Do you believe in your price?
Confidence breeds success. It’s a valuable thing to have.
Do you believe in the prices on your TOB?
Because if you don’t, your clients sure as hell won’t.
And there starts a vicious circle. You go into a pitch low on confidence in your pricing. Your client picks up on it (they can smell fear!) and push harder. You never expected to get the price you asked for so you agree to a discount, which feeds your belief that you need to lower your rate to win business.
Multiply this experience by the number of times you pitch in a year, and again by the number of years you’ve been in recruitment… it’s no wonder most recruiters tell me they’re not confident when talking about their prices!
But… we know we deliver a valuable service to our clients. We know businesses can’t succeed without the right people. And we’re the ones finding those people.
So how can you rebuild your confidence in the prices you charge?
It’s not as simple as changing the prices on your TOB. A one-size-fits-all price doesn't work any better just because it’s cheaper - you end up leaving good money on the table, and your clients will probably still ask for a discount.
But it’s not as difficult as you might think.
Imagine coming back from a pitch where your new client chose to pay you more than they had to.
Imagine some clients choosing to pay more than your current TOB rate, and being excited by the top class service they’re going to get from you.
Imagine what that does to your confidence in your price and value.
And guess what? It becomes a virtuous circle. Every time you pitch, you get another boost of confidence from the way your clients behave. They see your value, you feel more valued. They agree to your prices, and you believe in your rate.
If you want to boost your confidence - and get paid more for the work you do - simply reply to this email and I’ll explain how.
Jon
PS. When recruitment leaders first talk to me, they often focus on how they can raise their prices. However, the real revolution comes when every consultant is confident in their value to clients.
When that happens, the whole experience changes - for consultant and client. The relationship is more consultative. The client is excited by the service they get. The consultant feels like a valued expert. And the prices happen to go up too.
So if you want to boost your confidence in your prices, simply reply to this email and I’ll explain how.