| Money! That's what this is all about. | | | | package. You're taking a little of the |
| Unfortunately business owners don't hire | | | | risk away from them. |
| you simply to give you their money. The | | | | OK - now hang on to your hats - here's a |
| surest way to not get a job is to ring | | | | lateral thought for you: you can always |
| up and ask how much it is paying. The | | | | get paid on a results basis... |
| second best way to miss out on the job | | | | Depending on the sort of position you've |
| is to ask how much you will be paid in | | | | applied for, if the salary is not up to |
| the first interview. | | | | your standard then ask for a share of |
| Either wait for the final interview or | | | | profits, increased sales in a certain |
| until you have received a job offer. | | | | area or a share of savings made. If the |
| Besides, your research of the industry | | | | company is spending $50,000 in a certain |
| should already give you an indication of | | | | area and you can save them $15,000 (for |
| how much to expect. | | | | example) you could ask for a one-off fee |
| How to ask for more | | | | of half the savings ($7,500). (After |
| Once you've been offered the job it's | | | | all, they're better off by $15,000 every |
| now time to talk money. Depending on the | | | | year because of your idea.) |
| job you've applied for and the | | | | The same thing could apply if you can |
| organization there may be no room for | | | | help to increase sales or productivity. |
| negotiating. You may simply have to take | | | | You don't have to be a salesman to do |
| what's being offered. The two choices | | | | this. |
| open to you in this case are to put up | | | | I remember a story of a secretary in the |
| with it or find a company that is | | | | Illinois or Ohio who worked for a |
| willing to pay more for your skills. | | | | sausage making company. She thought it |
| The next section only applies if you | | | | would be neat to sell sausages by mail |
| think you are worth more, or want to | | | | order so she brought the idea to her |
| earn more than what you are currently | | | | boss. The boss said OK and she now heads |
| being paid. | | | | up a multimillion dollar mail order |
| If you were an employer and you have | | | | sausage business. Oh yes, she gets paid |
| $60,000 allocated as a wage for a new | | | | a lot more than when she was a |
| employee, would you offer the potential | | | | secretary. |
| employee all of your $60,000? Or would | | | | Use them as an example for you being |
| you offer them $50,000 to see if they | | | | paid more... |
| take it, in which case you've just saved | | | | If the money they're offering is less |
| yourself $10,000? | | | | than you want or need and it doesn't |
| So, keeping this in mind, when asked how | | | | look like you're going to get what |
| much you were earning in your last | | | | you're asking for, try saying something |
| position, answer truthfully and then | | | | like this: |
| explain part of your reason for leaving | | | | "I've researched your firm and I know |
| was because you wanted a chance to earn | | | | that the widgets you sell and the |
| more. That you felt your skills and | | | | services you provide aren't the cheapest |
| contributions to the company weren't | | | | on the market. Why is that?" They will |
| being rewarded hence the reason for you | | | | go ahead and tell you about their |
| applying to this job. | | | | quality and service and expertise and |
| It's important to demonstrate early on | | | | how it's superior to the rest, etc... |
| why you think you are worth more. Bring | | | | To which you would reply: "Well, the |
| up case histories of saving the company | | | | same thing applies in my case. I'm not |
| X% or increasing sales or service while | | | | saying that other people can't do my job |
| you were there. | | | | for less. All I'm saying is that like |
| "We were thinking of a salary package of | | | | you, I offer (insert your skills & |
| $50,000. How does that sound?" | | | | experience etc... here) and I'm always |
| You'll hear this when you ask them what | | | | learning and improving those skills so |
| the salary for the job is or they may | | | | that I can be of maximum value to you |
| simply say it up front. The 3 ways to | | | | and your customers." |
| handle this are: | | | | Then say nothing and see what follows. |
| Say NOTHING. This tactic added $50 a | | | | You can always accept what they're |
| week to my paycheck once. OK, that's not | | | | offering with a review in 3 months or so |
| a lot but it's an extra $2,500 a year | | | | if this tactic fails. |
| and I didn't have to ask for it. A good | | | | If the company is the cheapest on the |
| 2 minutes work. The reason this tactic | | | | market then you may be in trouble with |
| works is because people generally don't | | | | the example above so you might have to |
| like silences. When you say nothing the | | | | point out that if you can work more |
| employer can tell that their offer is | | | | quickly and efficiently, etc... then |
| less than you were expecting. By saying | | | | you'll save the company money. They may |
| nothing forces the employer to possibly | | | | pay you more for that. |
| make another offer; an offer a little | | | | The last resort.. |
| closer to what you had in mind. | | | | If all else fails and they won't meet |
| Explain that you were earning more in | | | | your salary expectations, don't take the |
| your last position and would expect at | | | | job. This might get them to pay what you |
| least that. If that doesn't apply to | | | | want or else it won't. The fact is you |
| you, tell them the salary you want plus | | | | have to be happy with the salary you're |
| a few thousand dollars more. The reason | | | | being offered otherwise there is little |
| for this is -- if you ask for too little | | | | point in working there is there? |
| you can't negotiate up, you can only get | | | | If you can show the employer why you're |
| what you've asked for or negotiate down. | | | | worth the money and they can see that |
| You've got no room to move in. But, if | | | | there is no way you'll do it for less, |
| you ask for more than you want you have | | | | refusing the job may be what it takes |
| room to move down. Chances are that you | | | | for them to meet your demands. It shows |
| may get what you asked for which is more | | | | them that you are serious about what you |
| than you originally wanted. | | | | can do and the money you think you're |
| Accept the offer on the condition that | | | | worth. |
| you meet again in 3 or 6 months for a | | | | If they think you are being unrealistic |
| wage review. Explain that you have | | | | they'll let you go. Maybe one of their |
| skills that will really benefit the | | | | competitors will appreciate your skills |
| company and you are willing to work for | | | | and pay you the money you want. |
| less than you would ordinarily accept on | | | | But remember this: You don't get what |
| the proviso that in X months time you | | | | you deserve. You get what you negotiate. |
| meet again to renegotiate your salary | | | | |