Posts Tagged ‘Job’

How to Handle the Question: “What Salary Do You Expect?”

August 10, 2015

Salary NegotiationI know that from talking with so many of you, there is a lot of confusion about how to answer this question when asked in an interview, or on a job application.

Think carefully before divulging your past salary history in an interview. Many people think that by not doing so, it could prejudice an employer’s offer, so they gladly reveal their salary history if asked, so as not to be disqualified. Just because recruiters & employers keep insisting & pretending you must hand over you salary information, does not mean you have to come up with new ways to answer them.

Declining to divulge salary history is not about being uncooperative. It’s about shifting the interview to a higher plane. Don’t worry so much about getting disqualified. Any candidate can be cooperative, but few can demonstrate their value & get paid what they’re really worth. Your value lies in what you can do next; not in what somebody paid you to do last year. If you learn to hold your ground properly you will earn a manager’s respect, & maybe the offer you deserve.

Once you decline to reveal your salary to an employer, it’s up to you to shift the discussion to support your position. It’s not going to buy you anything to say “No” without helping the employer assess your value.

Here’s an alternative – instead of trying to placate an interviewer, focus on projecting a clear impression of what’s important to you & what you’re worth. When you withhold your salary history, it forces a candidate & an employer to negotiate based on the candidate’s future value. Do you really want to get stuck defending what your last employer paid you?

The only reason any employer hires you, and pays you what they do, is for the VALUE you bring to the company. So, the one question that must be clearly defined, by you, is how you will help the employer succeed – how you will bring them more, or equal value for the salary they pay you. Employers love to know that you have carefully thought about the job and how you would be able to profit them – how you will help the employer “win.”

You might just have to work through a live problem in the interview, or it might mean spending half a day shadowing the manager. Often, when managers see such motivation & willingness to work together during the selection process, they drop the demand for salary history in favor an actual demonstration of your value.

However, if you cannot explain exactly what you will do to perform the job more profitably, efficiently, quickly – better in some way, than the employer expected – then you have no business expecting a higher salary. It’s all about exchanging fair value for fair a fair salary, and you must be prepared to explain it. Your past salary has nothing to do with the job at hand – it’s your ability to do the required work that’s important!

***One of the busiest hiring seasons of the year is almost here! So, I want to make sure you have every opportunity to get interview calls for the jobs you want. In order for that to happen, you need to start with a stellar resume – one that shows your optimum value! I know what it takes to get results, and I can show you what to do. Just email your resume to me at and put “Resume Critique” in the subject line. I will then give you a complimentary resume critique. I look forward to hearing from you.***

3 Mistakes That Can Erase Your Success in Finding a Job

October 16, 2014

Mistake #1 – Analyzing the Job Market
If you listen to the daily news, you get mixed messages on how the job market is and it is easy to get depressed and scared that you will not find a job any time soon, if ever. If those are the feelings you have, do not go looking for a job – no employer wants to interview people who are depressed and scared. Instead, switch your focus to be as positive and upbeat as possible, and then begin looking for employers who need help. In many cases, the same companies that are firing people out one door are hiring people through another. Spend your time finding managers who have work that needs to be done. Don’t make assumptions about what jobs are not available.
Which brings us to the single largest directory of jobs that are not available

Mistake #2 – Poring over job boards and the want ads
DespairJob hunters look at the online job boards (or the classifieds) and see opportunities beckoning. So are the jobs data bases. When 5,000 people apply for a job, the job is hardly “available”. Simple statistics will tell you that even an outstanding candidate can slip through the cracks while unsophisticated Human Resources jockeys are screening thousands of applicants. (And that’s before they get around to actually interviewing a few hundred.)

Like that little post card says, “Thank you for submitting your resume. We are currently evaluating your qualifications. Due to the large number of responses, we will not be able to get back to you any time soon.” (If ever) Do you really consider that job available? You would probably do better by buying a lottery ticket.
The other reason these jobs are not really available is because while Human Resources is reading resumes, some headhunter has met with the hiring manager, submitted three candidates, and is helping one of them evaluate an offer. Human Resources might not even know this is happening. Beep! Time’s up. On to the next resume data base. Spend your time deciding where you would like to work and then finding the decision maker for where you want to work – send your resume to them and request an interview.

Mistake #3 – Under-emphasizing, or neglecting your worth
Your worth is what makes an employer want to hire you – not your “tasks and duties.” Your worth is determined by the value you offer the employer. That means you have to take the initiative in your job hunt. An employer cannot extract value from you — you must offer it to them. You can only offer value if you know what the employer considers valuable. That means conducting a lot of research up front, before you approach any employer.

Earn an interview by establishing the value you offer before any meetings with the employer take place. The bottom line in any business enterprise is profit. It’s the thing that enables us to survive to work — and succeed — yet another day. Your job hunt is a business enterprise. If it doesn’t promise profit for the prospective employer, it won’t produce profit — in the form of a healthy job offer — for you.

***I want to make sure you have every opportunity to get calls for the jobs you want – in order to do this, you need to start with a stellar resume that shows your value – so I am offering you a complementary resume critique – I know what it takes for a resume to get results! Just email your resume to me at and put “Resume Critique” in the subject line. I will then critique your resume. I look forward to hearing from you.***

What Am I Doing Wrong? I’m Not Getting Calls to Interview!

March 17, 2010

What am I doing wrong?” That question was asked of me last week by one of my new clients, a sales executive who’s been in a career transition for about a year now. This was our first coaching session. I gave him my honest answer…”I don’t know; let’s see what we can figure out.” I started by asking some routine yes/no questions to get a sense of what he knew about himself:

  • Can you speak about your product (you) with confidence and clarity? (He was unfamiliar with the concept of personal branding).
  • Do you know your product’s strengths and flaws?
  • Can you describe your competitive advantage?
  • Do you have a clearly defined target goal?
  • Have you identified organizations that are aligned with your target goal?
  • Is your resume absolutely  a-m-a-z-i-n-g in educating the reader about you?
  • Do you make it easy for someone to interview you, or is it more like ping-pong with pain?
  • Can you name five things you do better than the next person?
  • Can you name five of your best attributes that will make a positive impact on the employer’s bottom line?
  • Can you cite five good reasons why somebody should hire you over your competition?
  • Have you been consistently networking, both in person and on the Internet?

My client answered “no” to each of the questions. If you are looking for work in today’s competitive market, do yourself a favor; before you hit the streets, back up, rewind, and ask some hard, tough questions of yourself. When you can answer “yes” to these basic questions, plus others, you’ll be well on your way to landing your next job. And I’d encourage you to start this process sooner than later. I suspect you will notice an immediate difference in how employers respond to you, if you choose to do so.