Resources for Training, Scripts, and Rebuttals. Everything you need to run your Desk at peak performance.
DEMsays...“Nothing you do as a Manager will ever equal the rush of Closing a Placement. But no Placement you Close will ever equal the satisfaction of helping a Rookie become great!”
Welcome to...
Fees 101 for Rookies
Fees: The Movie!
(just kidding, unless you want to make it dramatic!)
What is Fees 101 for Rookies?
One of the hardest things for Recruiters is at the end of a Job Order where they have to negotiate their fee. Most of the time Recruiters make this harder on themselves than they need to by using the wrong language. Let's brush up our negotiation techniques.
Most Recruiters create fee objections. Sure, clients are going to challenge the fee in an industry that is so fragmented in its pricing. But we add to the problem by the way we broach the subject. Dem will tackle this funDEMental skill that is so key to your bottom line.
We'll walk you through some answers, give you some language that has impact, and buck up your nerve too.
Listen-In Rookie Training
Need a detailed training session already done for you? Well this is the place! Listen In on DEM's Audio training and follow along with the Powerpoint. It's like having DEM in your office training your Recruiters!
"Um...about my FEE?"
Qualifying Fees: The Basics
Most Recruiters create fee objections. Sure, clients are going to challenge the fee in an industry that is so fragmented in its pricing. But we add to the problem by the way we broach the subject. Dem will tackle this funDEMental skill that is so key to your bottom line. He’ll discuss: Tone Transfer of Energy Specific Language …And how to handle the growing problems of: 1. They never send back my fee agreements 2. You have to take up the fee with HR
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Fee Fighting!
Negotiating Fees:
The Basics
Okay, what gives? The market has never been hotter, baby boomers are dropping like flies, all our companies are hiring and haemorrhaging people and yet... Fee Cutting is at an All Time High!! Why don't the laws of supply and demand hold? Shouldn't the demand for our candidates make everyone fall over just to give us full fees? Uh, not so much. We as an industry are non-vertebrae animals. We are so fragmented that the 15 desk, 10-year-old search company with high integrity and quality methodologies is competing with the solo act in his/her dining room willing to work for a song. And then there is the Internet, and its access to CV’s, making our industry a commodity in the eyes of our clients. And of course many of us cut our fees for select clients, [that is to say everyone!], during the tough times, and thought we'd be able to convert our clients back to higher fees when things "got better". So have you had enough of working hard for less? Have you noticed you work harder and get more hassles from the companies who are cheap about our fees? Dem will walk you through some answers, give you some language that has impact, and buck up your nerve too.
Congratulations! You've officially ruined BAD Recruiting for yourself!
Situational Rookie Training
Our SITUATIONAL TRAINING section is where we've taken the steps of the Placement process and put them into short snippets grouped by topic to add to our basic training.
Recruitment 101 means you need to learn how to Qualify and Negotiate fees. Dem explains.
What does Dropping the Anchor mean? Who generally wins negotiations? When should we qualify the fee? When negotiating the fee, where should we start?
How does the tone of your voice change the qualification of a fee? What is the one difference between a lower fee vs. a higher fee? What is the simple logic that needs to be used to qualify a fee?
Should we EVER negotiate a fee?
What is the one time we should NEVER negotiate a fee?
What are the two ways to draw the comparison between price and quality? What do you need to do at the end of making the price and quality comparison?
How can you overcome the fee objection without ever mentioning the fee?
When a company has multiple openings how should we structure the fee scale?What is the key line you need to use in these negotiations?
Recruitment training, your way. LISTEN to it, WATCH it, or READ it. Just don’t ignore it.
Objections DECODED:
LISTEN IN SERIES
Pop in your earbuds, hit play, and learn while you’re doing life, or “working from home” (no judgment).
No slides, no distractions, just straight talk, real examples, and the occasional DEMism to keep you awake.
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Objections DECODED:
SITUATIONAL TRAINING
See it. Feel it. Try not to laugh too hard.
This is Recruitment Training with a bit of energy, and a healthy dose of sarcasm.
For recruiters who learn best when they can roll their eyes and take notes.
READ ALL ABOUT IT!
For the “I’ll just read it later” crowd who actually does.
No video, no noise, no excuses. Just the full breakdown of every topic, technique, and tip, ready for you to digest and revisit when you need a refresher.
Read it. Highlight it. Pretend it’s serious work.
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Recruitment training, your way. LISTEN to it, WATCH it, or READ it. Just don’t ignore it.
APSO calls Dem...
“...one of the BEST recruitment specialist trainers in the country...”
DEMsays...“Nothing you do as a manager will ever equal the rush of closing a placement. But no placement you close will ever equal the satisfaction of helping a rookie become great!”
DEMsays..."Converting a Job Order into an exciting story will increase your Recruiting effectiveness".