“I need it done yesterday”
How to escape your most demanding clients, and get paid more too
“When do you need this person to start?”
“Yesterday.”
This all-too-common conversation is proof that hiring is never your client’s top priority… until it is.
Your client runs their core business with schedules and plans and contingencies. They work hard to make sure their strategy doesn’t need everything to be done “yesterday”.
But hiring? Sometimes it feels like they’ve forgotten they need people to actually run the ship - even though they’ve already set sail.
You’re unlikely to be in a position where you can persuade your clients to get better at planning their hiring. And even if there is a plan, we know employees aren’t going to schedule their resignation to fit a corporate strategy.
But at the same time, I’m pretty sure you want to find a way to escape the “everything, yesterday” demands that clients throw at you.
So here’s a simple solution: ask them to put their money where their mouth is.
You can use your prices to find out if speed really is their top priority. When clients are truly desperate for an immediate hire, they’ll agree to a higher fee.
When they’re on a power trip to see how fast you’ll run around for them, an increased fee might make them stop and think about what’s really important to them.
The great thing is, you can offer the high-speed-high-price service alongside a more sensibly paced (and slightly cheaper) service. Either works for you… but your client has to think about what’s really important for them.
If they realise it costs them an extra couple of thousand pounds to be disorganised, you’ll find many clients decide it’s worth getting their house in order to work with you for a fee they’re more comfortable with.
The good news is this trade-off is something we come across all the time, so your clients won’t be surprised or offended when you explain that chaos costs cash.
For example: if you want to fly to New York this evening, tickets are going to be a lot more expensive than if you booked three months ago.
The key to getting this right is giving your clients a choice. They can pick whichever approach works best for them… but you’ve taken away the option that works worst for you.
Once you start giving your clients a choice of services, you’ll find that you’re winning more of the business you want to work on.
What’s more, you can design your services in a way that your clients are happy they’re paying for what they want - without paying for things they don’t want - while you’re getting paid fairly for the work you do.
If you like the sound of getting your demanding clients to put their money where their mouth is, simply reply to this email and we can talk.
Jon
PS. Speed isn’t the only thing clients demand from recruiters. Give it five minutes in the pub with a colleague and you’ll have a long list of ways clients expect you to jump through hoops.
So if you like the sound of getting your demanding clients to put their money where their mouth is, simply reply to this email and we can talk.