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Almost everyone thinks they’re worth more money, but many people are
reluctant to ask for it. Asking doesn’t guarantee that you will get a
raise, of course, but not asking may insure that you don’t. These
conversations can often be uncomfortable and unproductive, so it pays to
prepare. Here are a few helpful suggestions.
1.
Know the worth of your job.
Just as everything in
the store has a selling price, every job has a market value. Learn the
value of yours by networking with your peers at other companies or
checking out salary comparison websites. Be careful about cross-company
comparisons, though. The same title can mean different things at
different companies. So you need to compare responsibilities.
2.
Research your company’s pay practices.
Companies vary in their
willingness to openly publish pay scales and compensation policies.
Look for any available information on your company’s website or in the
personnel manual. If none is available, talk with your HR manager. HR
folks are usually willing to explain how things work and give you some
idea of the pay range for your position. They are likely to talk about
internal and external pay comparisons, which will be a helpful thing to
understand.
3.
Ask for your boss’s criteria.
It’s helpful to learn in
advance about your boss’s criteria for moving you to the next level. So
well before you intend to request more money or responsibility, ask your
manager what the criteria would be for getting a raise or promotion. If
your boss has never thought about this before, your question may
stimulate some helpful discussion.
4.
Don’t wait for your performance review.
Although you might
logically believe the performance appraisal discussion is the best time
to ask for a raise, that’s often not the case. In many companies,
salary decisions are made before appraisals are discussed with
employees, so you want to get your request on the table before review
time. If your organization does appraisals in January, for example, you
should make your raise request in November.
5.
Choose your timing wisely.
The best time to ask for
a raise is when you have just completed a big project, solved a major
problem, taken on new responsibilities, or done something else that was
noteworthy. But if you have recently blown through your budget, fallen
short of your goals, or had a major screw-up, forget about that pay
increase for awhile. And if your boss was just called on the carpet by
the CEO or if your company recently had a major layoff, that’s obviously
not a good time
6.
Focus on selling, not begging.
You will only be given a
raise because of the value you bring to the company through outstanding
ability, attitude, or both. The fact that you have five kids or are
deeply in debt is completely irrelevant. So don’t beg for more money
because you need it. Sell your boss on the fact that your performance
makes you worth it.
7.
Consider what works with your boss.
If you’re smart enough
to deserve a raise, you’re smart enough to figure out the best way to
ask your boss. Would your manager respond better to an aggressive sales
pitch or a data-driven presentation of the facts? Present your case in
the manner that is most likely to succeed with your particular boss.
8.
Believe in your worth.
Imagine a car
salesperson saying, “I don’t know if you’ll like this vehicle or not,
but it’s pretty good, so I think you might want to try it.” Would that
convince you to buy the car? Probably not. You’re more likely to be
sold by the one who says “This is a great model. It’s highly reliable,
fun to drive, and comes with a variety of options. In fact, I drive one
myself!” Confidence sells. If you don’t believe you deserve a raise,
why should you expect your boss to think so?
9.
Be realistic.
Just as you would not
pay a Mercedes price for a Chevrolet, a company will not pay a lawyer’s
salary to a receptionist. Every job has a maximum worth, and once you
have exceeded it, additional raises are only likely if the market value
for the job increases.
10.
Just do it.
Many people become quite
anxious at the thought of asking for more money. If you are one of
them, just suck it up, rehearse your request, convince yourself that
you’re worth it, and take the plunge. The worst thing that can happen
is that your boss says no. But most managers will not be surprised or
offended by the request.
11.
If you get turned down, ask what it would
take.
If you get that “no”,
don’t slink away in embarrassment. Instead, just smile and say that you
understand it isn't possible now, but you would like to know when your
request might be considered or what you would have to do to merit an
increase.
12.
See if a bonus might be possible.
In some companies, your
boss may be able to grant you a one-time bonus if a pay increase is not
possible. Bonuses do not commit the company to a permanent salary
change, so sometimes they are easier to get.
13.
Be willing to temporarily take
responsibility without money.
Some foolish people
refuse to take on additional duties because a raise is not attached.
This is short-sighted. One of the best ways to get more pay is to be
able to show that you are already doing the work. But once you take on
those responsibilities, be sure that a raise does follow in a reasonable
period of time.
14.
If you can’t get the raise, go for the
title.
Should your boss say
that more money is not available, see if a title change is warranted for
your position. If you can get a better title, then you will be able to
compare your pay with that of people in the higher-level position at
other companies. Of course, you must be sure that the title does match
the work you do.
15.
To up your leverage, get another job offer.
Unfortunately, the best
way to get a raise is to be offered a job elsewhere at a higher salary.
Of course, your employer has to value you highly enough to want to keep
you!
Copyright Marie G.
McIntyre. All rights reserved. May be reproduced with copyright and
attribution to
www.yourofficecoach.com . |
