Will not ask for more money for additional work. How to ask for a salary increase

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

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

Why THEY and not YOU?

After all, you were the best student at school, did tests for them, helped them pore over their diploma. What about the guy you invited to join your company from the Horns and Hooves private enterprise, and a year later he outpaced you? Why, before the next annual work 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, why is it that you are always squeaking out on vacation for one week, while these dunces rest for two weeks twice a year, not taking into account Christmas and May holidays?), so, you’re the best and you don’t get anything...

I'll tell you why this happens.

For almost 10 years now I have been working in large corporations, observing hundreds and even thousands of careers - both successful and failed. Just five years ago I was getting 100 a day from guys like you, conducting up to 10 interviews and evaluating, evaluating, evaluating. I assessed to understand who to hire for the company and who not. Who can achieve something and who cannot.

So, below you will see seven simple ways to get a salary increase. Start with the first one, follow all the recommendations and move on to the next one. No need to jump between tips. Keep it in order. So let's get started.

No. 1. Ask!

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

When she didn't have enough money for a dress. When you took her to relax as a savage, and not to a resort. Because 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 don’t raise his salary, he’ll go to a competitor. Or maybe your boss is saving the department budget so that he can ask for a raise for himself 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 should prepare a conversation (if you're brave) or a letter (if you're only brave enough to write to your 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 so far. He is not interested in how much your colleagues earn or how much they pay in the market. He is only interested in what you can offer in the future in exchange for a salary increase.

Secrets: I'll share one secret with you. Any boss values ​​employees who can solve the boss's problems. The boss doesn't like problems more than anything. They always try to blame any problems on their subordinates. If a subordinate fails, it is he who is to blame, not the boss. Therefore, think right away what problems of the boss you are ready to solve in exchange for an increase in salary. This is, of course, about work - don't think you have to be your boss's slave.

How to build your conversation (letter)

1. State right away what you want to talk about.
2. Explain why you want to earn more (the only thing your boss might care about is your life circumstances, so talk about the mortgage and the 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).
3. Ask under what circumstances and conditions you can earn more.
4. Offer options for expanding your responsibilities or increasing work efficiency.
5. Remember past successes as evidence of your ability to do better.
6. Tell me the amount you are aiming for.
7. Ask what you need to do to return to this conversation once you have met the conditions on your part.

An example of your dialogue (I’m giving only your phrases, but it’s obvious that your boss’s answers will be in between):

Hello, Ivan Ivanovich. I want to talk to you about my salary. My wife and I are planning a third child, so the issue of my income is very relevant to me now. I would like to discuss with you under what circumstances I can 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 was able to introduce a new shampoo to the market when all the marketers were busy with new pads? I would like to earn $2,000 per month and am willing to put in the effort. After I have completed all the requirements, how can we return to our conversation?

After the conversation, be sure to write down all your agreements and review them every week.

My experience shows that:

In 50% of cases, just one conversation with a request for an increase is enough to increase your salary.

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 make them afraid of getting fired. And no one wants to look for a new employee to take your place, tinker with him, teach him, adapt him and risk getting a pig in a poke.

#2: Educate yourself!

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 different. And for this - study.

See how it works. Every company has such a concept as a salary range. 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 are not taking bonuses into account yet). This happens for many reasons:

1. You came when everyone was getting $1,000, and then the market grew, and new employees were already being recruited for $1,500.
2. When you were hired, your knowledge and experience were valued at $1,000, while your colleagues were valued at $1,500.
3. Your company has a formal or informal system for assessing the professionalism of employees, based on the results of which wages are revised (this kind of thing is increasingly beginning to be implemented in large Western and domestic companies).
4. 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 cooler you become, the higher your price.

What to do: you don’t need to immediately sign up for all sorts of courses, buy a library of professional literature, or enroll in a mini-MBA (you still have to grow and grow to get a full MBA). First, you need to determine what professional and personal knowledge, abilities, skills and qualities (let’s call them competencies for convenience) are really in demand in your company and people are willing to pay more to “upgrade” them. Once you understand this, all that will be required of you is to look for ways to improve these competencies and improve them.

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

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

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

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

After the assessment, next to each competency, put a number that is equal to the difference between 10 and your score. For example, you have the competency “negotiation”, to which you gave 6 points. From 10 you subtract 6 and get 4. Then you work with this number.

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

You will receive six new numbers. Choose three of them with the maximum score. It is these competencies that you must develop in yourself.

If you have done this exercise, then this is already 50% success. It's just a matter of development.

