TED英語演講：沒有人會(huì)按照你的價(jià)值付你薪水
演講者Casey Brown女士將和大家分享兩個(gè)故事。一個(gè)關(guān)于如何定義自我的價(jià)值,另一個(gè)關(guān)于如何傳遞自我的價(jià)值。希望能給每一位在追尋自我價(jià)值路上的人們以啟發(fā)。
| 中英對(duì)照演講稿 |
No one will ever pay you what you're worth.They'll only ever pay you what they think you're worth. And you control theirthinking, not like this, although that would be cool.
沒有人會(huì)為你真正的價(jià)值買單，他們只會(huì)為他們所認(rèn)為的你的價(jià)值買單，并且你控制著他們的想法，不是像這樣的，雖然他看起來很酷。
That would be really cool. Instead, likethis: clearly defining and communicating your value are essentialto being paidwell for your excellence.
這樣看起來真的很酷，而是，像這樣：清楚的定義并傳達(dá)你的價(jià)值，并讓你杰出的工作有所回報(bào)是非常重要的。
Anyone here want to be paid well? OK, good,then this talk is for everyone. It's got universal applicability.It's true ifyou're a business owner, if you're an employee, if you're a job seeker. It'strue if you're a man or a woman.
有人想要一份豐厚的薪水嗎?好的，那么，這個(gè)討論適用于每一個(gè)人。它是普遍適用的。不管你是商人還是員工，或者正在找工作，不管你是男人還是女人，它都是有用的。
Now, I approach this today through the lensof the woman business owner, because in my work I've observed that womenunderprice more so than men. The gender wage gap is a well-traveled narrativein this country. According to the Bureau of Labor Statistics, a woman employeeearns just 83 cents for every dollar a man earns. What may surprise you is thatthis trend continues even into the entrepreneurial sphere.
我今天是通過一位女商人的視角，來分析這類話題的。因?yàn)槲以诠ぷ髦邪l(fā)現(xiàn)，相比男人，女人被低估很多。在這個(gè)國家，工資差距是人人皆知的。根據(jù)勞動(dòng)數(shù)據(jù)局的調(diào)查顯示，男人每收入1美元，而女人則只收入83美分。這或許會(huì)讓你驚訝不已，這種趨勢甚至?xí)l(fā)生在企業(yè)領(lǐng)域。
A woman business owner earns just 80 centsfor every dollar a man earns. In my work, I've often heard women express thatthey're uncomfortable communicating their value, especially early on inbusiness ownership. They say things like, "I don't like to toot my ownhorn." "I'd rather let the work speak for itself." "I don'tlike to sing my own praises."
男商人每收入1美元，而女商人則只收入80美分.在我工作中，經(jīng)常聽到女性說，他們不習(xí)慣傳達(dá)他們的價(jià)值。尤其是早期作為企業(yè)家時(shí)。他們這樣說，我不喜歡自吹自擂，我寧愿讓我的工作成績說話，我不喜歡自夸。
I hear very different narratives in workingwith male business owners, and I think this difference is costing women 20cents on the dollar.
和男性商人一起工作時(shí)，我聽到的話完全不同。我覺著這個(gè)不同才是少了那20美分的原因。
I'd like to tell you the story of aconsulting firm that helps their clients dramatically improve theirprofitability. That company is my company. After my first year in business, Isaw the profit increases that my clients were realizing in working with me, andI realized that I needed to reevaluate my pricing. I was really underpricedrelative to the value I was delivering. It's hard for me to admit to you,because I'm a pricing consultant.
我想告訴你一個(gè)幫助客戶，大幅提升利潤的咨詢公司。也就是我的公司。我做生意一年后，我看見客戶因與我的合作利潤得到了增長，然后我意識(shí)到我需要重新估算我的價(jià)值。對(duì)比我創(chuàng)造的價(jià)值我確實(shí)是被低估了。向你們承認(rèn)這點(diǎn)很難，因?yàn)槲沂且晃粌r(jià)格顧問。
It's what I do. I help companies price forvalue. But nonetheless, it's what I saw, and so I sat down to evaluate mypricing, evaluate my value, and I did that by asking key value questions. Whatare my clients' needs and how do I meet them? What is my unique skill set thatmakes me better qualified to serve my clients? What do I do that no one elsedoes? What problems do I solve for clients? What value do I add?
這是我的工作，我?guī)椭竟纼r(jià)。盡管如此，這是我看到的，所以我坐下來，評(píng)估我的價(jià)格，評(píng)估我的價(jià)值。通過問自己這幾個(gè)關(guān)鍵關(guān)鍵價(jià)值問題。我的客戶需要什么?我如何滿足他們?我的什么的獨(dú)特技能使我更好的服務(wù)我的客戶?有什么是只有我自己會(huì)做的?我為客戶解決了什么麻煩?我增加了什么價(jià)值?
