Over the past several years, I've asked this question to job seekers, recruiters, employees, workforce professionals, friends, relatives, and strangers. And so rare is the correct answer - it's amazing.
Typical answers include:
- When do I start?
- What's my salary?
- Where do I sit?
- Who do I report to?
- What are the benefits?
These are traditional answers. Then there's some more interesting answers:
- Six months from now how will you know that I'm successful in the role?
- Can I meet my team?
- Can you show me how my actions will directly tie to business success?
- When can I get reviewed for a raise?
All of these questions are good, but not GREAT. Here's THE GREAT question to ask:
- Is that the best you can do?
In today's market at most companies, employees can expect a 3% raise annually if they're lucky. 5% if you're a top performer. In order to really claw your way up to middle class or higher, you'll need to salary jump when you get a new job.
Recruiters are not too far away from job seekers. Since few employers are hiring, their jobs are tenuous. Many are contracted "guns for hire" hoping to establish that they should be hired full time. They have incentive to close the deal and demonstrate that they can bring in quality candidates like you. By the time they offer you the job, they have committed that you are the one.
Hiring managers also want to close the deal and follow the same logic. When choosing a salary to offer there is almost always a range the hiring manager uses. If you're a superstar (and you'll know if you are) then this doesn't apply. But for the rest of us, it does. The hiring manager won't go to the extreme high range, as they want to be seen as a good corporate citizen. They'll pick somewhere near the midpoint. That means when they offer you the job, there's still upside.
So, you know as the candidate being offered the job that the salary is NOT the maximum they can offer, but what they think is fair. In essence, they have laid their cards on the table. If you're playing poker and you can see everyone else's cards, it's easy to win. Same applies here.
Asking the question, "Is that the best you can do?" creates the opportunity for you to get more. It has to be done right and directly. If the response is, "Why?" Simply answer, "I was hoping for more." No need to justify your response. Simple. Then sit quietly.
Even if the response is, "that's the best we can do" you can still ask for more vacation or other benefits.
Last week, my sister-in-law used this tactic and was able to score an extra $6k. Others have shared how they got an extra 25 cents an hour (retail), $1,000, $3,500, and so far the greatest increase was for $10,000 more.
But NEVER has a job seeker come to me and told me the employer rescinded the offer. Remember, by the time they make you the offer, they're committed. To back out would create much more work than throwing a bit more money after you.
If you are totally not comfortable asking the question, don't. it's okay if you choose not to. No one will judge you. But, knowing how the system works creates a great opportunity to do better.
I'm working on a project now with the Clinton Global Initiative where I'm trying to teach this and other skills to disengaged youth to get them an extra 50 cents per hour on average. If it works, I'll be able to get an extra $75M in their pockets and help them get to at least a sustainable wage.
Try it. Share your stories on BetterJobsFaster.
Happy hunting!
Dan.