How to negotiate even if it's your first job

Most people are scared of negotiations.

They think that negotiating a salary will blow their chances at the job. They usually rationalize it by saying:

“I have to pay my dues. Then the money will come”

That used to be me too.

I thought my work would speak for itself and I would get a fair compensation soon enough.

Then I started noticing everything around me.

People with my same experience (sometimes even less) doing the same work (something even less too) were getting paid more than I was.

I also noticed that sometimes those people were getting better opportunities than I was. It was like they (management) valued them more!

Since then I’ve been better about negotiating. Not only have I negotiated my salary, but I’ve also helped others negotiate theirs.

Recently I came across a thread from someone in Big 4 wondering if they should negotiate their salary and I decided to write a response. The background info isn’t too important but I’ve included it for your benefit. If you want to get to my approach to salary negotiation, just scroll down for the info.

This email includes the exact scripts you can use to negotiate your own salary so it's very detailed.  

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I am due for a promotion to senior at a B4 (large market) contemplating jumping to another B4 (same large market, same line of service but with another specialized group I want to get into – the very reason I’m leaving), possibly going in as a senior. I’m not so concerned about the title at this point since realistically, managers and senior managers don’t really care who gets the work done, but I do have a question about salary negotiation. When asked about my current salary, I was honest (and perhaps dumb) and put in my actual salary, which I know is under market by a good amount given the unique conditions when I joined. I can’t disclose too much without identifying myself, but my current firm tried to make it up to me by giving me huge bonuses to get me closer to what I should be getting (which I’d also reported to the recruiter). My dilemma is this: I understand that the base salary jump from staff to senior is usually quite significant, but the new offer coming in is roughly 10% lower than what I’d expect to get as a senior at my current firm. The new firm possibly just saw how low my current base is and thought that a 15% increase would be fair for anyone getting promoted to senior. For what it’s worth, the new firm seemed to like me and expressed their need for someone with my background, but I don’t know how much room I have when it comes to negotiating my salary. Any advice would be appreciated – thank you!

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So for starters, there is always room for negotiation. Ideally when they asked you what you were making your response should have been “Before we start talking about salaries, I want to make sure we’re the right fit”

I personally have used the “Wait, this is like a first date. Let’s make sure we both like each other. Once we figure that part out then we can start talking about having joint checking accounts” with great results. It gets a chuckle to lighten up the mood and gets the point across.

Now, since you told them what you’re currently making, most companies focus on giving you a bump from your previous salary. In reality, they should determine what the going rate is for the job they need filled. It’s to their benefit that they pay you a small bump from your previous salary especially if that means it will be in the lower side of their range.

Once you’ve determined that they like you and you like them, then you can start the negotiation phase. So this is what you’ll do: 1. Determine what the salary range for this new job will be. You can do this by checking any of the websites out there (indeed.com, salary.com, payscale.com, etc.) If you’re comfortable with this then you go to step 2.

In step 2 you determine what is it that you really want. Most people will say more money since that’s an easy marker but maybe you determine what you really want is more days off. Or maybe you want to work from home. What do you really value?

Make 3 or 4 choices and quantify them. Do you want 5 days off and $10k more? Or would you rather have 1 work from home day? You determine what’s best for you and write it down.

A lot of the other posters have already told you that money isn’t everything or that in the grand scheme of things $10k isn’t a lot. And that’s true. Theoretically you will work at least 2,000 hours a year (40 hours * 50 weeks with the other 2 weeks as vacation). We all know that you’ll definitely be working more than 40 hours a week if you’re in Big 4.

So if our estimate is true, a $10k raise is $5 an hour. A measly $5 more an hour! You can probably steal more than $5 worth of post it notes if you wanted.

If you meet with an employer that balks at giving you $5 more an hour in the negotiating phase, a time when ideally you’re at your most powerful position, what else will they refuse once you’re working for them and you ask them to pay for CPE or to sponsor you for a conference?

Once you have part 1 (salary range) and part 2 (what would you like) together, it’s time to practice. Since you’re asking for advice I’m assuming you have limited experience negotiating. I suggest you practice in front of the mirror this script

“Hi Name of Recruiter!

I’m calling because I want to talk about the details of the offer letter. I’m excited to start working with you so I want to make sure we take care of this so there aren’t any delays later. “

At this point the recruiter will probably ask what about the offer letter you want to talk about and that it’s a very generous offer they’re making you.

Make sure you do this next:

“I have questions about the 1. The compensation and 2. Vacation days are you the correct person to make a decision on this?”

