A little job seeker humor for you.
Blog [ Original ]
The Hottest Question in Job Search . . . ‘Your Salary Expectations?’
‘How should I answer the ‘salary question?’ Most people looking for a new position or a work opportunity are troubled by this question, and feel they have probably botched it already – that’s why they keep asking ‘how should I answer the salary question?’
I recently participated in a HR panel presentation for a class, “Navigating the Interview Process.” The hottest question of the two hours of Q&A from the group was ‘how should I answer the salary question?’ I suggested, ‘don’t answer it.’ The rest of the panel, all responsible for hiring within their companies, took the opposite opinion: ‘You better answer it, or the party is over with us.’
As a corporate recruiter, that salary question for me was a ‘must-get-an-answer,’ and on the rare occasion that a candidate successfully talked their away past a direct answer, it was a red flag. Sometimes it felt like I was being hoodwinked. Looking back, they wanted to talk about other things, the job, the company, what they had accomplished, how they could help us, the qualities they offered, what qualities fit best in this job, this company. In other words, they kept the conversation on point, and presented themselves with an eye for solutions and next steps rather than answering litmus test questions like ‘how much are you presently making?’ or my favorite, ‘what are your salary requirements?’
Okay, here’s a confession. Did I recommend for further consideration the candidates who talked past the salary question? Only about half the time. I needed to know, and if he or she wouldn’t give me a straight answer, I reasoned that they did not fit our culture of straight answers (I worked with CPA’s in my most recent life). However, if they really wowed me, I recommended them anyway.
In the last year or two, as I have been building a practice of coaching people seeking employment, I have come to believe that the strongest posture regarding the salary question (if you want a position that matches your capacity for contributing) is exactly what those clever candidates who didn’t answer the question directly were doing. They were building a keener interest in their candidacy, and finding out if this company (my company/me) understood their value and their capacity for handling tough questions, to their advantage. That should have impressed me, and sometimes it did – now I see the wisdom of candidates who answer without answering the money question.
I recommend that folks answer it with purposeful vagueness, ‘I’m aware of the range of what a job like this will pay in the marketplace, and I’m comfortable with that range.’ Will it cause you to be ruled out of consideration in some cases? It might. Should that concern you in a down economy where the number of opportunities seems somewhat limited? I don’t think so. Smart companies, growing companies, figure out ways to hire good people, and if you are one of those ‘good people’ you’ll play this question close to the vest, and manage the interview by addressing the hot button issues that will cause them to want to fill the job with you. Talk about the pay after they make you the offer. As was noted in an earlier blog, that’s where your leverage will be.
When Is the Best Time to Negotiate for a Job Offer?
The answer may seem obvious, but actually this is a commonly asked question of job search candidates. The answer is: “not until you actually receive a firm offer of employment.” Trying to negotiate before the offer is given is too soon in the process and can sometimes work to your detriment. But, after you accept a position, it is too late. Once the offer is initially made, you know the company wants you and that is the only point where you really have some leverage.
Whenever you think the offer isn’t exactly what you are looking for, there are a number of areas that might be enhanced; however, most job applicants like to focus on improving the salary first. Usually benefits are a secondary consideration.
You should do some research about salary information prior to starting the interview process, and certainly in advance of receiving a potential offer. You can get some very basic salary range information on Salary.com by searching for data relative to your position title and geographic location. If you want more detailed salary information, ask this Interview Doctor collaborative about a particular job. We can help you find additional salary information. Keep in mind that there are differences in ranges based upon the type of industry. You might need to take a slightly lower salary with a new company depending on the competitiveness of the situation, or if you are accepting a lower level position within a new organization.
Medical/healthcare seems to be the most important benefit to most job search candidates. But often there is nothing to negotiate in this area; that is, many companies offer a plan and you have no option to negotiate relative to it. But, some companies do have options in health plan design, or a cafeteria benefits approach that allows you a range of options from which to choose.
Vacation is an important consideration to job applicants. You can sometimes get additional vacation time if you ask for it. Keep in mind that many companies won’t negotiate additional time off; it really depends upon the company’s hiring philosophy and their vacation policy.
The point is that you will never know if you can get it unless you ask for it – whatever it is: more salary, better benefits, additional vacation. If you don’t ask for it, you will always wonder if you could have enhanced the offer.
What would keep you from asking for an enhancement to your employment offer? Your comments and opinions are welcome; would love to hear your viewpoints.
My first panel interview…not a slam dunk! (Part 2)
Here’s how I did.
So I’m sitting in this huge room interviewing with the Cleveland Cavaliers . . . I couldn’t tell you specifically what they asked. Why? Because I was more concerned with landing that job and really didn’t have good responses to answer their questions. I was not prepared for what they were going to ask! Ninety minutes later, I knew that I bombed that interview. My gut told me so. I needed to know from the panel interviewer’s point of view what they thought, so I called Pam and asked for some feedback.
Pam immediately responded – honestly and frankly (which to this day, I so appreciated), “Michelle, you didn’t answer the questions!” I said to her, “what do you mean?” She explained, “when you were posed a question, you went on a tangent…and circled around the response they were looking for…you never came back to answer the question.” “Ah, I see,” I said disappointed. My nervousness, lack of preparation, and not responding and validating that I answered the questions thoroughly took me down the path of losing a missed opportunity.
My advice to those out there – heed it carefully. #1 – Be prepared. #2 – Listen carefully to what they’re asking you. #3 – Validate that you answered their question by saying, “did that answer your question?” Mind you, don’t ask that after every interview question, but keep your answers as succinct as possible. #4 – Think about the end result. Yes, you ultimately want that job, but don’t let pride get in the way of your success. I wanted that job so bad I could taste it and didn’t think that I wouldn’t get it. #5 – Lastly, just because there’s more than one person interviewing you, doesn’t mean you won’t succeed. Be calm, be yourself, and think of “conversing” with the panel. It’s hard not to be nervous, but the right balance of self-confidence (not haughtiness) will get you through to the next round.
Are You Using GPS for Your Job Search?
Few of us would undertake a vacation trip without planning where we are going and how we will get there. Yet when it comes to our job search, we often don’t have a clearly defined goal or a method to assist us in reaching our goal. Conducting your job search without a marketing plan is like taking a trip without a GPS or map to guide you. If you don’t know where you are going, you will probably end up at the wrong destination or at best it will take you much longer to get to your destination.
In putting together a job search plan, it’s important to define what your goals are regarding the type of position or positions you are targeting; where (geographically) you want to work; what size organization is important; what industries are of interest to you and what the ideal culture would be. Waiting for job openings to appear online is a reactive rather than proactive approach to job search; however, putting together a marketing plan allows you to take more control of the process and be more proactive.
Networking is the best way to find a job, particularly today when the job market is so tight. Statistically, more than 80% of job search candidates indicate they obtained a new position through networking. Networking and getting a referral into a company puts you ahead of other candidates who look good on paper, but who nobody knows.
Using a marketing plan, which includes identified target companies, will help you with the networking process. It makes the process easier for people you know to identify contacts within your targeted companies rather than to try to identify job openings. The plan gives your search more focus and gives you more control of where you land.
If you don’t take the time to do the proper planning, you may end up in Kalamazoo, MI when you were heading to Palm Springs, CA; and that is quite a different end result, especially in the middle of winter.
For help with developing a solid marketing plan, I would be happy to guide you. Contact me at sylvia@jobinterviewcoaching.org.