Incomparable, that’s what you are…

Don’t make your clients comparethemarketdotcom

Top psychologist Dan Ariely famously said: "Most people don't know what they want until they see it in context".

But what does this mean for you?

Well, if you offer your clients a single service - "I'll recruit this role for you" - then they're going to look for context somewhere else.

It doesn't matter how slick your pitch is, or how amazing your testimonials are… your client’s brain is going to be nagging them for something to compare you to.

Now that might be asking your competitor what they do and what they charge.

Or it might be asking their colleagues or wider network what they think about recruiters.

Neither of these decisions end well for you. Your competitor will do it cheaper, and their colleague recommends someone else... or worse, says everyone will work to 10%.

Once your client starts talking to someone else, the deal is out of your control. And that means your chances of winning the business go downhill fast.

However… if you create the context for your client, they don't need to go anywhere else!

Simply telling your client, "There are a few ways I can work with you on this role, let's look at which approach is right for you" means you control the context. 

They’ve scratched that comparison itch, and your chances of winning the business are sky high. 

So give your clients the context they're looking for, and reap the rewards.

If you want to talk about putting your services in context, simply reply to this email and we can arrange a consultation session to discuss where you are and where you could go.

Jon

PS. The need to put potential purchases into context is why I am so bad at clothes shopping.

I see a nice jacket in the first shop I go to… but I’d better check whether there’s something better or cheaper in the next three shops before I make a decision.

It doesn’t do me any favours - I spend my whole day traipsing around a shopping centre and coming home with nothing - and clearly the shops don’t get anything from it either.

Now every hiring manager has a day job to do, so you can help them out by giving them all the context they need in their meeting with you. And yes, you do well out of it too.

So if you want to talk about putting your services in context, simply reply to this email and we can arrange a consultation session to discuss where you are and where you could go.