You can replace my #1 and #2 with whatever your top choices are. I’m just using those for example purposes.

You have to keep in mind most recruiters don’t have the power to approve salary terms. However they do have the power to tell you no. Make sure get to the decision maker and not a gate keeper.

The recruiter will then tell you who the person in charge is. If they don’t ask.

“Can you tell me who I should talk to then? Can I have their contact information?”

Once you get their info, email them basically the same script as above. Ask when would be a good time to talk for 10-15 minutes about it.

See script below:

Hi Boss of Initial Recruiter,

I recently received an offer letter and I am very excited about the opportunity. There are two issues I would like to discuss before I sign and I was told you were the appropriate person to talk to.

Let me know when would be a good time to speak on the phone for 10-15 minutes so we can go over the compensation package.

You can reach me via email or at XXX-XXX-XXXX.

Thank you!

Mr/Ms On My Way To Negotiating A Pay Raise

Once you get on the phone with that person make it clear what you want and the proof you have. This will include the salary range stated in the job ad where you found the job, your research on salary ranges, and what you want.

Start by using this script:

Thank you for taking the time to talk with me Recruiter Boss. I have some questions about my offer letter I’d like to go over with you. I see that the salary is $X. According to the research I’ve done, the salary range posted by you guys in the job description, and what I bring to the table, I was thinking that $X+1 was really more in line.

Pause and wait for a response. They will probably tell you that that’s where they start all of their new hires at. Continue.

I understand. However, I’m not just like any new hire. I have (start listing your qualities and what you’re bringing to the table). That is why I’m so excited to be working for Name of Big 4 Firm, because I know I will be treated fairly.

By this time they will probably start to believe it themselves that you worth what you’re asking and tell you that they have to run it by the partner first.

Thank them for their time and ask them when you should follow up again. And then follow up again at the agreed time.

They’ll typically come back with an updated offer closer to what you were asking. If you are satisfied with that, thank them and sign the offer letter.

If you’re not, consider if it’s a deal breaker for you. Yeah, getting experience is great and all, but you also have to be paid fairly.

Do you really want to work for a company that doesn’t value your work and time? The decision is up to you.

Also, many of these posters will try to scare you into believing that your offer will be retracted if you try to negotiate. I have never heard of any firm retracting an offer because someone started negotiating. If they did, it was probably for other reasons.

It’s time to treat your career like a CEO would. Do you think the CEO of your Big 4 Firm just went in and took whatever offer they gave him? I doubt it. So if he doesn’t, why should you?

Be Bold!

Ramon

PS: Before you try to do this, practice in front of a mirror or record yourself with your phone. Make sure you sound confident and sure of yourself before you call.

P.P.S. And, whenever you’re ready... here are 4 ways we can help you turn job search anxiety into interviews, job offers, and self-confidence.

1. Watch my free charisma challenge course

For the next 3 days, I'm going to show you the steps you need to know to start building your network one day at a time. You will learn how to choose the right networking event for you that fits your personality and your career goals. You will know how to approach strangers and you will know how to start and end a conversation. You will know how to follow up. -> Click Here

2. Download my Instant Interview Coach E-book

I wrote this book to answer the most pressing questions people have about interviewing, how to manage their job search, and the best ways to answer the difficult interview questions you might get ("Why are you looking to switch jobs?").  I am only able to work with a limited number of people a month so this book is the perfect way to get all the advice and knowledge you need to be successful without having to book an appointment with me. Download the e-book by clicking here - > Instant Interview Coach: Your most pressing questions about interviewing answered!

3. Join our FREE Official Persuasive Interview Parents group and connect with other parents who are committed to helping their child find their dream co-op -> Click Here

4. Work with me 1-on-1

If you’d like to work directly with me to find your dream co-op... just schedule your complimentary “Persuasive Interview Consulting” Call with me so we can clarify your fastest path to finding your dream co-op and create a strategy for you to make it happen... Schedule your FREE call with me here -> Click Here To Schedule

What happens when you get “ghosted” during your job search

I’ll keep today’s post brief since I think it’s a powerful message that doesn’t need much explaining to make a point.

It’s about getting rejected as much as it is about moving on.  

What do you do if you’re really interested in an opportunity (job/client/date) but you haven’t heard from them in some time?

Many times when we are chasing a client, a job, or a date, we get so fixated on the perfect outcome that we forget we may get rejected.  

Actually we don’t forget as much as we ignore a potential rejection.  

We think about how awesome it will be to have this great client that loves our work, or this cool job that will be the obvious stepping stone to the next opportunity, or even how this one girl checks off all of our “boxes” in the dream girl checklist.  

