<p>#每天十分钟专注学习#</p><p>作者：Casey Brown </p><p>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 their thinking, not like this, although that would be cool.
That would be really cool. Instead, like this: clearly defining and communicating your
value are essential to being paid well for your excellence. </p><p>没有人会为你真正的价值买单，他们只会为他们所认为的你的价值买单，并且你控制着他
们的想法，不是像这样的，虽然他看起来很酷。这样看起来真的很酷，而是，像这样：清
楚的定义并传达你的价值，并让你杰出的工作有所回报是非常重要的。 </p><p>Anyone here want to be paid well? OK, good, then this talk is for everyone. It's got
universal applicability. It's true if you're a business owner, if you're an employee, if you're
a job seeker. It's true if you're a man or a woman. Now, I approach this today through the
lens of the woman business owner, because in my work I've observed that women under
price more so than men. The gender wage gap is a well-traveled narrative in this country. </p><p>有人想要一份丰厚的薪水吗？好的，那么，这个讨论适用于每一个人。它是普遍适用的。
不管你是商人还是员工，或者正在找工作，不管你是男人还是女人，它都是有用的。我今
天是通过一位女商人的视角，来分析这类话题的。因为我在工作中发现，相比男人，女人
被低估很多。在这个国家，工资差距是人人皆知的。
According to the Bureau of Labor Statistics, a woman employee earns just 83 cents for
every dollar a man earns. 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, I've often heard women express that they're uncomfortable
communicating their value, especially early on in business ownership. </p><p>根据劳动数据局的调查显示，男人每收入 1 美元，而女人则只收入 83 美分。这或许会让
你惊讶不已，这种趋势甚至会发生在企业领域。男商人每收入 1 美元，而女商人则只收入
80 美分。在我工作中，经常听到女性说，他们不习惯传达他们的价值。尤其是早期作为企
业家时。</p><p>They say things like, "I don't like to toot my own horn." "I'd rather let the work speak for
itself." "I don't like to sing my own praises." I hear very different narratives in working
with male business owners, and I think this difference is costing women 20cents on the
dollar. </p><p>他们这样说，我不喜欢自吹自擂，我宁愿让我的工作成绩说话，我不喜欢自夸。和男性商
人一起工作时，我听到的话完全不同。我觉着这个不同才是少了那 20 美分的原因。
</p><p>I'd 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 under priced relative to the value I
was delivering. It's hard for me to admit to you, because I'm a pricing consultant.
我想告诉你一个帮助客户大幅提升利润的咨询公司，也就是我的公司。我做生意一年后，
我看见客户因与我的合作利润得到了增长，然后我意识到我需要重新估算我的价值。对比
我创造的价值我确实是被低估了。向你们承认这点很难，因为我是一位价格顾问。 </p><p>It's what I do. I help companies price for value. But nonetheless, it's 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? </p><p>这是我的工作，我帮助公司估价。尽管如此，这是我看到的，所以我坐下来，评估我的价
格，评估我的价值。通过问自己这几个关键价值问题。我的客户需要什么？我如何满足他
们？我有什么独特技能使我更好的服务我的客户？有什么是只有我自己会做的？我为客
户解决了什么麻烦？我增加了什么价值？ </p><p>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. I'm supposed to be the expert
in this, but I'm 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, "That's ridiculous. You're ridiculous." </p><p>我回答了这些问题，然后评估出我的客户通过和我合作得到的价值。计算了他们的投资回
报，我发现我的价格需要翻倍。我承认，这把我吓坏了。我应该是这方面的专家，但我不
自信。我知道他的价值就摆在那，我确信我值那么多钱。但我仍然非常害怕。如果没人付
我那么多钱呢？如果我的客户说：这真的很荒谬。
</p><p>Was I really worth that? Not my work, mind you, but me. Was I worth that? I'm the
mother of two beautiful little girls who depend upon me. I'm a single mom. What if my
business fails? What if I fail? 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 <span style="font-size: 14px;">prospects came, I prepared the proposals with the new higher pricing and sent them out
</span><span style="font-size: 14px;">and communicated the value. How's the story end?</span>
</p><p>我真的值这个价吗？提醒你，不是我的工作，是我。我值这么多吗？我是两个小女孩的妈
妈，我们依靠我抚养，我是个单亲妈妈。如果我的生意失败了呢？或者如果我失败了呢？
但是我知道如何解决这个问题，我为我的客户提供的解决方法。我做足了功课，我知道价
值就在那。所以当顾客前来的时候，我准备了价格更高的提案寄给他们，同时表达了我的
价值。故事结局怎么样呢？ <span style="font-size: 14px;">
</span></p>