Survey Says: No Salary Requirements in Cover Letter
February 26, 2009 (10:00AM) by Julie O'Malley, CPRW
 As a rule, you should not mention salary in a cover letter. You'll have more negotiating power after you've had a chance to communicate your value in an interview. In other words, if they don't ask, don't tell. But what if they do ask?
A couple weeks ago, we launched a poll to find out how our readers would handle this situation. The results might surprise you!
Our poll asked: "If you were applying for a job and they asked for salary requirements in your cover letter, how would you respond?" Interestingly, almost 80% of you said you'd acknowledge the question without giving a specific number. Here's the breakdown:
- 39% would not give a number, but would "Let them know I'd be willing to discuss salary after we determine I'm a strong candidate."
- 39% would not give a number, but would "Indicate that I'm flexible about salary, since it's only one of the factors I consider important."
- 15% would give a number, but "State a wide range to give myself the best chance of matching their budget."
- 6% would give a number, and "Aim high and ask for the top of my range, but be ready to negotiate."
What IS the Best Answer?
I hate to say it, but there is no single, best answer. Each of the answers above could be acceptable in a given situation. But each strategy also has potential risks.
- If you don't give your salary requirements they might reject your application because, as one hiring manager says, "...there is nothing that a potential employer hates more than someone [who]cannot follow directions."
On the other hand, in a field like sales, leaving out the salary info might be interpreted as a savvy business move by someone who really knows how to negotiate. (Hey, it's possible.)
- If you do tell them your desired salary, you win points for following directions, but you run the risk of under- or over-pricing yourself. So that's a bit of a crapshoot, too.
How to Decide
First, be sure to research the salary range as thoroughly as you can, so you're fairly certain of what they're likely to offer. But your decision should also factor in variables such as:
- Your personality – Are you risk-averse or a bit of a gambler?
- Degree of need – Are you desperate for a paycheck, any paycheck, or can you hold out for top dollar?
- Level of responsibility – Is it an entry-level position, or one that requires your specific kind of experience?
- Current job market – Are there still plenty of opportunities, or has this field been hit with recent layoffs?
- Industry norms – Is it a traditionally low- or high-paying field?
- Size of organization – Is this a struggling startup or a worldwide corporation?
In the end, you'll have to trust your gut, cross your fingers, and choose the response strategy that feels right for you.
What kind of tactics have you used for addressing an employer's request for salary info? Share your thoughts or experiences in the Comments section below!
RELATED LINKS
How to Find Your Value Proposition
Good vs. Bad: Make the Best of Your Cover Letter
The Interview: How to Answer the Salary Question
I feel like 'degree of need' takes a much higher priority in considering what route to take today. I say get the job offer first and you can negotiate salary from there. I think this is the safest route to take and the one most people should take if they are wondering how to tackle this.
@Cuppa Joe Good point -- degree of need is probably the most heavily weighted factor for most of us these days. But there are still a few hagglers out there who just can't live with themselves if they think they've left money on the table!
Thanks for commenting! Julie
I never, EVER discuss salary until it's offer time. But I also understand that in many cases the question is asked up front as a way of weeding out candidates that don't fall within the predetermined salary range.
Whether it helps me or removes me completely from consideration I always say the same thing if asked about salary in the early stages of the candidate/employer courtship. I always say:
"Salary isn't my number one concern. I am more concerned about enjoying what I do, who I do it with, and where I do it. If those three objectives fall into place, then the salary takes care of itself."
It may sound a bit naive and it's kind of a risk, but I interviewed most recently last week where the co-owner of the company said she "loved" my response to that question. On the other hand, I am also aware that it has gotten me thrown out of consideration quite early in the process. But as far as I am concerned, that's the way I feel, and as corny as it may sound, that's how I answer that question because as I said, I just don't believe in discussing salary until well after I have already told and shown the employer what I can do for them.
Same thing with discussing benefits in general.
I don't know about cover letter situations, but when the salary expectation question comes up early in the interview process, I always do the classic interview reversal.
If they ask me, "What are your expectations in regard to salary" I always reverse it and ask them, "What are the salary guidelines for this position?"
What happens after that is usually a free for all because the interviewer isn't prepared to answer the question.
@Pinta Ale Yup, that's a very nicely worded variation on the second choice in the poll -- and I like to use a response like that myself, because it IS true.
A difference of a few thousand dollars up or down isn't going to make a huge difference in your daily life. But the boss, the company, and the coworkers can make your job a pleasure or a nightmare.
@Cann Oworms That's definitely a viable strategy in the interview, although you need to word it carefully. I'm not sure inciting a "free for all" in the interview is the best way to get a job offer :)
Thanks! Julie
One strategy I've found useful for salary negotiation is BREATHING! Yes, that's right...breathing.
Simply, rather than responding, simply breathe, scratch your chin, and count to 120 (slowly). The results will amazing you. Expect a 10% offer bump as a result.
I had an interview a couple of days ago. (First one in months). The young woman who did the interview immediately asked what my salary requirements were. I in turn asked her, what is the salary for this position? She responsed, however, I couldn't help but since that the atmosphere changed between us. I didn't feel very comfortable with her, cause she had nothing more to offer. I felt it was a waste of time. Many ads that I have been looking at, are asking upfront for salary requirements, they state if you do not list the salary you want then not bother to respond. This to me is so cold and unprofessional. Whatever happened to nice people?
@LG I hear you about it not feeling very nice to be told "give us a number, or don't bother applying!" They could word it more diplomatically, but in a way, it is "being nice" to make sure they're not wasting your time or getting your hopes up in vain.
The reality is, it costs a lot for a company to go through a rigorous interviewing process, only to find out in the end that the candidate's salary expectations and the company's budget are miles apart. They lose a lot of time and money when that happens, and so does the job candidate.
Take care! Julie
If no salary range has been disclosed by the employer, you state what you are worth within the range for such positions and express a desire to progress in that range if hired.
Your link above to "...this article." doesn't appear to be working.
Also, is there a point to responding to the question of your salary expectations with a range? Won't the employer obviously offer you the low end of your range if they make you a job offer?
@JulieR.
You've got a point there. The strategy is that you make your real requirement the bottom of the range. But if that feels like game-playing, then it wouldn't be a good tactic for you.
Like any job search advice, you have to view it through the filter of your own personality and comfort zone. And of course, trust your gut.
Thanks for writing. And I'll check on that broken link!
--Julie
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