We think that if we get a “no” our hopes and dreams will disappear.  So what do we do?

Nothing.  

We choose to not do a damn thing so that we won’t hear a “No”.  Granted, we won’t hear a “Yes” either but as long as you don’t get rejected, we still have hope.  

It’s like checking your lottery ticket 3 days after the drawing.  You do it because you know that as soon as you find out that you didn’t win you lose all hope.  You rather not check your ticket for a couple more days just so you’ll have some hope alive that you’re a millionaire.  

“No” doesn’t mean “Never”.  It just means “Not Right Now”.  

As I was writing this, I literally got an email asking me how to handle this same situation.

“There is a job I really like and I interviewed for.  They said they were very interested but it’s been 2 weeks since I’ve heard from them.  What do I do?”

Everyone knows what to do. You call them.

What they’re really asking  is “I’m afraid they’re going to say no.  What do I do?”

Sometimes we get so fixated on a particular outcome that we forget about the ultimate goal.  

Yes. Maybe this job will be a great stepping stone to the next opportunity but remember that this isn’t the only way to the final goal.  

Whether it’s a job, a client, or a special person, these are all what I call opportunities that present themselves to you. Below, I’ll refer to any of the three situations as opportunities and you can exchange for the word that best fits your current situation.  

3 Things to Keep in Mind When You Get Rejected

1. “No” doesn’t mean “Never”.  It just means “Not Right Now”

Years ago, I had this HUGE crush on this one girl.  She seemed like she was the perfect match for me.  Gorgeous, smart, funny, etc, etc.
 After years of missed opportunities, the stars aligned and a time came where we were both single and I finally mustered up the courage to ask her out.  
 

I still remember the day, time, and place when I called her.

“Hey, What are you doing this weekend.  I’d like to take you out to dinner and talk with you.”
Her response: “I can’t.  I’m going to be out of town”
Me (in my head): “Whatever. She’s probably just letting me down easy”
Her: “But we can go out next week”

Many times we think that a “No” puts us out of the race immediately and forever.  Nothing can be further from the truth.  

We are self-centered creatures and tend to think of ourselves as the only deciding factor in others’ decision making process.  In reality, we are just a small part of the equation.  

Sometimes there are external factors that affect our decisions.  A client with a small budget, a hiring freeze, or even, in my example above, other plans.

Just remember: A. It’s not always about you. and B. Never Say Never

1. This isn’t the only path to your ultimate goal

When I was in college there was this prestigious program called PPA (Professional Program in Accounting) where you could get your bachelors and masters in accounting in 5 years.  To this date it is a prestigious program and the best way to start off your accounting career.  There is an application process to be accepted and I pulled all the stops when I applied.  I turned in a packet 5 inches thick with letters of recommendations, essays, completed projects, and anything else I thought would help me get accepted.  

My goal was to get accepted, which would put me in a level playing field with all the other intern candidates and get a Big 4 internship which would lead to a full time job in a Big 4 Accounting firm.

I had it all planned out.

Except I didn’t get accepted.  

That was one of those times where I thought I was destined to be a failure.  I even thought I should just quit college and go back home.  I was never going to get an internship much less a full time position so why even waste my time.  

To add insult to injury, a week later, a director for one of those Big 4 told me point blank that I “would never get an internship with any of the Big 4 without the PPA”.

I was crushed.  

I gave myself 1 afternoon to throw a 1 person pity party.  I was allowed to cry, yell, blame, accuse, and anything else I wanted to do but for only 1 afternoon.

When I was done I realized that those in the application committee didn’t really know me.  They just saw some application and probably based their decision on some GPA they saw and that’s it.  

Just because they could decide on a particular point in my life didn’t mean they could decide on my whole life.  

Just because I didn’t get into the PPA didn’t mean I couldn’t get an internship or a full time job with one of the Big 4.  

All it meant was that I had to take a different route.

Two months later I had an internship with one of the Big 4 beating out several hundred of those PPA students.  When I graduated, I had my choice of doing industry or Big 4 and I chose industry.  3 years after that I went back to Big 4.  Why?  Because I could.

I had made my own path.

1. You may not be right for the Opportunity or the opportunity not be right for you

Oftentimes we don’t go get what we want and instead just grab what we’re handed.  It’s an easy and practical way to go through life.  Particularly if we were raised with this “Be grateful for what you have” mantra.  

If someone offers you a job, you take it without negotiating a salary or without firs figuring out if it’s right for you.

