How to ask for a pay rise. How to ask management for a pay raise

garden equipment 11.10.2019

garden equipment

And therefore, if it seems to you that you are underpaid, you should not wait for the weather by the sea. It is better to go straight to the boss and talk to him about the need for corrections in the staffing.

My light, mirror, tell me...

Of course, it seems to you that your diligence, business acumen, responsibility and enthusiasm cannot be overlooked. But, alas, there are slow-witted types among the bosses, and therefore your boss can sincerely consider you a completely ordinary employee who deserves an equally ordinary salary. And in response to a request to finally increase your salary, the boss will look sternly from under his glasses and ask why you suddenly considered yourself worthy of such “exorbitantly large money that will lay an unbearable burden on the company’s budget.”

Do not be afraid of such questions - in one form or another, all bosses without exception ask them, so think over your answer in advance. An argument in your favor could be overtime work, which you perform due to the constant absence of your sickly colleague, or the high degree of responsibility that management has generously endowed you with. Perhaps you constantly have to train young employees, or the volume of your work has increased significantly after the reduction of the staff of the company.

It's not bad if you have some skills behind your back that your colleagues are deprived of - for example, you are a virtuoso in a foreign language, completed advanced training courses, or have vast work experience. All this knowledge must be paid for.

Well, if you have a rough idea of how much people at your level earn in other firms, it may turn out that after you acquire this valuable information, the desire to ask for a salary increase will disappear by itself. Or vice versa, you will once again be convinced that you are not driven by an extreme degree of greed, but by the desire to restore justice.

Outlining all your considerations to the boss, the most weighty argument should be saved until the end of the conversation. Psychologists are sure that a person remembers best what was said at the end of the conversation.

When talking with the boss, try not to repeat what has already been said several times. You may think that your boss lacks ingenuity, but it is unlikely that the boss will like such tediousness.

Don't miss the moment!

Choosing the right time for negotiations with superiors is half the battle. The most opportune moment is immediately after you have completed a difficult task or done a large amount of work.

You should not come with your request when the boss is overwhelmed with business: your arguments will be perceived with difficulty. And, of course, you should not start a conversation about a salary increase in the presence of other employees who receive the same money: even if the boss is ready to increase your salary, he may not do this, fearing a crowd of visitors with similar requests.

Needless to say that you shouldn't start talking about a pay rise if your company is on the verge of bankruptcy, and it's even more foolish to expect an increase in such a situation.

Blackmail is appropriate

If all you hear in response to all your arguments is mumbling about the company's plight and the need to save money, you can try to scare your boss with a letter of resignation. Sometimes this works, because if you are a truly valuable employee, it will not be easy for management to come to terms with your dismissal.

However, you can resort to blackmail only if you really have somewhere to go. For some leaders, such conversations act like a red rag to a bull, and therefore this argument should be used last, otherwise you risk really being left on the street.

Forbidden topics

In a conversation about a salary increase, you can allow several serious mistakes capable of negating all your efforts.

Do not make vague arguments. For example, the phrase: “I sit in the office every day until night” can mean both an abundance of work and the fact that you don’t have enough working day to master a new shooter or rpg. Therefore, it is better to talk about what specific benefits you have brought to the company lately.

No need to refer to colleagues who earn more than you. Firstly, it is likely that a large salary of colleagues is a reward for some merit that you are not aware of, and besides, any boss does not like it when his subordinates gossip about each other's salary.

Try to speak in a firm voice, avoid pleading intonations and stories about how bad life is for your hungry relatives without your financial support. In the end, you do not beg, but sell your labor, moreover, a rare boss is distinguished by increased compassion for the relatives of his subordinates.

Don't be greedy. Don't try to get yourself a triple pay raise right away. Slightly stunned by the number you named, the boss will certainly begin to show stinginess. It is much smarter to ask for money regularly - every two or three years, but little by little.

If, despite all your efforts, the salary increase order has not been signed, be sure to inquire about the reason for the refusal. Perhaps the boss will explain what needs to be done in order for your salary to increase after all, and set up a new meeting for you.

US scientists have calculated the best time to ask for a pay rise is Wednesday of every week. On a Wednesday afternoon, four out of five bosses prefer to discuss salaries, according to British psychologists who interviewed 1,500 managers. The study was aimed at identifying patterns in the thinking of company leaders and yielded unexpected results. “Emotionally, the week of the leader is divided into recurring patterns, since it is all a series of meetings that replace one another. Their thoughts and patterns are easy to learn and can be used to your advantage,” said one expert. According to him, Thursday is a good time to propose original idea, and on Friday it is easiest to take time off early, as the authorities are most relaxed due to the end of the working week.

And European sociologists have established the time of day when it is best to ask your boss for a raise or promotion. This is the hour of the day. It is at this point in the work cycle that management is in the most positive mood to satisfy the requests of subordinates. And the most critical moment is three o'clock in the afternoon. “Each cycle of biorhythms is regulated by the brain, it is on these cycles that the psychological and physical state human,” said Evie Bentley, head of research. “That is why taking into account the natural emotional peaks and the natural schedule of change in a person’s mood can help to achieve greater success in his personal life and professional career,” she said.

