“Burning Questions” Answered

From Fiona:

What is a reasonable response to the “salary expectation” question that is frequently posed by recruitment agencies and potential employers. I am never sure how to answer this as I feel that I may end up overselling or underselling myself. Please advise.

It’s always tough to answer this question. You agonize:

“If I give them too high a figure I may lose the opportunity. But if I give too low a figure I’ll be selling myself short. Blast!”

Unwittingly with this little question, at the very start of the hiring process, you’re laying the ground work for your salary negotiation. And frequently you’re shooting yourself in the foot by giving too low a figure.

You don’t want to come across as, you know, “difficult”. But the fact is that often we’re bullied into things by recruiters and employers who realize they have the upper hand. They’ve got what you want. And for most of us this is true. There are exceptions where you have perhaps very rare skills or expertise, and employers are running after you. Nice. But not the case with most of us.

You DO want to have some idea of what the market pays people who do what you do. How to get this information? Sometimes there are salary surveys you can consult. But mostly you should just watch the papers/job adverts online – see what’s being offered for what and you’ll over a few weeks get some idea of what market related salaries look like. You should also have a network of people (ex colleagues, colleagues, people you exchange ideas with in forums online, Facebook, etc) that you can use to gather ‘intelligence’.

Why is this important? You don’t want to enter a negotiation (which is exactly what you’re entering with the salary expectation question) without good information. You’ll be a pushover. When pushing for a higher salary you’ll be made to feel, “Oh please, what do you know? You’re just being greedy, you’re out of touch.” But if you have your research you can make a stronger, more confident case.

Recruiters, HR people ask for your salary level because of 2 things:

1. They want to know that the position they’ve got is at a similar salary level to where you are – they want to be sure you’re not asking for R100 000 more than they’re offering. They’d be wasting their time interviewing you. Makes sense, no?
2. They want to know what to offer you if they decide to hire you. This is where they get ‘slimy’. What you earned previously is actually none of their business and bears no relevance to the job offer they may put on the table. Instead of figuring out what’s fair, in line with the market, and what value you pose to their business, they want to pay you just enough to get you on board. Not a cent more than necessary.

So, here are 2 strategies to work around it and deal with the salary expectation question.

“Salary Expectation” Strategy 1

From your research determine the range of salaries someone like you earns. Say you earn R250 000 pa. your range could be from say, R200 000 up to R360 000. Salaries vary a lot – may be same title but may be more or less responsibility, work, etc. The high figure could include duties that perhaps you’re not quite ready for (like managing a team). Now figure out your high figure for starting out your negotiation (ie what you’d be delighted with) that suits your profile plus a bit extra – let’s say: R320 000 – but you’d be very happy with R300 000.

Just remember you need to justify that figure – so you should have a great command of the reasons why  you’re worth that money. Have your ‘ducks’ in a row. Have ready a few quick, sharp reasons why if they hired you you’d come in and make an immediate impact.

So when you’re asked, “what are your salary expectations?” you answer:

“R320 000 – negotiable depending on the opportunity”

The R320 000 may be off-putting to the employer (he only had R280 000 in mind as his maximum). But he likes your profile for the job and you say you’re ‘negotiable’ so maybe he can get you down a little.

So with these few well chosen words you’ve achieved: not putting the employer off, not compromising your earning potential and you’ve laid the groundwork for a positive negotiation where you’ve got a strong position above your expectations.

Most people give the minimum figure they expect – and that’s what they get, all their lives. Instead – be prepared. Know why you’re valuable. Feel it. Have your reasons ready. Show that you’re valuable. Use examples.

And go in high, but willing to negotiate – but only for the right position (ie a good opportunity for you.)

“Salary Expectation” Strategy 2

Say:

“Salary expectation to be discussed”

Just don’t give a figure. I mean, first you have to find out what the job entails! Doesn’t that make sense? Before putting a price to your services, it makes sense to first find out what you’re getting into!

This approach takes confidence and firmness. And you’ve got to stick to it despite pressure. You want them to make you an offer. Tell them: “Make me an offer”. Or ask: “What is the salary band/range you’re working with for the position?”. Then you can tell them whether you’re in their “ball park” or not. This strategy gives you better negotiating position. But you should still, of course, have your ‘ducks’ in a row as far as how you’ll come in and do a great job for them.

Hope these strategies work for you. Let me know how things go.

Ask YOUR questions by clicking here.