“It’s not about the money,” high chances you’ve heard someone say this…or maybe it was you. So, what did you do….you accepted “whatever” money that was offered to you when you started working for XYZ company 1 year ago. Probably because you were just tired of job hunting for your “dream job” or you really didn’t care about the money parse because you were doing it for the love of the game? Whichever scenario suits your situation.

But somewhere along the way something snaps in your judgment and you start to realize, “Wait a darn minute, I deserve more than what I am getting,” Maybe you’ve been doing more than what you were initially doing. Your duties have increased or you’ve been putting more time and effort in your job and yeah… you my friend feel like you truly deserve a raise.

While most Kenyan companies conduct market research to find out how much people of your caliber (job group/title/work experience/education background etc) should be earning, here is how to go about it if you have no clue of how address the about the salary raise negotiation topic.

1. Justify why you deserve a raise
Of course, this is a no brainer. You will need to gather all the evidence of why your boss/manager should give you a raise without batting an eyelash.

According to an article on Harvard Business Review, It’s not enough for your employer or manager to like you, which is what most people assume. On the contrary, they have to believe you’re worth the offer you want of earning 70K per month from say 50K.

“Don’t just state your desire. Explain precisely why it’s justified, the reasons you deserve more money than others they may have hired. If you have no justification for a demand, it may be unwise to make it,” reads the article.

2. Maintain a sense of perspective.
As I mentioned earlier, a lot of Kenyan companies conduct salary surveys to ensure they are not under or overpaying their employees. So, on your part, you will have to demonstrate that the industry and function in which you work in (IT, PR & Communications, Sales etc), your career trajectory, and the day-to-day influences on you (such as bosses and coworkers) can be vastly more important to satisfaction than the particulars of an offer.

Now on to the 2 don’ts

3. Don’t use “Softie” Language
C’mon! You are not begging for a raise…you’ve done your research, you’ve been hitting those KPI’s and excelling at your projects. That said, it time to be confident with your choice of words.

Don’t say, “I am hoping to get X amount of money but I am not expecting to get it”….. Don’t get all “Woishe” on your boss.

Instead you can say, ‘As one of your high achieving Sales Manager, I have been excelling in my role against all my set KPIs and deliverables. In the open Kenyan market my worth is X, which is Y% above my current pay. I’d like to discuss how we can close the gap’. Perfect, right?

4. Don’t get emotional. Keep to the facts.
I know, I know, who isn’t tempted to get emotional during a pay rise negotiation, especially when get a feeling that things aren’t going in the direction you had anticipated.

Although at the tip of your tongue, don’t tell your boss that you need to make more money because your bills are high (even though they are getting ridiculously high) or how your nutty landlord has decided to increase the rent, or how your child is starting college.

While these concerns are all valid reasons for needing more money and may have even been the motivation for trying to negotiate your salary in the first place, it is irrelevant to your boss. Instead stick to point Number 1.