Sometimes a step forward begins with a kick in the butt.

You are 30, 35, maybe even 40 years old. You work for a company for your meager salary and don’t understand why your successful friends have already upgraded their iPhone 7 to iPhone X. Why are they, and not you, traveling with their families to Cyprus, the Maldives and the UAE. Why have they already paid off their loans for a Honda Accord, VW Passat or even a Mercedes Benz ML350. You see how your colleagues go to the boss with an impudent mug and demand another salary increase, go out with a smile on their face and go to the nearest pub to put down their names.

Why THEM and not YOU?

It was you who studied at school best of all, did them test papers, helped to pore over the diploma. And what about the guy whom you called to your company from the state of emergency "Horns and Hooves", and now a year later he jumped you? Why, before the next annual report, do they ask you to “cook up a list of outstanding achievements”, although their main success was that they did not lose the achievements of their predecessors?

And you are such a modest guy, the smartest, most efficient and irreplaceable (damn it, why exactly are you always let go on vacation for one week with a creak, while these boobies have a rest for two weeks twice a year, not counting Christmas and May holidays?), and so, you are the very best and you don’t get anything ...

I'll tell you why this happens.

For almost 10 years I have been working in large corporations, watching hundreds and even thousands of careers - both successful and failed. Five years ago, I was getting 100 a day from guys like you, doing up to 10 interviews and grading, grading, grading. Evaluated to understand who to take to the company and who not. Who can achieve something, and who can not.

So below you will see seven simple ways get a pay raise. Start with the first, follow all the recommendations and move on to the next. No need to jump between tips. Follow the sequence. So let's get started.

No. 1. Ask!

Do you know why you get so little? Because 95% of bosses don't care if your wife blows your mind every time you get paid.

When she did not have enough money for a dress. When you took her to rest in the savage, and not to the resort. Because in order to raise your salary, he needs to talk to his boss, justify why you need to raise your salary, talk about all your successes and achievements (do you think he remembers everything?). It’s much easier to say: Max (your colleague) came up and said that if I didn’t raise his salary, he would go to competitors. Or maybe your boss is saving the department's budget so he can ask for a raise later.

What to do: your main task is to plant in your boss's head the idea that you want to earn more. That you are not satisfied with your level of income. What do you want to know, what should you do to increase your salary.

How to do it: you must prepare a conversation (if you are brave) or a letter (if you have the courage only to write to the boss once a week).

The main message of your conversation (or letter): what should or can I do to earn 30% more?

Exactly. The boss doesn't care what you've done already. He is not interested in how much your colleagues receive or how much they pay in the market. He is only interested in what you can offer in the future in exchange for a pay rise.

Secrets: I will share with you one secret. Any boss appreciates employees who are able to solve the problems of bosses. The boss hates problems the most. Any problems they always try to throw off on subordinates. If the subordinate failed, it is he who is to blame, not the boss. Therefore, think right away what problems of the boss you are ready to solve for raising your salary. Here, of course, we are talking about work - do not think that you will have to be a slave to your boss.

How to build your conversation (letter)

State what you want to talk about right now.
Explain why you want to earn more (the only thing your boss can care about is your life circumstances, so talk about a mortgage and a rising dollar, that you and your wife are planning to have a third child, or that you now need a car, which you will borrow).
Ask under what circumstances and conditions you can earn more.
Suggest options for expanding your responsibilities or improving work efficiency.
Remember past successes as evidence of your ability to work better.
Say the amount you're aiming for.
Ask what you need to do to return to this conversation when you, on your part, fulfill the conditions.

An example of your dialogue (I only quote your phrases, but it is obvious that between them there will be answers from your boss):

Hello Ivan Ivanovich. I want to talk to you about my salary. My wife and I are planning a third child, so the question of my income is very relevant for me now. I want to discuss with you under what circumstances can I earn more? For example, I can take on more clients or be responsible not only for sales, but also for marketing. Remember how successfully I managed to bring a new shampoo to the market when all the marketers were busy with new pads? I'd like to earn $2,000 a month and I'm willing to put in the effort. After I complete all the requirements, how can we return to our conversation?

Be sure to write down all your agreements after the conversation and review them every week.

My experience shows that:

In 50% of cases, just talking with a request for a raise is enough to increase wages.

It really works, especially if you are a really cool and valuable employee.

Bosses are afraid of such conversations. People who say they want to earn more cause them to fear being fired. And no one wants to look for a new employee in your place, mess with him, teach, adapt and risk getting a pig in a poke.

#2. Learn!

You know, there is such a phrase: “If you do the same thing tomorrow as you do today, you will have the same thing that you have today.” If you want different results, do something else. And for that, study.

