Dennis C, my biggest issue is determining a fair salary and convincing the employer that
I am worked at salary any suggestions okay I'm going to give you a very high level view of how
to make an argument and for anybody who is in the job search coaching program we've already built
this tool for you okay it's another tool that's in the program but I'm going to verbalize some of
the key components for Dennis Dennis C and anybody else when you want to make a counter offer and you
or you or or wait let me let me set the table this way if you want to show your value to an employer
at the time you are about to receive an offer or have received the offer or have received a verbal
offer or a written offer but preferably at some early stage in the offer process okay this is when
this is ideal you've gone through the interviewing process and hopefully you've crushed it and if you
got the interview intervention 10th anniversary training I'm sure you did or the boot camp
and so when you get down to the end I say Dennis I'm going to give you an offer and I say Dennis
I'm giving you an offer it's a hundred thousand and you think Andy I I geez I think I'm worth more
right this is what's going through your head you're not saying this I think I'm worth more
I would say Okay first as your coach now when you went through the interview process
did you show your value meaning I'm showing you how I would solve your problems I'm showing you
the evidence of why I know that to be true because of my experience in the past and how I'll use it
in the future you are completely clear completely clear on what success looks like in a year because
if you are not clear about what success looks like you can't make an argument by how well
you're going to achieve that and the value you're going to create so that means I know that you want
me to accomplish these five things you want me to come in and you want me to to open up a new
market you want me to build out a team you want me to create a marketing engine you want me to this
and that you want me to whatever all right what I want you to do is I want you to get those in a
grid okay and actually if you saw the case study I think that I did with with Max last week he talked
about the role definition grid this is what I'm talking about so you you want to cite what those
are because from what they want you to accomplish that's the easiest way to illustrate your value
oh you want me to help you break into a new market generate a pipeline of hire a team of so these are
discrete and object objective goals then all right what value are we going to attach so if I'm able
to create a pipeline that generates x million in Revenue if I'm able to build a process that that
hopefully saves us from doing these eight things that's going to save us a lot of time and a lot
of money anyway you got to make some speculation as to what that's worth and at a minimum I would
at least have the intangibles in there but if you can make them tangible or speculate that's
even better then you're going to say all right here's what I'm going to do to make that happen
here's what that's worth right give or take and I want to look at that in relation to
what you what I cost you so if I'm going to help you build this out set this up hire all
these people train them do this do that do this do that and so on not to mention the
infrastructure I'm going to create is also going to be used in future years
I believe that a hundred and fifty thousand or whatever or whatever counter you're ultimately
going to make is more appropriate because or or you could use the rhetorical approach which
is if I'm going to help you achieve these goals or 200 million or this or that does one hundred
thousand dollars sound like a fair and equitable compensation you can go that route but there's
ways that you want to do this but until you reframe the way that the person looks at what
it is they're offering you that's very difficult to do what did I do for you today what was the
one little thing I did I said 797 dollars sounds like a lot of money except you make that in four
days you lose a thousand a week are you telling me I can't help you find your job four days faster
not to mention that you're going to be able to better interview you're going to be able
to negotiate better and so on and so forth that was a a little micro dot of what I just said as
you go to the employer and you want to create that argument and show the value the only way you can
show the value is if I understand what that value looks like not today but in what because where's
my eyes right now they're on how much I have to pay you not the 2 million you're going to
make me okay you need to get my eyes off the hundred and on the 2 million or on the all the
things that are going to go away and if you say well I can't quantify it I don't even care list
out what it is you're going to accomplish and let their imagination run do something to get
their mind off what you cost and instead on what you're going to bring to the table that's why most
of you lose the counter offer argument because the fact that you say well I want 120 not 100 I
don't care I don't care about that I need you to convince me why that why you're worth that
and then there are other tactics that bring other factors into play that almost have nothing to do
with you but that make me want to pay you more because I'm now saving myself what's a great
example of that so imagine you get to the table with me you have this Grid in order and you say
Andy I'm going to accomplish these five things for you and this is what it's going to result in and
you're going to have way more Instagram followers and way more YouTube followers that's gonna and
Andy how many if if you had another hundred thousand YouTube followers Eddie don't you
know what that would translate into in money for you I would assume that you're a smart business
owner you would know that what would that equate to so right kind of thing like you could do these
things where you're iterating with with them to put them on the spot and then as you're
going through all this and you give them your counter offer and you say all right and here's
what I want and here's how you can make me happy and all that good because this is the value I'm
gonna bring you not just because I want it and if you give me that I will drop everything else that
I'm doing and I give you my word I'll take it and what why is something like that important because
now even if I don't think you're worth the 120 now what what's happened biases kick in sunk cost
biases kick in you and I have been interviewing for seven weeks I don't like the other two people
that are in my my recruitment pipeline if if you don't take the job I'm gonna have to start over
and if I if I have the potential of losing you to somebody else what am I paying for I'm paying for
the risk to go away of losing you not because I think you're worth the extra 5K right kind of
thing there are so many things that come into play and for how for you to attain the salary
that you you can get or what you feel you deserve but there are so many combinations of things that
come into play that you need to to factor in and know when to use them and when not to but showing
your value is about showing me what you're going to do and what that means for me not what you want
so I hope I hope that helps and I understand how this is difficult for a lot of you and I
understand that you're looking at me probably like you got a third eye like how am I going to do this
we give you that we give you the forms we give we tell you I give us all session on
this on this topic alone inside the program so I hope that helps