How to answer the salary expectations question in 4 steps

Many people find it difficult or uncomfortable to discuss salary expectations. Here, we give you 4 steps to help.

“So, what are your salary expectations?” 

You know that every interviewer and recruiter will ask you about salary at some point during your job search. How much you expect to earn is a key piece of information for both the recruiter and hiring manager. And yet, for many, this is a challenging and uncomfortable question to discuss.

If the salary expectations question makes you uncomfortable, you’re not alone. Many candidates find discussing their salary expectations a daunting prospect. More often than not, this is because they aren’t clear on: 

A. Who this conversation will be with – is it the recruiter, the interviewer or both? 
B. When exactly they will need to have this conversation – is it during the first meeting with the recruiter or during the interview with the employer? 
C. How much money should they ask for, and how should they negotiate this figure if needs be?

Salary expectations at a glance

The first step to formulating an answer to the salary expectations question is this:

Know your worth.

Think about your skills, experience and potential. Look at how they compare to others. It also helps to talk with an experienced recruiter – they’ll have experience with similar roles and will help you feel confident enough to discuss financials.  

The following 4 steps will show you how to answer the salary expectations question – and to confidently ask for the salary you want and deserve:
 

1. Research and assess your worth

Determine your ideal salary before meeting with a recruiter or hiring manager. How do you put a numerical figure on your skills, experience and potential? 

There are many factors to consider: think about your desired job title, location, industry, company size, skills and level of experience. Then consult the Hays Salary Checker to ensure your salary expectations are in line with current market rates.

Next, consider how flexible you are willing to be with this figure. Consider the other key criteria for your next role, such as flexible working, bonus schemes, training courses and so forth. Some organisations may not have the resources to pay you your desired salary, but they could meet your other career needs. Start-ups or not-for-profit organisations could offer progression opportunities or work-life balance instead of a competitive salary.

The key is to assess your list of “must-haves” for this role, and identify where salary sits on this list.
 

2. Seek a recruiter’s advice to define salary expectations

Arrange a meeting with a recruiter who can put you forward for suitable roles. In your meeting, your recruiter will ask about your salary expectations. When they do, it’s best to be completely open and honest with them. After all, even though you have done your own research, your recruiter also knows the market rate for your role and level of experience. 

A recruiter will also know what their clients can offer in terms of wages. You may be asking for too little or too much – and it’s best you find this out sooner rather than later. Rest assured, the recruiter will keep salary information confidential, and only disclose this to the client who is going to be interviewing you.
 

3. Be prepared to talk money

The next step in the recruitment process is to attend interviews that your recruiter arranges with potential employers. The hiring managers you meet with will be aware of your salary expectations – but very rarely will they try to discuss this directly with you in the interview. Instead, these conversations typically happen via your recruiter. 

However, be prepared to discuss your salary expectations on the off chance the hiring manager raises the topic with you directly. Go into the interview with a clear idea of your salary expectations, based on your discussions with your recruiter.

Make sure you communicate confidence in your salary discussions by sitting up straight, making eye contact and answering simply. Avoid filler words such as “just”, “might” “like” and “um”. For instance, rather than saying, “I feel like I want X amount ideally, just because of Y and Z. But what do you think?” it is better to state, “I am looking for X amount”.
 

4. Negotiate your salary through your recruiter if you’re not happy

If the interviewer wants to make you an offer, they will do so via the recruiter. When you hear the offer, whatever you do, don’t accept a verbal offer if you are not happy with it. Talk to your recruiter about the offer and ask if there is room to negotiate. 

Your recruiter can negotiate on your behalf without jeopardising the offer, so make sure you fully utilise their service. You could also give your recruiter some bargaining chips in case your salary expectations can’t be met. For example, perhaps you would consider flexible working or training and development opportunities.

What you need to remember about salary expectations

Being clear on when and how to talk about salary is essential to your career. Whether you are applying for new roles or asking for a pay rise in your current one, answering the salary expectations question takes confidence and practice. 

But, once you’re confident, you will find yourself able to assertively ask for the salary you deserve now – and in your future career.

For more information or to discuss your recruitment needs, please contact your local consultant. 

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