How to Discuss Your Salary Expectations in a Job Interview

An interviewer at a potential employer asks about your desired salary because they want to know whether it falls within what they have budgeted for the role. In other words, they are trying to decide if they should continue spending their time with you or move on to a different—and potentially cheaper—candidate before they start the hiring process.

Additionally, this question is a great way for the hiring manager to learn what value you place on yourself in this role. The company may hope you provide a low number without researching the average salary someone in your field with your level of experience actually earns.

A common mistake you might make as an interviewee during your job search is believing you’re already paid the average value for an employee like you when the reality could be that you make a much higher or lower salary compared to the rest of the market. The business could be getting you at a lower salary if you go into the interview without doing the proper research, which means you may get a job offer, but you won’t earn as much money as you could have otherwise.

When trying to determine a competitive salary range for a given job, it will be necessary to do some research. Here are a few ways you can zero in on a salary range:

• Start on the web and look for a “salary calculator.” There are numerous websites and online tools that can give you payscales for various roles. You can also do an online search for your job title and the city where you live, or even for similar positions. It’s a good way to determine your market value, down to having a low end and a high end, to determine what a fair salary would be.
• Reach out to people on professional networking websites. Look for individuals who work at the company you’re interviewing with and who have titles similar to your potential role. Politely ask them if they’re comfortable with sharing what they think the role pays. Not everyone likes to talk about their salary information or salary history, but some might be open about it.
• Ask the interviewer directly. Keep in mind you can also ask the interviewer what the salary range is. If you’re concerned it may seem rude to inquire during the interview itself, you can question them prior to the interview. They don’t have to tell you, but as long as you’re polite about the question, they should be inclined to answer. After all, their motivations are the same as yours: They don’t want to waste their time if the number is too low or too high for either party.
  

To avoid feeling like you’re put on the spot with questions about your salary expectations, prepare yourself with these five considerations you can work out in advance.

1. 1. Don’t waffle on your requirements. Go into the interview process knowing your minimum—your bottom line for compensation, the lowest you will go. That is now your baseline response for answering the question, but ideally you should give them a range. For example, let’s say you want to make $65,000 a year. Tell the interviewer you want between $65,000 and $75,000 a year. That way, the lowest they can go is the number you want anyway.
2. 2. Pick numbers that are satisfying. Whether you came to the interview at the behest of a recruiter or because you’re desperate to leave your current gig, there has to be a specific number that would encourage you to make the move. Let’s say that you love your current job and your current salary is $35,000 a year, and a potential new job would have you doing the same basic tasks for $55,000 a year. In this hypothetical scenario, you would have to decide whether a pay increase of $20,000 would be enough incentive for you to leave a job you absolutely love.
3. 3. Your experience matters. Whether you’re shifting careers or you’re 20 years deep in the game, the experience you have makes a difference, particularly in your annual salary. A company is often willing to pay more for someone who knows their industry well or is particularly good at their job.
4. 4. Consider all forms of compensation. For some roles, the base salary is only part of the equation. Should you need to relocate, the cost of living could be different and should be factored in. If the company is a startup, they may have stock options available. An established public business could offer you shares. And even smaller companies can have healthcare plans that are very attractive. So instead of looking just at your salary requirements, consider your total compensation package and the perks that come with it. Some things are more intangible than others, but look at what the total value means to you. If you find satisfaction with a particular perk, you might be fine with taking a cut to your base pay.
5. 5. Put it off. You can always choose not to answer questions about salary. Don’t be rude, of course, but explain your motivations: If working at the right company is more important to you than the salary, you can say that. Or if the healthcare plan, stock options, or other benefits outweigh the base compensation, explain that as well. Or it could just be that you need to get out the door at your current job, in which case you can explain why you’re looking for a new job by using positive phrasing and by expressing that your transition is a higher priority than the numbers.

Here are four ways you can emphasize your experience and your expertise when discussing salary expectations in an interview.

1. 1. Emphasize your experience. “I’ve been in the industry for 10 years now. After doing some research, I found that people in this role, with that kind of experience, typically make between $75,000 and $85,000 a year. I feel it’s appropriate that I’m within that salary range.”
2. 2. Focus on the benefits. “The most important thing to me is your healthcare benefits. If that benefit suits my needs, I think that’s enough for me to proceed. A company in your position is more than likely offering a fair wage, and I’m willing to accept that.”
3. 3. Ask for more information about the role. “I would like to know a little bit more about the position before I answer that question. Once I find out what you’re looking for, your expectations for someone in this role, and any other requirements you might have, I can do some more research and determine if it’s the right fit for me.”
4. 4. Leave the conversation open to negotiations. “I feel that I should be paid between $55,000 and $65,000 per year based on my market research. That said, I’m open to salary negotiations, depending on any other requirements or job expectations.”

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