Now that you’ve crushed it with your cover letter, blown everyone away with your resume, and aced your interview, it’s time to do what half of all new hires never even attempt: negotiate your salary.
If you’re a recent graduate hunting for work or a twentysomething switching careers, the thought of telling a potential employer how much you want to be paid probably makes you feel a little uncomfortable. But negotiating your entry-level salary could be one of the most important conversations of your professional life, and it can actually be a lot less intimidating if you’re prepared.
Start a new entry-level job earning the paycheck you deserve with these five salary negotiation tips.
1. Identify your ask.
Before entering into any negotiation, you’ve got to know what you want. Ask for a salary that’s too high, and you won’t be taken seriously. Too low, and you’re leaving money on the table. To find the sweet spot, get advice from friends in the industry or any job recruiters you might know.
Also check out sites like Salary.com and PayScale.com to learn what pros in your area are actually earning. You’ll end up with a range of results, and, if you’re confident in your abilities, assume you’re worth an amount on the higher end. Just be realistic about the number you land on, because if you don’t believe you’re worth what you’re asking for, neither will the person you’re negotiating with.
2. Be prepared to brag.
Before talking about your salary, make a bulleted list of your qualifications and previous accomplishments. Highlight anything that increased sales, reduced costs, or streamlined processes for former employers, and include any unique skills that could give you an edge compared to other candidates.
If you’ve never actually held a full-time job before, jot down any notable internship projects or relevant experience you’ve acquired from extracurricular activities. The idea is to impress your potential employer by letting her know everything you’ve done that makes you qualified to fill the position.
Stand in front of a mirror (or with some patient friends) and rehearse your spiel until it’s perfect. When you’re finally sitting down with the decision maker, hand her a copy of your list and draw attention to whichever items are most relevant to the position you hope to fill.
3. Act like you’ve been there before.
If this is your first time negotiating, keep that under wraps. It’s normal to feel nervous, but stay confident by remembering you’ve made it this far for a reason. Give the impression that you’re an experienced negotiator by acting like one. You don’t need to be some Don Corleone, making offers your would-be boss can’t refuse, but it helps to maintain good eye contact, a positive attitude and a firm tone of voice.
If you’re sending a salary negotiation email, be sure to express your enthusiasm for the company and the position. In either case, it’s a good idea to fire away with any insightful questions you might have—just be sure not to over-communicate. If you find yourself talking too much, shut the front door and wait for your interviewer to make the next move.
4. Don’t be first to mention money.
When it comes to talking numbers, don’t be the one who brings up the topic, and never mention the salary you’d settle for. If you’re repeatedly asked to state the figure you had in mind, ask for 10 percent more than the number you settled on. This provides a solid buffer if and when your hopeful boss tries to talk you down. It’s also a good rule of thumb to request for a precise figure, rather than a nice round number. This is merely a psychological tactic, but it seems to work. In the case that your interviewer suggests an initial salary along the lines of what you had in mind, calmly restate the number then bite your tongue. More often than not, this approach results in increased offers.
5. Stand your ground.
If the amount your interviewer offers isn’t quite what you had in mind, don’t get ruffled. Keep your emotions in check, don’t take anything personally and repeat the reasons why you’re the best candidate for the job.
If your potential boss simply won’t budge, find out if there’s flexibility as far as benefits are concerned. If you can’t afford to pass up this opportunity, ask what you can do to increase your compensation in the near future. Set a date to revisit the topic and ask your new employer to put it on her calendar. And if, in the end, you’re just not feeling the offer, don’t be afraid to turn it down. It’s better to hold out for the pay you want than accept an amount you’re not able to live on.
You owe it to yourself to negotiate for every penny you’re worth. This is especially true considering that many companies calculate raises and pensions based on an employee’s initial salary. So start your career with confidence and earn what you deserve. Good luck in your negotiation.