Do you know why 90% of people don’t 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 kinds of information 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 the pros know 10 times more than you. All that distinguishes the pros from you is that they went to two or three events, grasped 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 best book on a topic that interests you (ask others for advice on which one is better, read reviews) and read it.

Myth 2. It takes a lot of time to learn

And you don’t even have enough to work.

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

Imagine that, while walking through the forest, you see a man furiously cutting down a tree.

- What are you doing? - you ask.

- Don’t you see? - follows the answer. - I'm sawing a tree.

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

“More than five hours,” the man answers. - I can barely 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 probably have gone much faster.

- I don’t have time to sharpen the saw! - the man declares. - 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 not? 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 imagine that you have already told your boss that you want to earn more money. You even agreed on the circumstances under which this was possible, and you began to “sharpen the saw.” It's time to take the next step - expand.

My boss once told me:

Responsibility is not something that is given to you. Responsibility is something that you take yourself and do not discuss with anyone.

So, your time has come to expand your area of ​​responsibility.

What to do: look at what you are agreeing on with your boss now. Which of these does he least want to agree on (remember, you wrote him five letters on the topic of agreeing on new terms of work with a client, but he never responded?). Start with the little things. Take responsibility for making decisions.

How to do: First, tell yourself: “Now I am beginning to take responsibility.” As soon as you make up your mind, start taking action. My secrets will help you.

Secrets: I will give you a simple scheme for increasing your responsibility. Imagine that you have the same situation that repeats every month. Let this be an agreement on 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 a little responsibility:

« Dear Gennady Ivanovich, for this client I want to agree on the following conditions. Do you agree?"(You see, the pronoun “I” appears.)

A little more month later:

« Dear Gennady Ivanovich, I am agreeing on the following conditions for this client. Do you have any objections?"(Here you no longer express a desire, but declare an action.)

Next month:

« Dear Gennady Ivanovich, I agreed on the following 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 agree on the terms?” - tell him about your readiness to take responsibility for agreeing on the conditions, and he has the right to be informed in the form of your reports.

So, the final stage:

« 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, the greater your value to the company. But I want to warn you: do not fall into the trap where a new responsibility will require more time from you than you are able to devote to it. In this case, get ready to ask for additional resources (the ability to delegate some 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 salary, and you do not and cannot have any bonuses;
• in others, in addition to the bet, you have the opportunity to receive a bonus.

If you work in a company of the first type, skip this point immediately.

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

Awards There are different types, here are some of them:

• monthly bonus for meeting targets;
• percentage of sales;
• fee for work done;
• premium for processing;
• Outstanding Achievement Award;
• quarterly bonus;
• bonus based on the results of the assessment for the year.

What to do: so, your task number 1 is to understand what types of bonuses are available in your company. Start by talking to your colleagues and finding out what they know. Then ask your boss or HR person a question.

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

In my many years of experience, employees always talk about their salaries and discuss them among themselves. No matter how strict the company's rules are, everyone still knows each other's salaries and incomes. And if you don’t yet know about the income of your colleagues, then everything is ahead of you. Go to the pub with your colleagues and have a heart-to-heart talk. Tell them that you really don’t have enough money and are thinking about how to earn more. How to achieve a prize... Ask their advice - a 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 a bonus for you. Therefore, do not think that there are no bonuses at all. Think about the circumstances under which you could receive 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 don’t find an option for yourself, you will understand in what direction you can and should think.

1. Combining two positions in one company. I see this quite often. Of course, no one will pay you two full rates, but you can easily get an additional payment of 30%.
2. Combination of two positions for shift workers. If you work in shifts - two after two or three after three and so on, most likely your manager will give you the opportunity to work additional shifts for a colleague who has fallen ill or gone on vacation.
3. Network marketing. Although I personally do not share all the joys of network business, there are many examples where 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 of selling and a huge number of friends and acquaintances whom you are able to convince.
4. 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 conduct trainings. But usually they do not engage in sales themselves, but cooperate with companies that find them clients. Think about whether there are companies around you that are ready to sell your trainings. There is also a second category of people: they are passionate about some topic, for example, Vedic culture or makeup artistry, and conduct mini-trainings for their friends on this topic.
5. The second way to make money from developing other people is to get a coaching certificate. A coach is a person who, using a certain technique, helps other people achieve their goals. Typically, a coach is a professional in a certain area in which he specializes: finance, career, health, and so on. Successful coaches charge between $100 and $200 for their coaching sessions for 60 to 90 minutes.
6. Intermediary services. I know people who make money by helping people 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.
7. Deposit. This is probably the most obvious way to earn extra money, but it requires effort to start saving 5-10% of your income. You can’t do this without the help of inspiring books. I recommend reading Bodo Schaefer.
8. Production of handmade goods. I have friends who bake professional cakes with different figures, and there are those who make women’s jewelry, beautiful cards or notebooks. Here you have to invest your labor, but if it turns out well, then over time you can earn good money.
9. Providing services to others. Manicures and massages will probably be the most popular here. But there are also less popular ones: assistance in choosing a wardrobe, providing quality services in buying a used car (searching for a seller, inspecting cars, checking at a service station, trading). Think about how you could make money.

