Is your pricing offending your clients?
Added value can often feel like added cost
A recruiter was telling me about one of his competitors who have started offering 'added value' services to their clients.
This included things like psychometric testing for an extra £2k, or the option to advertise on more job boards for an extra £1k.
However, the clients see all this as 'added cost'. In fact, one client said they were "offended" that this agency was asking for more and more money.
But does it make sense to be offended?
After all, clients often value using better assessment tools and reaching as many candidates as possible. And surely the agency is right to look for extra income from their clients.
The mistake - and the offence - comes from packaging the extra services in a way that feels money focused. So, it’s not a question of what you offer… it’s a question of how you offer it.
Here are three ways you can add value without it feeling cheap:
1. Let the client choose what they value
2. Package your services in client-friendly language
3. Understand the psychology of how your clients buy
The bottom line is, when you add value in the right way you get higher fees, more engagement, and happy clients.
If you’re looking for ways to add value and want to avoid offending your clients, simply reply to this email, and we’ll talk.
Jon
P.S. The way you present your services and prices can - and should - create an emotional response from your client.
You don’t want your clients taking offence. You do want them saying your service is “exactly what we need” and that they “love how it solves our problems”.
So you’re looking for ways to add value and want to avoid offending your clients, simply reply to this email, and we’ll talk.