Communicating Your Value to Your Prospective Employer

“No one will ever pay you what you’re worth. They’ll only ever pay you what they think you’re worth.” This is what Casey Brown,  a workplace consultant, said in her TEDx presentation. Intriguing, isn’t it? No wonder why the video has generated a great deal of attention with nearly 3.5 million views as of writing.

How you communicate your value plays a critical role in shaping an employer’s thinking of what you’re worth. This means that if your target employer is convinced that you are a valuable hire, you are more likely to get paid with what you are worth. In view of this, we have listed some tips and tricks you can apply to effectively convey your worth and get the pay you deserve.

1) Gather market data on average salaries

You can’t communicate what you don’t know. So, in order for you to effectively convey your value, you first need to know what your role is worth based on market data. The best approach to do this is through research. Here are some things you can do to help you understand the ideal salary range for your target job.

• Check the job post as most employers provide a salary range for the vacancy.
• Identify market average salaries for similar roles using online tools, such as Glassdoor, Salary.com, and Payscale.
• Understand where your candidate profile stands by comparing your experience, skills, and achievements against the job requirements and responsibilities.
• Proactively check the standard salary range with your prospective employer.

Your research would provide you with salary data relevant to your target industry, employer, job, and location. This will enable you to build a strong case and back up your argument. Consequently, providing you with a competitive edge during your salary negotiation.

2) Identify your strengths and unique attributes

Now that you have a clear picture of your worth, the next step is to determine your unique selling proposition (USP). Your USP is an essential aspect of creating pricing power and a perceived benefit that would motivate an employer to pay what you deserve. What makes you worth the investment? Not an easy question to answer, right?

Not everyone can be comfortable singing their own praises due to fear of sounding arrogant. As a result, some candidates undersell their work, impacting their perceived value as potential employees. So, if you find it difficult to evaluate yourself and identify your own value, it’s perfectly normal. However, keep in mind that your resume alone won’t be enough to do the talking. So, you must do it for yourself. You can start by using the following questions as a guide to understanding your value.

• What are your target employer’s goals or needs?
• What can you do to help the company achieve its goals?
• What are the unique skills that make you better qualified to fulfill the presented set of responsibilities?
• What have you achieved in the past that can be beneficial to your target company?

3) Create and rehearse your pitch

When it comes to communicating your value, the employer is not interested in what you can do. The real question is “what can you do for them?”. Create a strong business case based on your candidate’s value proposition. An effective way to do this is by highlighting your USPs and backing up your argument with relevant salary data.

Your pitch is your opportunity to influence employers’ perception of your worth. So, it’s important that you do more than just mentally practice it while lying on the bed or while driving a car. While practicing this way can be beneficial, there are more effective ways to do this. Let’s take a look at some of the techniques you can do to rehearse.

• Practice what you have to say out loud.
• Rehearse your pitch with a co-worker or a friend who can act as a decision-maker and identify areas for improvement.
• Use a mirror for you to see firsthand how you communicate.
• Record your speech using your phone, which will allow you to assess your delivery style.

 4) Showcase confidence

Suppose you are an investor. Would you be convinced to invest in a business if the presenters do not seem confident in what they pitch? It won’t be a surprise if your answer is no. In the same way, employers are unlikely to invest in you if you sound and look like you don’t know what you’re talking about. Confidence establishes credibility and enables you to communicate your value with clarity. As a result, your convincing power increases.

Delivering a pitch can be nerve-wracking, regardless of how prepared you are. In such a situation, speaking confidently and convincingly is easier said than done. But while you can’t control the results, you can control how you deliver the message. Here are some tips on how you can showcase confidence while communicating your value to your prospective employer.

• Pay attention to your posture, gestures, and body movements, and minimize distracting mannerisms.
• Use pauses when delivering your message, allowing decision-makers to understand you better.
• Maintain appropriate eye contact.
• Appearance matters, so make sure to dress to the occasion.

5) Don’t be discouraged

There is no such thing as a sure formula for success. Even with the best preparation and communication skills, things may not always go as planned. But remember that this shouldn’t define your value as a potential employee. If you didn’t get a favorable outcome, it simply means that the job opportunity might not be right for you.

As they say, when a door closes, another door opens. So, stick with what you are worth, and don’t hesitate to walk away if the offer is not in your best interest. When you’re feeling discouraged in your job search, here are some practical tips that can help you overcome discouragement.

• Take time to relax and do the things you enjoy.
• Focus on the things you can control to win your next application.
• Consider sharing your frustrations with a trusted friend or colleague who can help you regain perspective. 
• Explore investing in career consulting services that can help answer your job search questions and guide you through your application.

A lot of candidates don’t get an offer that they really deserve. It’s not because companies are unwilling to pay them what they’re worth, but because candidates don’t know how to communicate their value effectively. So, make sure to follow the above tips and tricks to maximize your chances of getting the best offer possible.