See how it works. Every company has such a thing as a salary fork. People in the same positions can receive salaries that differ by 25–75%. That is, you can receive $1,000, and your colleague - $1,500, performing similar functions (we do not take bonuses into account yet). This happens for many reasons:

You came when everyone received $1,000, and then the market grew, and new employees were already recruited for $1,500.
When you were hired, your knowledge and experience was valued at $1,000, and your colleagues - at $1,500.
Do you have a formal or informal system for evaluating the professionalism of employees in your company, based on which the wage(such a thing is increasingly beginning to be introduced in large Western and domestic companies).
Someone rated your colleague's level of professionalism higher and initiated a salary increase (your boss, your boss's boss, the boss of another department, the HR director).

In general, there is a direct relationship between your "coolness" as a specialist and your salary. Accordingly, the steeper you become, the higher your price.

What to do: you don’t need to immediately sign up for all kinds of courses, buy a library of professional literature or enter a mini-MBA (you still have to grow and grow until the full MBA). To begin with, you need to determine what professional and personal knowledge, skills, and qualities (let’s call them competencies for convenience) are really in demand in your company and are willing to pay more for their “pumping”. Once you understand this, all that will be required of you is to look for ways to pump these competencies and pump them.

How to do it: here you need allies. Talk to your boss, to a representative of the HR department, to agency recruiters, colleagues in the market, read specialized magazines for you, go to conferences. Once you have identified the eight most in-demand competencies for your position, make a development plan and develop them.

Secrets: there are people who call themselves coaches. Like Buddhist monks, they hold the secret of a powerful coaching tool called balance wheel. But I'll tell you about it.

Take a sheet of A4 paper. Draw a circle. Draw it into eight sectors. It will turn out like this:

Each sector is one competence. Now rate each competency on a scale from 1 to 10, where 1 is not developed at all, and 10 is developed at the maximum level.

After the assessment, in front of each competence, put a number that is equal to the difference between 10 and your assessment. For example, let’s say you have a negotiation skill that you scored 6 points. You subtract 6 from 10 and you get 4. Then you work with this number.

Now choose three competencies that are more important than all the others. Multiply the points received in them by 3. And three more competencies, which are in second place in importance. Multiply the points by 2.

You will receive six new numbers. Pick the three with the highest score. These are the competencies you need to develop.

If you have done this exercise, then this is already 50% success. The case for small - development.

Do you know why 90% of people do not engage in self-development? They think it's expensive and they don't have time for it. I want to dispel these two myths.

Myth 1. Self-development is expensive

Complete nonsense.

In our modern world there are already so many different ones where you can get valuable information by spending only $100. Do not think or expect that after the first such event you will become a Guru. Don't think that the pros know 10 times more than you. Everything that distinguishes the pros from you is that they went to two or three events, caught the key idea and began to use it in their work.

Be sure to ask your HRs if they are willing to pay for all or part of your training. Find the most the best book on a topic that interests you (ask others for advice on which one is better, read the reviews) and read it.

Myth 2. Learning takes a lot of time.

And you don't even have a job.

Do you know Stephen Covey's book? Here is what he writes:

Imagine that while walking through the forest, you see a man who is sawing a tree with bitterness.

- What are you doing? you ask.

- Don't you see? - follows the answer. - I'm sawing wood.

“You look very tired,” you sympathize. - How long have you been drinking?

“More than five hours,” the man replies. - I can hardly stand on my feet! Hard work.

"So why don't you take a break for a few minutes and sharpen your saw?" - you advise. “Things would have gone a lot faster.

- I don't have time to sharpen the saw! the man says. - I'm too busy.

And don't lie to yourself that you don't even have 20 minutes a day for. Or that you can't find three hours a month to watch a webinar. Or that you can't set aside one day every six months to attend a training. What really isn't? Well, then plan your next vacation so that it starts on the day of the training, and you will rest not for seven days, but for six.

#3: Expand!

So let's say you've already told your boss that you want to make more money. You even agreed under what circumstances this is possible, and you began to "sharpen the saw." It's time to take the next step - expand.

The boss once said to me:

Responsibility is not something you are given. Responsibility is something that you take on your own and do not discuss it with anyone.

So, it's time for you to expand your area of responsibility.

What to do: look at what you're agreeing with your boss right now. Which of these he least wants to agree on (remember, you wrote him five letters on the topic of agreeing on new working conditions with a client, but he never answered?). Start small. Take responsibility for making decisions.

How to do: To begin with, say to yourself, "Now I'm starting to take responsibility." Once you've made up your mind, take action. Here are my secrets to help you.

Secrets: I will give you a simple scheme to increase your responsibility. Imagine that you have the same situation that repeats itself every month. Let it be the agreement of working conditions with the client.

Now you write like this:

Dear Gennady Ivanovich, I ask you to agree on the terms of work with the client "Romashka".

Now let's add some responsibility:

« Dear Gennady Ivanovich, for this client I want to agree on such conditions. Do you agree?(See, the pronoun "I" appears.)

A little more a month later:

« Dear Gennady Ivanovich, I am agreeing such conditions to this client. Do you have any objections?”(Here you are no longer expressing a desire, but declaring an action.)

