How to answer salary requirements question
Dear Deb,
Q. Now that you have revised my résumé, I am finally getting interviews after being unemployed since 2009, but I am wondering what to say when Human Resources asks about my salary. I don’t want to overprice or underprice myself. I want to get my foot in the door even it means having to take a pay cut for now, but I don’t want to undersell myself or seem desperate.
A.L., San Mateo, CA
A. Positioning yourself in any market can be tricky. If your previous salaries were higher than the opportunities you are pursuing, you might encounter a bit of a stumbling block. Employers often fear that hiring someone at a salary range below their previous compensation may result in rapid turnover. They worry you will leave if you get a better offer as the economy picks up.
Convey your interest in the company and reasons why it is the right environment and situation for you. During the interview process, make it clear that you are interested in a long-term opportunity with the company. The focus should be less on the compensation and more about the fit, and your desire to contribute in that particular company. Be sure you discuss why you are interested in the company, its values, culture, and connection to your professional and personal interests.
You can certainly say that you are evaluating a number of companies; explain why that company and position represents a good fit for you. Instead of focusing the discussion towards compensation, focus more on how you will add value and the positive fit that you see. Do not say that you don’t care about the pay – clearly that is not true. Rather, indicate that the long-term potential and the role is the relevant and more important factor for you.
Regarding your previous salary history, it is best to be up front. Lying about compensation or being evasive can cost you. When you speak with human resources, indicate your previous compensation after you have thoroughly reviewed the opportunity. This is a two way street. You should ask questions and ensure the role is right for you first.
Indicate that you would like more information about the opportunity to ensure that you are indeed the right candidate. Don’t be afraid to ask what the position is budgeted for – also make sure you are armed with competitive information for similar positions within the industry so you know what the going rate is.
State that you are comfortable accepting a role at the high end of the range they are offering; you want to be competitive with the market.
If you have a question for Deb or would like to have your résumé critiqued, please email Debra@careersdonewrite.com