What do you do when recruiters ask during the initial screening, “What are your salary expectations?”
Before we discuss what to do, let’s look at a couple of things you shouldn’t do.
First of all, don’t stress about this question, and don’t try to avoid it. It’s actually a smart question for them to ask early on – recruiters do it so they’ll know if it’s worth taking the time to proceed with you in the selection process. They would do a disservice to their employer if they waited to discuss money with you after several interviews only to find out that what you want and what they can pay is too far apart. They’re also doing you a favor when they ask early on since it’ll save you unnecessary time, energy, and angst in your job search.
Secondly, don’t look at this as the time to negotiate. When the question comes during the initial screening, it’s asked as a way to exchange important information. At this stage, the recruiter simply wants to know if what you’re asking and what they’re able to pay is even close. Yes, sometimes it can be a deal breaker if you’re asking too much, and they won’t proceed. Sometimes it can be an eye opener for the company when they find out what candidates want to be paid. It can tell them if they’re budgeting correctly for a role. Most recruiters will be candid about whether you’re in the range together or not. You just want to keep in mind that at the initial screening stage, you barely have any information and certainly not enough to truly negotiate. To negotiate properly, you’ll need details like what benefits they offer and how much, if any, out-of-pocket expenses those will require. You’ll want to have insights about the team’s challenges and expectations of the role in that context. When you find out what the whole compensation package will be and have a better understanding of the role requirements, you’ll be better equipped to actually negotiate, and all this comes later by the time you’re receiving an offer.
Okay, so now that you know what not to do, let’s look at a couple of things to consider ahead of time before you ever get asked this question. Knowing the answer to these two things ahead of time will prepare you to handle the question smoothly and with more confidence.
- What does the market pay for your role, at your level of experience, in your profession, and in your geographical region? Tip: Do your homework. Research online using websites with salary information. One such site is Indeed. Indeed is in the business of collecting data and using that to help people get jobs – it’s their core mission actually. To that end, they ask every employer what a position pays when it’s being posted through their site, and even if the employer won’t be showing the payrate on the posting, Indeed will have gathered that information. That data is added and reflected in their “Find Salaries” page that you can navigate to from their home page.
- What is the lowest payrate that you’ll comfortably accept? Tip: It’s usually best to talk in ranges when discussing salary. When you state a salary range, make it loose, meaning use round numbers, such as mid 60s to mid 70s rather than saying $65-75K. Keep in mind that the recruiter will very likely fixate on your low end, so be sure the low end of the range is what you’d be happy accepting for the right job.
Now we come to the best way to state your answer to the question when it comes during the initial screening…
Here’s what to say (in three parts):
I’m negotiable, because, of course, it all depends on the whole compensation package, including benefits, which I’m sure we’ll discuss later during the interview process.
According to my research, this role usually pays [state the range], and the positions I’m considering fit within that range.
Does that work with what you’ve budgeted for the position?