I want more! The easiest way to earn more money is to add more value first – then ask for the pay rise. Unfortunately, most of the people who complain about not earning enough have an attitude of: ‘When I get paid more then I’ll do more.’

Right now you are getting paid exactly what you are worth. If you disagree then look at it like this:

• Have you added significantly more value in the eyes of the person who pays you?
• If you aren’t getting paid enough, have you asked for more?
• Have you been prepared to move jobs and been successful in finding a new job with the salary you require?

If you have answered ‘no’ to one or more of these questions, then whose fault is it that you aren’t, in your opinion, ‘being paid what you are worth’?

My job isn’t to beat you up – it’s to wake you up. Understand the main reasons why you may not be getting paid more, then if you want more – follow this plan.

I do appreciate that this approach is more difficult in larger companies or organisations who have rigid pay scales and structure. However, I have yet to meet the person who hasn’t increased their pay, benefits or both by using this system.

• Add more value first. I know I keep on writing this but that’s because it is the most important step towards increasing your salary. Adding value means doing more than is being asked or expected. Show up early, smash your targets, have solutions to problems before they take over, be brilliant for your customers. You get the idea. It should feel hard.
• Think like your boss (or the person who decides on salaries). Why should they give you more? If they have a set budget and they have the unenviable task of sharing it between you and the other people you work with, why should you get a bigger slice of the pie?
• Make a list of important accomplishments you have achieved in the past three months. You may want to go back further but the more current the better.
• Add to profit. In business, profit is king. In the public sector, adding more value is king. If you can add to the bottom line and increase profitability via improved income or reduced costs, then do it. This could be the money your boss is looking for to pay your increase in salary.
• Get your timing right. Applying for promotion or a salary increase too soon can set you back.
• Focus on projects that add the maximum value. You don’t get a pay rise by saying yes to everything – you get tired.

OK, so you’re prepared to ask for more money. Did I mention you’ll have to ask? There aren’t too many organisations that will request to meet with you and then offer you a bumper pay rise (and I’m not talking about your annual pay increase).

So how do you ask?

Here are five potential questions you may have and thoughts for the answers.

1 When is the best time to ask for a pay rise?

The good times to ask are:

• during reviews
• when your organisation is being successful
• when you have been given additional responsibility
• at the end of a day (fewer distractions).

The bad times are:

• after a full pay review (why didn’t you ask then?)
• following redundancies
• when your organisation is struggling (unless you are their only hope!)
• informally (‘excuse me boss, have you got a minute?’).

2 What is the best way to approach your boss?

Ask for a face-to-face meeting (if they have a PA, book it through them) and tell them you want to discuss your future. At this point, if you are a valuable member of staff your boss may be feeling slightly sick.

They will want to organise a meeting as soon as possible. Don’t take the meeting there and then, even if they say: ‘Well, now is a good time.’ Now isn’t necessarily the best time for you.

3 What should you do to prepare?

Have written evidence of what you have achieved and why this will make a difference to your organisation. Find out what you can about similar salaries for comparable jobs. If you feel underpaid have a copy of these salaries for your meeting.

Prepare yourself, think about this like another interview (only this time they know you) and make sure you look like you’re worth the extra money.

Have in mind what you will be happy to accept and what you will do if you don’t get what you ask for (or close to it).

4 What else should be on the table?

Keep the whole package in mind. Plan carefully what you want. Suddenly throwing in ‘And can I have a couple of extra days’ holiday’, without thinking it through, makes you look desperate and weakens your position. Stick to the type of benefits your organisation normally offers.

5 What affects salary negotiation?

• Does your boss like you? I know this shouldn’t be on the agenda and they should only be looking at you from a professional point of view, but your likeability factor is going to play a big part. Your likeability is based on how you fit with their values system so it’s worth knowing what they are.
• Cash flow, especially for smaller businesses and budgeting for bigger organisations.
• Your significance to the organisation – measured like this. First – at that moment. Second – in the future. Third – in the past.
• Your reputation. If you have a reputation for jumping from one job to another to build your career, a smart boss won’t pay more to try to keep you as they’ll know you’ll move on soon anyway. You’re better off having a reputation for successes and hard work.

Three final thoughts

1. Don’t pretend you have been offered another job if you haven’t – you’ll get found out.
2. Do your homework in your own time and subtly let your boss know that you did it at home.
3. Add even more value when you do get your pay rise. Let the decision maker know they made a good decision.