September 12, 2024

You're in a job interview and it’s going great. You’re nailing the answers and the conversation is flowing. Then it happens. The moment we dread. The question that stops a conversation in its tracks: 

“So, Emily, what are your salary expectations?”

It’s awkward, right? Well, I’ve got you, my friend. Today I’m going to tell you how to answer the “salary” question …  

… YOU DON'T. Never say your number first, it puts you in a weaker negotiating position and you're taking money off the table.

Next time you’re asked, “So, Emily, what are your salary expectations?” Here’s what you say instead: 

"I'm still learning about this role so I haven't set salary expectations yet. What do you have budgeted for this position?"

I don’t care if you’re interviewing for the same job title at the same type of company in the same industry. The job you’re interviewing for is different from your past jobs, and you’re not in a position to make this call until you learn more about the company and what they expect of this role. 

They might push back and say something like, “I hear you, but we can’t move forward until we know your number.” You still don’t have to give a number. Just say, “I have to learn more about the role and do some research first. What do you have budgeted for this position?“

If they truly refuse to give you a number (red flag), you can say something like, "BASED ON MY RESEARCH, similar positions in this geography and industry pay between $x-y. Is this also the range you have budgeted for this position?"

⭐ "BASED ON MY RESEARCH" is the key phrase here. It's not about you, it's about the cold, hard data. This takes your emotions (and imposter syndrome) off the table.

So how do you do this research? I recommend searching at least three sites to get a suitable range. Here are my favorites: salary.com, CareerOneStop, BLS.gov/ooh, Comparably, Glassdoor, and  indeed.com.

Calculate the average salary and list that at the bottom of your range. Then add another 15%-20% for the top of your range. 

“Based on my research, project managers in the Boston area are paid between $95,000-$115,000 - is that what you have budgeted for the position?”

You never say anything like, “I was thinking …” or “I would like …” It’s not about you. It’s about the data. Always stick with, “Based on my research …”

Now, I’d like for you to make 20% more at your new job. But don’t EVER tell them what you’re currently making. It’s illegal for them to ask and it’s irrelevant anyway - the job you’re interviewing for is different from the job you already have. 

(If they ask, "What's your current salary?" You can say, "I'm not at liberty to discuss that. I'd like to learn more about this role." Or, "My current job is at a different company/industry/job title. What is the average salary for this position at x company?/What do you have budgeted for this role?")

Alright my friends, that’s it for today. I hope this message helps you get better job offers. I’m rooting for you! 

To your success,

- Emily