How to answer: “What is your salary expectation?” in an interview

Salaries and Roles Salary and hiring trends Career development Negotiating Offers Article
Tips on how to answer: “What is your salary expectation?” in an interview:
Imagine your job interview is going as well as you would have hoped.  You meet the required qualifications, you have a rapport with the hiring manager, and those practice sessions you and a friend ran through helped you gain some confidence in your interview.  You have a real shot at landing this job. Then you hear that awkward question: “What are your salary expectations?” “Approaching this question does not need to be intimidating, especially if you know what value you can add to the role,” shares expert Tara Parry, Director of Permanent Placement with Robert Half Canada. Many job candidates dread the salary expectations question. There is the worry that, if you lowball a figure, you’re leaving money on the table.  But if you give a number that’s too high, you might price yourself out of consideration for the role.  No matter where you are in your career, that’s a tough calculation. The good news is, when discussing what are your salary expectations, there are strategies to giving figures that will be fair to you and within the employer’s budget. Timing, tact and research are all key to your success when discussing money with a potential employer. So here are five strategies for how to provide your salary expectations in the Canadian hiring market:
No matter what type of position you are seeking, or at what level, the job interview is your opportunity to convince the hiring manager that you deserve top dollar. At the close of the interview, you want the prospective employer to be thinking, “That’s who I want to hire. Now, how to convince them to join our team?”
 “Do thorough research, gain an understanding of the market salary range for the role in question,” says Parry. “Seek guidance from experienced recruiters, consult salary guides and reputable online sources, and engage in discussions with your professional network or family and friends.”  Salary expectations might well come up during the first formal interview — or even during the initial phone vetting. That’s why you should start preparing your “expected salary” answer the moment you apply for the job. And that means you need to do your homework. Check out reputable sources such as Statistics Canada for federal data on wages in your industry. Also, review the latest Salary Guide from Robert Half Canada to get the average national salary for the position you’re seeking.  You can also use the Robert Half Salary Calculator featured in the guide to customize the figure for your market.
Job seekers shouldn’t ask about salary when submitting their application materials or even during an initial phone vetting.  Raising the topic of money too early could send the message that you’re more interested in the money than the position. But that doesn’t mean the employer won’t ask about salary expectations during the initial contact. Read more about when and how to negotiate your salary during the interview phase. If a job post asks applicants to state what their salary expectations are when applying for the position, then give a range — not a specific figure — you’re comfortable with. Answers like “negotiable” might work, but they can also make you look evasive.  If you’ve done your homework, you’ll know what a fair compensation range will look like for the role you’re seeking. Should the question of salary come up during the initial phone call, you can still give an expected compensation range. “By arming yourself with knowledge, you can respond confidently by stating, 'I am targeting positions with base salaries between X and Y as a minimum.' This approach ensures you present your true value accurately, avoiding both underselling and overselling yourself,” explains Parry. This strategy leaves room to adjust the figures if you think it’s necessary once you’ve learned more about the job and the employer’s expectations for the new hire.
When it’s still early in the hiring process, there’s nothing coy about hedging with an expected compensation range, as discussed above. An employer who asks about an expected salary before discussing the job in detail can’t demand a more definite answer. But at this early stage, you also have an opportunity to turn the question around. Whether salary expectations come up during a phone vetting or at the start of your first video interview with the employer, you can smile and say: “I’d like to learn more about the position and the duties, and what the team’s like, before discussing money. But may I ask what salary range you’re considering for this position?” Delivered politely, you’ll demonstrate that your priority is learning whether the role is what you’re looking for — which every employer will respect. If the employer’s salary range is in the area you were considering, or even higher, thank them for sharing the information and confirm that the figure’s in your ballpark. If it’s a little less, say it’s at the lower end of what you were hoping for, but you’d still like to talk about the job. Why do that? In Canada’s current job market, you’ll find some companies are prepared to offer better pay to hire top talent. Demonstrate you have just what the employer is looking for, and you’ll likely be able to negotiate a salary figure to your liking as you hammer out the details of the job offer.
