KIMBERLY CUMMINGS: I would love to discuss
what it would look like to increase my salary based
upon the results and impact that I've
contributed this past year.
I was looking for an increase of $10,000 to $15,000.
Then I'd pause, and I'd see what they were going to say.
CHRISTINE LIU: I have never before in my life
asked for a raise.
I know it seems shocking, but I don't know,
there's just like this weird stigma.
It's really difficult to talk about money.
I don't know if it's like cultural or generational,
or just looking back and thinking about the earlier
parts of my career, I probably was
underpaid a lot of the time.
And that's not OK.
This is a really important issue.
And I don't want to repeat the same mistakes.
And if you're in the same position,
I don't want you to go through that either.
Right now, we are going to figure out
how to ask for a raise and make sure you're not
leaving any money on the table.
So stick around if you want to see me figure out these tips
step by step.
I know you all have been asking for this episode since day one.
So let's get that money.
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KIMBERLY CUMMINGS: This isn't a conversation where you go in
and wing it.
And when you go in and wing it, I've
seen happen so many times where people get
knocked down really fast, or they say the wrong thing.
And it's hard to pick it back up.
CHRISTINE LIU: That's Kimberly B. Cummings.
She's a career coach consultant and author.
She helps women and people of color navigate the workplace,
make more money, and become industry leaders.
Is there anything that is important to know
about negotiating salary right now in 2021 as the world turns?
KIMBERLY CUMMINGS: It's important to know
that the work is still the work, even though we're virtual.
I feel that so many places are trying
to say things differently.
Oh, well, because we're virtual, what is your rate,
or because we're virtual, let's do it this way.
The work is still the work.
Don't let anyone talk you out of negotiating what you know you
deserve because it's virtual.
There are so many folks who work 10 times harder being virtual
than they ever did in person.
CHRISTINE LIU: Although, you might
be tempted to ask your boss right now for a raise,
just pause for a second.
The first thing you want to do is get some key information.
KIMBERLY CUMMINGS: Schedule what I
like to call career conversation where
you can speak about your development, your contribution,
where your career is going and ask,
based upon the work that I've been doing,
I'd love to discuss what it would look like to get a raise.
Ask your boss, what would it look like when
I've achieved this too?
Be very specific so you can really
create an actionable plan to achieve it.
CHRISTINE LIU: Now we're going to get into the tactical stuff,
negotiation and the ask.
First step, do your research.
KIMBERLY CUMMINGS: Look at how much
you're being paid in comparison to other similar organizations
to see what is the rate you should be looking for.
Are you under?
Are you over?
What's happening in your industry?
I recommend sites like Glassdoor, Payscale, LinkedIn,
everything.
CHRISTINE LIU: Aside from online research, what can really help
is getting real data from real people.
And that means talking to others and if you trust them,
asking them, what they make.
KIMBERLY CUMMINGS: If you do have a close relationship,
I do recommend asking, hey, can we
have the salary conversation, like real number conversation.
CHRISTINE LIU: What's really important
is understanding why a raise needs to happen.
What are your contributions?
How have you made an impact?
Why should the company increase its investment in you?
KIMBERLY CUMMINGS: Many times employees
will talk about I want to raise, because I deserve it.
I've done so much here.
I need this.
However, when we're thinking about it
from a business perspective, you're
getting paid more, because you are doing more.
Your contribution is higher.
Your value in the workplace is higher.
These are value-based conversations,
not just I deserve or I feel like I
don't have conversations.
CHRISTINE LIU: It's one thing for you
to make a case for yourself, but it's so helpful if others
can help you do that too.
What does that mean?
It means building your personal brand inside the company.
This is like my favorite tip from Kimberly.
If someone at work complements you on a project,
or says thank you, or whatever, at that moment,
just ask that person, hey, that's so great to hear.
Actually, if you don't mind, can you
drop a line to my boss with the same message
that you shared with me?
It would mean a lot.
Thanks so much.
KIMBERLY CUMMINGS: Something quick and easy.
And many times that email just helps reinforce the value
that you're bringing.
CHRISTINE LIU: Now's the time that you
sit down with your boss and lay everything out.
And even if you are on friendly terms with your manager,
you want to come into this conversation
with a bit of seriousness.
So I have the research.
I'm going into the conversation.
What advice would you have for like actually expressing
the number, or the range, or the percentage?
Like how do I give that numeral?
KIMBERLY CUMMINGS: Yes.
So you definitely want to express a range.
So let's say you're currently getting paid $55,000 a year
and you really want to be at $65,000 a year.
I would quote a range of $65,000 a year to $75,000 a year
when you're having this conversation
with the number you really want at the lowest
part of the range.
CHRISTINE LIU: Because that's like
if they do go with the low, then you've already hit your goal.
KIMBERLY CUMMINGS: Exactly.
