Get a Salary Rise: Six Tips

Every day you go to work and you sell your products or services with passion and belief in their abilities. But how well can you sell 'Me Ltd'? If you feel that you are underpaid for the work that you do, would you know how to approach your employer to ask for a raise? Probably not, and most employers are wise to this.

According to the Chartered Institute of Personnel and Development, only a quarter of workers will get a pay rise this year which means that most of us will not get a rise at all.

So, how can you successfully negotiate a salary increase from your employer?

1. Ask for a meeting
Simply ask for a review meeting to discuss your performance but don't mention the main purpose because your boss is more likely to say 'No' there and then. You need to take control of the situation and arrange a meeting which will enable you to make your case and sell your argument.

2. Do your homework
You wouldn't walk into a client meeting unprepared would you? The same rule applies to asking for a pay rise.

Get up to speed with the average salaries in your industry for the role that you do -- look on the Internet, many Web sites have salary checkers that you can use, and look at job adverts to determine your actual worth. This will help you to make a strong argument for the figure you are asking for.

3. Get your timing right
Nobody owes you a job and no boss has to give you a pay rise simply because you want one. So, before you walk into you boss's office demanding that you get a pay increase, take a step back and ask yourself a few things first.

Was your last increase within the last nine months? If yes, ask yourself why you warrant another increase so soon. Has your performance justified asking for more money, have you been consistently achieving your targets? Do you outperform your colleagues?

The best time to negotiate is after a period of consistent performance that makes you the obvious candidate for a pay rise.

And, ask for it on a Friday afternoon because the boss will then have the weekend to worry about whether you are planning to leave the company or not.

4. Negotiate from a position of power
Put yourself in your boss's shoes, see your boss as your client -- he pays you to do a job for him and, if you want to increase your sales [salary], you need to justify the reasons why he should invest more of his annual personnel budget in you.

So, be prepared to sell your strengths and evidence of success. Demonstrate your contribution to revenue, cost-savings, increased revenues for your territory or quality of customer service for the last and next six months.

It is probable that your boss is not the final decision maker so you need to make your argument clear and concise to help get buy-in from the chain of command. Therefore, document it in a presentation format -- your boss may not remember what you have done and facts and figures are more effective when presented than when spoken.

Remember, pay raises are not about being fair; they are a business decision like all other business decisions and your boss will want to know what he will get in return from this extra investment.

5. Have a back-up plan if the answer is 'No'
Sometimes there are genuine reasons why you may not get a pay rise, such as economic conditions in the industry. But, it's not all about the money. Just because your boss has said 'No' to a pay rise doesn't mean that you cannot ask for non-financial benefits as an alternative.

You could ask for more paid time-off, a higher car-allowance or subsidised gym membership to help burn off all the extra calories gained during the festive period.

Perhaps you could ask for training and development that will enhance your skills and, ultimately, marketability - the company are more inclined to pay for this. After all, employees are the companies' biggest assets.

6. Finally, don't burn your bridges
If despite your best efforts you have not been able to successfully negotiate the pay rise that you want, you may decide that you feel undervalued by the organisation. But, at the very least, you should leave the door open for approaching the subject again in six months' time.

Even if you decide to look for another job don't do it with a bitter attitude. Who knows when your paths may cross again in the future.

How to secure a pay rise

Asking for a pay rise is similar to your initial salary negotiations; however, once you’re in the job and have been doing it successfully for a while, you’re going to be in a fundamentally stronger position. Most companies will work hard to keep good employees, as the cost in time, recruitment fees and the handover process make losing a valued employee bad news.

When’s the right time to ask?
You can ask for a pay rise at any time, but there are certain moments that are more naturally suited to it than others. A performance review is an obvious example, but you might also want to consider the end of the calendar or financial year. These are the times when companies take stock of what they have achieved against their forecasts and provide a natural opportunity to discuss your future if you’ve contributed to a successful period for their business.

The general rule is, unless your responsibilities change dramatically, not to ask more than once a year as you’ll come across as greedy in your boss’s eyes. This infrequency means you really have to make the most of it when the opportunity arises.

Preparing to pop the question
You’re going to need to sit down for about half an hour with your boss with their undivided attention, so book some time in their diary. Afternoons are generally better as the stress of the morning will have disappeared. If your role is judged on monthly targets you should also aim to set time aside at the beginning of the month when everyone is a little calmer. You’re best not to say directly that the meeting is about your pay as they may try and put it off, just say you need to chat about a few things.

Once you know your personal market value, prepare for the meeting thoroughly. The stronger the case you can present, the better your chances of getting what you want. Use every possible advantage to help weight your case, including any recent achievements or additional training, qualifications or skills you have gained.

As well as listing all your professional skills and qualifications, don’t forget to add soft skills. These can be crucial in helping your boss to see why you are worth the extra money. Attitude, teamwork, good time keeping, willingness to work overtime, and personal popularity are all valuable bargaining points. However well you feel your boss knows your work, he may not be actively aware of your wider reputation, profile or ability to add value.

In the few days before the meeting, tie up any obvious loose ends that may harm your case. If you’re on good terms with any managers in other departments you could try asking if they could email your boss to tell them they’ve been impressed with your work recently. If what you are asking for involves moving up a grade, be sure to dress the part. Make it easy for your boss to imagine you in a more senior role.

Making your case
You’ll probably be nervous, but think back to the lessons you learned during the job interview process and deploy as many of those techniques as possible. Sit up straight, make eye contact with your boss and don’t fidget. Speak slowly and deliberately, and use confident hand gestures. Don’t giggle nervously or allow your gaze to wander round the room or cover your mouth while speaking – these are all suggestions that you are lying.

Begin the meeting by mentioning a recent project you have completed successfully. This will immediately put you in their good books.

To successfully negotiate a pay rise, you need to present a clear case. Saying you want more money because one of your colleagues got a rise recently isn’t a good enough reason. The more certain you are of what you want to achieve, and the more convincingly you can present your value, the better your chances of achieving the pay rise you’re looking for.

Aim high
As with any negotiation, always ask for more than you expect to get. You’ll regret it if your boss agrees to your demands immediately. On the other hand, don’t go in too high or you may end up being seen as arrogant, with an inflated view of your own abilities and value. Let them know you’re willing to take on more responsibility in return for extra money.

It’s unlikely that you will get a definite answer in this initial meeting as your boss will have to check his figures and probably ask his managers for their input. The bigger the organisation you work in, the longer the process will usually be to secure the extra pay. Don’t rush things, but do ask to be kept up-to-date with how your request is progressing.

Expect some resistance and be prepared to fight your corner, but don’t overdo it. As part of this strategy, consider giving your boss a set period in which to consider your request, after which you want an answer. Buried in that is the implication that you have other options, and the company may risk losing you if they don’t at least meet you halfway. Anticipate the sort of objections or excuses your boss might come back at you with, and have a reasoned response ready.

If the cash you want is not available, be prepared to ask for additional benefits such as a company car or an increased employer’s contribution to your pension scheme. These could prove more cost-effective and achievable alternatives. There are also intangible benefits such as flexible working hours or an extra few days’ holiday that could make all the difference.