"You Went On An Interview Without Knowing the Salary?" - 8/29/18 Edition
Stephen Says Column
Dear Stephen:
Here’s the thing: I have always been told the best time to “look” is when you do not need to, and that the best opportunities sometimes show themselves when you are already making good progress where you are. For this reason, I have decided to explore some of the new jobs I have been contacted about, although more and more I am coming to the same conclusion; I do not need to change jobs right now. I am making great money and
business is brisk. To tell the truth, the only thing that would really get me to make a switch would be a better monetary offer but in every “confidential” conversation I have, nobody seems willing to talk about money. Even if it’s a recruiter that calls they usually lead with a salary figure but then they are vague about the specifics. Do they really think I would switch for a slightly better product line, or a better “corporate culture”? No. It’s the money!
And then, during the interview they may ask me what I want to make and I have no problem volunteering my income since it is consistently in the six figures. Sometimes I feel like this turns them off, implying they
can’t afford me. And hey, remember they called me! But if this is the case, wouldn’t it have saved us all a lot of time if we had discussed the money up front? What is the protocol? When does they candidate ask what the salary is for a job that I have been asked to interview for?
Signed,
Let’s Get Real
Dear Let’s Get Real,
This is probably more simple than you think. Ask about the money! Especially when they are calling you, the very first thing that any candidate should ask about is the salary. Do this before going on the interview. Do this before even getting past the first five minutes of an initial phone call! As a recruiter, I would ask why you would you even go on an interview without having a clue as to what the compensation is? Doing this can even give the perspective employer the impression you are gullible and unsophisticated and that salary is not important for you. And if a candidate does not ask about money, early on it eventually leads to a low-ball offer.
It’s in the employers interest to put off the money conversation
until they know the lowest number they can possibly offer you.
It’s in the employers interest to put off the money conversation until they know the lowest number they can possibly offer you. You need to lead the money conversation. It’s pretty simple. Just say something like: “I am making X and I would not even want to waste your time on an interview unless the budget for the position has a salary on Y because that is the increase I would need to consider before making a job change”. It is really that easy! Yet candidates seem afraid to do this!
Viscusi says: Do not waste your time or a company’s time. Have a good idea of the compensation up front. I am not sure why but every candidate seems to think that this is some kind of taboo. That’s why we go to work in the first place, isn’t it? Money.
So as a candidate put the money question on the table fast and early. It shows you are smart and not desperate. When a company calls you directly and you come in before knowing the money it’s is just a gimmick on the part of the hiring company. The strategy is they get you psyched for a job so you can almost taste it, then low ball the offer hoping they have sold you so when that when they make an offer you will take it for little or no increase then what you are making. They will sell you on pennies and couch it as a “career growth opportunity”.
Remember, as you said up front, it’s an employee’s market right now and the candidates are in the driver’s seat. Seize the day and ask up front for the number you want. If they can’t meet your standards, move on to the next company. And don’t forget to ask about the benefits too!
Stephen
The Viscusi Group