Free Retained Terms of Business Download Here
First off, let’s be honest: pitching for a retainer can be nerve-wracking. If you’ve tried and failed to secure one, you might feel like giving up. But here’s the thing: it’s less about you and more about past experiences clients have had with other recruiters. Often, they’ve been burnt before by recruiters who didn’t deliver after receiving payment upfront.
Turning Past Failures into Your Advantage
Clients who have had negative experiences with retained recruiters are often the best to win over. Why? Because their pain point is real. They’ve invested in recruiters who didn’t come through but they were open to retainers before so with the right assurances, they will be again.
The Power of Exclusivity and Confidence
Here’s a strategy: show clients that a retainer ensures exclusivity and dedication. You need to genuinely believe in the role you’re filling and be ready to demonstrate why you’re different. Let’s face it, if you’re excited about the brief and can deliver, a retainer makes sense.
Overcoming Objections
When a client says they’re hesitant due to past disappointments, counter with this: “I understand your concern, and to address it, I’m offering a guarantee. If I don’t find you the right candidate, I’ll refund the retainer.” This approach not only shows confidence but also minimizes their risk.
Making the Case for Upfront Payments
Explain that a retainer ensures that your time and energy are focused solely on their role, especially as we approach busy periods like Christmas. You can say something like, “I need to prioritize clients who commit to working with me upfront. If I don’t succeed in placing a candidate, I’ll refund your payment.”
Confidence is Key
By offering a money-back guarantee, you’re putting your money where your mouth is. This builds trust and demonstrates confidence in your ability to deliver. It also ensures that you’re not wasting time on roles that won’t generate results, especially during peak times.
Final Tips
- Choose the Right Role: Only go for roles you’re confident you can fill. If the position is too challenging, it’s better to avoid the risk.
- Be Prepared: Have clear terms and conditions ready for the retainer arrangement. Make sure you’re comfortable with the legal and financial aspects.
- If it’s a hard to fill, don’t refund: if a role is one that you know you will do a tonne of work for with very little possibility of success, EXPLAIN THIS to you client & don’t offer a refund. You are paid for your work, effort & expertise – you don’t always have to work for free.
Wrapping Up
There you have it! Pitching for retained recruitment deals doesn’t have to be intimidating. With the right approach, a solid guarantee, and confidence in your abilities, you can secure that upfront payment and build stronger client relationships.
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Have a fantastic day, and may all your deals come true!
