be willing to use your services on an exclusive or retained basis… 💼
I don’t know where this school of thought comes from, but it’s something I’ve been seeing a lot recently…
And yes, I’m sure there are cases where it has worked… But my point is you don’t HAVE to…
With the right sales process, you could have gotten the Exclusive/Retained agreement the first time around… 🔄
The Sales process would give the client all the proof required…
Thing is… If you fill the role on contingency the first time all you prove to the client is that they don’t need to have Exclusive/Retained terms to get that level of service…
This doesn’t exactly work in your favor…
It trains the client to be disloyal because there’s always going to be someone willing to offer the service for free even when you try to move the relationship to Exclusive/Retained terms…
And if you don’t fill the role the first time of asking, you’re justifying the client’s reason for not wanting an Exclusive/Retained agreement in the first place…
In the vast majority of cases, it’s a scenario you can’t win…
This is why the majority of contingency Recruiters who want to make the shift get stuck in the same cycle…
They work with a client on contingency to “prove” themselves… They either fill the role or don’t, but either way, the vast majority of clients move on, and they have to repeat the process all over again… 🔄🔄
Vehicle 🚗 VS Destination 📍
Had a conversation with a Recruitment Business Owner a couple of days ago about marketing and biz dev…
He simply wasn’t getting the results he wanted from his outreach…
And so wasn’t bringing in the volume of clients he wanted…
The few clients he was able to attract were disloyal, not willing to pay the fee he deserves, and on less-than-ideal terms…
There is a simple fix for this!
Except… He didn’t want to change anything about what he was doing because even though he wasn’t getting the results he wanted, his particular way of doing things felt “comfortable” for him…
This may surprise you, but it’s something I hear a lot in one form or another….
It could be the sector they operate in feels comfortable because it’s all they’ve known…
It could be the salary level they recruit at…
It could be the fee they charge…
The script they use to sell their services…
The method of outreach…
Even though they’re not bringing in the results they want, they’re reluctant to change because it’s all they know…
Or it’s the way that feels most comfortable…
Marketing and Biz Dev are less about comfort and more about results… If something gets you the results you want, regardless of how you feel about it, it works…
And if you don’t get the results you want, it doesn’t work, and something needs to change…
Far too many Recruiters try to force results from a method or methods that don’t work simply because it feels most comfortable to them…
What’s more important to you…
The end destination (The results)…
Or the vehicle (The method)…
There’s no right or wrong… But if you want to get to a particular destination but the vehicle you’re in is broken down or not moving as fast as you’d like… it might be time to change vehicle… 🚗🔄🛣️
🎥 VIDEO: How to Find 100 Hiring Managers in the Next 100 Days 📈
How to find 100 Hiring managers in the next 100 days
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How one Recruiter went from struggling to win clients to winning clients with ease and billing 500K
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