Next month:

« Dear Gennady Ivanovich, I have agreed such conditions for this client. If you have any comments, please let me know so I can make corrections.". (Here you have already announced the event, but you leave the boss the right to change something.)

If this stage was successful, then you move on to the final version. If not, and the boss told you: “Who gave you the right to negotiate the terms?” - tell him about your willingness to take responsibility for agreeing on the conditions, and behind him the right to be informed in the form of your reports.

So the final step:

« Dear Gennady Ivanovich, I am sending you a report on the agreed terms for clients, I am ready to discuss them if necessary».

Remember: the more responsibility you take on, the greater your value to the company. But I want to warn you: do not fall into the trap when a new responsibility will require more time from you than you are able to give it. In this case, get ready to ask for additional resources (the ability to delegate part of the work to other employees, while retaining responsibility for the result).

No. 4. Perform!

Companies are divided into two types:

in some you work for a rate, and you do not and cannot have any bonuses;
in others, except for the bet, you have the opportunity to receive a premium.

If you work in a company of the first type, skip this paragraph right away.

And if you are lucky enough to work in a company where there is at least a small chance of a bonus, then you simply have to achieve it.

Prizes there are different types, here is some of them:

monthly bonus for the performance of indicators;
percentage of sales;
fee for the work done;
processing premium;
Outstanding Achievement Award;
quarterly bonus;
annual appraisal bonus.

What to do: So, your number 1 task is to understand what types of bonuses are in your company. First, talk to your colleagues and find out what they know. Then ask a question to the boss or an employee of the personnel department.

How to do: listen to what colleagues have to say about salaries and bonuses.

My many years of experience show that employees always talk about their salaries and discuss them among themselves. No matter how strict the rules are in the company, everyone will still recognize each other's salaries and incomes. And if you still don’t know about the income of your colleagues, then you have everything ahead of you. Go to the pub with colleagues, talk heart to heart. Tell me that you really do not have enough money and you are thinking about how to earn more. How to achieve a bonus ... Ask their advice - Pandora's box will open in front of you. If you're lucky, take the boss with you.

Secrets: even if your position does not provide bonuses, your boss always has the opportunity to write a memo to his boss and get you a bonus. Therefore, do not think that there are no bonuses at all. Think about the circumstances under which you could get it.

No. 5. Combine!

Sometimes The best way to earn more is to find an opportunity to combine your main job with something else. And here is a list of possible combinations. Even if you do not find an option for yourself, you will understand in what direction you can and should think.

Combining two positions in one company. I see this quite often. Of course, no one will pay you two full rates, but you can get a 30% surcharge.
Combination of two positions for shift workers. If you have shift work - two after two or three after three, and so on, most likely, your manager will give you the opportunity to work extra shifts for a colleague who fell ill or went on vacation.
Network marketing. Although I personally do not share all the joys network business, however, there are many examples when a person makes good money doing Avon, Amway, Oriflame and other businesses. The only thing is that you must have two success factors: the gift to sell and great amount friends and acquaintances whom you are able to convince.
Conducting training events. If you are a cool pro, then there are probably people who are willing to pay you for training. I know several people who provide training. But usually they do not sell themselves, but cooperate with companies that find customers for them. Think about whether there are companies in your environment that are ready to sell your trainings. There is also a second category of people: they are fond of some topic, for example, Vedic culture or makeup, and conduct mini-trainings for their friends on this topic.
The second way to make money by developing other people is to get certified as a coach. A coach is a person who, using a certain technique, helps other people achieve their goals. Typically, a coach is a professional in some area they specialize in: finance, career, health, and so on. Successful coaches charge $100 to $200 for their coaching session in 60-90 minutes.
Intermediary services. I know people who earn money by helping to make purchases in foreign stores. This is especially true for children's things. They collect orders from their friends, place an order in a foreign store and deliver to their city.
Deposit. This is probably the most obvious way to earn extra money, but it takes effort to start saving 5-10% of your income. Here you can not do without the help of inspiring books. I recommend reading Bodo Schaefer.
Production of handmade goods. I have friends who bake professional cakes with different figures, there are those who make women's jewelry, beautiful postcards or notepads. Here you have to invest your work, but if it works well, then over time you can earn good money.
Providing services to others. Here, probably, the most popular will be manicure and massage. But there are also less popular ones: assistance in choosing a wardrobe, providing quality services in buying a used car (search for a seller, inspecting cars, checking at a service station, bidding). Think about what you could earn.

What to do: You choose, there are many ways.

How to do: make your own list of ideas on what you could earn. Bring ideas into it - from the quite obvious to the most insane. Make your list as big as possible. Give it a whole week, reviewing it every evening and adding a few new lines. And then choose one or two things and start doing them.

Secrets: If you're not sure which option you came up with is better, try rating each option against the following criteria on a scale of 1 to 10, with 10 being the highest score:

this may, in the perspective of five years, bring an income commensurate with my wages;
this occupation gives me pleasure;
it uses my talents.

