Securing a raise from your employer can feel daunting, but with the right words and approach, you can navigate this critical conversation with confidence. The principles from Exactly What to Say provide a roadmap to structure your request effectively, turning a nerve-wracking discussion into a productive dialogue.
This article explores how to apply Phil’s “Magic Words” to make your case for a raise compelling, professional, and mutually beneficial.
1. Preparation is Key
The worst time to think about what to say is in the moment you’re saying it. Preparation allows you to enter the conversation confidently, armed with evidence and a clear strategy. Start by researching:
- Market rates for your position, industry, and experience level.
- Your achievements over the last year or more, quantifying your contributions wherever possible.
- Your employer’s financial health and timing (e.g., annual review cycles or post-budget meetings).
Preparation demonstrates professionalism and sets the stage for a productive conversation.
2. Start with Rejection-Free Openings
Using rejection-free openings lowers resistance and makes your employer more receptive. Phrases such as:
- “I’m not sure if this is for you, but…”
- “How open-minded are you about discussing…”
These phrases allow you to broach the topic gently without triggering defensiveness. For example:
“I’m not sure if this is the right time to bring this up, but I’d love to have a conversation about aligning my contributions with my compensation. How open-minded would you be to discussing this further?”
This phrasing emphasizes curiosity and collaboration, rather than confrontation.
3. Frame the Conversation Around Value
Your employer is more likely to consider your request favorably if you frame it around the value you bring to the organization. Use phrases like:
- “What do you know about the impact of [specific achievement] on [specific outcome]?”
For example:
“What do you know about how my recent project streamlined operations, saving the company $50,000 last quarter?”
This question invites your employer to reflect on your contributions and sets the stage for discussing compensation in terms of the value you’ve created.
4. Use Perspective Shifters
Perspective-shifting phrases can help your employer see things from your point of view. Examples include:
- “How would you feel if…?”
- “Just imagine…”
For instance:
“How would you feel if someone on your team delivered consistent results like these without recognition? Just imagine what could be achieved with even more motivation and support.”
These phrases engage the listener’s empathy and encourage them to view the situation through your lens.
5. Leverage Social Proof
People often make decisions based on what others are doing. You can subtly apply social proof by saying:
- “Most people in similar roles are earning…”
- “I’ve noticed that industry benchmarks suggest…”
For example:
“Most professionals with my level of experience and certification in our industry earn around [specific figure]. I wanted to discuss how we can align my compensation with these benchmarks.”
This positions your request as a logical alignment with market standards, not a personal demand.
6. Offer Options to Minimize Resistance
Providing options makes it easier for your employer to say yes. Use the phrase:
- “You have three options…”
For example:
“You have three options: we can adjust my base salary, explore performance-based bonuses, or create a development plan that ensures I’m on track for a raise within the next quarter. Which approach do you think works best for us?”
This demonstrates flexibility and a collaborative spirit while keeping the focus on achieving your goal.
7. Set Expectations with Assumptive Frames
Assumptive frames guide the conversation by setting clear expectations. Use phrases like:
- “As you already know…”
- “The next step is…”
For example:
“As you already know, I’ve been leading several key initiatives that have driven measurable results. The next step I’d like to discuss is how we can adjust my compensation to reflect these contributions.”
This language signals confidence and positions your request as a logical progression.
8. Anticipate and Address Objections
Anticipating objections and preparing responses can make or break the conversation. Common objections include budget constraints or timing. Use phrases like:
- “What happens next if…?”
- “If… then…”
For example:
“What happens next if we aren’t able to adjust my salary now? Could we revisit this conversation in three months after the next budget review?”
This approach shows you’re solution-oriented and willing to work within constraints while keeping the conversation open.
9. Highlight Mutual Benefits
Employers are more likely to approve a raise if they see how it benefits the organization. Use phrases like:
- “The good news is…”
- “This will allow us to…”
For instance:
“The good news is that increasing my compensation will not only reflect my contributions but also boost my motivation to continue exceeding expectations, which aligns with our company’s goals.”
This framing emphasizes that your raise isn’t just about you—it’s an investment in the company’s success.
10. End with Clarity and Confidence
Conclude the conversation with clarity and confidence, ensuring both parties are aligned on next steps. Use phrases like:
- “What happens next is…”
- “Can we agree on…”
For example:
“What happens next is that we outline the details of the adjustment. Can we agree to finalize this by [specific date]?”
This ensures the conversation ends on a productive note and avoids ambiguity.
11. Follow Up Professionally
If your employer needs time to consider, follow up with an email summarizing the discussion. Reiterate key points, your contributions, and any agreed-upon next steps.
For example:
Subject: Follow-Up on Compensation Discussion
Dear [Manager’s Name],
Thank you for taking the time to discuss my compensation. I appreciate your consideration and our dialogue about aligning my role’s contributions with my salary. As discussed, I look forward to hearing your thoughts by [specific date]. Please let me know if you need any additional information from me in the meantime.
Best regards,
[Your Name]
12. Practice Makes Perfect
The Magic Words are simple, but their effectiveness lies in their delivery. Practice your approach with a trusted friend or mentor to refine your tone and ensure your confidence comes through.
Asking for a raise doesn’t have to be intimidating. By applying the principles of Exactly What to Say, you can approach this conversation with clarity, confidence, and professionalism.
Remember to focus on value, use rejection-free openings, and frame your request in a way that emphasizes mutual benefits.
With these tools in hand, you’ll be well-equipped to secure the raise you deserve while strengthening your relationship with your employer.
