You can’t win retainers with old clients
Had a message from one of the Recruitment/Search Business Owners we help just yesterday…
He’s been working with us for around a month now…
We’re barely getting started…
He messaged me saying he’d just won his third retainer in the last two weeks…
The best thing about this?
Each retainer he’s won has been with clients he’s previously worked with solely on contingency terms previously…
But now he’s getting them to pay upfront for a service they used to get essentially free…
Many of the Recruitment and Search Business Owners I speak to have this belief that they can’t win retainers in their market…
Or they can’t win retainers with old clients…
Or that their clients care more about the fee and payment terms than they do about getting the best candidates…
So they end up working with clients on lower fees than they have to, on contingency job orders where they end up having to work 5 just to fill and get paid for one of them…
None of this needs to be the case!
With the right strategy and the right sales framework that clearly demonstrates the benefit to the client…
You can get paid for every single job order you work… AND provide your clients with a better service in the process…
Most Recruitment and Search Business Owners simply don’t have this, so they fall short…
Time and time again…
Recruitment Business Owners deserve better
A while back, I wrote a post on LinkedIn that said:
“If you’re only willing to pay a Recruiter 17% for “the best candidate” but your biggest competitor is willing to pay 20% for the same thing… who do you think the Recruiter will give priority to when that candidate comes along?
Hiring Managers need to realise that driving fees down hurts them as much as it hurts the Recruitment/Search business owner…
And Recruitment/Search business owners need to understand that Hiring Managers can only drive fees down IF you let them.”
And people went one of two ways….
They either agree… OR they were fighting against it in the comments…
Here’s the thing…
My view is, IF someone isn’t willing to pay your fee and match the value of your services, you walk away from the business…
You wouldn’t marry someone who doesn’t value you, or you’d leave the marriage; you would advise your kids and friends against it….
You wouldn’t be friends with someone who doesn’t value you, or you’d distance yourself from the friendship; you’d advise your kids and loved ones to do the same…
You’d advise your candidates to leave positions where their employer does not value them… You’d even profit from it…
So WHY would you work with clients who don’t value your services?!
It’s a contradiction!
And I’ll tell you why you do it…
It’s the same reason people stay in marriages, friendships, or employment where they’re not valued…
It’s because you’re scared you can’t find better!
I get it… I’ve even done it… BUT understand you don’t have to settle…
You can get better clients, clients who value what you deliver, clients willing to pay the fee you deserve!
VIDEO: How One Recruitment/Search Firm Increased Fees, Won More Business, and Improved team performance
How One Recruitment/Search Firm Increased Fees, Won more Business and Improved team performance
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Recruiter Fuel Daily: Why Success can be bad for Recruitment and Search Firm Owners
Why Success can be bad for Recruitment and Search Firm owners
“Here’s what some of the Recruitment and Search Business Owners we help have said this week.”
Every week we get the Recruitment and Search Business Owners to share some of their biggest wins…
Here is a selection of our favourites…
How One Recruitment/Search Firm Increased Fees, Won More Business, and Improved team performance
How One Recruitment/Search Firm Increased Fees, Won more Business and Improved team performance
How One Recruitment Business Owner Doubled His Fees and Won His 1st Retainer
How One Recruitment Business Owner Doubled His Fees and Won His 1st Retainer
Ready to grow your Recruitment or Search Business?
Here are three ways we can help…
- Join “Make More Placements for Recruitment and Search Business Owners,” – Our new Facebook community specifically for Recruitment and Search Business Owners. Every week we host a free training about what you need to do to make more placements and scale your business. — Join Here
- Listen and Subscribe to the “Make More Placements Podcast” – We’ve created a podcast that reveals the Quick, Dirty & Uncensored Secrets For Your Recruitment, Staffing & Search Business Success who want to make more placements for higher fees with less work and fewer headaches as told by Terry Edwards and Drew Edwards – Listen Here
- Watch the free training – We put together an online workshop that reveals “5 Secrets To Taking Your Recruitment or Search Business From 6 to 7 Figures in Revenue…Without working yourself into an early grave” – Watch it here
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