Evaluate each option according to three criteria, add up the points and choose the option that scored the most points.

No. 6. Grow!

This is one of the most difficult, but also the most effective way earn more.

My experience is that the difference between the lowest paid and highest paid position in the average company is 100! This means that if the cleaning lady gets $200 a month, then the CEO gets $20,000 (no bonuses).

In addition, there are about 13 job levels in the average company. That is, from a cleaner to a director, there are about 13 positions.

It is believed that career growth in a person can occur on average once every three years.

On average, an employee's salary increases by 40% upon promotion (usually 20% immediately upon promotion and another 20% after 6–12 months).

Thus, over 20 years of a professional career, even from the lowest position and a salary of $200, you can grow to a salary of $2,000 (assuming that the increase was 40% every three years, a total of seven increases).

And if you start with $1,000, then up to $10,000. Not bad, right? But there are people who grow faster than others. For example, if you receive career growth every two years, then income growth will no longer be 10 times higher, as in the example, but 29 times!

It is believed to be very easy. In 20 years you will have 10 promotions. Each by 40%. So, you need to calculate 1.4 to the power of 10.

Feel the difference:

Job growth every * years	Total growth in position (20 divided by the number in the first column)	Growth of income for 20 years * times	Income in 20 years if you start with $500
2	10	29	14 500
3	7	11	5 500
4	5	5	2 500
5	4	4	2 000

»
Do you now realize the importance of your career growth?

Great, start growing!

What to do: I give step by step instructions.

Step 1. First, figure out what you love to do most in life. If you seriously decided to think about a career for the next 20 years, then you need to choose something worthwhile, because you are very most dedicate your life to this cause.

Step 2 Draw your career ladder for 20 years. We decided that ideally you should have up to 10 promotions. Don't be petty, aim for the position of CEO. Believe me, in 20 years any person who is purposefully engaged in his development is able to become CEO. So, you need to draw your path from the current position to the general one.

Here is an example of a telecom company with over 5,000 employees:

Sales Specialist ↓
Senior Sales Specialist ↓
Lead Sales Specialist ↓
Sales manager ↓
Sales team leader ↓
Head of Sales Department ↓
Head of Sales Department ↓
Head of Sales Department ↓
Commercial Director ↓
CEO ★

Step 3 Now forget about your career ladder and focus exclusively on the next position (in my example, senior sales specialist). Ask yourself, and then your boss, the question: what do you need to know, do, be able to get promoted? Focus on this question, find the answer, and take action over the next two years.

Step 4 Repeat the third step each time after the next increase.

Step 5 Hire a coach to help you grow to ensure your success.

How to do: remember, your career growth has several criteria for success:

Goal setting - every time you must set a clear goal for yourself, for example, become a senior sales specialist by 01/01/2017.
Education - no need to indulge yourself with illusions. Without training, you will not have constant growth. Therefore, plan your training (how exactly - I already wrote above).
Expanding your responsibility is the only way you will grow. No one will come to you and give you a little more responsibility (and career growth is, in fact, an increase in responsibility). It will always be looked at whether you take on a little more responsibility than others or not. How to take more responsibility, you already know.
High level of performance - you have to work a little more efficiently than the rest, these are the people who are promoted.
Good relationship with management - I'm not talking about the need to be a sucker, no. Here we are talking about the fact that you should be able to communicate well with your leader and the head of other departments. No one wants to promote people who are incapable of building relationships with colleagues. And your leaders today are your colleagues tomorrow.

Secrets: go to the zoo, look at the wolves. I'm serious! Watch them and you will notice one feature that no one else has. This feature is that wolves are always on the move! Really always. They never stand or sit, they are constantly moving. Hence the saying:

Feet feed the wolf.

Wolves know that they must move in order to survive. In winter and summer, in rain and heat ... You must become the same wolf.

You must always move. To move means to act, to take the initiative, to develop, to communicate a lot with colleagues and other employees of the company, to generate ideas at meetings, to speak publicly. You always have to do more than all your colleagues. That's the only way you'll get ahead of them.

No. 7. Go away!

So, let's imagine that you followed all my recommendations from the text above for two or three years and did not get any result.

Let's just not lie to ourselves. When I write "performed", it means that you have done even more than I wrote.

Even so, here's the test you have to pass:

Count how many times you answered "yes"? If you haven't scored 16 points, it's too early for you to think about leaving. You know, people are used to blaming others. If your salary is not growing, it is always easier to blame the manager for this. But if you have not done all 16 actions to increase it, then the problem is only with you.

But if you diligently completed all 16 points and your salary has not changed - run. Run from these rascals who!

But, as my career coaches and consultants like to say, finding a job is . Therefore, a little more about this.

What to do: There are several things you must do in order to find a job. This is a checklist that you must complete 100% ↓

How to do: job search is a creative process that requires a lot of energy and good mood. I advise you to combine it with something especially pleasant for you. Start going to the gym while looking for work or go fishing every weekend. Or maybe take a driving course. Do you drive? Then on to extreme driving. For English and speed reading courses.