What to do: It's up to you to choose, there are a great many ways.

How to do: make your list of ideas on how you could make money. Enter ideas into it - from the quite obvious to the craziest. Let your list be as large as possible. Give it a whole week, reviewing it every night and adding a few new lines. And then choose one or two things and start doing them.

Secrets: If you are not sure which of the invented options is better, try to evaluate each of the options according to the following criteria on a scale from 1 to 10, where 10 is the highest score:

• this can, over the next five years, generate income commensurate with my salary;
• this activity gives me pleasure;
• it will utilize 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 ways to earn more.

In my experience, the difference between the lowest paid position and the highest paid position in the average company is 100! This means that if a cleaning lady makes $200 a month, then a CEO makes $20,000 (without bonuses).

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

It is believed that a person’s career growth 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 a 20-year professional career, even from the lowest position and a salary of $200, you can grow to a salary of $2,000 (provided that the increase was 40% every three years, for 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 the income growth will no longer be 10 times higher, as in the example, but 29 times!

It is considered 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:

Position growth every * years	Total amount of growth in position (20 divided by the number in the first column)	Income growth over 20 years by * 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, determine what you love to do most in life. If you have seriously decided to think about a career for the next 20 years, then you need to choose something worthwhile, because you will devote a very large part of your life to this business.

Step 2. Draw your career ladder for 20 years. We decided that ideally you should have up to 10 promotions. Don't waste your time on trifles, aim for the position of CEO. Believe me, in 20 years, any person who is purposefully engaged in his development is capable of becoming a general director. This means you need to draw your path from your current position to CEO.

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

1. Sales Specialist ↓
2. Senior Sales Specialist ↓
3. Leading Sales Specialist ↓
4. Sales Manager ↓
5. Head of Sales Group ↓
6. Head of Sales Department ↓
7. Head of Sales Department ↓
8. Head of Sales Directorate ↓
9. Commercial Director ↓
10. General Director ★

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

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

Step 5. Hire yourself a coach who will help you in your growth to insure your success.

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

• Setting a goal - you should set a clear goal for yourself every time, for example, to become a senior sales specialist by 01/01/2017.
• Learning - 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 essentially an increase in responsibility). They will always look to see if you take on a little more responsibility than others or not. You already know how to take on more responsibility.
• High level of performance - you have to work a little more efficiently than others, these are the people who get promoted.
• Good relationship with management - I'm not talking about the need to be a suck-up, no. What we are talking about here is that you must be able to communicate well with your manager and the heads of other departments. Nobody wants to promote people who are unable to build relationships with their 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! Always real. They never stand or sit, they are constantly moving. Hence the saying:

The wolf's legs feed him.

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

You must always move. Moving means acting, taking the initiative, developing, communicating a lot with colleagues and other company employees, generating ideas at meetings, speaking publicly. You must always perform more actions than all your colleagues. This is the only way you will 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 results.

But let's not lie to ourselves. When I write “done,” it means that you did even more than I wrote.

Even so, here is the test you must 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 doesn’t grow, it’s always easier to blame your manager. But if you haven’t done all 16 actions to increase it, then the problem is only you.

But if you diligently completed all 16 points and your salary has not changed, run. Run away from these scoundrels!

But, as my friends, career coaches and consultants, like to say, finding a job is all about . So let's talk a little more about this.

What to do: There are several things you should do to find a job. This is a checklist that you must fill out 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 a job or going fishing every weekend. Or maybe finally take a driving course. Do you drive? Then off to extreme driving. For English and speed reading courses.

Buy yourself good vitamins and take them every day, improve your diet and sleep. Your life should be like that of a bride before her wedding. You need to get married or marry a good employer, and he must 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 one statistics from the life of a recruiter.

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

To receive each of these offers, we will need to go through a minimum of five interviews. So that's 15 interviews for three offers.

Before the interview, the recruiter will conduct a short telephone interview with us. Typically, recruiters call more candidates than they want to invite for an interview. Let's assume that only one out of three calls will result in a real interview for us. This means that for 15 interviews we will need 45 telephone interviews.

