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  • No one will ever pay you what you're worth.

    沒有人會付給你你的價值。

  • No one will ever pay you

    沒有人會給你錢

  • what you're worth.

    你的價值。

  • They'll only ever pay you

    他們只會給你錢

  • what they think you're worth.

    他們認為你的價值。

  • And you control their thinking,

    而你控制了他們的思維。

  • not like this,

    不喜歡這樣。

  • although that would be cool.

    雖然這將是很酷。

  • (Laughter)

    (笑聲)

  • That would be really cool.

    這將是非常酷的。

  • Instead, like this:

    相反,像這樣。

  • clearly defining and communicating your value are essential

    明確定義和傳達你的價值是必不可少的。

  • to being paid well for your excellence.

    以至於因為你的優秀而得到高額的報酬。

  • Anyone here want to be paid well?

    在座的有誰想拿高薪?

  • OK, good,

    好,很好。

  • then this talk is for everyone.

    那麼這個講座就是為大家準備的。

  • It's got universal applicability.

    它具有普遍適用性。

  • It's true if you're a business owner, if you're an employee,

    如果你是企業主,如果你是員工,這是真的'。

  • if you're a job seeker.

    如果你'是一個求職者。

  • It's true if you're a man or a woman.

    這是真的,如果你'是一個男人或女人。

  • Now, I approach this today through the lens of the woman business owner,

    現在,我今天從女企業家的角度來談這個問題。

  • because in my work I've observed that women underprice more so than men.

    因為在我的工作中,我'觀察到女人比男人更低價。

  • The gender wage gap is a well-traveled narrative in this country.

    男女工資差距在這個國家是一個廣為流傳的說法。

  • According to the Bureau of Labor Statistics,

    根據勞工統計局的數據。

  • a woman employee earns just 83 cents for every dollar a man earns.

    一個女僱員每賺一美元只賺83美分。

  • What may surprise you

    你可能會感到驚訝

  • is that this trend continues even into the entrepreneurial sphere.

    是這種趨勢甚至延續到了創業領域。

  • A woman business owner earns just 80 cents for every dollar a man earns.

    一個女企業主每賺一美元,男人只賺80美分。

  • In my work, I've often heard women express

    在我的工作中,我經常聽到女性表示

  • that they're uncomfortable communicating their value,

    他們'不習慣交流自己的價值。

  • especially early on in business ownership.

    尤其是在創業初期。

  • They say things like,

    他們說的是:

  • "I don't like to toot my own horn."

    "我不'我不喜歡吹噓自己的號角.&quot。

  • "I'd rather let the work speak for itself."

    "我'寧願讓作品為自己說話.&quot。

  • "I don't like to sing my own praises."

    "我不'我不喜歡唱我自己的讚美.&quot。

  • I hear very different narratives in working with male business owners,

    在與男性企業主的合作中,我聽到了截然不同的敘述。

  • and I think this difference is costing women 20 cents on the dollar.

    而我認為這種差異讓女性付出了20分錢的代價。

  • I'd like to tell you the story of a consulting firm

    我想告訴你一個諮詢公司的故事。

  • that helps their clients dramatically improve their profitability.

    幫助他們的客戶大幅提高盈利能力。

  • That company is my company.

    那家公司就是我的公司。

  • After my first year in business, I saw the profit increases

    開業第一年後,我看到了利潤的增長。

  • that my clients were realizing in working with me,

    我的客戶在與我合作的過程中意識到了這一點。

  • and I realized that I needed to reevaluate my pricing.

    我意識到,我需要重新評估我的定價。

  • I was really underpriced relative to the value I was delivering.

    相對於我所提供的價值,我的價格真的很低。

  • It's hard for me to admit to you, because I'm a pricing consultant.

    我很難向你承認,因為我是定價顧問。

  • (Laughter)

    (笑聲)

  • It's what I do.

    這就是我的工作。

  • I help companies price for value.

    我幫助企業進行價值定價。

  • But nonetheless, it's what I saw,

    但儘管如此,這'是我看到的。

  • and so I sat down to evaluate my pricing, evaluate my value,

    於是我坐下來評估我的定價,評估我的價值。

  • and I did that by asking key value questions.

    而我是通過問關鍵值問題來實現的。

  • What are my clients' needs and how do I meet them?

    我的客戶'需求是什麼,我如何滿足他們?

  • What is my unique skill set that makes me better qualified to serve my clients?

    我的獨特技能是什麼,使我更有資格為客戶服務?

  • What do I do that no one else does?

    我做了什麼別人沒有做的事?