Buy yourself good vitamins and drink every day, improve your nutrition, sleep. Your life should be like a bride's before the wedding. You need to marry or marry a good employer, and he must definitely like you.

Secrets: I will share with you the last secret of a careerist, and you will understand why ordinary people work in bad jobs.

I'll start with a small statistics from the life of a recruiter.

In order to choose your a good place to work, we need to get at least three real offers.

For each of these offers, we will need to complete a minimum of five interviews. That is 15 interviews for three offers.

Before the interview, the recruiter will conduct a short telephone interview with us. Usually recruiters call more candidates than they want to invite for an interview. We will assume that only one out of three calls will end for us with a real interview. So, for 15 interviews, we need 45 phone interviews.

But they don't always call. In reality, only one out of 10, or even out of 30 submitted resumes, gives us as a result phone call. Let's take an average of 20 sent resumes for one call. And for 45 calls of such resumes, you need to send as many as 900.

Now let's think: if we want to find a job in three months (90 days), then how many resumes should be sent per day. Exactly - 10 resumes per day!

How does it usually happen? One to five resumes per week. Well, even if five a week - for 900 resumes it will take 180 weeks ...

Now you understand why people usually don't find normal jobs? They barely find at least one real job offer (and often they receive this offer after they have greatly lowered their bar after a series of failures).

Conclusion

Submit 10 to 50 resumes per week.

And it doesn't matter if there are so many suitable vacancies. Just understand that your goal is to find out of all the vacancies from 10 to 50 those that are most interesting on all available sites, and send your resume there.

Uninteresting vacancies will give you the experience of passing interviews (and in 30% of them you can actually be offered a more interesting position in the end), and interesting ones - a potential job offer.

Well, that's the end of my job search story. This is just a small part of what I would like to convey, and someday I will write a book about careers and job search, but for now I suggest that you keep in touch through my

All leaders, without exception, do not like to talk about this topic. The standard responses to your request are usually “We have difficult period and "I'll think about it tomorrow."

You have been working in the company for a long time, you are valued, loved and respected ... but only in words, which, alas, do not add weight to your wallet. Or, on the contrary, you work recently, but have already demonstrated brilliant results and do not want management to get into the habit of slapping you on the back and saying, “Great, keep it up” instead of rewarding you for your achievements. There can be many reasons, but the situation is the same: you are faced with the need to ask for a salary increase, but natural modesty / inability to conduct such conversations / fear of rejection (underline as necessary) prevent you from achieving your goal. What to do?

Try using a universal cheat sheet.

What to ask for?

The most important thing that the applicant should have (besides personal charm and professional skills) is strong arguments, for which he should suddenly be paid more than up to the present moment.

There are two main reasons for requests for a raise that do not cause disputes among experts in the personnel market - “increase in the volume of work” and “expansion of job responsibilities”. These are the most winning options when you can get what you want.

controversial arguments

1 Salary below market level
In principle, you can appeal to the fact that the market will give you more. But be ready to immediately go to this market and go, in case this remark is not to the taste of your leader. In addition, you need to take into account that, when you got a job at a company, you agreed to this salary and knew what you were getting into.
Conclusion: the argument is not suitable for all cases, but, for example, for those when you got a job in a company a long time ago, since then the salaries of specialists of your qualification in the market have increased, but not in your company.
2 Upgrading your skills
Of course, the very fact that you knew how to use two office applications, and now work freely in four, or instead of translating texts with a dictionary, you have learned to produce a high-quality literary translation without a dictionary, is very commendable. But, by and large, the management does not care at all in what ways you perform the work assigned to you. The main thing is that it be done on time.
Conclusion: if you use new skills and knowledge to perform all the same job responsibilities, then keep in mind that advanced training is more likely to decorate your resume, and not a monologue about salary increases addressed to management.
3 Long work experience in the company
Loyalty is a wonderful quality, but... you have been sitting in the company for years, in the same position, which is not a key one, and you asked for a raise just now? Apparently, you are not particularly quoted in the labor market, why would the company pay you more? Be happy with what you have.
Conclusion: Definitely, long-term experience in the same company will give you extra points in the eyes of HR specialists if you do decide to change jobs.
4 Offer from competitors
Another company is ready to make an offer to you, but you want to stay in your own? This approach may work, however, firstly, your boss may regard it as blackmail, and secondly, the boss will know that you are already looking left.

Conclusion: who will be fired from the company at the first hint of a crisis?

Invalid Arguments

It would be extremely unwise to frame a conversation about a pay rise based on one of the following reasons:

1 "Ivanov works in the same position as me, but receives 10,000 more."
- So he does three times more than you. Based on this, your salary can also be cut!
2 "I took out a car loan, but there is nothing to repay."
- And I don’t have enough for a bungalow in Goa! Maybe you can borrow me?
3 "Inflation in the country..."
But with this - to the Ministry of Finance. If every year to increase the wages of all employees of the company, then you can start up business around the world!

How to ask?

