Teaser:
The 3 C's to "Getting paid what you are worth" by Hannah Samuel
Whether you’re in business for yourself, or looking for a new job,
determining what you’re worth is important in terms of our sense of
self-worth.
Whilst it's tempting to leap ahead and focus on price or a salary figure
as the starting point, what's more important initially are
the foundations upon which the dollar value you finally settle on are
based. To be paid what you’re worth you need three ‘C’s:
Whether you’re in business for yourself, or looking for a new job, determining what you’re worth is important in terms of our sense of self-worth.
Whilst it's tempting to leap ahead and focus on price or a salary figure as the starting point, what's more important initially are the foundations upon which the dollar value you finally settle on are based. To be paid what you’re worth you need three ‘C’s:
Confidence
First and foremost, are you happy charging? Can you deliver on your promises, genuinely add value and should you be financially rewarded for doing so? If not, then no amount of price-setting will help. Having confidence in your ability to deliver is critical. Once you’re confident charging, the next step is being confident in the amount you charge. Play around with different dollar amounts and work out which ‘sits’ most comfortably with you. Too little and you’ll feel undervalued. Too high and you’ll feel like a fraud. Test out what feels right for you and ensuring you include large quantities of both the second and third Cs - credibility and currency.
Credibility
What you say about yourself, and what other people say about you, will add hugely to your credibility. Do you have the credentials required? Are clients, colleagues and others willing to put their reputation on the line and lend you their support by way of testimonials and references? Do you have specialist skills or expertise, or are considered the ‘go-to’ person in your field? Providing evidence of your abilities that are relevant and meaningful to those you’re aiming to influence will enhance your personal sense of credibility and self-confidence and make it easier for others to make informed decisions about you.
Currency
Being able to articulate why you, and why now, is extremely powerful. Work out what their return on investment (ROI) is likely to be if they engage you and then clearly articulate it. Facts and figures, supported by a range of other persuasive factors, will help you stand out from the crowd and boost your confidence in your willingness and ability to charge. Amongst the body of evidence supporting your credibility make sure you include current, relevant material and references that demonstrate you’re in touch with what’s wanted and needed now, not years ago.
Getting paid what you’re worth is more about confidence, credibility and currency than actual dollars and cents. When you’re able to clearly articulate why you deserve what you’re worth you’ll be in the strongest position possible to negotiate effectively.
By Hannah Samuel
www.hannahsamuel.com
Copyright Hannah Samuel. All rights reserved. Originally published in Reputationz News August 2011 by Hannah Samuel.
When I read this article by a friend of mine from New Zealand I knew I had to share it with you. Hannah has some great tips. Subscribe to her newsletter to get more great advice.