  • What problems do I solve for clients?

    我為客戶解決什麼問題?

  • What value do I add?

    我增加了什麼價值?

  • I answered these questions

    我回答了這些問題

  • and defined the value that my clients get from working with me,

    並定義了我的客戶從與我合作中獲得的價值。

  • calculated their return on investment,

    計算其投資回報率。

  • and what I saw was that I needed to double my price,

    而我看到的是,我需要加倍的價格。

  • double it.

    雙倍。

  • Now, I confess to you, this terrified me.

    現在,我向你坦白,這讓我很害怕。

  • I'm supposed to be the expert in this, but I'm not cured.

    我'應該是這方面的專家,但我'沒有痊癒。

  • I knew the value was there.

    我知道價值在那裡。

  • I was convinced the value was there,

    我相信價值是存在的。

  • and I was still scared out of my wits.

    但我還是被嚇得魂飛魄散。

  • What if nobody would pay me that?

    如果沒有人願意給我錢呢?

  • What if clients said, "That's ridiculous.

    如果客戶說,"那'太荒謬了。

  • You're ridiculous."

    你'荒謬的.&quot。

  • Was I really worth that?

    我真的值得嗎?

  • Not my work, mind you, but me.

    不是我的作品,你要知道,是我的。

  • Was I worth that?

    我值得嗎?

  • I'm the mother of two beautiful little girls who depend upon me.

    我'是兩個美麗的小女孩的母親,她們依靠我。

  • I'm a single mom.

    我'是個單親媽媽。

  • It's all up to me.

    這一切都取決於我。

  • What if my business fails?

    如果我的生意失敗了怎麼辦?

  • What if I fail?

    如果我失敗了呢?

  • But I know how to take my own medicine,

    但我知道怎麼吃自己的藥。

  • the medicine that I prescribe to my clients.

    我給客戶開的藥。

  • I had done the homework.

    我已經做了功課。

  • I knew the value was there.

    我知道價值在那裡。

  • So when prospects came,

    所以當前景來。

  • I prepared the proposals with the new higher pricing

    我準備了新的更高定價的提案

  • and sent them out

    並將其送出

  • and communicated the value.

    並傳達了價值。

  • How's the story end?

    故事的結局如何?

  • Clients continued to hire me

    客戶繼續僱用我

  • and refer me and recommend me, and I'm still here.

    並介紹我和推薦我,我'還在這裡。

  • And I share this story

    我分享這個故事

  • because doubts and fears are natural and normal.

    因為懷疑和恐懼是自然的、正常的。

  • But they don't define our value,

    但它們並不能定義我們的價值。

  • and they shouldn't limit our earning potential.

    和他們不應該限制我們的收入潛力。

  • I'd like to share another story,

    我'想再分享一個故事。

  • about a woman who learned to communicate her value

    關於一個女人學會溝通自己的價值

  • and found her own voice.

    並找到了自己的聲音。

  • She runs a successful web development company

    她經營著一家成功的網站開發公司

  • and employs several people.

    並僱傭了數人。

  • When she first started her firm and for several years thereafter,

    當她第一次創辦公司時,以及此後幾年。

  • she would say, "I have a little web design company."

    她會說,"我有一個小小的網頁設計公司&quot。

  • She'd actually use those words with clients.

    她'居然會對客戶使用這些話。

  • "I have a little web design company."

    "我有一個小小的網頁設計公司.&quot。

  • In this and in many other small ways,

    在這一點上和其他許多小方面。

  • she was diminishing her company in the eyes of prospects and clients,

    她在減少她的公司 在潛在客戶和客戶的眼中。

  • and diminishing herself.

    並減少自己。

  • It was really impacting her ability to earn what she was worth.

    這真的是影響了她賺取價值的能力。

  • I believe her language and her style

    我相信她的語言和風格

  • communicated that she didn't believe

    溝通,她不'相信。

  • she had much value to offer.

    她有很多價值提供。

  • In her own words, she was practically giving her services away.

    用她自己的話說,她幾乎是在送服務。

  • And so she began her journey

    於是她開始了她的旅程

  • to take responsibility for communicating value to clients

    承擔向客戶傳遞價值的責任

  • and changing her message.

    並改變她的資訊。

  • One thing I shared with her

    我和她分享了一件事

  • is that it's so important

    是,它是如此重要

  • to find your own voice,

    以找到自己的聲音。

  • a voice that's authentic and true to you.