Asking for a pay rise is a negotiation. And like any negotiation, it requires setting a business goal, preliminary preparation and technical skills. So, what should be done before the decisive conversation?

Scout the situation

You need to find out what is the practice of increasing salaries in the company. Perhaps it is indexed once a year for all employees, then your individual manifest may not be understood. Or the company has accepted awards not for achievements, but for long service, and you have not worked so much yet. And so on. You also need to understand who is responsible for the pay increases - your immediate supervisor or your boss's boss? In the latter case, you will most likely have to pass the request up through your line manager and rely on the boss's negotiating skills.

Choose the right time to talk

The main thing is not to start a conversation about an increase on Monday when you come to work and on Friday five minutes before the end of the working day. But seriously, you should choose the right moment when the company is doing well with a profit, some project has been implemented, in which you have your merit, and a positive result has been obtained, in which you are also involved. An extremely bad time to ask for a raise would be, for example, the time when the company is being audited, some major event is coming up, and costs are being optimized.

Prepare arguments and responses to objections

Arguments have been discussed above. Answering objections is a tool in the arsenal of a sales specialist who always knows how to respond to a potential client’s statements from the category “your product is too expensive” or “why should I buy a new phone model right now, my old one still works”. Think about possible options for the development of the dialogue and the objections of the boss. What will you answer if he says that the company has no money right now, or suggests that the conversation be postponed until later?

Prepare your escape routes

A joyful “yes” is not an answer you are more likely to hear from a manager. Rather, it will be variations on the theme "yes, but ...", "maybe" or "not at the moment." Be prepared to be rejected and don't take it as a personal defeat. Perhaps your boss was not prepared for the requirements you put forward, and when he thinks about them, he will give a more desirable answer. Do not put pressure on the leader, demanding an immediate decision. Give him time. Your task is to get a specific answer, yes or no, and its rationale. If the manager is not ready to answer right away, you should delicately tell him that you will come for an answer later and set a date for a second meeting. In this matter, firmness must be shown! Otherwise, you may never get specifics.

Think of a plan for next steps

It is needed in case, after all the days taken for reflection, the final answer will sound like “no”. A negative result is also a result. After receiving it and listening to the arguments of the boss, you can understand how best to proceed in the future - try to return to the conversation next time and achieve your goal or look for happiness elsewhere.

Two typical situations

And now let's look at two typical situations when an employee wants to ask for a raise, and ask our expert to comment on them.

Case 1. An employee performs routine work. He knows his business and does it well, but, due to the peculiarities of his position labor activity not expected to achieve significant results. How to motivate the request for an increase in this case?

You will need

-notification,
-supplementary agreement,
-order No. T-5,
- Entering information into a personal card and, if necessary, into a work book.

Instruction

To raise salaries it was reasonable to draw up a number of documents that regulate any changes in, as well as warn the employee in advance by notifying against signature. If other than salaries it is planned to change the position or its name, in addition, instructions on this matter in No. 72.1 of the Labor Code of the Russian Federation must be taken into account.

The reason for the increase salaries there could be good reasons or inflation. Relevant facts can be used to indicate the reason. It can be: advanced training, obtaining a diploma in higher educational institution, obtaining an additional corresponding new or performing other functional duties, extensive work experience and accumulated experience. If the rationale for the increase salaries must be issued under article No. 134 of the Labor Code of the Russian Federation in connection with prices, the order is issued for each employee separately. The document indicates the basis that increased due to inflation and the percentage of indexation. Raise for this reason, it is possible not to notify the employee, but to make it unilaterally and familiarize everyone with this fact.

In all cases, an order of the unified form T-5 is issued. The order indicates from what date and year to make an increase salaries, full name of the employee, position, number of the structural unit. If, simultaneously with an increase in the salary, the position changes or official duties, this is also indicated in the order.

The accounting department is notified of the accrual of the changed salaries.

If the rise salaries demand an employee, then you need to present strong and reasoned arguments to the employer. Reason for raising salaries can serve: long experience in this enterprise, the level of professional training and personal merit, increasing prices for consumer goods, advanced training or obtaining a diploma.

In all cases, asking for a raise salaries you need to contact the head of the structural unit or the immediate supervisor.

Benefits of a job you love

Psychologists have proven that the work in which a person forces himself to work increases the risk of developing neuropsychiatric disorders and heart disease. This is explained by the fact that the internal disagreement and contradictions that the activity causes in him triggers the mechanisms of destruction in the body. The internal protest of the employee against the duties performed makes him constantly, and as a result, causes depression.

In favor of a low-paid position that brings moral satisfaction to a person, a number of advantages should be noted. Doing what you love, a person gets pleasure and joy. Favorite work helps to realize talents and abilities, maintain mental health, it is easier for a person to achieve and succeed in it.

It is sometimes easier to defend other people's interests than your own. If you know you deserve more, talk to your boss about a pay raise. We asked business coach Andrey Anuchin to tell us how to benefit from these negotiations, regardless of their outcome.