But they don’t always call. In reality, only one out of 10 or even 30 resumes sent results in a phone call. Let's take an average of 20 submitted resumes for one call. And for 45 calls such resumes need to be sent 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 we send per day? Exactly - 10 resumes per day!

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

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

Conclusion

Submit from 10 to 50 resumes per week.

It doesn’t matter whether there are so many suitable vacancies. Just understand that your goal is to find from all available sites from 10 to 50 vacancies that are most interesting, and send your resume there.

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

Well, that’s the end of my story about finding a job. This is only 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 keeping in touch through my

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Almost everyone has had a situation in their life when they wanted to get more money for a job than usual. You see your own potential, work hard, but your bosses do not notice your efforts and do not in any way distinguish you from the crowd of the same hard workers. We are afraid to approach the boss and talk about a salary increase. There are a lot of excuses: “nothing will work out anyway,” “You weren’t promoted and I won’t be promoted,” “a bird in the hand is better than a pie in the sky,” etc. Fear is to blame for everything. We are afraid of being misunderstood, ridiculed, afraid of punishment. But if you still decide to take this step, then clearly think through your behavior strategy in communicating with your boss in advance.

Analysis

Don’t rush to run to your boss and beg for a promotion.

What is needed for this:

Abstract yourself, imagine yourself in the boss’s place so that your thoughts are objective.
Assess your professional skills and salary level.
Compare your skills with the skills of colleagues in the same specialty and category.
On specialized websites, look for salary data for your position and determine, compile statistics, and analyze whether your income is really less than the average for the city or region.

In order to make a proper impression on management, it is worth taking care of specific facts, supported by data from the Internet or official statistical sites, where the boss can clearly see the picture that has developed in the labor market. Praying about a difficult life situation, “seven people on the bench” and an alcoholic husband are unlikely to make the right impression, so in this case you will not get a promotion.

The next step: write down on paper your own merits to the enterprise. Maybe you recently came up with a sensible proposal that increased profits, or you personally drew up the company’s long-term budget and concluded a profitable deal. Support your words with specific figures: by what percentage did the company’s income increase, how many people were retained to further carry out production tasks, for how many years the government contract is planned to be completed, etc.

Next, clearly define your qualities. But phrases like: stress-resistant, non-conflict, disciplined are unlikely to be suitable for such a case. Again, start from your position and professional skills. Perhaps you recently received additional education that your boss does not yet know about. Or would you like to improve your skills? The management should know about this first of all. Then it will think about the value of your stay in the company and, as a result, reinforce cooperation with an increase in wages.

After the above, start monitoring in the media: the Internet, newspapers, etc. At enterprises, salaries for one position differ. It all depends on the status of the company and the value of the employees. Try to compare all the points and calculate how much increase you can actually get.

How to write a request for a raise

For your request to be successful, it is better to combine oral and written influence on your boss. Verbally state the main points, a clearly formulated request, and the amount. In the letter, describe all the data that you have studied, calculated, your strengths, and achievements.

It is better if these are separate numbered lists, so the information is easier to perceive.

Why written form is more effective:

Speaking verbally, from excitement you can forget half of what you have been meaning to say for so long.
During an oral conversation, the boss will most likely forget most of what you have been saying for so long. But you need 100% hit on target.
If you started this conversation a long time ago, due to numerous worries and worries, you may simply not be able to restrain yourself and say too much and be rude to your interlocutor.

Letter outline

First: the right approach to the leader. During your work, you have already been able to study its weaknesses and strengths, positive traits. Indicate them in the letter, write about the importance of your boss for the company, for the employees, what respect he commands from his subordinates.

Second: clearly state the problem and wishes.

Third: list the factors, facts, advantages, privileges, numbers.

Choosing the right moment

When the previous points have been completed, the letter has been composed, you need to choose the right moment and place to talk with your boss.

If times are not the best at the enterprise at the moment, then your request will not be successful. During this period, all the efforts of workers are aimed at getting out of the hole and getting back on their feet. Therefore, for now it is better to wait out the difficult times and wait for the company to prosper.

The first half of the day is not suitable for such conversations about salary increases. Especially if it is Monday morning, when work tasks are distributed for the week, the boss is busy solving current problems. The best time is after lunch. Food makes us kinder. A full stomach calms your nerves and lifts your mood.

Before going to see your boss, make sure he is in a good mood. Find out from colleagues who have already communicated with him whether there were any unpleasant moments, quarrels, or shouting.

Don't catch the boss in the corridor. Firstly, he is unlikely to understand anything and will not comprehend it properly, and secondly, it is inconvenient: someone might hear the conversation, unpleasant gossip and gossip will start.

