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10 Things You Should and Shouldn’t Say in a Salary Negotiation

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10 Things You Should and Shouldn’t Say in a Salary Negotiation

Getting a raise is hard. That’s why a lot of people choose to move companies to get a better job or to make more money instead. But if you are rated as an above average performer and your company is doing well, getting a raise should not be too hard.

If you find yourself in this situation, however, you will still have to make a case for it and convince your boss you really are worth the extra money. On the other hand, if you are struggling on the job, or making mistakes, then think about what you need to do to improve so a raise will be possible in the future. Whatever you do, don’t make the silly mistakes below, which will make you look and sound childish and won’t help you achieve your goal of a raise. Here’s how to get it right in a salary negotiation.

Do Say:

1. “I’ve earned it.” Say this with confidence if it’s true, and then back it up with data. If your company has a good performance management process, you should have all the documentation you need to support your claim for more money. But typically those systems are poorly used or relied upon, even if an annual or semi-annual review has been done. Your job is to keep track of your agreed objectives, and what you have achieved.

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To do this, keep a log. Each week, ideally on Friday, write down all that you accomplished that week, in short, point form notes. At the end of the quarter, go back to see what you were supposed to do, and what you still need to do before your next review. Prioritize and get anything you agreed to do done before the next review. If you weren’t awarded a four or five on your last review on a five-point scale, which mean Performing Above Expectations or Exceeding Expectations, a raise is not likely in the cards for you right now. If your last review was a three or less, which is Performing, Somewhat Performing or Needs Improvement, a raise is not going to make sense to your boss, because you clearly have improvements to make.

2. “I am ready for more challenging work.” Only say this if it’s true, of course! And only after you’ve proved you’re doing a great job in your current role. By saying you are ready to take on higher level work, or different work that will stretch you by learning new things, you show renewed commitment to the company and to your boss. That will show you are planning to stay and that a raise will keep you motivated to keep working hard, which is what your boss really wants to know. You might not get a raise right now, but it could lead to a promotion, which typically means more money.

3. “What do I need to do?” If you can’t get a raise right now and it’s not clear why, make sure you ask your boss what they need to see from you so that you will get one next time. Ask them to be very specific. Write down what they say and email it to them. Thank them for reviewing your request for a raise, and outline what they said you must do to be given a raise. Ask them to confirm it and let you know if you missed anything. If they don’t respond, keep asking until they do. That way you”ll know you have their commitment and can get on with the job.

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Don’t Say:

1. “I deserve it.” This may be true, but even if it is, you have to prove it. If it isn’t, and you know it, file this one until you can rely on facts.

2. “I work hard.” Everyone works hard, but not everyone will get a raise. In fact, even if you do work really hard and you can show results, there might not be any funds in the budget for your boss to give you a raise. Typically, each manager will have a fixed amount yearly to increase wages for their whole team, and that’s it. So making a good impression all year long is critical to standing out when it’s time for salary raises.

3. “I’ve been here a long time.” This won’t show that you deserve more money, just that you’ve been around a while. In fact, most poor performers have the longest tenure, often because they don’t get fired or have their performance evaluated. While it might seem like longevity should lead to a raise, it won’t in the private sector. Demonstrating value to the company is the only way to get a raise in today’s world.

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4. “So and So earns more than me.”
Comparing yourself to others is never a good tactic. Companies frown on people discussing salaries, and showing you know what others are paid can get your manager’s back up. The process of asking for a raise is hard enough, so keeping your boss on side is a better strategy.

If you really feel that you are underpaid for your job, do some research. Show that people in your role, in your industry, on average make more than you are now. It might take some work, as those figures are not always public, but there are lots of salary surveys out there that will let you search by job title, and location. Your boss might not accept this information, but it will show that you are serious and have done your best to make a business case for a raise. Even if you aren’t granted one, your boss will know that they’ll have to contend with this data next time and that you know your worth. If you are a great employee, they might even be worried about you leaving, which could lead to a raise unexpectedly.