Negotiations about the price in any sphere of life is devoted to a separate one in the "Academy" of HeadHunter. There is no need to be afraid to offer a high price: during the course, you will learn how to argue it correctly and not fall into the trap of more experienced interlocutors. For example, like your boss.

Stage one. Preparing for negotiations and managing the situation

Timing

People are much kinder and more positive about everyone around them and their requests when they are full. Therefore, it is better to negotiate after lunch.

Prepare and rehearse your first phrase

The first phrase must be exact. She sets the tone for the entire conversation.

“I want a raise” or “I think I deserve better” or “Pay me more or I’ll leave” all have their pros and cons. Which option is right for your case?

Be sure to rehearse the first phrase at least in a dialogue with your wife or husband. You must pronounce it in such a way that you are believed and you yourself believe in it.

Consider the interests of third parties

How does the leader speak? “If I raise now, it might become a habit. If I raise one, it will be necessary to raise everyone. Your remuneration can be a political issue for the manager, the decision of which will affect many people.

One of the projects has the following situation. There were simple tasks that could solve everything. And complex tasks that only I could solve.

I negotiated a pay raise, but got nowhere. Later, I learned what the manager was afraid of: colleagues could find out that I had been given a raise for solving simple tasks, and they would also begin to demand a raise.

Therefore, it was necessary to ask for a raise only for the decision challenging tasks and convince the manager that no one will know about the increase.

Define your negotiation situation

Is this the last fight for you? Or is it "reconnaissance in combat"? How to test strength stone wall or playing roulette on the principle of "what will fall out"?

These negotiations can be viewed in different ways. If this is the “last battle”, then it is necessary to act more seriously and more decisively.

Determine the best alternative to failed negotiations

Think about what you will do if your boss refuses to raise your salary.

Will you continue to work as before? Or write a statement? Or will you tell nasty things about the leader behind his back? Or will you perform another feat to prove that you are worthy of a promotion?

Maybe your boss just doesn't have the resources to increase remuneration right now. Will you offer your help to find these resources?

Decide what kind of negotiations you are going to have

At manipulative negotiations each side uses various tricks and tricks, hoping to deceive the enemy. Usually in such a game the leader is stronger, but the employee can also create a successful situation. For example, when you demand a salary increase at a corporate party: playing in the same team, you save the boss's life and hint at reciprocal gratitude from him.

Power negotiations associated with the struggle for power and the demonstration of power. You can negotiate by force when you are a threat or in possession valuable resource. For example, threaten to leave for competitors if tomorrow your fee will not double.

If you have power, there is always a temptation to use it. But remember that people don't like being pushed up against the wall. You can be denied only in order to maintain power. And if they agree, they will harbor a grudge and sooner or later you will be reminded of this.

Business negotiations come from a partnership relationship between you and the manager. You are doing one thing, and in order to achieve better results, ask for yourself necessary conditions work. You evaluate your gains and losses, the boss's gains and losses, and bargain, showing how each side can minimize losses and increase mutual benefit.

Stage two. To battle

In the negotiation process, two problems must be solved sequentially.

The first task is to get the very fact of discussing your salary.

The second task is to achieve the desired in the negotiation process.

Make sure that nothing distracts you and the leader

If the conversation is not very pleasant for the leader, then he will want to avoid it under some pretext. Therefore, you should have enough time to discuss all issues.

Nonverbal

If you believe that you need this money, and if you want to get it, then don't smile. good leader- a good psychologist. He will determine in about 15 seconds whether it will be easy for you to refuse. If you smile, then you came in peace. So you will leave in peace. And without money.

State the purpose of the negotiation

Your memorized confident phrase is important here.

"I'd like to discuss a 10% fee increase." Or “Can we discuss a raise in my salary?”

It takes a few seconds for the manager to understand whether it is worth taking your request seriously, so you need to be as natural and confident as possible.

Explain why you are applying for a pay rise

Perhaps you have accomplished a feat? Maybe you have obvious and objective merits?

Tell us about your strengths and achievements. There should be at least three reasons why you deserve the best.

Do not dump everything at once - save the strongest arguments for the end of the negotiations. You do not think that the leader will immediately agree with you?

Don't ask "Why?"

There are no ideal workers. There will always be reasons to refuse. You came to talk not about why you can't raise your salary, but about why you need to do it. Therefore, instead of studying cockroaches in the head of a leader, bend your line - argue your own merits and advantages.

Don't leave without a clear answer

Your task is to achieve a certain reaction. Yes means yes, no means no.

Leaders often use manipulation and evasion. Remember, most of the time they have more negotiating experience than you.

“I don’t decide”, “let’s wait”, “show what you are capable of” - this is all avoiding the answer and the desire to leave everything as it is.

Stage three. After negotiations

If the negotiations were successful, thank the leader, praise yourself and accept congratulations.

If negotiations fail, it's time to do what you decided in advance: to implement the best alternative to failed negotiations.

Remember that negotiation is a game in which you can always make a new move. Therefore, approach this issue strategically. Use any leader's decision to achieve your own goals.

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