Asking is Free

Want a raise? You’ll have to ask for it.

By Taylor Mallory

Sure, times are tough for companies. But you’ve worked harder than ever this year. You want to ask for a raise, but you’re scared your boss will look at you like you’ve lost your mind – “don’t you read the news?” or, worse, fire you. Nah. Asking is free. And of employers are planning to increase pay later this year.

“Women are less comfortable with negotiating than men and less willing to toot their own horns,” says Connie Glaser, communications expert and author of Gender Talk Works: 7 Steps for Cracking the Gender Code at Work. “Over a career lifespan, this can make a difference of close to half a million dollars in earnings.”

Want to get paid like a man? Then ask like one. Glaser offers some dos and don’ts for women:

DO wait for the right opportunity. “Sometimes we get to a boiling point, especially now when most people are doing more work than before, and march in and demand better compensation. Set up a time to talk. Don’t catch the boss off guard or do it in an emotional moment. To get results, you need to be deliberate and plan well before you broach the conversation.”

DO be sensitive to what your company is going through. “If you’re in a hard-hit company or industry like automotive, you may want to wait until next year. But if your company is bumping along and gotten lean and mean, and you’re doing the work of one and a half or two people, it’s OK to at least ask.”

DON’T apologize. “Women are more likely to go in saying, ‘Gee, I’m sorry to bring this up. I know these are bad times, but…’ But if you don’t think you deserve the raise, your boss won’t either.”

DON’T convince yourself the other person has all the cards. “If you’ve been there for a while, and you’re good at your job, you have more power in the negotiation thank you think. At this point, they probably don’t want to lose you. You have the skills, experience, contacts and familiarity with the organization they need during tough times. Don’t give that away and discount the value you bring.”

DO know what you want before you ask. “Do you want a higher salary? Exactly how much would be acceptable?”

DO know what you’re worth. “Arm yourself with data about what other people in the industry, both inside and outside your company, are making.”

DO have a case for why you deserve a raise. “Very often you’re negotiating with left-brained, data-driven people. Go in with statistics. How much have you increased sales in the last six months? How many former colleagues’ work have you taken on? How many clients have you brought in recently? Do you have e-mails from clients complimenting your work or saying they’ve referred you to someone else?”

DON’T make it personal. “It’s not about what you need (i.e., ‘my husband got laid off’ or ‘I can’t afford tuition for my kids’) It’s about what you deserve – the value you bring. And you must go in projecting that kind of competence. Focus solely on how productive you have become in terms of taking on new responsibilities.”

DO anticipate “no” and be ready with a counter-offer. “What will you settle for at that point? If you’re overworked picking up slack from others, would hiring a freelancer to help or getting extra vacation time make up the difference?”

DO ask to address it again later if refused. “Say, ‘I understand these are tough times. Can we discuss this again in X months? Set a date to talk about it again – and find out your boss’s expectations for you to get it down the road. For instance, you’ll bring in X number of new clients or increase sales by X percent. Set goals and put them in writing. Perhaps you can even frame it so a bonus might be available if that happens.”

DO close on a high note.“Women are more likely to get emotional and leave showing that they’re angry, frustrated or feeling wronged. Don’t sulk. Shake her hand, and say you’re glad you had opportunity to meet. If you got a concession, thank her for that. If not, say you’re looking forward to talking about it again in a few months. Then you can go to ladies room and cry if you want to. Guys get all bravado at this point. They know it’s part of the game.”