Meme Town let's get this up here with your pretty little cat.
okay going into salary negotiations now the company does not want to pay what i'm
asking because others on the team are earning less do you have any advice on this i do so
number one what you earn on the one hand from an employer's standpoint they try to keep you
reasonably together because right for morale we just got done talking about morale right
all right i appreciate that uh however if i bring all this other stuff to the table
am i not worth more okay so where am i going with this no i'm not going to go into all the tactics
and all the other things i would say what i want you to know is it's incumbent upon you
to explain why you are worth more if you say to me well andy i can't pay you a hundred thousand
dollars because we only pay the team 80. okay well how about this value i'm gonna bring does
anybody on the team do that does anybody on the team do that does anybody on the team do that
is anybody going to be able to same thing happened to me i was 32. okay i was switching out moving
from one company to another okay they were hiring me to help build an account development model
an integrated sales model between the consulting services that this it consulting company provided
and there were sales people there were delivery people who basically put the stuff in
and i needed to help them understand how to build client relationships how to sell to their clients
based on what their clients needed and make sure that the sales team understood what proper selling
looked like in this kind of model even though they had like 10 sales people that were selling all
over the place okay now there were other people that were do trying to do that job that they were
paying some rate but then i came in and i and i i negotiated something they gave me the hey we got
to keep you near none of that nonsense okay like if you're asking me to do this which i'm going to
do based on my experience because i've done it here and let me show you what that looks like
that's worth that number kind of thing i don't care what anybody else is making
right kind of thing that's irrelevant are you going to pay commensurate with the value that
i'm going to provide if not that's okay there's about a bajillion other companies
in the world that i would be happy to go work for you've got to get to that place mentally
okay your negotiation leverage has absolutely nothing to do with your situation
you make it worth you you make it and relate it to your situation i don't have a job i need money i
don't like the job i need to get out of my company right these kinds of things that's what you do
but technically that's irrelevant negotiation power comes from what you feel you're worth
and how you articulate your ability to show them that and connect the dots for them that
when i do this it's worth that with this woman in in the in the boot camp i met with her
she was about to go into a salary negotiation okay she had only been with the company 90 days
60 days was a trial then they converted her to a full-time employee and within the first month
that they converted her she was interviewing for another position okay that is all good stuff and
in the 30 days that she'd been there she had automated something that was otherwise done
manually that reduced the number of people that they needed to hire right there is a very
explicit cause and effect when i do this this is what it saves you this is it you can delay
all those extra hires how much were you paying those people kind of thing there is some way you
need to prove your point i'm not going to give you the money just because you want the money or you
think you're worth that i'm not going to give you the money because you come to me with some report
that says oh well you know marketing people should get paid 70 000 a year says who right
you have got to show them why this position should be valued at this because of what you are gonna do
not what they're used to paying those arguments that companies try on you are nonsense don't
sit for that i'm not saying they're just gonna give it to you and even if they believe that you
if they at least came back to you and said we just don't have that amount of money i'd say thank you
okay fine you know keep me in mind if you ever change it and the the other thing that you need
to do mean meme town and anybody when you go into the discussion and they say the position pays or
what's your expected salary or is this going to be enough the from the time you get in to the time
they make the offer what you need to be thinking is i need to change the way they think about this
position and what this position can be and what i can do for them because once they see that
they can never unsee that okay so we thought the position was valued at seventy thousand dollars
and what a lot of companies do is they here's how they here's how they solve their their
hiring problem we pay seventy thousand dollars for that and we think the person that can solve
that problem or implement that or do that job or handle those customers or whatever
looks like that okay they come from this type of company they sound like this they're about that
old right they blah blah blah right there's only one of these things that's fixed in this whole
process the problem they need you to solve but what you as an individual can do to solve that
and the skills that you bring to that and the value you can contribute is the variable that
you need to change in their mind from the time you start the process till the time you finish it
okay so what does that mean well if i come in if i show you no you're i go in i'm 32 years old right
you think account development is this this is an account development
where is your strategy and plan where is this and that have you shown them how to do this have
you integrated that have you brought these people in have you cross-referenced and cross-sold that
right do you have know what that takes to do that kind of thing now all of a sudden their problem is
still their problem but who they want to solve it and the outcome of that problem has changed
that's what happens whatever your level is it doesn't make any difference i don't care
if you're a million dollar your earner 100 000 or 50. okay the same applies you need to change the
way they think about who can solve that problem and the value they can get from someone they hire
if they get more they will pay more that's what you need to change the recruiter at the
front is telling you it pays 70 because that's all the recruiter knows because that's what the
recruiter thinks or that's what the hr person thinks or that's what the hiring official has
has essentially paid those people you got to change that so the answer to your question is
what would i do i would have shown them in the interviewing process that i was worth this and
then i would have reiterated it right before and then i would have counter offered and reiterated
it again so don't lose sight of that a lot of you wait i know i'm ranting about this one more thing
you go into an interview don't do this don't you go into an interview process and you think
i just need this job i need to get to the offer no that is not victory first off getting a job with a
company you love and a role that is great for you that you will have fun and feed your career that's
your goal okay but in the in the short term where you are going to go from the first screen to the
to the offer then counteroffer then acceptance you need to be thinking i need to be i need to
change the way they think about this role and the value i can bring if they think this i'm going to
show them this right that's what you need to be thinking and you need to plan for success
so when i get down to the end i have accumulated all of these points you keep track keep a diary
as you go through the interview practice you keep a diary as you go through the interview process
this stuff needs to be recorded for you i'm gonna make that point oh man today i talked to susie on
a tuesday three four five weeks before i get that offer i'm gonna make sure i note that right that's
going to be an example i'm going to yank off the top of my tongue when i have to make an argument
about the difference between me and the team the difference between what the team is able to do
with customers and i am that stuff needs to be you need to have that that's what wins the negotiation
i wait i don't know how long i went on that and i know i went all over the place
but you needed to hear that okay so stacy i don't figure out where
we're starting to stop that one all right i hope that helped
man i get i get amped up about money i want you guys to make a ton of money
there is a ton of money out there to be made there's always more it's there's
7.7 billion people in the world there's always jobs there's always money