Recruiter Sales Strategy – Drop The Anchor

When do you talk about your recruiting fee?

Blurt it out.“We are at 30%”. The second you start talking about price, let your client know that you provide candidates that are worth a 30% fee. You have then done the right thing by dropping the anchor high. The rest of the call is spent on coming down from your anchor rather than raising up from their anchor.

Anchor : The person who states the price first.

Dropping the Anchor

  1. Drop the Anchor 1st – “We are at 30%”
  2. Define 30% – 1st year Salary, Bonus & Car
  3. Start High – “We will bill you the first ⅓ today & remaining ⅔ once hired”
  4. Let the client say “no” a couple of times
  5. Come down to terms you can live with

You were so wonderful.  Always funny but more importantly, always ahead of the game. -Gail K.

Who’s Danny

Danny Cahill started at Hobson Associates right out of college. He became its Rookie of the Year, top producer and general manager by the age of 26. At 27 he bought the company and built it into one of the country’s largest search firms specializing in Software Sales, BioTech Sales and Industrial Sales talent. He is the only industry “guru” that runs a search firm every day. He does what you do.
He was the Educational Chairperson of the Pinnacle Society, 75 of the highest achievers in the industry and he still personally mentors many members. He also owns and runs, an online training and mentoring company dedicated to enhancing the skills and jumpstarting the spirits of recruiters worldwide. His training products have become core tools for a generation of recruiters, and his keynote presentations have made him one of the most sought after speakers in the country.
HireAbility overwhelmingly voted him the industry’s most popular speaker. NAPS elected him to the Hall of Fame in 2006, he was given the first NAPS “Spirit” Award and he received the Dave Knutson Lifetime Achievement Award. was awarded Best In Class for Training Excellence from MRINetwork, and they awarded Danny their “Favorite Son Award” for being the most sought after speaker for their conferences.

According To Danny Newsletter


Recruiter Sales Strategy Drop The Anchor