I answered these questions and defined thevalue that my clients get from working with me, calculated their return oninvestment, and what I saw was that I needed to double my price, double it.Now, I confess to you, this terrified me. I'm supposed to be the expert inthis, but I'm not cured. I knew the value was there. I was convinced the valuewas there, and I was still scared out of my wits. What if nobody would pay methat? What if clients said, "That's ridiculous. You're ridiculous."
我回答了這些問題，然后評(píng)估出我的客戶通過和我合作得到的價(jià)值。計(jì)算了他們的投資回報(bào)，我發(fā)現(xiàn)我的價(jià)格需要翻倍。我承認(rèn)，這把我下壞了。我應(yīng)該是這方面的專家，但我不自信。我知道他的價(jià)值就擺在那，我確信我值那么多錢。但我仍然非常害怕。如果沒人付我那么多錢呢?如果我的客戶說：這真的很荒謬。
Was I really worth that? Not my work, mindyou, but me. Was I worth that? I'm the mother of two beautiful little girls whodepend upon me. I'm a single mom. What if my business fails? What if I fail?
我真的值這個(gè)價(jià)嗎?提醒你，不是我的工作，是我。我值這么多嗎?我是兩個(gè)小女孩的媽媽，我們依靠我撫養(yǎng)，我是個(gè)單親媽媽。如果我的生意失敗了呢?或者如果我失敗了呢?
But I know how to take my own medicine, themedicine that I prescribe to my clients. I had done the homework. I knew thevalue was there. So when prospects came, I prepared the proposals with the newhigher pricing and sent them out and communicated the value. How's the storyend? Clients continued to hire me and refer me and recommend me, and I'm stillhere. And I share this story because doubts and fears are natural and normal.But they don't define our value, and they shouldn't limit our earningpotential.
但是我知道如何解決這個(gè)問題，我為我的客戶提供的解決方法。我做足了功課，我知道價(jià)值就在那。所以當(dāng)顧客前來的時(shí)候，我準(zhǔn)備了價(jià)格更高的提案寄給他們，同時(shí)表達(dá)了我的價(jià)值。故事結(jié)局怎么樣呢?客戶繼續(xù)雇傭我，委托我，推薦我，而我在經(jīng)營著公司。我分享這個(gè)故事是因?yàn)橛幸蓱]有恐懼很自然很正常，但是別讓它們決定你的價(jià)值，他們也不應(yīng)該限制你賺錢的潛力。
I'd like to share another story, about awoman who learned to communicate her value and found her own voice. She runs asuccessful web development company and employs several people. When she firststarted her firm and for several years thereafter, she would say, "I havea little web design company."She'd actually use those words with clients."I have a little web design company."
我想和你們分享另外一個(gè)故事，關(guān)于一個(gè)女人學(xué)會(huì)傳達(dá)自我價(jià)值，并找到自己說話方式的故事。她經(jīng)營著一家成功的網(wǎng)站開發(fā)公司，雇傭了幾個(gè)員工。在她公司起步的初期以及之后的幾年，她會(huì)說：我擁有一家小小的網(wǎng)站設(shè)計(jì)公司。他甚至對(duì)客戶也這樣說，我擁有一家小小的網(wǎng)站設(shè)計(jì)公司。
In this and in many other small ways, shewas diminishing her company in the eyes of prospects and clients, anddiminishing herself. It was really impacting her ability to earn what she wasworth. I believe her language and her stylecommunicated that she didn't believeshe had much value to offer. In her own words, she was practically giving herservices away. And so she began her journey to take responsibility forcommunicating value to clients and changing her message.
通過這樣以及其他一些不起眼的方法，在潛在客戶和她客戶的眼中，公司的價(jià)值被輕視了，她也被輕視了。這確實(shí)影響了她讓自己物有所值的能力。我認(rèn)為她的語言和風(fēng)格傳達(dá)的是她不相信自己有如此高的價(jià)值。用她的話說，她簡直在贈(zèng)送服務(wù)。于是她開始了一段旅程開始承擔(dān)向客戶傳遞價(jià)值的責(zé)任，并且開始改變她所傳達(dá)的信息。
One thing I shared with her is that it's soimportant to find your own voice, a voice that's authentic and true to you.Don't try to channel your sister-in-law just because she's a great salespersonor your neighbor who tells a great joke if that's not who you are. Give up thisnotion that it's tooting your own horn. Make it about the other party. Focus onserving and adding value, and it won't feel like bragging.What do you loveabout what you do? What excites you about the work that you do? If you connectwith thatcommunicating your value will come naturally.