    一個真實的聲音,真實的你。

  • Don't try to channel your sister-in-law just because she's a great salesperson

    不要因為你的嫂子是一個偉大的銷售人員,就試圖引導你的嫂子。

  • or your neighbor who tells a great joke if that's not who you are.

    或你的鄰居誰告訴一個偉大的笑話,如果這不是你是誰。

  • Give up this notion that it's tooting your own horn.

    放棄這種觀念,它'是吹響自己的號角。

  • Make it about the other party.

    讓它成為另一方。

  • Focus on serving and adding value, and it won't feel like bragging.

    專注於服務和增值,就不會有吹牛的感覺。

  • What do you love about what you do?

    你喜歡你的工作是什麼?

  • What excites you about the work that you do?

    你所做的工作讓你興奮的是什麼?

  • If you connect with that, communicating your value will come naturally.

    如果你與之相通,傳達你的價值就會自然而然。

  • So she embraced her natural style,

    所以她接受了自己的自然風格。

  • found her voice and changed her message.

    找到了她的聲音,改變了她的資訊。

  • For one thing, she stopped calling herself a little web design company.

    一來,她不再自稱是一家小小的網頁設計公司。

  • She really found a lot of strength and power in communicating her message.

    她在傳達自己的資訊時,真的找到了很多的力量和動力。

  • She's now charging three times as much for web design,

    她'現在的網頁設計收費是原來的三倍。

  • and her business is growing.

    而她的生意也在不斷髮展。

  • She told me about a recent meeting

    她告訴我最近的一次會議

  • with a gruff and sometimes difficult client

    刁民

  • who had called a meeting questioning progress on search engine optimization.

    誰曾召集會議,質疑搜索引擎優化的進展。

  • She said in the old days,

    她說,在過去的日子裡。

  • that would have been a really intimidating meeting for her,

    這將是一個真正的恐嚇她的會議。

  • but her mindset was different.

    但她的心態是不同的。

  • She said, she prepared the information, sat down with the client,

    她說,她準備好資料,和客戶坐在一起。

  • said this isn't about me, it's not personal,

    說這不是關於我的,這不是個人的。

  • it's about the client.

    它'是關於客戶的。

  • She took them through the data, through the numbers ...

    她帶著他們看數據、看數字......。

  • laid out the trends and the progress in her own voice and in her own way,

    用她自己的聲音和方式闡述了趨勢和進步。

  • but very directly said, "Here's what we've done for you."

    但很直接的說,"這裡'是我們為你做的事&quot。

  • The client sat up and took notice, and said, "OK, I got it."

    客戶坐了起來,注意到了,說:"好的,我知道了&quot。

  • And she said in describing that meeting,

    而她在描述那次會議時說。

  • "I didn't feel scared or panicky

    "我並沒有感到害怕或恐慌

  • or small,

    或小。

  • which is how I used to feel.

    這是我以前的感覺。

  • Instead I feel like, 'OK, I got this.

    我卻覺得,'好吧,我明白了。

  • I know what I'm doing. I'm confident.'"

    我知道自己在做什麼。我'自信.'&quot。

  • Being properly valued is so important.

    適當的重視是如此重要。

  • You can hear in this story

    你可以從這個故事中聽到

  • that the implications range far beyond just finances

    認識到其影響遠遠超出了財務範圍

  • into the realm of self-respect and self-confidence.

    進入自尊自信的境界。

  • Today I've told two stories, one about defining our value

    今天我'講了兩個故事,一個是關於定義我們的價值。

  • and the other about communicating our value,

    另一個是關於傳達我們的價值。

  • and these are the two elements to realizing our full earning potential.

    而這也是充分發揮我們賺錢潛力的兩個要素。

  • That's the equation.

    這就是等式。

  • And if you're sitting in the audience today

    如果你今天坐在觀眾席上的話

  • and you're not being paid what you're worth,

    而你'沒有得到你所值得的報酬。

  • I'd like to welcome you into this equation.

    我'歡迎你加入這個等式。

  • Just imagine what life could be like,

    試想一下,生活會是怎樣的。

  • how much more we could do,

    我們能做的還有多少?

  • how much more we could give back,

    我們還能回饋多少。

  • how much more we could plan for the future,

    我們還能為未來做多少規劃。

  • how validated and respected we would feel

    我們會感到多麼有效和尊重

  • if we could earn our full potential,

    如果我們能贏得我們的全部潛力。

  • realize our full value.

    實現我們的全部價值。

  • No one will ever pay you what you're worth.

    沒有人會付給你你的價值。

  • They'll only ever pay you what they think you're worth,

    他們只會付給你他們認為你的價值。