What’s Your Number? How to Talk Salary Without Selling Yourself Short

Let’s face it, talking about money can be uncomfortable.

Whether you’re in the early stages of a job search or sitting on a final offer, bringing up salary often feels like walking a tightrope. You don’t want to price yourself out of the role, but you also don’t want to accept less than you’re worth.

At Stone Hendricks, we coach candidates through salary conversations every day. And here’s what we know for sure: you can advocate for yourself without overreaching and without underselling your value.

Here’s how to talk about compensation with confidence, clarity, and strategy:

1. Know Your Market Value (Not Just What You Made Last Time)

The number you made in your last role doesn’t always reflect your true value. Salaries vary by location, industry, skillset, and demand, and in many cases, the market has shifted since your last role.

Do your homework. Use multiple sources like Glassdoor, Payscale, industry reports, and recruiter insight. Consider your experience, certifications, impact, and any niche or in-demand skills you bring to the table.

2. Don’t Anchor Too Early

If you’re asked to share your salary expectations early on, it’s okay to hold off. Naming a number too soon can limit your flexibility, especially before you understand the full scope of the role or the total compensation package.

You can keep the conversation open by expressing interest in learning more first. Staying focused on fit in the early stages shows you’re thinking long-term.

3. When It’s Time, Be Direct But Strategic

Once an offer is on the table or the conversation becomes serious, it’s important to be clear and confident. Have a number (or a well-researched range) ready, and be prepared to explain your reasoning if needed.

Leaning slightly above your target can allow room for negotiation, but the key is balance: advocate for what you’re worth without being rigid. The most successful salary conversations are rooted in mutual respect.

4. Consider the Full Package

Base salary is just one piece of the puzzle. Bonuses, benefits, equity, PTO, flexibility, growth potential, and culture all add real value.

Sometimes a slightly lower base can come with long-term advantages that align better with your personal and professional goals. That’s why we help candidates weigh the full picture, not just the paycheck.

Know Your Value. Name Your Number.

Talking about money doesn’t have to be awkward. With the right preparation, research, and guidance, it can be a powerful moment of clarity and self-advocacy.

You’ve done the work. You’ve earned the experience. Let’s make sure your next move reflects that.