Here's what has worked for me in the past with the people in the industry that do not know me. You are basically an unknown commodity. The may get a bargain or they may get a dud.
So, when I negotiate the starting salary, I tell them upfront I'll agree to work at any price they want to pay (within reason) for two months regardless of what I think I'm worth. I make it very clear upfront, that after two months I expect to receive a salary of $XX....within reason, of course. I do not sell myself short on this figure by any means. After two months, I either get the salary or walk, and I've never walked yet.
If your a competent, bright, energetic, etc. worker, you'll be compensated. In fact, at the two month mark, you'll probably be so intertwined in their master plan, that your loss would likely outweigh your additional cost. If your average or a slouch, they'll likely tell you your staying at your current compensation level or flatout give you the boot. Using this approach, you basically have control of your own destiny in a company that recognizes accomplishments.