5. “I guess I’ll look for another job then.” Saying this will always be a mistake. If you feel you have to move on, look for a job quietly. And when you find one, make sure you explain why you are leaving in a professional letter, which you should provide to your boss and Human Resources.

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6. “It’s not fair.” You might be right to say this. You might deserve a raise and have shown it, but still not get one. Don’t debase yourself with this childish remark. You will appear unable to take bad news, which will only make your future salary negotiations with your boss even more difficult.

7. “I quit!” Not getting a raise, especially if you feel you deserve it or you need it, is hard. But quitting is not a good idea if you need your job, which most people do. If your conversation with your boss got you hot under the collar, go cool off and think for a day or two about what was said. Were you turned down due to budget? Was it because the company is in trouble? Was there a blanket freeze so no one got a raise? Not granting a raise is often due to any one of these valid reasons, or else that your boss feels some improvement is needed in your work before a raise is due. If that’s the case, read the points above and follow the tips to be the best you can be at your job.

Featured photo credit: bradleypjohnson via flickr.com

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Last Updated on August 25, 2021

Why Personal Branding Is Important to Your Career

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Why Personal Branding Is Important to Your Career

As a recruiter, I have met and interviewed hundreds of candidates who have no idea who they are.

Without a personal brand, candidates struggle to answer the question: “tell me about yourself—who are you?” They have no idea about who they are, what their strengths are, and how they can add value to the company. They present their CV’s believing that their CV is the key to their career success. In some ways, your CV still has its use. However, in today’s job market, you need more than a CV to stand out in a crowd.

According to Celinne Da Costa:[1]

“Personal brand is essentially your golden ticket to networking with the right people, getting hired for a dream job, or building an influential business.” She believes that “a strong personal brand allows you to stand out in an oversaturated marketplace by exposing desired audiences to your vision, skillset, and personality in a way that is strategically aligned with your career goals.”

A personal brand opens up your world to so many more career opportunities that you would never have been exposed to with just your CV.

What Is Your Personal Brand?

“Personal branding is how you distinctively market your uniqueness.” —Bernard Kelvin Clive

Today, the job market is very competitive and tough. Having a great CV will only let you go so far because everyone has a CV, but no one else has your distinct personal brand! It is your personal brand that differentiates you from everyone else and that is what people buy—you.

Your personal brand is your mark on the world. It is how people you interact with and the world see you. It is your legacy—it is more important than a business brand because your personal brand lasts forever.

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I have coached people who have very successful careers, and they come to me because they have suddenly found that they are not getting the opportunities or having the conversations that would them to their next role. They are having what I call a “career meltdown,” all because they have no personal brand.

A personal brand helps you become conscious of your differences and your uniqueness. It allows you to position yourself in a way that makes you stand out from the pack, especially among other potential job applicants.

Don’t get me wrong, having a great CV and a great LinkedIn profile is important. However, there are a few steps that you have to take to have a CV and LinkedIn profile that is aligned to who you are, the value you offer to the market, and the personal guarantee that you deliver results.

Building your personal brand is about strategically, creatively, and professionally presenting what makes you, you. Knowing who you are and the value you bring to the table enables you to be more informed, agile, and adaptable to the changing dynamic world of work. This is how you can avoid having a series of career meltdowns.

Your Personal Brand Is Essential for Your Career Success

In her article, Why Personal Branding Is More Important Than Ever, Caroline Castrillon outlines key reasons why a personal brand is essential for career success.

According to Castrillon,[2]

“One reason is that it is more popular for recruiters to use social media during the interview process. According to a 2018 CareerBuilder survey, 70% of employers use social media to screen candidates during the hiring process, and 43% of employers use social media to check on current employees.”

The first thing I do as a recruiter when I want to check out a candidate or coaching client is to look them up on LinkedIn or other social media platforms, such as Facebook, Instagram, and Twitter. Your digital footprint is the window that highlights to the world who you are. When you have no control over how you want to be seen, you are making a big mistake because you are leaving it up to someone else to make a judgment for you as to who you are.

