Work fewer clients – Work them better.
Recruiter’s are professionals. Remember this in everything you do. Remind yourself you are a professional, and remind yourself that you deserve what you have worked hard for.
The single greatest issue facing the recruitment industry is that our clients, (generally speaking) often forget that we are more than just database search engines. They do not see how much value you add to the process, all of the hard work that goes into producing your shortlist.
So, how do we change their mindset? We start acting like professionals! Too many of us offer discounts and extra services to sweeten the deal. Why does the deal need to be sweetened?
Let me show you how this plays out in a real world situation. – McDonalds recently had $1 Cheeseburgers on offer throughout its Australian Restaurants. Cheeseburger sales went through the roof. Great. But now, they’re back up at around $3. For all of those people who were buying Cheeseburgers for $1, how many of them are likely to buy the same product, with nothing added, for three times the price? Granted, some will, but most will not.
Were you upset when one day your doctor stopped bulk billing you? Do you go to the doctor as much now? Or do you try and shake the cold yourself?
So here’s the bottom line – once you go down the rabbit hole of discounting, it’s a very slippery slope, and you often can’t get back out. You provide a service that the client cannot do themselves, and as a result, you charge a fee. That is that.
No longer should we been seen as “prostituting” our services to make a sale. Stay strong, and explain that you are worth what you charge, and if price is the deciding factor in their decision, then perhaps you’re not the right recruiter for them. However, if its quality they want, then your the person to talk to.
Remember, you are the Recruiter, a professional, an expert in your space. Treat yourself that way, and others will to.
Until next time, be the best you can be –