我和她分享的一件事是，找到自己的說話方式是非常重要的。一個(gè)忠于自身，代表自我的說話方式，不要因?yàn)槟愕纳┳邮莻€(gè)不錯(cuò)的售貨員，或是你的鄰居很會(huì)講笑話，如果這不是真實(shí)的你，就不要試圖模仿他們的說話方式。不要認(rèn)為這是自吹自擂，把重點(diǎn)放在第三方身上，聚焦在提供增加價(jià)值。這樣就不會(huì)是像自夸了。你為什么喜歡你的工作，你的工作哪方面讓你興奮，如果你聯(lián)系到這一點(diǎn)，傳達(dá)自身價(jià)值就顯得很自然了。
So she embraced her natural style, foundhervoice and changed her message. For one thing, she stopped calling herself alittle web design company. She really found a lot of strength and power incommunicating her message. She's now charging three times as much for webdesign, and her business is growing.
所以她擁抱了自我的純粹風(fēng)格，找到了她想說的話，改變了她的信息。首先，她不再稱自己的公司為小小的網(wǎng)站設(shè)計(jì)公司，她在傳達(dá)信息時(shí)，真的發(fā)現(xiàn)了很多力量和能量?，F(xiàn)在他的網(wǎng)頁設(shè)計(jì)收費(fèi)翻了兩倍，她的公司在擴(kuò)大。
She told me about a recent meeting with agruff and sometimes difficult client who had called a meeting questioningprogress on search engine optimization. She said in the old days, that wouldhave been a really intimidating meeting for her, but her mindset was different.She said, she prepared the information, sat down with the client, said thisisn't about me, it's not personal, it's about the client. She took them throughthe data, through the numbers, laid out the trends and the progress in her ownvoice and in her own way, but very directly said, "Here's what we've donefor you."
她告訴我最近和一個(gè)暴躁、有時(shí)很難搞的客戶的會(huì)議。對(duì)方召開了一個(gè)詢問，搜索引擎優(yōu)化進(jìn)展的會(huì)議。她說要放在以前，她會(huì)覺得這次會(huì)議非常嚇人。但她的思維不一樣了。她說她準(zhǔn)備好信息，和客戶坐下來。她說這不是關(guān)于我，不是私事，這是有關(guān)客戶的。她把數(shù)據(jù)、數(shù)字給他們看，用她自己的話語、自己的方式展示說明了趨勢和進(jìn)展。但是非常直接地說：這是我為你做的事。
The client sat up and took notice, andsaid, "OK, I got it." And she said in describing that meeting,"I didn't feel scared or panicky or small, which is how I used to feel.Instead I feel like, 'OK, I got this. I know what I'm doing. I'm confident.'"
客戶坐正了，注意到她，然后說好的，我懂了。她是這樣描述那次會(huì)議的：我沒有感到害怕或驚慌，或是渺小，而我過去常常有這種感受。反而我覺得我能搞定，我知道我在做什么，我很自信。
Being properly valued is so important. Youcan hear in this story that the implications range far beyond just financesinto the realm of self-respect and self-confidence. Today I've told twostories, one about defining our value and the other about communicating ourvalue, and these are the two elements to realizing our full earning potential.That's the equation.
價(jià)值被正確對(duì)待是非常重要的，在這個(gè)故事中你能知道，這不僅影響到財(cái)務(wù)，還影響到自尊和自信的問題。今天我分享了兩個(gè)故事，一個(gè)關(guān)于定義價(jià)值，另一個(gè)關(guān)于傳遞價(jià)值。這是了解我們完全的收入潛力的兩個(gè)因素。這就是等式。
And if you're sitting in the audience todayand you're not being paid what you're worth, I'd like to welcome you into thisequation. Just imagine what life could be like, how much more we could do, howmuch more we could give back, how much more we could plan for the future, howvalidated and respected we would feel if we could earn our fullpotential,realize our full value.
如果你今天坐在觀眾席里，并且收入和價(jià)值不相等，我希望你加入這個(gè)等式，想象人生會(huì)變成什么樣，我們還能多做多少，我們還能回報(bào)什么，我們?yōu)槲磥砟茏鲈鯓痈?xì)的打算，我們會(huì)覺得自己自己有價(jià)值被尊重，如果我們能實(shí)現(xiàn)我們的全部潛力，充分認(rèn)識(shí)我們的價(jià)值。
No one will ever pay you what you're worth.They'll only ever pay you what they think you're worth, and you control theirthinking.
沒有人會(huì)為你真正的價(jià)值買單，他們只會(huì)為他們認(rèn)為的你的價(jià)值買單，而你控制著他們的想法。
Thank you.(Applause)
謝謝。
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