What value *feels* like
Three changes you get from a great pricing strategy
When I set up my own pricing business in 2019, my first objective was to educate recruitment leaders on the importance of pricing.
Now that might sound daft - after all, every agency has prices - but because nobody had been offering pricing advice to recruiters before I wanted to show that there are proven solutions to problems that had previously been ignored for being too difficult.
Over the past five years I have seen a positive shift in how recruiters think about their pricing and value. This means I’ve been able to talk in more detail about the ways you can improve your strategy, and how I can help you win better business and higher fees.
What does great pricing feel like?
Most recruiters tell me their prices ‘have always been this way’ or have been ‘borrowed’ from their previous agency. But the recruiters I’ve helped tell me that having a proper pricing strategy feels completely different.
Because better pricing means more revenue, you’d think most recruiters would focus on the commercial benefits of a new approach. But the feedback I get most often relates to three changes that go beyond just revenue:
Increased Confidence
“Jon has given us the confidence to pitch the true value and service we offer”
Recruiters tell me that their new pricing strategy gives them more confidence in their value, and more confidence in closing deals with their clients.
When job flow is down, it’s more important than ever to have a proven way to close the opportunities you get with new clients. A smart pricing approach gives you that.
Better Negotiating Power
“There has been no negotiation or push back as the value is clear.”
Recruiters are often the junior party in a negotiation, seen as a replaceable commodity, with clients expecting discounted rates.
When you are clear on your value, and when you make that value clear to your clients, your relationship changes to a business partnership between equals - which means less discounts and more focus on getting the job done.
More Clarity
“We are FAR better equipped to talk confidently about our packages and clearly differentiate which one is best for certain types of customers.”
Knowing what your clients value and exactly how you can help them is an incredible feeling. By creating well-defined services, both rookies and experienced recruiters find they win the right clients at the right price more often.
How I help
I’ve worked with solo recruiters all the way up to international recruitment brands, and everything starts by identifying what your pricing looks like now and where the biggest opportunities are.
A 90-minute Value Workshop gives you the clarity and direction to take the next step on your pricing journey. If you choose to do it by yourself, you have the confidence in what you’re doing. If you choose to work with me, we’re in a position where we know what needs doing, and you have an expert supporting you along the way.
Interested in how a great pricing strategy would make you feel? Email me your biggest pricing challenge and I’ll send you an example of an agency that had a similar problem, and what they did to solve it.
Jon
P.S. The difference when you shift from ‘how we’ve always done it’ to a pricing strategy designed specifically for your agency is huge.
Not only does a value-led approach make it easier for newer consultants to sell your services with confidence, but recruiters with decades of experience tell me it’s a real game changer in how they gain better commitment and higher fees from their clients.
Interested in how a great pricing strategy would make you feel? Email me your biggest pricing challenge and I’ll send you an example of an agency that had a similar problem, and what they did to solve it.