If the holidays are approaching, then in an informal setting you can “throw a bait” to the boss, and after the completion of the events the next day, bring a letter that you prepared in advance, while reminding the boss of your phrase yesterday.

What not to tell your boss

There are some points that should never be mentioned in a conversation about a salary increase with management:

If you have loans, large debts, medical expenses or necessary equipment for your home, this is not a reason to tell your boss about the details.
Complaints about difficult financial situation.
Colleagues who have already been promoted.
Blackmail by physical force, termination of contracts that have already been concluded and in other ways.
Report the threat of leaving the company if refused.

All this will negatively affect your boss’s opinion of you. There is a chance that he will not show you his negative attitude right away, but later he will want to test your strength by issuing more and more new work tasks that, quite possibly, you will not be able to complete. Which will ultimately lead to dismissal.

A properly structured conversation will definitely lead to positive results. The increase may not follow immediately, but after a while. The boss will make a note to himself, and when the right time comes, he will financially thank you for your services to the enterprise.

Appearance

It is necessary to prepare for a conversation not only by constructing your speech correctly, but also by thinking through an impeccable appearance.

If your company doesn't have a dress code, today is the time to wear a formal suit.

For women, a little lower is suitable, with a blouse on top. You don’t have to choose the standard: white top, black bottom, but you shouldn’t shock with military colors either. Opt for two contrasting, not bright colors, for example, a dark blue skirt. Wear your hair in an elegant updo. , without unnecessary accents.

If your look is radically different from your everyday look, then it’s better not to show up in it right away. Prepare your colleagues and management, start dressing this way at least a week before the planned X-day.

Meeting

So, you came to your boss to talk to him about a salary increase. There are some nuances that will help in constructing a competent conversation.

First, remember that no manager will fall for it when he hears such phrases: “I would like to talk about raising my salary,” “my salary is lower than others,” and stuff like that. Approach this issue subtly. Start your story about the indexation of prices and, accordingly, wages.

Even if you do work evenings and weekends, this does not mean that only you deserve awards and praise.

The conversation should flow calmly and reasonedly, no shouting, indignation or pounding on the table with fists. Otherwise, at best, the boss will kick you out of the office, at worst, from work.

Don’t forget to say that increasing your income directly affects your productivity and desire to prove yourself in the future. Give clear arguments about what you have already done for the company, how much the company’s performance indicators have increased.

If you are denied a salary increase, do not be upset, but continue to show good results at work. Someday your manager will see you as a truly valuable employee.

December 28, 2013, 16:29

We greet you!

Many domestic entrepreneurs are trying to conform in many ways to the West. This is expressed even in the attitude towards their subordinates. Starting from the first interview, and ending with methods of reprimands.

And only the system of monetary incentives has remained unchanged since the times of the Soviet Union. Although in the West, increasing the salary of a subordinate is a whole culture. Therefore, the question “How to ask for a salary increase from your boss?” remains relevant despite massive changes in the world of work.

In this article we will look at some standards, the observance of which will allow you to claim your right to a salary increase. And also, it wouldn’t hurt to consider the frequently made mistakes that leave even the most intelligent specialists with a minimum salary.

Before you walk into your manager’s office with such a request, you need to consider the following:

1. Select time

It is unlikely that your manager will want to negotiate only by taking off his jacket. And he certainly won’t care about you at the moment when he puts it on at the end of the working day. It is necessary to choose a time when the atmosphere in the department will be calm. As a rule, this is the period from 13:00 to 15:00.

Also, you should not start a conversation in front of strangers. This applies to both colleagues and visitors of the boss.

Before asking for a salary increase from your superiors, it doesn’t hurt to scout out the situation in the organization. Find out whether there were any unforeseen expenses, or whether the company is in large debts. You should also analyze the salaries of people in similar positions.

2. Calm

Some employees find it ideal to start a conversation with a note of outrage. Supposedly, this will emphasize the significance of the request. However, this method of starting a conversation will lead to refusal, at best. At worst, you will be rewarded with an extraordinary amount of work, deprived of vacation, etc.

It is necessary to adjust your consciousness to “calm” mode. There is no need for emotions. And even more so, you shouldn’t raise your voice.

3. Are they worthy?

It would be ridiculous to demand a promotion without compelling reasons. If you are no different from your colleagues, your contribution to the development of the organization is no higher than what is specified in the plan, and you still apply for monetary incentives, then nothing will work out for you.

Almost every manager adheres to the position “Payment occurs for work.” If the plan is not exceeded, then there can be no talk of a salary increase.

Moreover, do not even think about asking for a raise after some unpleasant incident in a company, the organizer of which is you.

