Going through the job interview process is a little like dating. It’s all about timing. Especially when it comes to asking about salary. You wouldn’t ask a potential partner how much they earn on the first date, right? Similarly, you wouldn’t lean in for a kiss before sussing out how well it might be received.
It’s the same when you’re going for a job. There are certain questions you shouldn’t ask until you know they’re keen on you. Imagine the following scenario – an interview is running perfectly. The employer is totally impressed by the interviewee and is already contemplating hiring them. Then the candidate says something like: “So how much are you willing to pay me?” Or, “What kind of raises can I expect?” Suddenly this candidate isn’t looking quite as desirable. They seem arrogant, and almost rude. You don’t want to be that person.
BUT, it actually is really important information, right? And you don’t want to waste your time going all the way through an interview process just to find out the pay is not enough. You have a right to get clarification on this issue, so that you can make an informed decision about whether or not you want the job.
Just like a kiss at the end of a date, the salary discussion has it’s time and place. We’re here to help you get your timing spot on, with two strategies. Read on and take your pick.
Strategy 1 – Between the first and second interviews
This is definitely the riskier of the two strategies, so only use it if there’s a good reason you need to know the salary sooner rather than later. This could be because you have to accept or decline another offer or because going to a second interview requires a lot of time and effort (maybe it’s far away, or hard to fit into your schedule).
The first interview should not be about money. It should be about you selling yourself. First interviews are great for learning more about the company and the role itself. You need to make sure the position and the culture will be a good fit for you.
In some cases, you will be offered a job after the first interview. If so, great, now’s your chance to talk about salary. But, if you are invited back for a second interview, you can ask about salary at that point. Why? Because they have shown that they are interested in you. They’re asking you to invest more time and effort into going to another interview, so, if you need to, now is a fair time to ask about salary.
Here’s a classy way to bring it up, if you have the opportunity to do so via email:
“Dear Andrew,
Thanks for your message. I’d be happy to return for a second interview. Wednesday should be fine, I just need to switch some things around and get back to you later today to confirm a time. In the meantime, are you the best person to talk with regarding the salary range for the role?
Thanks Andrew.
Kind regards,
Lucy”
Let’s say that Andrew writes back and says, “The department head, John, is the best person to discuss that with, they will go over the details at the second interview”. In which case, you can write back and politely ask that John calls you at his convenience.
Strategy 2 – Once they’ve offered you the position
Most career experts will tell you to wait until you have an offer, or at least have strong signs of an offer, before broaching the subject. When you start hearing questions like “When are you ready to start?” or “Can you provide references?” you know it’s an appropriate time to ask about money.
The best way to broach the subject is to say something like, “I’m very interested and excited about the position, and I’m sure that I will be able to meet and exceed your expectations. Can you please explain the compensation for this position?'”
Continue reading for more tips on how to bring up the salary topic…
Deflect in the early stages
There’s good reason to deflect if you are asked the salary question in the first interview. During this interview, the potential employer is getting to know you, and weighing up a number of factors – whether you have the right skills, whether you will fit into the culture etc. This stage should be all about you selling yourself as an amazing employee. If you get the salary question wrong, all that could go out the window. How do you get it “wrong”? By stating a figure that is too high, or even worse, too low. It’s likely you will be asked this question in the first interview – so if you are, here’s how to handle it. Firstly, try to deflect. Make it clear that you are looking for the right culture fit and a position that fits you perfectly. Explain that your priority is finding the right job. If they say “what salary range are you looking for?”, come back with, “what do you have in mind?”. If they press you, you could tell them your current salary, and say that you trust they will compensate you fairly in line with your skills and experience. If you can deflect well and get to that point of being offered a second interview, you can try strategy 1 or 2 above.
Even better, if you’re going through a recruitment consultant, let them do all of the heavy lifting for you. They can tell you what the range is and if it’s flexible. They can even go to the employer and ask them to raise the salary to match another offer you have received. This way all you need to is present yourself in the best possible light.
Have a range in mind
Whenever the topic does come up, you don’t want to put them off by giving them a number that’s too high or low. That’s why a range is always better. Jump onto Google and do some research to determine the average range for the position.
Present your case
Once the actual conversation is happening, you’ll hear a number. If it sounds good – great. If it’s lower than what you are chasing, it’s probably worth making a strong case for yourself. You could mention other offers you have received that are higher, or you could reference a situation at your current job (maybe you are in line for a possible promotion or raise?) If you have waited until the company has offered you the job, there is a possibility they will consider this and increase their offer. Sure, you might have to meet them halfway, but it doesn’t have to be all about money. Have a pre-prepared mental list of what other bonuses could sweeten the deal for you. For example, a regular work from home day, shorter review periods (when raises or bonuses may be offered), or another perk. Tread the line carefully between going for what you want and appearing demanding.
Know your worth
Regardless of who brings it up, you will always be in a better position in the conversation if you know your worth. You can assess this by conducting research online to find out what the average pay is for your position, skill and experience level. If you can frame your worth in monetary terms, even better. For example, knowing how your skills can impact sales or a bottom line is handy.
So, the next time you’re struggling with the salary conversation, avoid awkward interviews and come prepared, time it right and take cues from the employer.
