TED经典演讲稿真正拉开你与周围人的差距 是知道自己贵在哪里.pdf
TED题：Know your worth,and then ask for it作者:Casey Brown真正拉开你与周围的差距是知道贵在哪No one will ever pay you what youre worth.No one will ever pay you what youre worth.Theyll only ever pay you what they think youre worth.And you control their thinking,not like this,although that would be cool.没有会为你的价值买单。永远没有根据你的价值 来付你的薪酬。他们只按所认可的 你的价值付你薪酬。你能控制他们的想法，但不是这样控制的，尽管那样很赞。That would be really cool.Instead,like this:clearly defining and communicating your value are essential to being paid well for your excellence.Anyone here want to be paid well?OK,good,then this talk is for everyone.Its got universal applicability.Its true if youre a business owner,if youre an employee,if youre a job seeker.Its true if youre a man or a woman.能那样可太赞了。然，实际上应该这样做：清楚地定义并传达的价值 对于为的优秀 赢得等价回报是分重要的。在座有想要优厚的资吗？嗯，很好，那么这个演讲适于每位。这个法具有普适性。论你是板，还是雇员，也许你正在找作，论你是男是，都适。Now,I approach this today through the lens of the woman business owner,because in my work Ive observed that women underprice more so than men.The gender wage gap is a well-traveled narrative in this country.According to the Bureau of Labor Statistics,a woman employee earns just 83 cents for every dollar a man earns.今天，我会从性公司 板的视来阐述，因为我在作中观察到 性的价值相男性被低估的更多。男不同酬在美国很普遍。根据劳动局的统计，男性每赚1美元，性只能赚到0.83美元。applicabilityn.普适性underpricev.低估；要价过低narrativeadj.叙述的；描述What may surprise you is that this trend continues even into the entrepreneurial sphere.A woman business owner earns just 80 cents for every dollar a man earns.In my work,Ive often heard women express that theyre uncomfortable communicating their value,especially early on in business ownership.They say things like,I dont like to toot my own horn.Id rather let the work speak for itself.I dont like to sing my own praises.令惊讶的是，这种形势也延伸到了创业圈。男板赚1美元时，板只赚0.8美元。在我的作中，常听到性说，她们不太喜欢讨论的价值，尤其是在创业初期。她们会说：“我不喜欢吹擂。”“我宁愿作成绩说话。”“我不喜欢夸。”I hear very different narratives in working with male business owners,and I think this difference is costing women 20 cents on the dollar.但男板的说法就不同。我认为，就是这些差异 使性男性少赚了20%。Id like to tell you the story of a consulting firm that helps their clients dramatically improve their profitability.That company is my company.After my first year in business,I saw the profit increases that my clients were realizing in working with me,and I realized that I needed to reevaluate my pricing.I was really underpriced relative to the value I was delivering.Its hard for me to admit to you,because Im a pricing consultant.我来说个顾问公司的故事，这家公司帮助客户幅提升利润，这家公司就是我的公司。在我的公司运1年后，我看到了客户通过与我合作 实现的利润增长。我觉得应该重新评估下我的报价了。与我提供的服务相，我的收费太低。这有点尴尬，因为本就是定价顾问。entrepreneurial sphere创业圈tootn.嘟嘟声；v.使发出嘟嘟声dramaticallyadv.戏剧性地profitabilityn.利益率reevaluatev.再评估deliveringv.发表Its what I do.I help companies price for value.But nonetheless,its what I saw,and so I sat down to evaluate my pricing,evaluate my value,and I did that by asking key value questions.What are my clients needs and how do I meet them?What is my unique skill set that makes me better qualified to serve my clients?What do I do that no one else does?What problems do I solve for clients?What value do I add?这就是我的作；我帮企业按价值定价格。不管怎样，我注意到这问题了，因此我仔细衡量了的收费与价值。我问了个关键价值问题：我的客户需要什么？我如何帮他们实现？对客户来说，我与别相 独特的专长是什么？我提供的什么服务是独的？我为客户解决了哪些问题？为客户的公司增加了多价值？I answered these questions and defined the value that my clients get from working with me,calculated their return on investment,and what I saw was that I needed to double my price,double it.Now,I confess to you,this terrified me.Im supposed to be the expert in this,but Im not cured.I knew the value was there.I was convinced the value was there,and I was still scared out of my wits.What if nobody would pay me that?What if clients said,Thats ridiculous.Youre ridiculous.我回答了这些问题，从明确算出客户因为 我提供的服务获得的价值，并算出客户的投资回报率。结果发现，我的收费应该加倍，整整两倍。但我要坦说，这吓到我了。我是这的专家，但仍为此忐忑不安！我明知有这个价值，我也说服值得这个价值，但还是不敢相信。如果没愿意付这个价钱呢？如果客户说：这价格离谱了，你简直不可理喻！Was I really worth that?Not my work,mind you,but me.Was I worth that?Im the mother of two beautiful little girls who depend upon me.Im a single mom.What if my business fails?What if I fail?我真的值这么价吗？这并不是作的问题，请注意，这是我的疑惑。我值不值这么多钱？我是个单亲妈妈，独抚养两个漂亮的 姑娘。如果公司失败了怎么办？如果我失败了怎么办？nonethelessadv.尽管如此qualifiedv.具有资格clientn.客户confessv.承认ridiculousadj.荒谬的But I know how to take my own medicine,the medicine that I prescribe to my clients.I had done the homework.I knew the value was there.So when prospects came,I prepared the proposals with the new higher pricing and sent them out and communicated the value.Hows the story end?Clients continued to hire me and refer me and recommend me,and Im still here.And I share this story because doubts and fears are natural and normal.But they dont define our value,and they shouldnt limit our earning potential.