Have You Experienced This?
Ever done an amazing job for a client and then… they quibble over the fee?
Comments like:
“You filled that role way too quickly.”
“That person was just sitting on your database.”
“You found them on social media, we could have done that.”
Sound familiar? They’re basically saying you don’t deserve the full fee because you didn’t work hard enough or take long enough.
Huh?
Let’s get real, our job isn’t about collecting points in a diving competition with extra marks for difficulty.
So… what do you actually say?
Here are 7 ways to respond when clients try to undermine your value. Mix and match depending on the scenario:
1) “You filled that role way too quickly, so we have an issue paying the full fee.”
Thank you – I find that interesting. Usually filling a role quickly is seen as brilliant service by our clients. In fact, many PSAs/PSLs use time-to-fill as a KPI-the shorter, the better.
Thank you – What seems “quick” is actually years of building reputation, networks, systems, marketing, a skilled team, and expertise to bring you the best candidate as fast as we can.
Thank you – I’m not sure I understand your logic. We’re not paid by the hour; we’re paid to solve your staffing problem efficiently. By this logic, solving it better than anyone else is a bad thing?
2) “That person was just sitting on your database, so we don’t feel a full fee is justified.”
Thank you – Maintaining that database has cost us thousands in marketing and resources, plus time to keep it current. A candidate only becomes useful when they’re engaged, up-to-date, and the right fit for your role.
Thank you – Searching a database is just one step in a bigger strategy. What looks simple on the outside is actually part of a multi-layered approach to find the right talent.
Thank you – Anyone can have a name on a database. Building a trusting relationship with candidates, understanding their career goals, and positioning your vacancy so they respond-that’s what you’re paying for.
3) “You got that person from social media, we could have done that.”
Connecting with someone is just the first step. I could pull 20 names from LinkedIn right now, but most won’t be interested. Top talent gets dozens of approaches a day and they are very selective.
What you’re paying for isn’t finding a name. It’s knowing how to cut through the noise, engage candidates meaningfully, and get them excited about your role.
In short: your skill, strategy, and experience are why your clients succeed. Don’t let “too fast” or “too easy” diminish that.
3 More To See
- Want to avoid time-wasting clients? Send me an email and I’ll send you my Client Qualifier pdf file so you can find your perfect match ????????.
- Master the Art of Objection – Overcome Objections like a pro
- Starting prospect conversations
Cheers,
BK
