A “How To” Series on Marketing Yourself to Employers
By Lily Henderson
How much are you worth? Have you determined your value yet? If you are unemployed it is easy to feel worthless, but that is a cop-out. By determining that you are worthless, you are stating that IF you ever find a job again, you will work for any amount of money they will pay you, even if it were under the table at the median income of a third world country. I know that it can be challenging to put a dollar amount on your worth, but what it truly takes is some research.
Along with your research you must also consider the other factors that impact your salary, besides your work history and educational background. These factors include where you live, what field you are in, the size of the company you work for (or will be working for), and especially how well you can “sell” yourself to the employer. While it may not seem fair, you will be judged by the person interviewing you, based on personality. So when determining your worth you must evaluate every factor that establishes your worth.
What Factors Determine Your Worth?
In my article last week, “How To Estimate Your Worth” I discussed figuring out how much you need to earn to pay your bills, reflecting on what your experience is worth, and the importance of being honest about your background. It’s easy to know how much you need to make, and it shouldn’t be too difficult for you to be honest. But what can you do to translate your experience into your true worth? Salary survey web sites can be helpful when looking for this information. Another great tool would be to talk to other people in the same field.
Discover what the difference in pay scale between entry, senior and executive level positions. How many years do you have to be in a position before you are no longer considered “entry-level?” Or do you only move up after receiving a curtain number of achievements within that position? These answers can vary greatly, usually depending on the company you work for, and which position within that company that you hold. If you are unemployed, just review your resume, and reflect on how long you spent at your last position. How did you grow within that position? What additional skills and experience did you gain with your time with that company? Do you now have the know-how to move up from an entry-level position to a senior-level, or to an executive position? Don’t underestimate yourself. If you have spent 5 or more years at any one position, or combination of two different positions in the same field, you probably have the experience to move up to the next professional level. The only thing left is to convince yourself that you are worth it, and begin applying for those positions. You may just surprise yourself with the results.
Evaluate Your Position
To evaluate your position you first need to ask yourself what you bring to the table. The best way to do this is to assess your professional progress. Have you received any positive work evaluations, or exceeded any goals? Have you received any awards or special recognitions? These are the things you should be documenting. Keep them in your employment file, and when it comes time for your job search and interview you will have this information readily available to let the employer know that you have the evidence to back up why you feel that you are worth that salary you will be asking for.
The Power of Networking
When I first began to work as a freelance writer one of the toughest things I had to do was to determine how much I should charge my clients for my writing services. I bought a few books on how to make it as a writer, and each of the books I read had a “price list” of services, each differing vastly. One book was written by an author from New York City, another from Chicago. I knew that I would not be able to command the same fees that these other writers were asking. Not to mention, I was an entry-level freelance writer. While my work history had given me many opportunities to grow as a writer, I had absolutely no idea what each service should cost for my client. I overcame this by speaking to other writers in my area. I was amazed at how forthcoming they were with the information, thinking they would view me as their competition. However, they were all more than willing to help, and several writers recommended me for assignments that they knew they wouldn’t have the time to complete before their client’s deadline. It was a great way for me to network with others in my field.
The Art of Negotiating
“Let’s get down to the brass tax.” My favorite line from the movie, Bruce Almighty. While I know it was a popular adage long before Bruce Almighty hit the big screen, every time I read it I hear Jim Carrey’s voice repeat those words, with the character expression that only he has mastered. If you haven’t seen the movie, I strongly recommend it. Not for its power of negotiations, but simply for its humor and lessons of good will. Yet, the character Jim Carrey portrayed was one of a push-over, knocked around by life until “God” gave him some of His heavenly power, at which time the character suddenly had the confidence to get the big promotion he had been longing for. Was it his sudden boost of power, or was it his new found confidence that was his power. Now the moral to that story was not how to negotiate, but some of the lessons are still good ones to take away from the movie.
Timing is one of the most essential aspect to consider when negotiating your salary. If you are making this negotiation at the time they offer you the position the employer is anticipating, in most cases, that you may want to ask for more than what they have listed as the approved salary for the position. This is when you should bring up your professional achievements. But it is important to first discuss the job before bringing up the salary. Once you have negotiated the job, that is when you should start negotiating salary.
If the employer has not yet discussed the salary for this position it is perfectly acceptable for you to ask the question, “how much is the salary for this position?” Employers don’t expect you to work for free, yet so many people will leave an interview, even a second interview, and have no idea what the pay is for the position for which they just interviewed. Some employers will even use this as a test. If an employee never mentions salary, when it does come time to discuss the pay the employer already has it in his mind that you will take whatever number he throws out. Take a little initiative, and ask how much they think the position is worth. You may find they are willing to pay you more than you expected, but in most cases you will be worth more than the price they quote you. Before throwing out another number, ask, “is there room for negotiations?” If the salary is set in stone, having been voted on by a board of trustees, then you can move on to discussing the benefits package. But if there seems that there is room to negotiate the employer will follow your question with another question. Most likely, “Well, what were you thinking the salary should be?” Again, be careful. You don’t want to be the first person to throw out a number. This would be the perfect time to mention your achievements. Site specific reasons why you are worth more than what they are offering, without putting a price tag on your work.
Also, you should never be afraid to turn down a job offer. Just as you shouldn’t take a job that you are overqualified for, you should not take less than what you are worth. Set a “walk-away” amount, and know that you can NOT work for anything less. You are a professional, and should be paid accordingly.
Visit http://www.absoluteknowitall.com/ for the latest job postings in your area.
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