Ok. Let me make this perfectly clear. I am NOT a fan of discounting your fees or markups ever, in the hopes that it will bring in more business. 
In fact, many of you have already seen this video on why not to do that. If you haven't, then check it out...CLICK ON ME! That said, it isn't reasonable to assume that prices wont drop during a recession (or anytime when supply exceedsdemand) or that there aren't times when it simply does
make sense to lower a feee. I often hear from people who are concerned about the long term impact of lowering their fees with their existing clients... For example, "Neil. I have always done business with this one client at 30%.. Now, they are doing poorly and the president really wont approve any deal that goes above 20%. They are hurting and truthfully, I am also. BUT, if i lower my fee now to 20%, do you think that I will then always be stuck at 20% and will have a hard time getting it back up to 30%?". Well, I have a great easy TRICK FOR YOU!
The key is to actually NEVER EVER EVER NEVER EVER NEVER (get it) LOWER YOUR FEE OR MARKUP!! NEVER!!!... BUT.. Feel free, WHEN YOU HAVE TO, to offer a special one time or limited DISCOUNT to your fees!
In fact, many of you have already seen this video on why not to do that. If you haven't, then check it out...CLICK ON ME! That said, it isn't reasonable to assume that prices wont drop during a recession (or anytime when supply exceedsdemand) or that there aren't times when it simply does
make sense to lower a feee. I often hear from people who are concerned about the long term impact of lowering their fees with their existing clients... For example, "Neil. I have always done business with this one client at 30%.. Now, they are doing poorly and the president really wont approve any deal that goes above 20%. They are hurting and truthfully, I am also. BUT, if i lower my fee now to 20%, do you think that I will then always be stuck at 20% and will have a hard time getting it back up to 30%?". Well, I have a great easy TRICK FOR YOU!
The key is to actually NEVER EVER EVER NEVER EVER NEVER (get it) LOWER YOUR FEE OR MARKUP!! NEVER!!!... BUT.. Feel free, WHEN YOU HAVE TO, to offer a special one time or limited DISCOUNT to your fees!
be accepted by their new teams. The emotions went from, of course, feeling relieved that I can immediately end that interview to feeling downright bad for this person (at many many levels).. But now, let's get into what they really SHOULD be saying, and once, again, it boils down to following the simple golden rules of sales.....
you know there are temp or perm jobs? It isn't cheating, because you will still do all of the relationship building stuff, but you will have such a better chance of speaking to someone who CARES if they have a REAL reason to want to listen. So, anyway, my good friend Brian Kay is a very successful trainer and coach for the insurance industry. Like many good trainers, he has unleashed the secret to success, which is as simple as going where the hungry crowd is.. Here is a story that he shares with his followers:
New laws and related law suits pretty much put that to an end.
Perhaps not counter intuitive, but they obviously have not tried to maximize its value. Now, those of you who know me, know that I am not a cynic by nature. However, it seems to me to be too easy for an "expert" to go against the grain; against the flow of the crowd, if you will, and tout the opposite of what the masses are doing or saying. After all, surely only an "expert" has the insight and knowledge to make such a bold statement? That really can separate them from the rest of the pack in terms of their expertise.
So, here's the deal. Will it become even close to the tool that LinkedIn is for sale people? No? Can you utilize Twitter in a fraction of the time that you do for LinkedIn? Also, YES! I think that Twitter is a MUST for recruiters and sale people alike to at least play with, but NOT UNTIL you have mastered LinkedIN!