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“I’m pitching a new client tomorrow hopefully to assist them with two chef positions any advice? Any tips when the conversation turns to service fees?”
I saw the question above in a Facebook group earlier today (#HERC if you know it)…
It’s a question I’ve had a lot from Recruitment and Search Business Owners in the past…
It’s not a bad question… But it perhaps misses a vital point…
The important part of a sales conversation is what you say (and do) BEFORE the conversion gets to fees…
It’s about asking the right questions,
Finding out exactly what the client wants,
What’s most important to them when using a Recruitment or Search Firm (HINT: it’s rarely ever your fee),
What not having the right candidate might cost the organisation (Ideally this is a lot more than the fee you’re asking for),
What getting the WRONG candidate might cost and the impact of that etc. (ideally this uncovers a whole world of pain)…
Then IF it’s something you can help with, you simply align your offering with the problems they have…
SIMPLE.
The last thing you want is them to compare your fee to another Firm down the road (someone will always be willing to work for less than you)
You want them to compare your fee to the cost associated if the Recruitment process goes wrong and the massive benefit they’ll receive when it goes to plan and they get the best candidate…
Get it right, and your fee becomes almost irrelevant…
Whenever you’re ready to step things up in your Recruitment or Search Business… Here are four ways I can help…
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