Wednesday, October 23, 2013

When the salary request is a huge jump

Every now and then you will be interviewing a candidate and they will indicate that they want a significant jump in compensation over what they are currently making.  Presently, they are earning $45,000 but in their next position they only want to consider opportunities that are above $70,000.

While your first reaction might be to politely tell them that they are out of their mind, I have always used the following question to broach the subject:

“You are asking for a significant increase over what you are currently making.  My client will ask me about that.  Tell me, is their something that has changed in your world like an additional degree or specialized license that would warrant the such an increase?”

Sometimes, you are surprised and learn something that really allows you to sell this candidate.

When there is no justifiable reason for the increase you need to address it.

“Without any significant increase in education or experience, it will be very difficult to get that kind of compensation.   With that in mind, at what salary level would you not want me to reach out to discuss a possible opportunity?”

You will often find that with the subtle reality check that you gave them, it brings the expectations back in line.

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