Stuck in a Career Rut? Allow us to point you in the "Wright" Career Direction

Ask for What You Are Worth!

Pixabay

“In business and in life, you don’t get paid what you deserve; you get paid what you negotiate.” – Anonymous

In archiving some of my workshop files this past week, I discovered a presentation I gave to a group of mostly International Trained Professionals (IEPs) at University of Toronto’s Rotman’s School way back in 2008. The title: A 30-Day Plan to Put Your Career on the Fast Track. Part of the discussion was about how to speak up and ask for what you want. During the presentation I introduced this Brian Tracy quote:

“The Future Belongs to the Askers: The future does not belong to those people who sit back, wishing and hoping that things will improve. The future belongs to those people who step up and ask for what they want. And if they don’t get it right away, they ask, again and again, until they do get it.”

It was a spirited discussion, particularly around how to advance on the job. I confessed to them that early in my career, I was one of those individuals who believed that working hard would get me noticed and rewarded with a promotion. That was not the case. I discovered I needed to become an advocate for myself and ask for what I wanted. Things changed once I convinced myself of my worth.

Mika Brzezinski, co-host of NBC’s Morning Joe, and author of Knowing Your VALUE – Women, Money, and Getting What You’re Worth, talks about how difficult it is for women to ask for what they want, including asking for a raise or a promotion. “Women”, she said, “prefer to work, work, work, hoping the boss will notice”. If you are such an individual, it’s time to lift up your head from all this work, survey the landscape, and devise a plan to ask for what you want.

Valerie Jarrett, then senior advisor to President Obama, and who was quoted in Brzezinksi’s book, said at a point in her career, she felt if she was working so hard, her boss should recognize that she deserved a promotion. It wasn’t until one of her mentors said, “You can’t sit around waiting for people to recognize your work, you have to ask for it”, that she gathered her courage and went to her boss. Soon after that discussion, she got the promotion and the front office. “If you’re not asking for a promotion…you’re not going to get the gold ring”, said Jarrett.

What if it’s not a promotion? What if you have been offered a new job and you want to negotiate your salary but you are getting cold feet? That’s what happened to one of my clients last week and he nearly gave up an opportunity to negotiate. The salary was not what he had expected, but he was afraid to ask for more in case the offer was withdrawn. I reminded him that most employers expect candidates to negotiate, and as long as he didn’t appear unreasonable, he shouldn’t worry.

Before returning the call to HR, I asked him to explore some ‘what ifs’: What would he do IF he didn’t get what he asked for? What would he do IF they withdrew the offer? After contemplating his options, he decided to ask for two things: a $5,000 addition to the salary, and reimbursement for his professional membership fee. The initial offer represented a $17k increase, but it was not the $110k he was looking for. We discussed how he would frame the ‘ask’ in one sentence: “Would you consider paying for my professional membership, and could you add $5,000 to my salary?” I suggested that once he asked the question, he should remain quiet; don’t utter another word. Bingo! He received what he asked for. What if he hadn’t asked? He would’ve left $22,000 on the table.

Most people want to advance in their career; be it a better pay, increased responsibility, or more meaningful work, but they are afraid of the ‘ask’ word. They don’t want to topple the apple cart. But, think about this, even high profile individuals like Valerie Jarrett and Mika Brzezinski found it difficult to ask for what they wanted, but when they asked, they got it.

Reflect on your situation:?

  • Are you afraid to ask for the job during the interview?
  • Are you hesitant to ask for a raise?
  • Are you waiting on your boss to give you a promotion?
  • Do you feel uncomfortable asking clients to pay for your services?

To help you overcome the ‘afraid to ask syndrome’, ask yourself what’s the worst that could happen? Then prepare to get to the point, being very clear about what you want.

Never doubt yourself when you are sitting at the negotiation table. Know your worth then ask for what you want. Remember, “You don’t get paid what you deserve; you get paid what you negotiate.”