It’s like getting the opportunity to look at the test before you take the final exam – be as prepared as possible to avoid failing. Check out the Service Charge Resistance and Rebuttals Section for the 10 most common and predictable areas of resistance when it comes to clearing your fee.
One of the keys to effectively overcoming points of resistance is to simply further educate your future clients on the critical differences between engaged and contingent search. In this clip, Jeff Kaye helps you communicate the concept of shared risk on behalf of both the client and the recruiter.
In this clip, Jeff Kaye shares the key ways to identify your competitive advantage – thus reducing your odds of encountering resistance in the first place!
After presenting your professional recommendation to move forward on an engaged basis, you might still encounter some overall resistance to working under any parameters other than contingent. Jeff Kaye will help you expand further with your clients using either an alternate choice or a multiple choice close in this clip.
“Your fees are too high.”
In this clip, Jeff Kaye gives some suggestions on dealing with potential clients whose feedback is that your fees are too high. This can be one of the more frustrating objections to overcome, and Jeff’s tips will help you do just that.
“We pay only a percentage of the base salary.”
Jeff Kaye, in this clip, can help you explain to potential clients that paying on total identifiable first year’s compensation is a better way to equalize the playing field.
“We only pay fixed fees.”
In this clip, Jeff Kaye gives his approach to dealing with companies who claim to only pay fixed fees.
“We want a refund if this person doesn’t work out.”
When you’ve found a hiring manager who is about to make a decision, that’s great! Jeff Kaye helps you position yourself in a way that helps you maneuver through those clients expecting a refund if the candidate does not work out.
“We’d like a ‘graduated fee’ system – start as low X% and work to Y%.”
These scripts are rebuttals to address the objection, “We’d like a graduated fee system.”
“Why do I need to pay an up-front retainer?”
Clients can sometimes have a hard time understanding why they should pay you upfront for a service that you are going to perform for the regardless; in this clip, Jeff Kaye helps you navigate through this form of resistance.
“What if I find the candidate on my own?”
Although you don’t want to compete against your clients for the surfacing of candidates, Jeff Kaye will help you provide some solutions if and when this becomes the case.
“What if I pay the retainer, and you can’t find anyone?”
This is a valid concern voiced from a prospective client! In this clip, Jeff Kaye will help you effectively communicate to your future client how the search will proceed if sourcing the right candidate becomes increasingly difficult.
“What if I hire someone already under consideration?”
In this clip, Jeff Kaye helps you explain to a client the possible options and solutions when there are existing candidates in process.
“I’ll have to get approval on this – let me get back to you.”
This is one statement that most don’t recognize can be a smokescreen – in this clip, Jeff Kaye helps you navigate around the “I have to get approval” objection.
