Negotiating for the Salary You Want
Negotiating for the salary you want doesn’t need to be scary.
Or, at least, it doesn’t need to make you feel anymore nervous than any other part of your job search.
As long as you’re prepared.
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New here? Welcome! I’m Toni and I’m here to help you get your dream job – with the salary, title, fulfillment, appreciation and balance you deserve.
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Negotiating is an Expected Part of Job Searching
So, just like you know you’ll feel more comfortable about actually applying for a job after you’ve prepared your resume and Linkedin profile…
And just like you know you’ll feel more comfortable about the interview itself after you’ve done you research…
Or figured out how to answer those critical interview questions…
You can feel MUCH more comfortable negotiating for the salary you want if you come prepared.
There are obviously a lot of different ways to go about negotiating for the salary you want. In this article, I’m sharing the method that I think is by far the most comfortable and the most likely to get you the result you want.
Additionally, below, I’m sharing a template of exactly the words to use when making the ask.
Generally, the process starts with the recruiter or the hiring manager sending you a letter telling you that you got the job (yeay!) and that the salary is $XX. For our example, let’s say $95,000.
You’re thrilled that you got the job!
But you’re a little disappointed at the salary. You were expecting to get at least into the six-figures with this new role.
You want to ask for more.
And based on what you know about the job, you think it’s worth more.
More importantly, based on what you know about YOU. You know all you will be putting into the role, so you know YOU are worth more.
Negotiating for the Salary You Want Step 1: It’s Not You, It’s Them.
The first step in the negotiation process is to not take that first offer too personally.
It’s your responsibility to go after the amount of money you want to bring home to your family. It’s the HR person’s responsibility to try to get the best talent they can while saving money where they can.
So if there’s a salary range they are working with, don’t take it personally if their first offer is at or near the lower end of that range.
Instead, see if for what it is – a conversation starter.
Negotiating for the Salary You Want Step 2: Decide Phone Call or E-mail?
You may be wondering whether you should be negotiating for the salary you want (deserve!) on the phone or in an email.
Does one method feel less scary to you than the other?
Well, my personal recommendation is to do BOTH.
Here’s why.
Both Phone Calls and Emails are Important
I think that the salary conversation should be handled over the phone. In my view most important conversations should be done verbally.
That way your tone of voice and intention can come across the way you want. There’s less chance of being misunderstood.
Importantly, I also think that making the case I’m going to suggest you make as part of the negotiation is best done by email first so that your argument is clear and presented exactly how you want to whoever needs to know.
You don’t want to have an initial phone conversation where you earnestly explain all the reasons why you think a higher salary makes sense, only to have that person explain it wrong or leave stuff out when talking to another stakeholder about it.
Instead they can simple forward your well thought out email. And then you can talk it over on the phone.
Cool? Cool.
Plus, the time and thought you put into creating the email will help you get ready for the phone call.
Negotiating for the Salary You Want Step 3: Make your case again.
So , after 3, 4 or 5 rounds of interviews, you may think that you made it pretty darn clear why you’re worth every penny you’re going to ask for.
You probably did.
Still, for the negotiation part of the process, you’ll need to make your case again.
Focus on value
Importantly, this time, be laser-focused on how you will add value; hit the ground running; bring the exact expertise they need; provide new insights; fit right in.
You get the picture.
Your case for a salary increase needs to be focused on their needs. Not yours.
Pivot to the Market
Afterwards, you should also talk about the research you did which shows that the salary range for the role is usually higher than what they offered.
And then you ask for the salary you want.
See why I said that doing this in an email is easier?
Yup.
You end your email with a request to have a call to discuss.
Finally, hit Send.
Of course, as soon as you send the email, you can trust that they will head straight over to your LinkedIn profile to remind themselves of your awesomeness and confirm that you’re worth what you say you are.
To make sure that your profile tells the story you want them to see, go grab my Free LinkedIn profile cheat sheet.
Eventually, once on the call, you can reiterate what you’ve already said in your email if you need to.
Bonus step.
Of course, at some point during your hiring process – maybe even as they are giving you the offer – they may tell you that the salary they are offering is as high as they can go.
That may be legit – but often it isn’t.
Often it just means that they will need to take your request to a higher level of the organization for approval in order to get you what you want.
In this instance, use your judgment, but consider still making the ask anyway.
Like I always tell my daughter, “if you don’t ask, you don’t get.”
It may be that they say ‘No.’ That’s always a possibility. However, the likelihood of them actually rescinding the offer after a well-reasoned and respectful ask seems slim.
Especially given the time, energy, coordination, and resources that likely went into the hiring process in the first place. Plus the buy-in needed from everyone involved before they offered you the job in the first place.
The Template
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(Opening)
Hi ___________, I hope you’re well! Thank you again for extending the offer for the [TITLE] position. I am truly thrilled about this opportunity!
I’ve been thinking through the offer since I received your call and everything sounds good, although I would like to discuss the base compensation. I am hoping we can set up a time today or tomorrow to discuss.
(Here is where you make your case.)
I think I’m a particularly good match for the position, as I can hit the ground running with the team as soon as I arrive. During my entire tenure with XYZ company, I have supported [X projects], and worked in [Y environments]. As such, I have a very strong sense of the culture and environment, which I think will be very helpful for getting fully integrated quickly.
My experience with X has taught me how to [do Y relevant skillset] quickly and thoroughly learn [Z processes] as well as how to effectively develop the business relationships needed to form successful partnerships and build trust.
My significant experience in [additional relevant experience], will be extremely valuable to the [ABC team] of the [XYZ company] as we navigate through [whatever specific challenges were discussed during the interview process].
[You get the idea. Add other relevant, standout experiences that make you particularly perfect for the role, and share why you think it is a valuable skill or experience for the company. Then transition to the specifics of the offer.]
(Transition to Research)
The offer letter indicates a base salary of $XX,XXX. However, I did some research based on the responsibilities of the [TITLE] position, a comparison to similar roles in the marketplace, and considering years of experience and a skill set similar to my own. I also spoke with some colleagues in the industry.
Based on that research, I would be more comfortable with a starting salary at or near $XXX,XXX, which I think is more in line with the expectations of the position and my own qualifications and experience.
[Next, reiterate that you really do want the job. Show that you are ready to start as soon as this one minor detail is worked out.]
(Close)
I am excited to work with you and the team and to help support the business in [doing whatever you’ll be doing together]!
I appreciate your time and consideration, and I look forward to talking with you sometime today at your convenience. Please let me know what time works best for you.
Warm regards,
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Conclusion
Whew!
That was a lot. And an argument can definitely be made that we shouldn’t have to do all of this since they already said that you’re awesome by offering you the job.
However, in my experience, laying everything out in this way makes it very easy for them to justify any increase they might offer you.
Plus, the process of putting this email together will be a HUGE confidence boost for you leading into the follow up conversation.
Hope that helps next time you are negotiating for the salary you want!
In conclusion, since you’re here looking for negotiation advice, I’m assuming that means you got the job! Congrats!
