Money Talks: How to communicate your value in financial conversations
When it comes to conversations about money, are you positioning yourself for success (or are you avoiding the topic altogether)?
Did you know that nearly half of all Americans say that personal finance is the most challenging topic to talk about? We avoid talking about money even more than we avoid talking about death, politics and religion. A recent Bustle survey of more than 1,000 millennial women found that more than 50% never discuss personal finances with friends, even though 28% feel stressed out about money every single day. Something's gotta give.
When a recent episode of the podcast Death Sex and Money turned to personal finance, the conversation got awkward and heated. Sallie Krawcheck, the founder of Ellevest, has spent her life in conversations about money and host Anna Sale is one of the greatest interviewers out there. How can we embark on these conversations in a way that feels productive and safe when there's so much risk involved?
We know that we're avoiding conversations about money with our bosses, partners and clients. But are we also avoiding conversations about money with ourselves? Is there such a deep-seated fear of our financial futures that we avoid thinking about it entirely? As a communication coach, I see this avoidance when it comes to speaking in public. In fact, 74% of us are terrified of public speaking, and most of us fear it more than death (sound familiar?).
The Gender Gap
I recently co-hosted a webinar about communicating your value with Savvy Ladies, an organization that provides invaluable personal finance education for women. It got me thinking about the connection between communication and success. According to Gloria Steinem, “Nothing changes the gender equation more significantly than women’s economic freedom”, but how can we set ourselves up for financial success if we can't communicate our worth?
We recently commemorated #EqualPayDay but women still earn 80 cents to the dollar that men make. And that's only for white women. Women of color earn significantly less. At the rate of change between 1960 and 2015, women are expected to reach pay equity with men in 2059. Well, we're not going to wait that long!
To fill the gap, we need tools to help us have these conversations with each other (and ourselves). We need tools to communicate confidently and ask for what we want! Especially because women experience unconscious bias . Whether you are an entrepreneur pitching your services to a client, a freelancer valuing your time, or a professional asking for a raise, follow these steps to prepare and practice for conversations about money.
Articulate Your Goal
If there was a newspaper headline for the conversation, what would it say? Craft one for yourself and return to it as you wait for the conversation to happen. Be deliberate and picky with the words you choose. Make it personal and specific!
Before the conversation, identify unconscious behaviors like qualifiers (Kind of, Just, I think), filler (You know, Uh, Um) and apologies (I’m sorry, uptalk). Unconscious behaviors create gray areas which can cause you to come off as less confident than you are, and no one needs that!
Take Up More Space
If your default posture is hunched, you're likely to go further in that direction in challenging conversations. Instead, practice opening your body language–uncross your arms and legs, find your center and lead from the chest.
Literally take up more space with the sound of your voice. Don't rush, and imagine the sound of your voice hitting the walls. And wear shoes that make you feel powerful! Embracing Embodied Cognition makes you feel and appear more confident.
Connect Don't Convince
Talking about money is hard because it makes us vulnerable–we have something to lose and that's never fun. It's likely that the person you're talking to feels vulnerable too. Instead of trying to convince them to give you that raise, focus on making a connection instead. Maintain eye contact–even if they divert their eyes, remain present with them.
Eye contact also releases a chemical called phenylethylamine which simulates being in love. The person you are speaking to will automatically feel a personal connection to you. When talking about money, that's a win-win.