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As Jeff Bezos, the founder of Amazon, once said, “Your brand is what people say about you when you are not in the room.”

In her book, Becoming, Michelle Obama writes about the importance of having a personal brand and her journey to defining her personal brand. She wrote that:

“if you don’t get out there and define yourself, you’ll be quickly and inaccurately defined by others.”

When you have a personal brand, you are in control. You know exactly what people will say about you when you leave the room.

The magic of a personal brand is that gives you control over how you want to be seen in the world. Your confidence and self-belief enable you to leverage opportunities and make informed decisions about your career and your future. You no longer experience the frustrations of a career meltdown or being at a crossroads not knowing what to do next with your career or your life. With a personal brand, you have focus, clarity, and a strategy to move forward toward future success.

Creating your personal brand does not happen overnight. It takes a lot of work and self-reflection. You will be expected to step outside of your comfort zone not once, but many times.

The good news is that the more time you spend outside of your comfort zone, the more you will like being there. Being outside of your comfort zone is where you can test the viability of and fine-tune your personal brand.

5 Key Steps to Creating Your Personal Brand

These five steps will help you create a personal brand that will deliver you the results you desire with your career and in life.

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1. Set Your Personal Goals

What is it that you want to do in the next five years? What will your future self be doing in the next five to ten years? What is important to you? If you can answer these questions, then you are on the right path. If not, then you have to start thinking about them.

2. Create Your Unique Value Proposition

Create your unique value proposition by asking yourself these four questions:

  1. What are your personality features? What benefit do you offer people?
  2. Who are you and why do people enjoy working with you?
  3. What do you do and what do people want you to do for them? How do you solve their problems?
  4. What makes you different from others like you?

The answers to these questions will give you the information you need to create your professional story, which is the key step to creating your personal brand.

3. Write Your Professional Story

Knowing who you are, what you want, and the unique value you offer is essential to you creating your professional story. People remember stories. Your personal story incorporates your value proposition and tells people who you are and what makes you unique. This is what people will remember about you.

4. Determine Which Platforms Will Support Your Personal Brand

Decide which social media accounts and online platforms will best represent your brand and allow you to share your voice. In a professional capacity, having a LinkedIn profile and a CV that reflects your brand is key to your positioning in relation to role opportunities. People will be connecting with you because they will like the story you are telling.

5. Become Recognized for Sharing Your Knowledge and Expertise

A great way for you to promote yourself is by sharing knowledge and helping others. This is where you prove you know your stuff and you gain exposure for doing so. You can do this through social media, writing, commenting, video, joining professional groups, networking, etc. Find your own style and uniqueness and use it to attract clients, the opportunities, or the jobs you desire.

The importance of having a personal brand is not going to go away. In fact, it is the only way where you can stand out and be unique in a complex changing world of work. If you don’t have a personal brand, someone will do it for you. If you let this happen, you have no control and you may not like the story they create.

Standing out from others takes time and investment. Most people cannot make the change by themselves, and this is where engaging a personal brand coach is a viable option to consider.

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As a personal brand coach, working with my clients to create their personal brand is my passion. I love the fact that we can work together to create a personal story that defines exactly what people will say when you leave the room.

Other People’s Stories

Listening to other people’s stories is a great way to learn. In his article, 7 TED Talks About Personal Branding, Rafael Dos Santos presents the best Ted Talks where speakers share their stories about the “why,” “what,” and “how” of personal branding.((GuidedPR: 7 TED Talks About Personal Branding))

Take some time out to listen to these speakers sharing their stories and thoughts about personal branding. You will definitely learn so much about how you can start your journey of defining yourself and taking control of your professional and personal life.

Your personal brand, without a doubt, is your secret weapon to your career success. As Michelle Obama said,

“your story is what you have, what you will always have. It is something to own.”

So, go own your story. Go on the journey to create your personal brand that defines who you are, highlights your uniqueness, and the value you offer to the world.

Featured photo credit: Austin Distel via unsplash.com

Reference

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