4. Workload

Often, an increase in wages is associated with an increase in job responsibilities. If lately they have been demanding more from you than before, then this is a direct path to making demands for increased monetary incentives.

5. " Not like everyone else"

This position increases the possibility of a positive outcome in this conversation with the boss. If you are constantly improving your skills, introducing new ways of doing things, or increasing the company's income, then this is an ideal reason to ask for an increase. Thus, you emphasize your importance as an employee. And this will not go unnoticed.

It’s even better if you were noticed by the management of a competing company. Then, you will either receive the coveted promotion or move to an organization with a higher salary.

6. Preparation

The main point in the method “How to ask for a salary increase from your boss” is preparing your speech. Undoubtedly, you are confident, you have a lot of arguments, but everything gets mixed up when you start a conversation with your boss, and is not extracted in the order in which it should be.

In order to achieve your goal when negotiating with a manager, you need to draw up a plan for your speech. Write down all your merits and services to the organization. Rehearse the conversation in front of the mirror. And then you will significantly increase your chances of success.

How to ask for a salary increase without making mistakes?

As already mentioned, requests for salary increases arise in the director’s office more often than business proposals. And not every one of them was successful, since many made mistakes. Below are the most common of them.

1. Uncertainty

Most often, an incident occurs due to incorrect presentation of information. The employee works hard and fruitfully, bringing considerable profit to the organization. He has the appropriate qualifications, which are constantly improving.

But he cannot position himself correctly in front of management. The tone is very low and often turns into a squeak. There is isolation in his body movements. And all the arguments disappear somewhere from consciousness, as soon as you go into the manager’s office. Naturally, this is not the best method for asking your boss for a salary increase.

It will also help you. All of us, to one degree or another, are faced with isolation within. And often this becomes a real barrier to achieving the desired goal. However, you should not elevate low self-esteem into the framework of fatality. This is not a sentence, but only a temporary phenomenon, if, of course, you make decent efforts to eliminate it.

2. Overestimating your importance

Often employees inflate their contribution to the organization to universal proportions. For example, a successful presentation becomes a reason to imagine yourself as the second person in the company. However, the authorities do not think so, and this individual “lands on the ground” in his office, painfully and with consequences.

3. Perseverance

If during your first conversation with your manager regarding a salary increase you failed, there is no need to sound the alarm. You just need to come up with a similar request (not a requirement, mind you) a little later.

Many begin to react to refusal very emotionally, which often becomes the reason for a severe reprimand, workload, deprivation of vacation or dismissal.

4. Wrong time

Does it make sense to ask for a salary increase when you recently failed an important deal? However, there are still plenty of reasons to fall in the eyes of your superiors. In this case, all efforts should be aimed at regaining your good name, and not at the desire to increase your monthly income.

Employees are divided into two types: those who deserve a salary increase and those who do not. If all the facts indicate that you fit into the first category, then stay calm, make a plan and go for it.

See also free, which will quickly increase the scale and speed of achieving any of your goals!

Good luck to you!

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If you think you're doing a perfect job, don't be afraid to ask your boss for a pay raise. Many people are afraid to ask for a raise even if they know they deserve it, using excuses like “The economy is not good right now” or “I just can’t find the right time.” If this sounds like you, then it's time to stop adjusting to the situation and start planning the necessary actions to get that well-deserved promotion. If you want to know how to ask for a raise, then check out the steps below.

Steps

Part 1

Collection of information

Make sure you have sufficient justification. Getting a raise is a difficult task in most industries unless you have a strong case. This could be, for example, receiving a better offer from another employer or consistently and efficiently performing work beyond the scope of assigned duties.

Be realistic in your expectations. If the company has already exceeded the budget and is in a deplorable state as a result of a recession, production cuts or other reasons, then it is safer to wait for better times. During a recession, some companies will not be able to provide a salary increase without risking your job. However, this doesn't mean you should use it as an excuse to put off the conversation indefinitely.

Review your company's policies. Read the house rules. Study the company's corporate website (if there is one) or, the most reliable option, talk to someone on the staff. Below is a list of issues that need clarification:

• Does the company require an annual appraisal for salary revision?
• Is the salary increasing according to the established plan or level of the position?
• Who makes the decision or initiates its adoption?

1. Objectively evaluate your “worth.” It's easy to believe you're worth more, especially if you feel like you're giving 110% every day, but you need to show your value relative to similar positions in the same field. Many employers say they won't increase wages until the employee is doing 20% ​​more work than he was doing when hired. Below are important details you should consider when assessing your worth:

   • your job description;
   • your responsibilities, including managerial or supervisory responsibilities;
   • work experience and status in the company hierarchy;
   • the level of education;
   • your place of residence.

