If You Got Laid Off, Stop Naming Your Number First
If You Got Laid Off, Stop Naming Your Number First
If you got laid off, stop naming your number first. It's a $20K+ mistake. As an ex-Amazon recruiter, this is the question that costs people the most money.
You know this moment.
You're three minutes into a call...
for a role you REALLY want.
And then it comes.
"So what are your salary expectations?"
You break into a cold sweat.
Because you're not working right now,
your brain answers a different question.
Not "what am I worth."
More like...
"What will they say yes to."
"I just need something."
"I'll take anything at this point."
"Don't scare them off."
"Don't be greedy."
Please STOP.
That question is not about your value.
It's about their budget.
They already have a number.
It was approved before they met you.
(And it's probably bigger than you realize.)
So let them go first.
Here's your uno reverse (save this):
"I'd like to understand the full scope of the role and the team first. What range do you have budgeted?"
Then shut up. I mean zip it.
Give them the courtesy of responding.
I know the silence feels panic inducing.
But if you open your mouth,
you're about to leave thousands on the table.
So wait. You asked a question.
Let them respond.
My client got laid off. She's been operating at a director level... and paid about 60% of what she's worth.
When a recruiter reached out for a perfect match job... she got excited. Then scared.
I gave her this exact script.
If she'd gone first... her range would've been half of theirs.
Being unemployed doesn't change what you're worth.
But it can change what you're willing to accept.
Those are two very different numbers.
Only one is real.
Let your market value set your price.
Don't undercut it because you had a bad week.
The distance between how good you are and how hireable you appear is called the Hireability Gap™.
You can't control the market.
But you can control how hireable you look.
Ready to close your Hireability Gap™ and become the obvious choice before the role even posts? The full Theory of Hireability™ manifesto is at TheoryOfHireability.com.
Frequently Asked Questions
Should I name my salary first in a job interview?
No. When you're the one who names a number first, especially after a layoff, you anchor low. The recruiter already has an approved budget range. Let them share it first by asking: 'What range do you have budgeted?' Then wait for their answer.
What is the Hireability Gap™?
The Hireability Gap™ is the distance between how qualified you are and how hireable you appear to a recruiter or hiring manager. You can be the best candidate in the stack and still lose the offer if you don't signal hireability clearly from the first call.
How do I negotiate salary after a layoff?
Being laid off does not change your market value. It only changes your confidence. Use this script when asked about salary expectations: 'I'd like to understand the full scope of the role first. What range do you have budgeted?' Then stop talking. The silence is the strategy.
What is Lindsay Mustain's salary negotiation advice?
Lindsay Mustain, a former Amazon recruiter who has reviewed over a million resumes, teaches that every salary range is approved before the recruiter dials your number. Your job is not to anchor low out of fear. Your job is to learn their number before you give yours. The Theory of Hireability™ covers the full approach at TheoryOfHireability.com.