If someone asks you out, you automatically say yes since you don’t have anything else to do.

If a client has a project that’s not interesting to you or doesn’t pay what you want to get paid,  you still take it because money is money.

We all go through similar situations every day where instead of getting what we want, we get what’s given to us.  

I’m going to tell you something that’s helped me improve my life and in a weird way improve the opportunities that come to me.

I started saying “No”

I become more selective with what I did, with whom, for whom, and why.  I used to attend every event I was invited to, go over everyone’s resume (for free), and generally just say yes to anything that was offered to me.  

I started to realize that this wasn’t helping me.  I was spreading myself too thin and I was doing projects that didn’t interest me.  This prevented me from helping people who really valued me, my knowledge, and the results I can get for them.  

By the way, I’ve coached several entrepreneurs to help them build their confidence and learn how to better value themselves and their services.  Do you know anyone that could use my help? Forward them this email.

Nowadays, I say “No” more often than I say yes and I am definitely more happier.  Which brings me to my next point….

1. Being Rejected is Liberating.  It allows you to move on and focus on other opportunities

Being told “No” is not as bad as it sounds.  Knowing that an opportunity is no longer on the table frees you from having to worry/think/focus on it and move on to the next one.  

The position has been filled?  Great.  I can start focusing my energy on another position instead of taking up mental space on a position that is no longer available.  

This is a version of “failing fast”.  The idea behind “failing fast” is that the sooner you find out something isn’t working, you move on to the next idea/plan.  No need to spin your wheels on something that isn’t going anywhere.  

Here is a little 3 step formula for this process:

1. Call them

2. Get an Answer

3. Move on

What are your thoughts?  Do you feel like the fear of hearing a “No” keeps you from finding out?  Do you think waiting several days before checking your lottery ticket helps?  

Let me know.  I want to know what you think. I read every email. Promise!

Be Bold!

Ramon

PS: This is one of the questions I answer in my new book that's coming out next month.  I'll give you details on what it covers and pre sale pricing next week. 

P.P.S. And, whenever you’re ready... here are 4 ways we can help you turn job search anxiety into interviews, job offers, and self-confidence.

1. Watch my free charisma challenge course

For the next 3 days, I'm going to show you the steps you need to know to start building your network one day at a time. You will learn how to choose the right networking event for you that fits your personality and your career goals. You will know how to approach strangers and you will know how to start and end a conversation. You will know how to follow up. -> Click Here

2. Download my Instant Interview Coach E-book

I wrote this book to answer the most pressing questions people have about interviewing, how to manage their job search, and the best ways to answer the difficult interview questions you might get ("Why are you looking to switch jobs?").  I am only able to work with a limited number of people a month so this book is the perfect way to get all the advice and knowledge you need to be successful without having to book an appointment with me. Download the e-book by clicking here - > Instant Interview Coach: Your most pressing questions about interviewing answered!

3. Join our FREE Official Persuasive Interview Parents group and connect with other parents who are committed to helping their child find their dream co-op -> Click Here

4. Work with me 1-on-1

If you’d like to work directly with me to find your dream co-op... just schedule your complimentary “Persuasive Interview Consulting” Call with me so we can clarify your fastest path to finding your dream co-op and create a strategy for you to make it happen... Schedule your FREE call with me here -> Click Here To Schedule

How to turn down a job offer

Last week I received an email asking how to turn down a job offer.  You’re probably saying “Turn down a job offer!  Why would I do that?  I’m trying to get a job!”

I know I’m probably jumping the gun here but I’m going to show you how to solve a problem you will soon have: having too many job offers. Yes, it’s true. Believe it or not, whether you’re on the autism spectrum or not, there will be a point (soon I promise) where you’ll get not one, but two and maybe even three job offers.

When it rains, it pours

I always like to tell the students of my coaching program that when it rains, it pours. I’ve seen it over and over again to where people get two job offers in the same week whereas before they started working with me they had gone 6 months without even getting an interview. When you start getting job offers, they come at you hard and fast.

Today I’m going to show how to turn a job offer down in a way that’s professional, respectful, and doesn’t burn any bridges. Remember, just because you’re not working with them this time, doesn’t mean you won’t be working with them sometime during your career.

Turning down a job offer isn’t a terrible thing and it won’t brand you as someone that’s ungrateful or too big for their britches. I actually spend quite some time coaching people on this because it’s something they truly struggle with. I think it’s because it can be hard to go from hoping and wishing you get any job to getting having to pick from two or more awesome jobs.

