Kicking tyre kickers into touch
Don’t let clients waste your valuable time
A tyre kicker is a time waster. They may appear interested - kicking the tyres in the car showroom, which is where the phrase comes from - but they don’t buy.
If a tyre kicker comes to look at a car you’re trying to sell, you lose a few minutes of your time. They kick the tyres, ask a few non-committal questions, then off they go.
Maybe your hopes were raised that you’d sell the car, but that’s about all you’ve lost.
But in recruitment, we have much more to lose.
Our clients can work with us through the whole recruitment process without paying.
They can kick the tyres on what to pay, how to position the role, and who to target. They can kick the tyres on a well-written job ad, posted to the right selection of job sites. They can kick the tyres on our screened list of applicants, our candidate assessments, our advice at interview stage, and our work on managing offers and rejections.
And then, off they go.
The shocking thing is how often we get stung by these tyre kickers. It isn’t one in a hundred. It isn’t once a year. For some recruiters it isn’t even once a month.
The average recruiter fills 20-30% of the roles they work, which means up to 80 percent of your clients could be planning to kick the tyres on your full service then walk away.
The good news is there are ways to filter out the tyre kickers and time wasters. The better news is that when you do filter them out, you can significantly increase your revenue and profit… because you’re getting paid for the good work you do.
If you’re interested in understanding how many of your clients are tyre kickers, and what you can do about it, simply reply to this email and I’ll explain how my pricing consultation will help you.
Jon
P.S. Taking your time to understand a service isn’t the same as tyre kicking. It’s important you have a system that informs potential clients to make the right decision in their own time.
For me, I share lots of ideas on pricing for free on LinkedIn. This helps recruitment owners to think about their own approach to pricing.
They can then subscribe to my free newsletters (as you have) to understand more about my philosophy on valuing recruitment.
If they want more detail and guidance on how to change their pricing approach for themselves, they can subscribe to my More Added Value newsletter (as you can, just click the ‘upgrade’ button below).
For recruitment owners who want help understanding their own pricing situation, they can run a pricing consultation that shows them the size of the opportunity.
Only then do they buy the car, in the form of a full pricing project. Or not. It’s up to them. But I’ve avoided getting a kicking from the tyre kickers. Make sure you do too.