SL: Selling Retainers 30/7/18 (Scripts (People concerned about…
SL: Selling Retainers 30/7/18
Ownership of role
1st. Melrose Partners
Because I do MMA, never give up
Tie process and me = why unique
Because it's important, we need to do it on a retainer basis
Client: Why pay money upfront? You: don't sell reasons to do it because you must ask AMAZING QUESTIONS
Client: Not sure. Me: This is a busy market, everyone is getting called, You need something different and highly focused. The way we present is totally different to any other firm
You get my entire time, we become an extension of your firm. We can sell your role and business better than you can.
You'll know exactly who we're calling, what they said and how you are perceived in the markets.
People concerned about confidentiality will feel safe. They won't respond to contingency recruiters
The very fact its retained means people take it seriously. This is important and your leadership is 100% behind this
If not ready to retain - leave it. Can't say "OK we'll do it contingent'. Could do it on a open basis as we have 4-5 other similar roles open now.
1-10, how important is this? Should I clear my desk and make this the number 1 priority?
Tons of marketing = no need to sell retainers
Let me tell you about my company, process and how I can help you make £50m profit.
Ask: what important to you in choosing a search firm? It always boils down to 3 things: Me, Research, Process.
"I just specialise in Healthcare PE in London"
Keep process simple: Research / Interview / Process
Push back with clients