Why PhDs Lack Confidence In Their Job Search (& How To Fix It)

Years ago, as I was sipping my coffee, a barista told me that she had a PhD. 

I practically spit my medium roast all over the counter. 

But should I have been so shocked? Universities don’t teach you how to transition to industry jobs - so where does that leave PhDs?

In Dr. Barista’s case, it left her getting paid less than she was worth, serving up coffee and pastries.

There’s a little something that keeps PhDs trapped in jobs they’re grossly overqualified for.

Scratch that - a big something. It’s called “imposter syndrome.”

If you are perfectly qualified to fill a role, but you secretly think you’re not good enough, you’re suffering from imposter syndrome. And does this evil syndrome let go once you’ve landed an awesome industry position?

Nope.

At that point, imposter syndrome tells PhDs to accept the first salary they are offered - as though that’s all they’re worth.

But your PhD took a long time, and you deserve high pay that reflects your uncommon skill set.

So how do you get paid what you’re worth?

Negotiation.

Did you know that 70% of hiring managers don’t expect job candidates to take the first salary offer? Instead, they expect you to negotiate. Employers are competing over talented candidates just like you. You have plenty of leverage for negotiating. 

I’m going to tell you exactly how this process works, and how you can use it to make very, very good money.

1. Arm yourself with this data.

As a PhD, using data to objectively reach a conclusion is something you’re trained to do. Do some research and find out what people with your credentials are making. Filter by: 

• Education level
• Location
• Job type
• Years of experience
• Company size

The number that comes up is what you are worth. Imposter syndrome will tell you that you’re some magical exception to the rule - that you’re different or you don’t deserve that much.

This is a total load of nonsense.

The salary that you discover will probably be much higher than what you’ve made in academia, but that doesn’t mean you aren’t worth it.

Once you receive an offer from a potential employer, compare it to the salary that you researched. If it’s lower than you were expecting, don’t get defensive. Be objective and use the data to support your argument.

Wait for them to give the first number, but when the time comes for your counteroffer, mention the research - that the average salary is $XX. 

Ask the employer, what you can do to get the offer closer to that number.

This way, even if you are feeling like an imposter, you are using objective data to demonstrate your worth.

2. Use this industry technique to find a mentor.

Feeling unqualified?

An empathetic mentor can be just the thing to give you the right perspective. Set up meetings with other PhDs who used to be where you are, and ask them about their journey. 

These scenarios are sometimes called “informational interviews.”

Find out how they felt when they were first searching for a job. Were they nervous? Did they, too, feel unqualified?

By talking with others who have been where you are, you can gain insight into the industry mentality you’ll need to adopt.

How did things finally change for them? How can you follow a similar path?

They were once exactly where you are, and like them, you are a valuable addition to industry.

As a bonus, by being genuine and open with the other person, you can to foster a strong relationship, leading to a possible referral.

3. Don’t just remember your value as a PhD - use this simple method to prove your value.

PhDs who remember their value have a far better chance of successfully finding their career niche. And your value is never more important to remember than during negotiations. But knowing your value is half the battle - now you need to show the employer.

Before negotiating for a higher salary, create an outline detailing why you are the perfect fit for the role.

Start with your technical skills, as this is usually easier for us as PhDs.

Which of your expert technical skills are important to the role? How can you use them to achieve company results? This is just a list for you, so don’t worry about making it perfect.

Just jot down your relevant technical skills and the positive impact they would have on the business. 

Next, do the same for your transferable skills. This list will be different depending on your skills and the position, but in general, be creative and find ways to apply your skills to the context of the job. 

Your list represents the reasons a company should be excited about hiring you - this is the value that you’ll bring.

As you go into negotiations, there are 2 things you should do with all this information:

1. Commit it to memory - knowing your value will come across as confidence, which will favorably influence the negotiation process.
2. Reiterate these value points when asking open-ended questions and making your counteroffer.

Don’t forget these two points - they represent the reasons employers should pay you more.

4. If you demonstrate this during an interview, you’re interviewing correctly.

Always, always show excitement and commitment to the position.

During salary negotiations, it’s easy to feel frustrated by a low offer or how long the whole process is taking. But that must never influence how you present yourself to the employer.

At all times, you need to be positive, excited, and focused on the future.

This starts at the earliest opportunity: The first phone call or email you get from an employer.

Before picking up the phone or replying in a message, remind yourself of why you are excited about this role. 

What drew you to the position in the first place? Armed with this mindset, head into negotiations.

Forget about ultimatums and aggression. It’s not “you vs. them.” You’re a team working together. Stay positive and excited.

Say something like, “I’m very excited for this opportunity, and know I’ll be a great fit considering xyz. I was hoping for a little more in terms of salary. What can we do?”

What you should NOT say is, “That salary is too low for me. I need to make at least xyz.”

See the difference? 

One is focused on the bigger picture - on the company and the future. The other is focused just on yourself and how you want more money.

Create solidarity and make your negotiation a team effort.

Even if the employer is not able to meet your salary requirements and you choose to pursue something else, stay positive. Focus on the future.

You’ll find the right fit, but it might take some time. Don’t accept an offer that doesn’t reflect your value and your needs.

5. Watch the person interviewing you for this gesture (it’s a very good sign).

The moment you begin interacting with the company, they will begin analyzing your value. They’re actually deciding how much to offer you based on how you act in your interviews. 

One thing that you can do to dramatically increase the initial offer? 

Get the interviewers to nod their heads. 

Alternatively, they’ll say something like, “That’s right!” Either way, you want them agreeing with you. Try saying something like: 

“I imagine you’re probably a little worried that you’ll hire the wrong person. You want to take your company to the next level, and you want people that are committed.”

If you can successfully hit on the employer’s concerns in this way, you’re placing yourself and the employer on the same team. It’s a step toward making negotiations win-win.

As you interview, pay close attention and watch for those head nods or “that’s right” responses.

These are signs that you’re on the right track - you’re talking about things that really matter to the company.

Remember these moments and leverage the important topics when reiterating the value you can bring.

Are you a PhD?

If so, have you ever felt like an imposter? What did you do about it?

Tell me in a comment below.

To learn more about transitioning into industry, including how to gain instant access to industry career training videos, case studies, industry insider documents, a complete industry transition plan, and a private online job referral network for PhDs only, get on the waitlist for the Cheeky Scientist Association.