How to Answer, “What Are Your Salary Expectations?”

There are many interview questions that inspire dread. But one in particular is especially complicated: “What are your salary expectations?” If you go too low, you might end up selling yourself short. If you go too high, you could price yourself out of a job.

Here are a few practical strategies for how to approach this question. For starters, many candidates feel the need to respond with a specific number.

Well, you don’t have to give a number.

In a job interview, you are not in the best position to negotiate because you’re still in unknown territory. The time to discuss salary is after the new employer has ‘fallen in love’ with you! You will have more leverage then and can feel more confident that you won’t lose out on money.

So, until you are a finalist candidate in the interview process, (typically this is when the real compensation discussion happens) it is in your best interest to redirect the conversation. Here’s how to do that:

1. Turn the question around and ask about their budget.

You can respond with something along the lines of: “I actually don’t understand the full scope of the role at this point to accurately price myself, but I would love to know the salary range”. And acknowledge that salary is just one of the factors that will play in your decision to accept the job or not. Make clear that you’re interested in learning about the full benefit package. Signal flexibility so that your answer doesn’t come off as a demand but as the beginning of a conversation. Express your enthusiasm about potentially joining the company.

2. Offer a salary range.

When employers do not include a salary range in the job posting, you will want to do some research before your interview, so you have a realistic idea of the typical salary range for the role. You’ll want to compare your experience and qualifications with the job description to determine where in the range you might fit, so you can give an informed response.

Your research can include Indeed’s Salary Guide Salaries | Indeed and the Government of Canada’s Job Bank site: Job profiles - Job Bank

This will help you understand what a fair salary might be for the position. While that number isn’t something you need to share while interviewing, it is good to have in mind.

3. Ask people in your network.

Another option is to ask people — people who hold similar roles in the industry or even work at the company you’re interviewing with. Of course, talking about money can be awkward but tackling a cringey conversation is worth it if it helps you learn how to position yourself.

Why do hiring managers and recruiters even ask this question? The short answer: They want to be sure they can afford you.

It’s in their best interest not to waste their time (or yours) going through multiple interviews and putting together an offer, if they can’t meet a candidate’s compensation expectations. Every position is budgeted, and they want to make sure your expectations are consistent with that budget before moving forward.

With contributions from: John Lees, Career Strategist; Tori Dunlap, Financial Expert; Vicky Oliver, Author and Career Development Expert.