Build a Better Career

What does that new job really pay?

What does that new job really pay?
 

You’re in the middle of a job interview. Things are going well. The interviewer seems impressed with your previous experience and the skills you could bring to the open position. You’re feeling confident and excited. And then it happens! The interviewer says “What salary are you expecting?” Or “What would it take to bring you aboard?”

 For many job candidates, this is when confidence and certainty seem to fade. You feel yourself stumbling over your answer. You realize that you sound unsure and hesitant. You like this job! You want this job! But you don’t want to sell yourself short and you don’t want to overprice yourself.

The Information you need in order to respond

1.                          You need to know what the going rate of pay is, in this geographical location, for the work you do- before you go into the interview.

2.                          And, from this employer, you need to know more than the salary figure; you need to know the value of the benefits package. Without this information, you can't answer the salary question confidently.

Comparison salary information for professional positions is available from a number of websites, such as www.salary.com; www.salaryexpert.com; www.jobstar.org; www.Homefair.com. You’ll get a general idea, although some have found the figures slightly inflated.

If possible, (and this is possible more often than you might think) find out the salary range offered by the organization. Check previous job announcements or, if known, current employees. In any case, it is best to respond to the interviewer with the following question: “What salary range do you typically offer for this position to a person with my experience?” 

So what do you say next…after you have asked for the company’s salary range? You indicate your continued interest and say that you cannot give a precise answer without knowing about their compensation package. Keep in mind that both you and the employer are “buying” and you need to know what you are buying and its full value.

The Package

 Bonuses: If so, how much, how frequent and under what conditions?

Medical Insurance: Premium costs? Co-pay?  Deductibles?

 Retirement: Traditional pension or a 401(k) plan? How much does the employer contribute?  

Additional Benefits: Disability insurance and life insurance? Vacation and Medical Leave. How long must you work before accruing leave? What is the annual allowance for each?  

Mistakes to avoid:

1. Do not to ask your questions regarding compensation in the context of neediness. Employers do not feel responsible for meeting your financial obligations or covering your medical problems.

2. Do not base your salary expectations solely on your previous salary. When taking a new position, of similar responsibility, you may find that the salary scale is lower. Your level of experience might earn you an offer at the higher end of the scale, but the employer will not feel obligated to match your previous salary. A common and serious mistake made by candidates is to view the previous salary as the baseline, expecting that the employer will do so also. Many a “good” position has been lost that way. Of course, I am assuming that you’ve completed an Analysis of Requirements and that you have determined the absolute bottom line in terms of your salary package.  

If you would like a free copy of the Analysis of Requirements Form that will give you s a more comprehensive list of potential benefits , just contact me via email. (ritaatrcmassociates.com). Put Request for Analysis of Requirements in the subject line.

 
In support of your success…

Create Your Elevator Speech

 

Principles of a Values Focused Elevator Speech

 The Value Statement, often referred to an Elevator Speech for career transitions, is a way of introducing yourself that describes your distinct characteristics, such as personal strengths, experience, expertise and accomplishments. It is by its very design meant to be a short and succinct statement of what you have to offer – of what sets you apart.

Several principles of a high quality Value Statement:

1. It is designed for a specific purpose and audience. More than one version may be necessary. 

2. It is organized with a time frame in mind. Example, if giving an allocated 5 minute introduction at a professional meeting, then that would be the time frame. If casually meeting people at a networking meeting or otherwise introducing yourself in a gathering, the time frame is generally 30 – 60 seconds for the statement. Done well, it will lead to additional conversation. 

3. It projects a professional image.

4. It is descriptive. The listener can picture your value. 

5. It has a purpose. What do you want the listener to think, feel, know about you and why?

6. It has been practiced, but does not sound scripted.

Value Statement Content

• Who are you?

• What do you do?

• How do you do it?

• How will your abilities benefit the listener or others known to the listener?

• What do you want the listener to do?

Value Statement Development

1.      Create

Just start writing. Use MindMapping or other techniques for capturing whatever comes to mind as you consider your strengths, unique abilities and experience.

a.      Dialogue with a career specialist who can ask the right questions to bring out the value of your abilities and identify your uniqueness.

b.      In the absence of a career professional, it can be very helpful to talk to people who know you and know your work. They will often identify achievements and exceptional abilities that you have overlooked.

c.      Self Assessment is essential. Use the results of your Values and Accomplishments Assessments. Review your transferable skills. A Strengths Assessment may validate your self-identified unique characteristics.

2.      Practice:

Once you have created your value statement, try it out. Friends and/or appropriate colleagues can help with this. How does it feel to say it? What reactions do you get from others?

