We all know that this is the first and often the largest obstacle to getting a pay increase. What you say next will say a lot about you, and your plan, if you have one.
• Do you know how to answer that question?
• What would you say?
First, lets look at what Outcome we want, we want to connect with our boss, manager etc. We want to get instant understanding for our point of view. We want them to take an interest in our income.
And we want to do that with the least amount of work.
Lets start with a simple phrase that you can use that virtually guarantees instant understanding. It practically has them looking through your eyes. They may even do a flashback and start sweating, right before your very eyes.
“You Know How?”
That’s the phrase, ‘You Know How?’ When you use this phrase you will have them look back into their past and consider your question,
For example if you say;
You know how difficult it is when you’re a secretary to show your Manager all the valuable tasks you accomplish?
With this phrase, ‘You Know How’ you can instantly get them to see your point from their eyes. The reason I suggest for you to use this phrase is because if you respond to it with what would likely be a natural flowing answer. Your likely to be cornered into defending your experience, instead of sharing your value to the questioner.
Your number one priority when asked ‘why should they or anyone pay you more money’, should be to empower you not corner you.
If you answer the above question, by saying ‘Because’ your going to end up defending yourself. Remember that you can do only one thing at a time. Your either defending yourself, or your sharing your value, you decide.
Once you have used the phrase ‘You Know How’ your off to the races. The next comment should focus on any connection you have with the questioner. What do you know about the questioner? Do you know that they were a Secretary, 3 years ago?
Do you know that they worked with Engineering last month? Do you know if they have ever had a Technician’s job?
Once you have made the connection the rest is easy.
Lets put what we have together;
‘You know how it was Tom, when you were working in Engineering.’
‘Yea, Ron, I do’
‘There’s dozens of projects and opportunities in that department.’
‘Like, the Arlington Fabrication Project, I worked for 3 Months to complete that project. In the process, I decreased our expenses, 13% by finding a cheaper locking bolt. That’s something I’m good at, finding savings, it fits my personality and obviously the company benefits as well, right?’
This is a nearly perfect example of how to answer the question, ‘Why Should I Pay You More Money’.
Lets break the answer down and try to understand what makes it so valuable. It starts by describing the fact that I worked on a project, for a significant period of time.
And in the process, I found a 13% cost savings. Moreover, the fact that I mentioned that finding savings fits in with my personality suggests that I can repeat this for other clients.
Ultimately, I’m describing the fact that I am a valuable employee, who can make a commitment and I have specific talent useful to the employer.
Now lets step back for a minute, lets say that I had 6 or 7 of these types of stories. Stories that easily demonstrate my value to the company.
Now, If someone were to ask you why they should pay you more money. All you need to do is share a few stories that demonstrate your value to the person asking the question. When you answer this way your basically saying, if the questioner wants more of the same, its in their best interest to pay you more money.
The bottom line with this particular line of answers, is that you turn the likely outcome from one where you have to continue coming up with reasons why they should pay you more money. Into an outcome where you just tell a few stories, about the projects, tasks, teams, and accomplishments you’ve been involved with and how you have benefited the company.
Easy, we all love to talk about ourselves, we love to share the stories we have about our work. And that’s what we want to do, think about what using stories can mean to your confidence level. Think about how your likely to benefit from using this line of answers. You will begin to gather stories, and clearly define the benefits you contributed to the company.
And you’ll never be without an answer to the question, why your employer should pay.
Paul Godines from Adapt on a Dime.com is an expert Career Coach who specializes in helping People Turn Their Mixed Up Career Experience’ into Meaningful and Profitable Career Building.
To learn more tips and techniques like the ones in this article, please click here: http://www.adaptonadime.com
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