It’s not about the money

Some job offers are easy to turn down because they’re bad jobs. Either they pay too little and aren’t willing to negotiate, there isn’t room for professional development, you don’t like the people, or the company just plain sucks.

The hard decision is when you have two great offers. They may both pay the same, same benefits, great people. Both of them are the whole package. This is when you have to make a decision based on what you want. When you’re making a decision on what job offer to take, you have to really think about what the pros and cons of your choice, what each particular job can help you achieve now and in the future. It’s not as easy as choosing a job that pays you more. Sometimes it’s about choosing the job that will prepare you for the next job.

At the end of the day, you have to make the decision based on what you want now and what you want in the future. You have to make the choice based on what’s best for you and not on how it’s going to make other people feel. “I don’t want to disappoint them. They’re such a great company and everyone was super nice” and that may be true, however, this is a business decision and their feelings don’t really matter. Think about it another way: Would a company make you a job offer just so their feelings wouldn’t get hurt? Absolutely not. They made an offer because it made business sense to hire you instead of someone else.

So how do I do it?

First off, make sure you already have a signed offer letter from the company you want to work at. You wouldn’t want to turn down a job offer only to find out that you don’t have the other.

Another thing, no matter how you do it, the people you’re turning down are going to be disappointed and frankly, that’s not your problem. No matter what, you want to maintain the level of professionalism they’ve come to expect from you throughout the whole interview process. Anyone can be polite when a company is wining and dining you to convince you to work for them. A true professional is the one who can maintain that level of professionalism when it’s time to deliver bad news.

“Hi NAME OF CONTACT,

Thank you very much for your offer. After much consideration, I have decided to go with a different company. I was very impressed by the whole team and the recruitment experience. I hope we will be able to work together sometime in the future.

Sincerely,

YOUR NAME”

Notice how I don’t include the name of the company you’re going to, or why I chose the other company, or any type of explanation. Your decision isn’t up for consideration or change. You’ve made a decision and you’re sticking to it.

As a side note, this is very much like breaking up with your boyfriend/girlfriend. It’s better to just be straightforward, honest, and decisive about it. Would you tell your ex all the reasons why you’re breaking up with them, who you’ll be going out with next, and why this new person is better than your ex? Absolutely not! That’s why restraining orders were created.

Same goes for job offers. You never know how they’re going to take it and frankly, it’s none of their business so don’t give them extra info they don’t need.

The company you turned down may reach out to you and ask you all types of questions (same goes for exes) and it’s up to you to decide what you want to let them know. I personally like to stick to my guns and just tell them that that other job was a better fit for me long term. Why don’t you want to get into specifics? Well, for starters, it’s doubtful that they’ll try to negotiate at this point or change any other terms. Second, If they’re willing to throw in more money/benefits now, why wouldn’t they do it at the beginning when it was time to negotiate? Third, if you chose another job based on things besides money/benefits, that means that the job you turned down would have to radically change what they would give you career-wise. Not only that, they would have to change it so much that it would be better than the other offer. This is very unlikely to happen. Along those lines, changing your mind about jobs because they offer you a couple thousand dollars more after you’ve made a decision, in my opinion, shows a lack of character. At some point you will have to make a decision and stick to it. Remember, not making a decision is a decision itself.

Be Bold!

Ramon

P.S. And, whenever you’re ready... here are 4 ways we can help you turn job search anxiety into interviews, job offers, and self-confidence.

1. Watch my free charisma challenge course

For the next 3 days, I'm going to show you the steps you need to know to start building your network one day at a time. You will learn how to choose the right networking event for you that fits your personality and your career goals. You will know how to approach strangers and you will know how to start and end a conversation. You will know how to follow up. -> Click Here

2. Download my Instant Interview Coach E-book

I wrote this book to answer the most pressing questions people have about interviewing, how to manage their job search, and the best ways to answer the difficult interview questions you might get ("Why are you looking to switch jobs?").  I am only able to work with a limited number of people a month so this book is the perfect way to get all the advice and knowledge you need to be successful without having to book an appointment with me. Download the e-book by clicking here - > Instant Interview Coach: Your most pressing questions about interviewing answered!

3. Join our FREE Official Persuasive Interview Parents group and connect with other parents who are committed to helping their child find their dream co-op -> Click Here

4. Work with me 1-on-1

If you’d like to work directly with me to find your dream co-op... just schedule your complimentary “Persuasive Interview Consulting” Call with me so we can clarify your fastest path to finding your dream co-op and create a strategy for you to make it happen... Schedule your FREE call with me here -> Click Here To Schedule