If a cheese is 40 percent off in the supermarket, you check the sell-by date.
If a nearly new car costs 40 percent less than when it was new, you wonder who’s been driving it.
If a jacket with the labels still attached is advertised with a 40 percent discount, you think it’s fallen off the back of a lorry.
When your client talks to a recruitment agency that has 25% rates in its TOBs but immediately agrees to work a role at 15%, what do you think the client is thinking?
The client has just been offered a 40 percent discount, by a recruitment consultant who probably talked up their experience, network of candidates, insights into the market, and so on.
It doesn’t pass the 'sniff test’.
In other words, if something smells fishy it probably is. And if a price seems too good to be true, it probably is too.
The price you charge - and the discounts you offer - play a huge role in signalling the quality of your service.
If you have a quality recruitment service and want to check what signals you’re sending out to your market, 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. Offering a large discount will certainly help you win some clients… but they are usually the ones who value price over everything else.
In recruitment terms, this means they also low-ball candidates, pay invoices late, and demand rebates far beyond what you originally agreed.
In other words, difficult clients that will suck your time and energy while giving you little in return. These are the clients you want to avoid, not attract.
If you have a quality recruitment service and want to check what signals you’re sending out to your market, simply reply to this email and I will talk you through my initial consultation - your first step on the path to better pricing.
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