The problem of being liked
Why you need to show how you create value for your clients
A successful recruiter came to me a couple of months ago hoping I could help them solve this problem:
“The reason I win clients is I go in and they like me”
Now on the face of it this may not seem like the biggest problem to have. After all, plenty of recruiters are stuck with clients who don’t like them.
But this was a serious issue for this recruiter (let’s call him Rob). He expanded:
“I don't actually have anything to talk about.”
Rob was looking to build his business, and he realised he needed a true value proposition to sell to clients if he was going to achieve his ambition.
As we got into his approach, it was clear that Rob offered plenty of value through the process. We went through some exercises to define what his target clients valued from him, and we identified several areas where he was clearly different from his competitors.
We used this information to create a pricing approach that sparked conversations with clients, getting them involved in a proper discussion about what they valued and how Rob could deliver it for them.
Rob is no longer worried that he can only win business if his clients like him. He now sells a clearly differentiated, high-value service and his clients like the outcome.
If you are looking to build your value, simply reply to this email and I will talk you through my initial consultation - your first step on the path to better pricing.
Jon
P.S. I’ve known many great recruiters who struggle to sell themselves when they’re pitching to clients.
They can talk about the benefits of LinkedIn, various job boards, their agency brand - not to mention selling their candidates - till the cows come home. But they feel uncomfortable telling clients how great they are.
Ironically, the better they are at recruitment the less likely they are to brag about it.
Which is why it’s so important to have a valuable approach that you and your consultants can talk about with clients.
If you are looking to build your value, simply reply to this email and I will talk you through my initial consultation - your first step on the path to better pricing.