3.      Revise:

You may find a better way of saying what you want to say as you go along. And, if will be necessary to revise it for different audiences and purposes.

The Candle Lady and the Dip

What would you do if you woke up one morning and said “I can’t do this work any more! I’ve had it! All I can see is this big iceberg blocking my way. And I don’t have the energy to get past it.” That’s what happened to Pat Hess, owner of Colonial Candlecrafters. After many years of managing her shop near Lewisburg, PA, Pat found herself in a self-described “funk.” The cyclical nature of the business, the increased competition, and a fluctuating economy seemed like good reasons for giving up. On a daily basis, she began to ask herself if it was time to do just that.

Best selling author Seth Godin says every new project starts out fun, then gets harder and less fun, until it hits a low point: really hard and not much fun at all. He calls this The Dip. Clearly Pat was experiencing a Dip.

PAT’ STORY
Since 1982, Pat had owned and managed her candle making business; it had been fun, challenging and rewarding. But then something happened. After 25 years, she felt her energy and enthusiasm diminishing. Things that she typically handled effortlessly now required great effort. As she continued to operate the store and workshop, she grappled daily with what she should do. Close up shop…find other work or continue in the business. Pat says that there were days when she was very close to quitting. As she reviewed her efforts over the years, remembered new initiatives she had taken, thought about the wonderful staff working with her, she found herself in a serious dilemma. But at some point, Pat says she realized that if she were going to move forward, she was the only one who could do it. She was in charge. And then something happened that resulted in a renewed commitment to her work.

When a vendor that owned the molds for some of the “Critter Candles” pictured here failed to ship Pat’s holiday order, Pat was told that her high quality standards were the exception - not the rule. The vendor would no longer service Colonial Candlecrafters because, in the past, Pat had returned candles with defects. The supplier said that Pat was confusing handmade with perfection. That’s when Pat knew that she had what it would take to continue to be successful. She was going to push through the Dip.

Godin states that winners commit to beating the right dip for the right reasons, creating the opportunity to become number one in their field. The vendor’s reference to Pat’s high standards regarding product quality, confirmed for Pat that she was in the right dip.

To read more about how Pat took Colonial Candlecrafters to the next level, see The Candle Lady - After the Dip.

The Candle Lady - After The Dip

 With renewed energy, Pat Hess set out to take Colonial Candlecrafters to a new level. Listed below are several steps she took which have led to ongoing customer satisfaction and expanded business development.

PRODUCT DEVELOPMENT

• Pat looked at her beginnings and brought to life “old favorites” – candle designs that had not been seen for some time - and featured them anew in her shop.

• She conferred with her staff to create a unique design for candles previously purchased from vendors.

• The coup-de-tat: Pat longed to feature The Critters, but with the vendor no longer willing to make them for her, she had to find another source. With the assistance of her staff, Pat was able to locate molds from a different company which had recently gone out of business. Once she did that, she made a critical decision: she decided to purchase them and make her own line of Critter candles. Today Colonial Candlecrafters’ Critters are proudly displayed in her shop.

BUSINESS DEVELOPMENT

• Pat discovered that, although a large percentage of her customer base consists of travelers/tourists, there was an opportunity to work with local businesses as well. Colonial CandleCrafters expanded its market by creating personalized candles for special occasions, such as wedding ceremonies, baptisms, and memorial candles for funeral homes, creating a stronger local presence.

• Pat’s affiliations with local professional organizations has eliminated the feeling of “being in this alone” which she experienced while in The Dip. In keeping with her belief that brick walls are put up to see how badly we want what is on the other side and realizing that she is the one who had to make things happen, she formed a Women’s Business Group to provide support and resources. Their name? POW WOW Professional Opportunities Working with Other Women

And then there’s Pat…
Does it take unique characteristics to survive a Dip? I don’t know the answer to that, but I can tell you what I learned about Pat.

She likes people and believes they are inherently good. She enjoys making a sale a memorable customer experience. She regards her staff with affection, respect and gratitude. She considers her work a craft – her business expertise is candle-making.

…And she thinks a good time is sitting in her shop on a Sunday morning, painting chickens.

A personal note: I met Pat Hess in July (08) while traveling from MD to NY. I was so impressed with her love of life and work, that I had to know more. As she told me her story, I thought visitors to my site might like to hear it as well. Thank you for sharing, Pat.

If you know someone with an interesting Career Biography, please ask them to share it with me so that I might add it to the blog. They can contact me through the contact form on my website. www.rcmassociates.com