$30/hr to $100/hr in just 2 emails

"No one will ever care more about your personal finances than you, so you have to advocate for your own bank account!" -Ani, yours truly <3

Ladies, let's talk money. We need to ask for more. 

PLEASE PLEASE PLEASE. ALWAYS Negotiate. Always. Do not accept the first offer. Ask for more.

You are SUPPOSED to ask for more.

Below are two things that will help you ask for more:

  1. My exact emails that show how I went from $30/hr to $100/hr in two emails. Use them as templates for your own negotiations!

  2. A negotiation checklist. From this point on, you will always negotiate your first offer. Make that vow to yourself right here and right now. (And you better believe that many more men are doing this than us. It’s time for you to step up!)
     

1. How I went from $30/hr to $100/hr in two emails.

CONTEXT

I was leaving my employer but knew they needed someone after my last day, because there was a big time gap between my exit and the new hire starting. So, I knew they needed coverage during that gap.

BEFORE

  • I prepared points to illustrate my value...I can do x, y, and z to solve your burning pain.
  • I decided on my lowest ($90/hr) so shot for higher ($125/hr), based on research (glassdoor.com is a good place to start, and other job postings in the industry)
  • I had friend and family read them over and I practiced and recorded myself to analyze it.

DURING

Phone:
Over the phone, I said my points and made the ask: "I can do x, y, z...I know these are problems I, uniquely can solve for you and can save you time and energy by doing so...", "So, given this and my research, I can do this for you for $125/hr." They said $30 was all they could do.

I then said this key phrase, “You can let this marinade and get back to me. So you can speak with any other decision makers.” This is important because it takes the pressure off of having to make a decision then and there. It lets them think about it, and you've put down your cards.

Then I followed up with this emails:

Email #1 - from me to my employer -- Notice how I'm specific, don't beat around the bush. I also open and close with exact anspecificfc problems I'd solve -- you can never list too many benefits. 

Hi Stacey,

I’m writing to summarize the details of our conversation regarding consulting beyond my last day.

As I mentioned I can do [x, y, z...I know these are problems I, uniquely can solve for you and can save you time and energy by doing so..."]

That said, as we discussed, my support beyond my last day would consist of onboarding support for the new hire, .… I can offer this support through [date] at $125 per hour, for a maximum of 5 hours per week. At the end of May, we can discuss the potential extension of work.

[More value + problems I'd solve + time they'd save, etc.…This is like “after” picture in a before and after]

Feel free to reach out with any questions.

Best,
Ani

Email response from employer:

Hi Ani,

Thanks for hopping on the phone earlier. I spoke with John. We are prepared to offer you $75 per hour for 5 hours a week for two weeks starting mid-May.

The focus of this project will be to help with Martha’s onboarding.

Please let me know if the offer is acceptable or if you’d like to discuss it further.

Thanks,

Stacey

Email #3 - from me to my employer -- I don't accept the 2nd offer, so I renegotiate. 

Hi Stacey,

Thanks for discussing this with me and for getting back to me so quickly. I can come down to a firm offer of $100 per hour for a maximum of 5 hours per week.

[Entire paragraph on benefits for them, the expertise they’ll have access to and the problems it will solve (i.e. get done more quickly) etc. I already know their pain points so I go on as to how they'll be solved if they make this choice. This is the key, knowing exactly what their pain points are how specifically you are equipped to solve them.]

Please feel free to reach out if you have any questions. And, as I mentioned, you can also get back to me after Martha begins as well; no need to feel hard pressed to decide before I head out. 

Best,
Ani

Email response from employer:

Hi Ani,

I hope all is well. I’ve confirmed with John that we are willing to offer you your proposed rate of $100 per hour. If this is acceptable please let me know so I can share an update with Mary who can get you set up.

Also, as I previously mentioned, Martha’s start date is [date]. We are hoping you’d be able to work with her a couple of weeks into her onboarding. Please let me know if you’ll have availability in the end of May and/or early June.

Thanks,
Stacey

BOOM! I hope that helps you see that it's simpler that it may seem. 

If you want to ask me about this, practice your own negotiation with me, other negotiations I've initiated, or have any other burning money or professional pains I can help you with, then join us at this month’s Action Squad, where I facilitate a welcoming and supportive space to help you earn more, achieve your goals, and find clarity and support.

Go here to get the clarity and support that can help you rise to the next level -- reserve a spot at this month’s Action Squad.
 

2. Negotiation Checklist

PLEASE PLEASE PLEASE. ALWAYS Negotiate. Always. Do not accept the first offer. Ask for more.

You are SUPPOSED to ask for more.

Employers/clients ALWAYS start low, expected that you’ll negotiate.

It’s a little dance...just like when people ask you “How are you today?” and you politely say “Fine, and you”...this is a social etiquette dance. Asking for more money is part of the negotiation etiquette dance.

So, again you are SUPPOSED to ask for more.

You’re not doing anyone a favor by hiring you. They have a problem that they think you can solve, and *you* know you can solve (otherwise you wouldn’t be at the negotiation table in the first place). They clearly think you’re right for the job and they’re secretly hoping that you’ll take it. They’re nervous on the other end too. Trust me, I’ve been there and I used to work in HR.

One last time -- all together now -- and in first person: I'M SUPPOSED TO ASK FOR MORE! Now doesn't that feel great :)

Here’s a simple checklist to help you:

Before you negotiate:

  1. Know your audience/client very well. What are their burning pain points and how can you solve them.

  2. Calculate your own good, better, and best salary/rate.

  3. Practice -- in the mirror, with a friend, film yourself, ask others to read over it (if applicable). But practice. Really. I *always* practice negotiations.

After you’ve started the process:

  1. Do not accept the first job offer.

  2. Ask for more than you want, so if you get less, it will still be more than you need.