I'm having a hard time selling candidates on a much lower cost of living when explaining why our salary ranges are lower than what they're seeing in other markets. Our hands are tied right now and the additional incentives we're able to offer don't seem to offset this. Any advice on a better sales pitch? I'm only sourcing currently (new to this) and for very hard to fill roles with an extremely limited candidate pool. Thanks!

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First, never look at positioning a job as a “sales pitch”. The most important reason being, is that your delivery will come across as a sales pitch, which is off putting to any candidate. Candidates don’t want to be sold, they want to be helped. Come to any conversation from that perspective.

Now that is out of the way, come to the conversation armed with a housing or cost of living range for the area you are staffing and do the same for a more expensive market that they are comparing pay rates to. Break down the difference monthly. City X costs $3000/mo to live in and city B costs $6500/mo to live in. Then show that what you are paying and the lower cost of living would allow them to take home more income after expenses in the lower cost of living city than if they made more and paid more in a higher cost of living city.

It’s just math at the end of the day but you have to find a way to paint that picture with words.

likeuplifting

It's tough out there right now - I am in a similar spot. It is interesting because candidates want a certain pay amount, incentives and a good company culture but I keep seeing people decline to go to companies that I only offer a higher pay rate.

I think you just have to keep plugging away and find a positive way to spin in. Does your company offer more career dev or anything like that? What about tenure compared to other companies in your industry?

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We do offer some development opportunities depending on the role, but it's very budget dependent for each department, which are all pretty tight right now. I do generally try to include that in my outreach as well. As far as tenure, we are unionized so that's highly regulated in that respect as well as the pay scales.

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