2. Find information on the market for similar positions. While this may be something you consider when you first negotiate your salary increase, your role and job responsibilities may change. Research similar jobs in your industry to get an idea of ​​what others are paid for similar work. Determine the typical pay range for similar positions in your area. Getting information about similar positions will help you feel more confident when you go talk to your boss. You can check salary levels on sites like Salary.com, GenderGapApp, or Getraised.com.

   Keep up with industry trends. Subscribe to and regularly read at least one industry magazine and try to discuss the future with colleagues.

   • You should also look ahead and envision where your company and the industry as a whole are heading. Make time in your schedule at the end of each month to take stock of the possible path forward.
   • The habit of looking to the future will serve you well in your daily work and salary negotiations. You will be one of those who moves forward and increases the value of the company in changing market conditions.

3. Make sure your boss keeps his promise. If the answer was yes, the result could be an actual wage increase. But refusal of promises, as well as simple forgetfulness, are also possible. Don't jump to conclusions if the increase doesn't happen immediately. Sometimes events do not develop as planned, for example, the boss did not find support from higher management or faced budgetary problems.

   • Make your boss feel bad about going back on his word (for example, mention someone you know who asked for a raise when his boss went back on his word, and how morale has deteriorated). This must be done discreetly and tactfully.
   • Ask when your boss plans to start raising your salary. A non-intrusive way might be to ask if you need to sign any paperwork to complete the promotion.
   • Take it a step further and tell your boss, “I believe you can do this by the end of the month, once all the necessary paperwork is completed.” This will put the plan into action so your boss doesn't have to.

Part 4

Accepting Rejection

1. Don't take rejection personally. If you let rejection dampen your mood or affect your performance, your boss will likely think he did the right thing. If you get a reputation for being difficult or unable to take criticism, your boss will be even less likely to give you a raise. Once you have received the boss's final decision, behave as honorably as possible. Don't rush out of the room or slam doors.

   Ask your boss what you should do differently. This will show your willingness to take your boss's opinion into account. A possible option would be for both of you to agree to increase responsibilities over a period of time, gradually leading to a new role and salary increase. It will also demonstrate your dedication to your job and your ability to work hard. Your boss will see you as an energetic employee, and you will be on his pencil for the next pay raise.

   • If you are a key worker, continue to work at the same level and repeat the conversation in a few months.

2. Follow up the conversation by sending an email to say “thank you.” This will provide you with dated documentation that you can use to remind your boss during your next negotiation. It will also show your boss that you are grateful for the conversation and know how to get things done.

   Be persistent. Your desire for a promotion is now obvious, and your boss should be concerned that you may start looking for work elsewhere. Set a date for when you will talk again. Until this time, try to raise your level of work as much as possible. Don't shirk your responsibilities just because you're upset you won't get a raise.

3. Consider looking for a new job if the situation does not change. You should never accept getting less than you deserve. If you want more than the company is willing to pay, it may be better to try for a more senior position with a higher salary - either at your company or another. Think carefully about this option; there is no need to burn bridges just because the conversation with the boss did not go well.

   • It's best to wait a little longer to try to earn a promotion. But if months have passed and you still haven't received fair recognition for your hard work, then don't feel guilty about considering offers from other companies

