In an episode of the classic sitcom I Love Lucy, Lucy wants her husband, Ricky, to ask his boss. Mr. Littlefield, for a raise. Ricky dreads the idea. Lucy invites him to rehearse his “ask” with her, as if she were his boss.

In the role play, the reluctant Ricky works up the nerve and says, “Uhhh, Mr. Littlefield, I was wondering … (shaking his head) you couldn’t give me any more money next year, could you?” Lucy scoffs. Ricky argues, “Honey, if he wants to give me a raise, he’ll do it.” (You can watch the scene here.)

How many of us have had thoughts similar to Ricky’s, that if our boss wanted to give us a raise we wouldn’t have to ask? In the real world, of course, it doesn’t exactly work that way. You’ve got to ask for a raise (and with more skill and confidence than Ricky did). Here’s how.

PREPARE

Research comparable salaries in your company or industry. Ask others in similar jobs for a ballpark salary range or explore online resources such as Glassdoor, ZipRecruiter, and Indeed. Is your professional worth based on competing offers? What is the maximum earning potential for your job?

Ask for a meeting with your boss before budgets are determined, even if it’s before your scheduled review.

Prepare your case using examples that demonstrate the value you bring to your job, such as:

• Increased responsibilities you’ve been assigned or voluntarily taken on since your last raise or evaluation
• Your recent achievements and their benefit to the company
• Documented praise you’ve received from customers, peers, or influential others (you may need to ask for these!)
• An executive brief of the above items for your boss to use on your behalf in case higher levels of approval are needed

Self-check for any negative feelings that could creep into your presentation. Decide to keep your attitude confident, positive, and professional. Be the person it’s easy to say yes to.

Rehearse your ask aloud at home until you’re comfortable hearing yourself and the words roll off your tongue. While you’re at it, imagine your boss saying yes!

Identify any compensation perks you might negotiate if your raise is denied, such as flex time, more vacation time, or working from home.

PRESENT

Present your case using any relevant documentation including charts or graphs (bold visuals speak for themselves).

Be specific about the desired figure or percentage increase and link it to your accomplishments. “Considering my track record, I feel that $____would more accurately reflect the value I bring to the company.” 

Silently wait for a response, even if your boss is quiet. Don’t squirm. Hold steady.

Don’t:

• Apologize for asking for the raise.
• Be vague. “I want more money.”
• Make negative comparisons. “I’m more dedicated than Chloe or Ivan.”
• Self-inflate. “This company would be lost without me.”
• Base the request solely on your number of years with the company (longevity and value are not always related). 
• Plead financial hardship. “I’ve got two kids in college.” 
• Threaten to quit (unless you’re prepared to do so).

REQUEST DENIED?

Probe the no (nondefensively). Is it strictly a matter of budget? Is it your performance? Ask for clarity in the form of examples: “You said just now that my “commitment inconsistencies” are the reason you’re objecting to my raise. Would you give me an example of what you mean?” 

Consider negotiating on your requested amount, but only if asked. Never volunteer to ask for less.  

Ask your boss what you could do to merit a raise. What specifically would you need to improve or deliver? What are the criteria for exceptional performance? Take notes that you can use to create an action plan based on the discussion.

Send a summary to your boss of the key points discussed and your plan of action.

Request a follow-up evaluation and ask your boss if you could meet before your next scheduled review, to revisit the progress on your action plan.

In closing, I’ll leave you with the following true story. It’s about the danger of making assumptions that could limit your potential earning power.

My friend Nancy, a professional artist, once learned—retroactively—the importance of asking for a raise. In the mid-1990s, she was employed at a small graphic arts studio making $7.50 an hour. After about a year, she realized she needed more money to make ends meet. Though she hadn’t yet found other employment, Nancy gave notice to her boss and subsequently left. 

That would have been the end of the story, but the day after she said goodbye her boss asked her to stop by the office.

“Nancy, you were a great employee,” he said. “Why did you leave? Was it about money?”

“Yeah, I just couldn’t make it on $7.50 anymore,” she confessed.

“How much do you need to make?”

“Twenty-two dollars an hour,” she replied, embarrassed by the contrast. 

“I wish you’d asked for that before you left, “ he said. “It’s yours. Now will you come back?”

A stunned Nancy returned to the job the following day, making three times her previous wage. 

Odd little story, isn’t it? Not only did Nancy not ask for a raise, her employer had initially watched his valued employee leave without asking why. But the moral to the story is worth the ink: don’t assume you know what people can afford, like Nancy did. Ask. You might be pleasantly surprised.

Good Luck!

Banner image: Flickr

Paul Quinn is the author of the forthcoming book, The Big Ask.