Negotiation can be tricky, never mind when it comes to your own salary. But a 2023 survey conducted by Pew Research showed that, when people asked for more, 66% of job seekers received a higher starting salary.
Asking can be daunting though. In the study, only 30% of people recalled asking for a higher salary the last time they were hired, so let’s explore how you can go into your negotiation feeling confident about asking.
Research industry standards
Before you do anything, research industry salary standards for the role you’re applying for. You can do this in a few ways — the more sources and people you consult, the more accurate a picture you’ll get.
Talk to your golf colleagues and check out golf-specific job boards and sites like Glassdoor or Salary.com. If you belong to a professional association, see if it publishes salary surveys. For example, the National Golf Course Owners Association Golf Industry Compensation and Benefits Report is available to members, and the Golf Course Superintendents Association of America Compensation and Benefits Report is available for purchase by both members and non-members.
Set your salary goals
After you’ve done your research, you’ll be ready to identify a salary range you’re comfortable with. What’s the minimum you will accept, and what’s your “stretch goal”?
Consider things like your current or previous salary, your experience, the role and its responsibilities, its market value and your cost of living. You might even think about how badly you want or need this job or how long the commute is. For your stretch goal, be optimistic but reasonable — you don’t want to price yourself out of the market.
Once you’ve established a range you’re happy with, discuss it with a colleague to ensure it makes sense from a more objective perspective.
But don’t reveal your number first
It can be awkward when an interviewer asks what your salary expectations are. We’ve all heard you shouldn’t give away your number first. If it’s lower than the employer’s, you might be leaving money on the table. If it’s higher, you could be pricing yourself out of consideration. With pay transparency in job ads gaining momentum, you might have an idea of the range, but it may still be too broad to be useful.
So how should you answer if asked what your salary expectation is? Your strategy will vary depending on the situation but could include:
- Turning the question back on them and asking what their budget is.
- Deflecting. If it’s too early to give an informed answer, it’s okay to deflect by saying you’d like to get a better sense of the role.
- Providing a range — not a specific number.For more tips, see How to Answer “What Are Your Salary Expectations?”
Factor in benefits and perks
Salary is only one aspect of your compensation package. Other benefits and perks golf clubs offer may include health insurance, a retirement plan, vacation time, flexible work hours or course access and equipment discounts. These can add significant value to your overall package. So, if the base salary is lower than what you’d like, try to negotiate on the other elements to make up for it.
Prove your worth
If you’ve made it to the salary negotiation stage, you’ve proven your merit, but now’s not the time to get comfortable. Be prepared to articulate how you will contribute to the club’s success and bottom line. Share how you’ve made a difference in other jobs. Did you introduce a procedural change that resulted in lower operating costs? Have you helped golfers improve their game, maybe even go on to win tournaments? Quantifiable achievements make a strong case for a higher salary.
Practice your pitch
Practicing your delivery beforehand will build your confidence and ensure you’re ready for the actual conversation. Enlist the help of a friend or colleague to role-play the discussion. This can also help you anticipate potential objections from the employer and ensure you have answers for them.
Your starting salary is the anchor that future raises, bonuses and other perks will be tied to — it’s important to get it right. By doing your research, articulating your value and going in prepared and confident, you can maximize your earning potential. You got this!
About The Author
Tyler Bloom is the founder of Tyler Bloom Consulting. A former golf course superintendent and turf professional, Tyler’s love of all things golf began at the age of six when he stepped onto the course for the first time.
Tyler has an Executive Certificate in Talent Acquisition from Cornell University and a degree in Turfgrass Science from Penn State University. With 20 years of experience in the golf and turfgrass industry, Tyler has worked directly with reputable club leaders at some of the most prestigious clubs to place over 100 professionals in executive and management level positions throughout the United States.
Are you ready to build a top-performing team that drives results? Our proven framework, methodologies, and implementation is based on our personal track record of developing world-class teams. In addition to talent acquisition, we provide leadership development and ongoing consultative services for the golf course and club industry. Our team has personally coached and mentored dozens of future golf course superintendents across the United States.