Let’s face it. Bringing up salary takes some courage. Just the thought of negotiating salary can make anyone feel instantly queasy. Though many candidates don’t ask questions when it comes to salary, it is important to bring up the topic to avoid leaving potential money on the table.

To help, here are some tips to consider:

Ground your request in facts. Increase your chances of a positive outcome before even asking for a higher salary. You can gather information about the average salary for the position by talking to people in the same field. You can also research the company’s profits during the year and other related information to give yourself an advantage.

Highlight your value and present it effectively. You may not get what you’re really worth if you can’t prove it. No matter how much information you have regarding the salary of the position, you must let the recruiter believe how valuable you will be to the company.

Remember that the higher your perceived value is, the stronger your negotiating position will be. Prove what you’re really worth by describing the size of the problems you solve. With this information, you are giving the recruiter a chance to judge your value by the level of difficulty of the problems you normally encounter and solve.

Put someone else in your shoes. If you are hesitant to ask for more for yourself, think of it as if you’re advocating for someone you love and care about.

Ask and know when to stop talking. Waiting for a response after your salary pitch is difficult. However, you have to endure, and stay quiet yet confident without following up too quickly. Wait until you hear something from them before you make negative assumptions.

These strategies are sure to work during the negotiating stage if you know how to prove your worth to the recruiter. Earn what you’re really worth from the get-go to make a big difference in your career.