CHRISTINE LIU: If you get nervous,
just remember restraint is your friend.
Just stop talking.
KIMBERLY CUMMINGS: They'll start saying things like,
well, I really want to raise, because I think
I've done a lot of work here, and then I
saw someone else get a raise.
Ask the question, and then zip it.
CHRISTINE LIU: I want to leave this conversation
with a clear idea of next steps and timeline when are you
going to hear back from them.
So the ball's in their court.
You wait a little bit.
If you haven't heard back, just bring it up again, nudge them.
Don't be afraid to be proactive.
What do you do if they come back with not what you expected,
or a lowball, or something that isn't what you ask for?
KIMBERLY CUMMINGS: I always want to validate that it stinks when
you've done all you can do and they come back with, let's say,
a 1 to 5 k difference in what you're currently making,
which we know is most likely going to get eaten up by taxes.
So when they come back with that number, of course,
reiterating I was looking for an increase of $10,000 to $15,000.
Is there any wiggle room here?
If they say, no, then I would follow up and say,
of course, well, you're going to take the money,
but what do they need to see from you in order to increase?
CHRISTINE LIU: There's only so much you can control.
So if your request for a raise isn't going as expected,
it might be time to get creative.
KIMBERLY CUMMINGS: This might also
be the time where you may have to have the conversation,
do you actually need a raise, or do you
need a promotional opportunity?
CHRISTINE LIU: Asking for a raise is not easy.
And it can get emotionally and psychologically complicated
real fast.
KIMBERLY CUMMINGS: This is a tough conversation
that a lot of people don't have.
You have to practice.
CHRISTINE LIU: All right.
So currently I'm making $45,000.
And I am looking to raise my salary to $55,000 to $60,000.
I don't know.
I'm getting sweaty.
I feel like the more that I say it out
loud, the emotional and psychological trappings
of saying a number out loud diminish, $80,000, $40,000,
$17,000.
I can say that, but can I say from $45 to $55?
I don't know why that's much harder.
OK.
So I have a number.
And I'm ready to give my pitch for a raise.
For the purposes of the video, I'm
actually going to go back to Kimberly and deliver my spiel
and see what she says, what she thinks,
and give real critique out of it.
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KIMBERLY CUMMINGS: You look fabulous.
CHRISTINE LIU: Thank you.
I believe I brought a lot of impact and results
to the company this past year.
Just some highlights.
So one, in our initiative for audience growth,
I managed to write and innovate on our neighborhood guides.
Also, I gave some suggestions to the workflow and structure.
And so actually now a year later,
we are spending 20% of our time less--
we're spending 20% less of our time in meetings.
So I think that's a really big boon to our productivity.
So based on the results and impact of those highlights,
my salary ask is $55,000 to $60,000.
KIMBERLY CUMMINGS: OK.
OK.
I appreciate you sharing that with me today.
I think I'm going to take that back to our team
and see what we're able to do here.
CHRISTINE LIU: Great.
So thank you so much for the consideration.
I'll just send a recap of what we talked about in a follow up
email, but I really appreciate you taking this time.
And also, do you have an estimate of when
I might be able to hear back?
KIMBERLY CUMMINGS: So I have a leadership team meeting
next week.
I hope I'll be able to get back to you in two weeks.
CHRISTINE LIU: I tried my best.
I did practice, but I would love to hear from your point of view
how strange where I can improve.
I know it's a little robotic to me, but at the same time,
I know I would be flailing left and right if I
didn't have a bit of structure.
KIMBERLY CUMMINGS: No, I don't think you were flailing at all.
One of the things I will say is that try to remove words like I
actually from your vocabulary when you're doing that.
It acts like, well, I'm so shocked like I actually
was able to do this.
No, you did it.
You did it, and it was amazing.
CHRISTINE LIU: Talking with Kimberly,
it was fairly straightforward, but I can only
imagine there are certain conversations
and certain managers where things can escalate really
quickly.
KIMBERLY CUMMINGS: Don't get discouraged at all,
even if the manager were to say, hey,
let's talk about that in three months at the midyear.
Say, well, I'd love to make sure that I'm on track to receive
a promotion.
Would you be able to share what you'd need to see?
CHRISTINE LIU: As I mentioned before,
I had never asked for a raise before in my career.
And now knowing what I know, I definitely
feel like I have a lot more confidence.
The cat's out of the bag, ball's in their court,
and then you just have the sense of accomplishment.
And whatever happens, it happens,
but you did what you could.
And I think that's really powerful.
If you're still watching, one, thank you.
But two, I'm really curious, like
what do you want me to explore?
Like what problems do you have at work?
I'd love to solve them.
KIMBERLY CUMMINGS: Please leave a comment.
I'd love to hear your thoughts.
And if you have any other ideas, throw them my way.
All right.
Peace out.