Whether you’re interviewing for a new job or wanting to make a move at your current one, the time will come when you have to talk about money. Here are some tips we’ve learned along the way when negotiating, so you can be confident when you walk in that room.
No matter what level you are, negotiations start with understanding what you bring to the table and being confident in that. — Spice Walker, strategist at Rokkan
Never feel stupid for negotiating, even as a junior. People in this industry will only give you what you’re worth if you’re willing to speak up. — Topacio Beerhalter, copywriter at Decoded
KNOWING WHAT TO ASK FOR
Ask for one number, not a range! I’ve learned this one the hard way (twice). If in your head you want to land within a 5 or 10k range, that’s great and can help you mentally prepare for getting less than the top dollar. But if you open your negotiation with a range, they’ll respond with the low end, or lower. When you’re at the table, ask for the number at the top of your range.
— Sarah Sharp, copywriter at Mother
Cindy Gallop has a great quote that I keep in the back of my mind when I’m picking a number to start negotiations with: “My advice to women: the amount you ask for is the highest amount you can say out loud without actually bursting out laughing.” — Rachelle DiGregorio, freelance strategist
Ask your male peers their salaries!! This is the least they can do to help close the gender pay wage gap. — Kim Uong, strategist at VIRTUE Worldwide
Have honest conversations about your friends about what they’re making. It’s easier to be confident in the number you want to ask for if you know what range the people around you are making. — Kate Rohrich, copywriter at MRM//McCann
When giving a starting number, I always remember that 5-10K is pretty much pocket change to companies. Once I saw million dollar budgets and the amounts that brands spend on agencies, I began to feel less guilty asking for more in negotiations. — Spice Walker, strategist at Rokkan
The best advice I ever got was from Kathy Hepinstall. She said “ask for as much as you think you can get without them thinking you’re crazy. Two weeks after you’re hired everyone will forget what you make except you.” I remind myself every time the awkward money conversation happens. — Nicole Karalekas, freelance art/creative director
PREPPING FOR THE CONVERSATION
When it comes to annual reviews, a lot of people approach salary negotiations thinking that they are entitled to more money just because they’ve done the time (I’m guilty of this). But simply being a year older is not a good reason for someone to give you more money. Be ready to show the real impact you’ve made in the 12 months. If you’re drawing blanks, take a hard look in the mirror and ask yourself:
“Did I do everything I could to add value?”
“Did I raise my hand to every opportunity?”
“What did I learn this year?”
“What do I still need to master before I get to the next level?”
P.S. you should still ask yourself these things even if you know you kicked ass — Amelea Renshaw, strategist at Anomaly
Know how your manager communicates. Show them that you’re listening to what they’re saying. Make eye contact. Then remember, they’re just a person, too. — Kate Rohrich, copywriter at MRM//McCann
Recruiters may also have tactics like, “Our band is $XX,XXX, but I went back to my CFO and I was able to push for 2k more for you,” which makes you feel like you don’t have the ability to do anything about it. Being prepared for things like this will help you know how to pivot if it doesn’t meet the amount you’re looking for. — Kim Uong, strategist at VIRTUE Worldwide
Practice saying that top end of your range out loud and then go for it. — Sarah Sharp, copywriter at Mother
COMPENSATION IS BIGGER THAN A NUMBER
If they can’t meet you at the number you need/want/deserve, something needs to be compromised. I’m not just going to say yes to a lower number without something like more vacation days, guaranteed work from home, a better retirement or insurance policy, guaranteed review and promotion schedule, a better title, etc. — Rachelle DiGregorio, freelance strategist
One important thing I didn’t know about when negotiating my first salary were the regulations from the Department of Labor around “overtime exempt” professions. In the U.S., employees are legally required to make overtime at 1.5x their hourly rate if they surpass 40/hrs in a work week. However, The FLSA and the New York State Minimum Wage Act exempts some employees from overtime pay provisions in a variety of fields such as administrative/executive/professional roles. These can include advertising, PR, and marketing careers! Ask the recruiter you are working with in which Department of Labor job classification your position falls. This can help you ensure their offer at least meets the base-level salary required in your profession. — Emma Pindell, strategist at Rokkan
Money is not the only thing that you’re able to negotiate in your career. When I got my internship at MRY in New York, it meant that I would have to skip graduation. Before I signed, I asked if I could come a week later than the other interns. I was terrified and totally expected them to call me ungrateful. But the truth is, most people will understand. — Colleen Cass, strategist at ACE Content
WHEN THE ANSWER IS NO
If the answer is no, it doesn’t mean you were wrong to ask. Be persistent. Ask for check-in meetings with your manager, put them on the calendar and follow through. There are things that go on behind the scenes that you don’t know and by following up, you stay at the top of your manager’s mind when they do have room to give raises and promotions. — Kate Rohrich, copywriter at MRM/McCann
Remember that the worst thing they can do is say no. More often than not, a “no” is just a “not right now.” You can always ask for a follow up in 3-6 months to revisit the conversation and ask for honest feedback on how to reach a “yes” in the future. — Amelea Renshaw, strategy at Anomaly
If you don’t get what you ask for, ask what you need to do to get there. Work with your manager to put together a growth plan with a six month review to check your progress. This creates accountability for you and your manager (and shows great initiative). Once you’ve set some goals for your growth, you can feel confident that you’re working toward something as a team. — Sarah Sharp, copywriter at Mother
Now go get paid and shine.
xo, Flock