At some point, you must commit.  By the second interview (or certainly the third, if the process lasts that long), you’ve likely learned what you need to know about the job and how success will be measured, you’ve met team members, and you’ve already shared the salary range you were considering — or the employer has shared the figure they’ve budgeted for the position.  The candidate’s salary expectations, and whether the employer can meet them, remain the only major unsettled questions. So, when an employer now asks what your salary expectations are, you must be ready to give a number, not a range. Factor in all you’ve learned during your research and the interview process.  Are the responsibilities and the stress level about what you expected when you applied for the position? Will you manage people or processes the original job posting didn’t mention?What employee benefits, perks and bonus opportunities will be included in the total compensation package? All that information should help you arrive at a salary figure that you think is fair and will be acceptable to the employer. You may have had to tip your hand when salary expectations first came up, but that doesn’t mean you’re committed to the range you originally gave.  Phrase your answer by citing, briefly, the points you think are salient to salary expectations. Even better if you can frame it in a positive manner. For example: "Given the responsibilities of the position and the number of people I’d be managing, I think $XX is a fair figure. It’s an exciting opportunity, and I truly believe I’m the person for the job." "I’m really excited by the challenges you described! $XX seems like the right starting salary. There’s a lot to take on, and I’m confident I’d succeed in the role." "I’m thinking $XX. This is a big job — one I’m well familiar with and well suited for. I led a similar team at my past employer, and we hit all the goals we were charged with. I’d be very excited to take on another challenge like this!" "I remember the salary range you gave me earlier, and I respect the fact that you have to work within a budget. But I’d like to suggest $XX as the starting salary. The responsibilities of this role are quite demanding, and as we’ve both said, I have all the necessary skills and training. I believe I can deliver the results you said you’re looking for."
Never misrepresent your experience, your training or the impact you’ve had at your current or previous job.  Don’t do it on your resume or in your cover letter, during interviews, or when discussing salary expectations. The truth is bound to come out — maybe during your reference checks, maybe during a skills test, or maybe once the employer sees how you perform at the new job. At some point, it will come out. The same is true about your current or past salary. It’s best to always direct the conversation to your skills and the value you’d bring to the role, not what you’ve been paid at other jobs.
How do I ask what the salary is for a job? Once the interviewer has explained the job description and responsibilities, it's appropriate to inquire about the compensation.  For example, you could say, "I'm very interested in this role and its responsibilities. Can you tell me more about the compensation structure, including salary and benefits?"   What can I say about my salary expectations if I have little/no experience for the role? Even with little to no experience, you can still confidently answer the salary expectation question during an interview. While you might not have extensive experience, highlight your transferable skills, educational background, and eagerness to learn.  Consider mentioning a salary range instead of a single number. This shows flexibility while giving the interviewer an idea of your expectations.   Can you ask the interviewer about the company’s salary expectations in terms of range? There are a couple of ways to inquire about the company's salary range during the interview. You can take the direct approach: "To get a better understanding of the compensation structure, could you share the salary range for this position?" Or you can ask for a broader picture of the salary package: "I'm interested in learning about the overall compensation package, including salary, benefits, and growth opportunities."   How do you answer, “What is your current salary?” While employers can ask you this question, it's not always in your best interest to disclose it.  You can shift the conversation with: "My current salary isn't necessarily indicative of what I'm looking for in this new role. I'm particularly interested in [mention aspects of the new role that excite you] and believe my skills in [mention relevant skills] would be an asset to your team. What is the salary range for this position?" Or you can place more focus on the advertised role: "I'm confident that my skills and experience align well with the requirements of this position. Based on my research, the average salary for this role in [your location] is around $[insert salary range]. Considering my qualifications, I believe this aligns with the value I can bring to your company."   How should I respond if the salary offered is lower than expected? Don't get discouraged or upset. Maintain a professional demeanor and express your continued interest in the position. Pivot the conversation to ask for a breakdown of the total compensation package, including salary, benefits, bonuses, and perks. This helps assess the offer's true value. To reiterate your value, you can remind the interviewer of your skills, experience, and qualifications that directly benefit the company. If the offer falls significantly below your expectations and the company shows no room to budge, politely thank them for their time and consider other opportunities.   How do I tailor my salary expectations based on industry and geographic location in Canada? Regional variances in salaries can differ significantly between major cities like Toronto and Vancouver, and smaller towns in Canada. A higher cost of living often translates to a higher salary expectation.  During the interview, you can mention the resources you used to research the position's typical salary range and remind the interviewer of your unique skills and experience that make you an asset. The Robert Half Salary Guide Calculator is a great tool to research salaries, complete with local variance for cities across Canada.
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