• It's not a good idea to justify a salary increase with an argument like "I need money." It's much more effective to prove that you deserve a promotion by justifying your value to the company. Documenting all your accomplishments can be very helpful in this situation. For example, you could list your accomplishments as part of a letter requesting a meeting to discuss it, or as a presentation to show your boss, like a cheat sheet during salary negotiations. Be very clear and use examples.
• Negotiate a pay raise, don't demand one. For example, you can tell your boss that you'd like to know what you should do to increase your salary or hourly rate in the near future, rather than asking for a pay increase based on past performance.
• Before asking about a salary increase or compensation changes, be sure that you have completed all projects, assignments and resolved all problems that arose before you. Asking for a raise when you're in the middle of a project is rarely successful. Remember that timing can make all the difference!
• Gather reliable information in advance (for example, from salary surveys) and be prepared to negotiate. Be polite but firm during negotiations and don't let your emotions get out of hand. (Remember this is business only and nothing personal). If your employer is not willing to give you a satisfactory raise, try to negotiate alternatives, such as a performance bonus, or additional overtime pay, additional benefits or bonuses. Whatever you say, ask for a supporting document signed by an authorized person.
• If possible, try to improve your qualifications. You should not wait long or base your request solely on personal gain. Higher qualifications mean you can give more to your employer. Take training, get a certificate or license, or try to take the initiative and learn new skills on your own. Then use this as an argument that you are worth more than before.
• Consider increasing your responsibilities to increase your salary. This will be more effective than simply asking for a salary increase. Especially if your current duties require nothing more than formal performance, and your employer thinks he is paying enough.
• Review your current job responsibilities and expectations. Be sure that you complete everything completely, without reminders, and that your colleagues are not forced to correct your mistakes. From this point of view, you will analyze which areas of work can be improved through updating, other systematization or process changes. Remember that managers view salary increases as rewards for excellence, not for time spent meeting minimum standards.
• Follow the internal hierarchy when asking for a salary increase. For example, if your immediate superior is only a manager, don't jump over his head to the department director. Instead, contact your supervisor first and let him or her make the decision on how to approach management.
• Review your employer's internal policies (or other documents) for information regarding salary increase procedures. For example, if the policy clearly states what needs to be done for this, then strictly follow the procedure. But if the policy clearly states that the employer does not issue unscheduled salary increases, then it is better to wait to ask for a raise until the next performance appraisal and ask for a larger than usual salary increase.
• Many companies subscribe to salary surveys in this field. Ask your boss to consult the review when determining your new compensation, especially if you think your pay is much more modest than similar positions. This will give you points for your ability to analyze data well.

Warnings

• During the conversation, focus on the work and your value. Never use personal problems, including financial difficulties and other needs, as a basis for asking for a promotion. This is a business and what shows personal weaknesses is not the most necessary thing to know the boss. Speak based on the value of your work.
• Keep in mind that your boss has deadlines and budget constraints.
• Think twice before threatening to quit if you don't get a pay rise. This rarely works. No matter how valuable you think you are to an employer, don't make the mistake of thinking you're indispensable. They can easily find a replacement in your place for less money. If you do leave the company after not receiving a promotion, be careful about what you write or say in your resignation letter so it doesn't hurt you in the future.
• The employer usually has more experience in negotiations. Therefore, the biggest mistake you can make is to come into negotiations unprepared.
• Stay positive. Not Use this time to complain about the organization, colleagues, working conditions, etc. And do not mention your colleagues for comparison. It will be like a fly in the ointment, even if you praise them. If something needs to be addressed, present it in a softer manner and suggest ways to improve the situation at a time other than during the salary increase conversation.

Instructions

Decide what you can offer your boss. The conversation should not begin with the phrases: “I don’t have enough money” or “I don’t get paid enough.” First you need to justify why you deserve to be paid more. Maybe you're working overtime? Or have you been replacing the head of your department for six months while he is on sick leave and have mastered all the intricacies of the profession? Or have you received a new education and can apply for a more qualified job? In any case, you must somehow justify your request.

Prepare a portfolio. Let's say if you work in sales, prepare graphs that show the steady growth of your sales. If you work in the PR department, collect all the newspaper clippings, television and radio recordings to show what Herculean work you do for the benefit of the company. You must prove to your superiors that you are doing an excellent job and that you are not asking for a salary increase out of nowhere.

Think about what you can do for your boss if you receive a new position or a new salary. Maybe you will propose a new concept for the development of the company or one of its departments. Or a new brand. Or a new computer program that makes the work of company employees easier. Or you simply vow to work harder, better, stronger... It is not necessary to offer something revolutionary. The main thing is that this “something” is real in execution and allows the company to get ahead of its competitors.

Don't complain. The least of your bosses cares is that you have ten loans, your wife is about to give birth to their fifth child, and your neighbor is threatening to sue for a dented car. Your problems are your problems. The fact that you have a lot of them is not a reason to increase your salary.

If you and your boss are on good or even friendly terms, prepare for the conversation with special care. The fact that you drank with him while fishing last fall does not mean that you will immediately receive a top manager position with a salary of 100 thousand rubles. The boss evaluates you first and foremost as an employee. Plus, if he gives you new responsibilities, it means he trusts you. And it is important for you not to let your boss down.

Before the conversation, it’s a good idea to study the Labor Code and the employment contract. It may turn out that it is not necessary to demand a salary increase. Maybe you are entitled to some payments by law, you just don’t know about them. It’s worth mentioning them in a conversation if your boss can’t raise your salary (for example, if you work in a government office) or doesn’t want to.

Don't hesitate in conversation. Look your boss straight in the eye. Speak confidently and with reason. Don't make a fuss. You did not come to ask, not to humiliate yourself, but to take what is yours. Remember that it is possible to get your salary increased. The main thing is to convince yourself of this. And then the boss.