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Warning: No fluffy motivational material included!
In this topic, Dem takes on Retained Search:
How to close your first retainer.
The value proposition to your clients.
Converting contingency clients.
Pricing realities, not rhetoric.
You know Retainers are the way to work. Getting paid before you begin work seems more in line with the way the rest of the world works than does working like a dog and "hope" you "might" be paid. But how to start? Can you convert your contingency clients? Why would they do it? You're already servicing them well. Do you only go after high-level jobs? Does the job have to be screaming hot? And what are the terms? How do I overcome the objection...”have you ever worked on a retained basis before”? Since the answer is “no”, don't I lose? Isn't this a vicious cycle?
No. You simply need to have a sales methodology that you've mastered. You need to know the benefits you are selling and the verbiage that persuades. All presented to you in this section!