但我知道如何解决的问题，就那些我开给客户的药。我做了功课，我清楚有这个价值。所以当机会来临，我把准备好的提价案 发给客户，并与客户探讨其中的价值。结果呢？客户不但继续与我合作，还把我推荐给更多，我的意还在。与你们分享这故事，是因为疑惑与恐惧都是然正常的。但这些都不决定你的价值，也不应该制约我们赚钱的能。Id like to share another story,about a woman who learned to communicate her value and found her own voice.She runs a successful web development company and employs several people.When she first started her firm and for several years thereafter,she would say,I have a little web design company.Shed actually use those words with clients.I have a little web design company.In this and in many other small ways,she was diminishing her company in the eyes of prospects and clients,and diminishing herself.It was really impacting her ability to earn what she was worth.我还想分享另个故事，是位性如何学会 向他传达的价值，进找到的说话式。她运营着家成功的站开发公司，拥有多名员。在创业初始以及之后年，她总说，有个“的站设计公司”。她真的也这样对客户说：“我有家的站设计公司。”通过这样的说法和其他细节，她让潜在的客户、现有客户 轻视了她的公司，也轻视了她。这影响到她应得的收 以及真正的价值。medicinen.药prospectn.可能性proposaln.提议；建议diminishv.减少；贬低 I believe her language and her style communicated that she didnt believe she had much value to offer.In her own words,she was practically giving her services away.And so she began her journey to take responsibility for communicating value to clients and changing her message.我认为由于她的语和式，表达着她也不相信 有能挖掘价值。她的说法，她简直在赠送公司的服务。所以她开始动，负起向客户传达价值的责任，并改变她的说话式。One thing I shared with her is that its so important to find your own voice,a voice thats authentic and true to you.Dont try to channel your sister-in-law just because shes a great salesperson or your neighbor who tells a great joke if thats not who you are.Give up this notion that its tooting your own horn.Make it about the other party.Focus on serving and adding value,and it wont feel like bragging.What do you love about what you do?What excites you about the work that you do?If you connect with that,communicating your value will come naturally.我与她分享了 件常重要的事：找到的声，个对你，准确且真实的声。不学你善于销售的嫂，也不学特别会说笑话的邻居，因为那都不是你。试着放下“吹擂”的成见，从对的度观察，关注服务和价值的提升，就不会觉得夸。你喜欢作的哪部分？作中什么事让你充满热情？如果将这些联系起来，必定会传递你的价值。So she embraced her natural style,found her voice and changed her message.For one thing,she stopped calling herself a little web design company.She really found a lot of strength and power in communicating her message.于是她选择最然的式，找到的声，以及改变所传递的信息。先，她不再称 有家的络设计公司。她真的在信息沟通过程中 获得了很多量。authenticadj.真正的channeln.渠道；式bragv.吹嘘Shes now charging three times as much for web design,and her business is growing.She told me about a recent meeting with a gruff and sometimes difficult client who had called a meeting questioning progress on search engine optimization.She said in the old days,that would have been a really intimidating meeting for her,but her mindset was different.现在她的页设计 收费是以前的三倍。她的事业蒸蒸上。她提起最近的个会议，个蛮横难缠的客户，在询问搜索引擎优化项的进度。如果是以前，这是她最害怕的会议。但现在态不同了。She said,she prepared the information,sat down with the client,said this isnt about me,its not personal,its about the client.She took them through the data,through the numbers,laid out the trends and the progress in her own voice and in her own way,but very directly said,Heres what weve done for you.The client sat up and took notice,and said,OK,I got it.And she said in describing that meeting,I didnt feel scared or panicky or small,which is how I used to feel.Instead I feel like,OK,I got this.I know what Im doing.Im confident.她说准备好资料，与客户坐下来，说这不是她的事，不针对个，是与客户相关。她给客户展所有资料和数据，她的声和式 阐述趋势和进度，常直接的式说“这些是我为贵公司做的作。”客户调整下坐姿，表明，说：“好，我知道了。”她是这样形容那个会议的：“我点都不害怕或紧张，也不觉得渺，虽然我以前会这样感觉。这次我觉得“很好，胸有成，我清楚的作，我有信。”Being properly valued is so important.You can hear in this story that the implications range far beyond just finances into the realm of self-respect and self-confidence.能被正确的评价是很重要的。从这件事可以看出，影响范围不但超出了钱，且还进了尊信的范畴。gruffadj.硬的；粗暴的optimizationn.最优化intimidatingadj.吓的panickyadj.焦虑不安的realmn.领域Today Ive told two stories,one about defining our value and the other about communicating our value,and these are the two elements to realizing our full earning potential.Thats the equation.And if youre sitting in the audience today and youre not being paid what youre worth,Id like to welcome you into this equation.Just imagine what life could be like,how much more we could do,how much more we could give back,how much more we could plan for the future,how validated and respected we would feel if we could earn our full potential,realize our full value.今天我分享了两个故事：个是确定我价值；另个是传达我价值。这两个要素，让我们意识到了赚钱的潜。这就是核公式。如果今天坐在观众席的你，拿到的薪与你的价值不等，我欢迎你使这个等式。想象下活会怎样变化，我们能更多地做些什么，我们能更多地回赠些什么，能更多地为未来做出哪些计划，会发觉多踏实信。如果我们能够获得 与我们潜相对应的收，实现我最的价值。No one will ever pay you what youre worth.Theyll only ever pay you what they think youre worth,and you control their thinking.没有会按你的价值买单。他们只按认可的你的价值买单。但你可以掌控他们的i想法。equationn.程式；等式validatedv.确认；证实
