Asking to get paid is asking for trouble
Focus on the benefits of working with *you*
I called Tesla the other day and the salesperson was keen to give me a list of 15 reasons why I should pay a deposit…
… Yeah, that didn’t happen.
However, I was looking for a new accountant and the three I spoke to all explained the benefits of paying them part of the fee in advance…
… Oh, hang on. That didn’t happen either.
I could go on (but for once I won't).
Here’s the thing: most recruiters DO make their payment terms a big feature of the conversation, particularly when they sense a sale is near.
As recruiters, we can obsess about selling the benefits of paying us, when it would be much better to spend our time selling the benefits of working with us.
Remember: once clients want to work with us, payment terms become a minor detail.
If you want to get away from haggling over payment terms with your clients, simply reply to this email and we can talk.
Jon
P.S. One of the best ways to win business on your terms is to know what differentiates you from other recruitment agencies.
In this week’s More Added Value, I talk you through my ‘Value DNA’ exercise to help you identify how you’re different from your competition.
If you want to find your own ‘Value DNA’, simply click the ‘Upgrade to paid’ button below.
Hi Jon, I like your work. Keep it up. On the subject of payment terms, I disagree. Payment terms gives the recruiter a flexible approach to client negotiation and therefore client satisfaction. This idea comes from aligning what are the low cost high value trading variables. Question early, find out what is important to the client, not just cash.. If payment terms are important to the client you are able to leverage this to achieve another variable that is more important to you. Example, if you give us 2 weeks advance notice of your requirements then we will agree to your 30 days payment terms. Or, if you agree to us being your sole supplier then we can agree to 60 days payment terms... the options for creativity are endless. But, if the recruiter is cash strapped and payment terms are in fact more important to them, then reverse the conditional trade; If you pay within 7 days then we agree to reduce our rate by X% (or equally important proposal for them).