KNOW YOUR VALUE and be able to
clearly articulate the returns that an
employer can expect from hiring you.
NEVER FORGET THAT AS AN EMPLOYEE
YOU ARE AN INVESTMENT.
When a company hires you, they are making a
financial investment through the compensation and
benefits that they provide you (as well as many other
expenses involved in hiring), and they are doing so
with the expectation that their returns on that
investment (ROI) will be greater than the cost.
It is up to you to know what your worth is, to make
sure the potential employer is clear on what that is,
and to make sure that they pay you the best possible
price for your contributions.
Dollar figures or percentages of
increase or decrease that
represent dollar figures are often
the most powerful way to
present results. But, even if you don’t
have dollar figures, there are often
other quantifiable measures that you
can use to express the value of your
contributions and achievements in
Document 6-12 of your most impressive career achievements. Jot notes about the
challenges and problems that you were facing, the actions you took to meet those
challenges, and the results of those actions. Now quantify those results.
Now, review all your
success stories and
practice until you have
committed the details
of each to memory and
are comfortable discussing all
aspects of them. These are the
stories that you will use during
your interviews with companies
to establish and illustrate your
financial worth and your proven
ability to deliver a strong ROI to
WAIT UNTIL THE RIGHT
TIME TO TALK ABOUT
SALARY WITH A
Wait until a job offer has already
been made. When a potential
employer brings up salary prior
to a job offer, it is almost always
for the purpose of screening
“ Before the job offer, if you answer a salary-related question with
an actual dollar amount and you give a figure lower than their
range, believe it or not, you are likely to be screened out. ”
And sadly, even if you do make the cut and eventually
win a job offer, your salary offer will be held down by
the low-ball figure you mentioned too early in the
process. If you mention a figure that is too high, you
will also be screened out. At this early stage you have
almost certainly not had the opportunity to establish
your worth and value to the employer.
Because the employer may think that your low amount
indicates that you are not capable of handling the
responsibilities of the position.
So wait...postpone discussion of salary
until you have a job offer.
Think of ways that you might respond to
questions about salary and practice saying
them out loud until you are comfortable doing
so. You’ll want to find your own natural words
for this, but here is one suggestion for
postponing when you are asked that
inevitable question: “Salary? If I’m the
right person for the job, I’m
confident that we can come to an
Before we discuss salary, let’s make certain that I
am the right person.” Or, “I’m sure
you pay a fair salary, and I
clearly understand that I need to
make you more money than I cost, so I’m sure that
when the time comes, we can come to a fair
You could soften either of these statements
with a preface statement such as “I’m very
interested in this position and I’m a little
concerned that a discussion of salary at this
point could screen me out or box me in…”
When you are offered the job, and it is
time to talk salary, let them talk first. If
you have been offered the job and have
now been asked about salary, just
respond with a simple:
“What range did you
have in mind?”
If you have accomplished what you set
out to do and have clearly established
your value and worth during the
interview stages, you should have a
fairly easy time getting the employer to
state either a salary figure or range.
Now, put a look of thoughtful
consideration on your face, and restate
the figure or the highest figure of the
range with a question in your tone.
In other words, say
– and then, just be quiet
and look thoughtful.
Prepare yourself mentally to be
comfortable with silence. Know in
advance that the silence is necessary and a
key part of your negotiations.
If you must, keep tally quietly in your head for
a count of 30. The most likely outcome of your
silence is that you will make the employer
slightly nervous that they will lose you as an
employee and all of the benefits that hiring
you will bring them.
Don’t be surprised if, in response to your
silence and thoughtful stance, the employer
proactively raises the offer before you even
have a chance to say anything.
Be prepared with market research.
With the Internet, you have
numerous resources available to
determine the salary ranges and all
the related salary statistics for
people who do the type of work you
do in your geographic area.
Use the resources available to you
and be armed with the facts when
you enter salary negotiations. The
salaries that others are making are
just one piece of the puzzle, but
these statistics are an important
piece of the puzzle.
Having printed research from reliable sources that you can
reference to support your desired salary during negotiations, and
to help you realistically evaluate job offers that have been made to
you, will be invaluable at this stage of the negotiation game.
Go to the Internet now and Google
Spend an hour or so researching, compiling, and
printing salary research relevant to your situation.
Be willing to pay for a comprehensive salary
report. It will be money well spent and it will give
you the ability to respond confidently to a job
offer and associated salary offer with a
researched response. If the offer made is just
what you were hoping for or higher, go ahead
and seal the deal.
But, if it is a little low, you now
have the researched knowledge
to respond with a sincere “From
my research, I estimate that
positions like this for a person
with my qualifications pay
between X and Y. “
What can you
do in that
Remember that monetary compensation in
the form of a salary is only part of the deal.
What other benefits and perks
might be important to you?
Once you have come to an agreement with
the employer on an actual salary figure, it is
time to continue your negotiations to win an
offer complete with the benefits that are most
important to you.
Take some time right now to think about the
benefits that would be important to you.
Take out a sheet of paper and list them so
that you are prepared to discuss and
negotiate them when the time comes.
Examples may include SALES
BONUSES, INSURANCE, VACATION
TIME, A FLEXIBLE WORK SCHEDULE,
EXPENSES FOR RELOCATION,
INVESTMENT PROGRAMS, USE OF A
COMPANY CAR, SPECIAL TRAINING OR
EDUCATION BENEFITS, AND COMPANY