Diamond Power: Gems of Wisdom from Americas Greatest Marketer

For many people, there is nothing more frightening or intimidating than asking for a raise. Most of the time, it's because they're not 100 percent certain they deserve a raise. They know they've been working hard, but has it been hard enough? They don't have a standard against which to judge themselves.

If you're training for the Olympics, you know exactly what the standard is. You know how fast the gold medal winner ran last year, or how high the pole-vaulter vaulted. You wouldn't just train and hope that you get somewhere near the winning time. You set your sights and your training program toward beating the established mark.

How do you know what the winning mark is on your job? There's only one way to find out, and that is to ask. Don't wait for a job review, sit down for a job preview.

Ask your boss these questions:

• What are the things you're looking for me to perform in the next year?

• What are your goals, and the goals of the department?

• What exactly is in my job description?

• What could I do that would go beyond the job description?

When you get the answers to these questions, you can start documenting your achievements. That way, when it's time to negotiate for a raise, you can come to the table armed with facts and figures that show just how you have met (and hopefully exceeded) expectations.