Casey Brown: Know your worth, and then ask for it
Casey Brown: Znajte svoju vrijednost i zatražite je
Casey Brown wants people to be paid well for their excellence. Full bio
Double-click the English transcript below to play the video.
what you're worth.
koliko vrijedite.
neće platiti
njihovim mišljenjem.
your value are essential
vaše vrijednosti je osnova
biti dobro plaćen?
if you're an employee,
ako ste zaposlenik,
the lens of the woman business owner,
kao žena koja posjeduje poduzeće,
that women underprice more so than men.
da žene nisu jednako plaćene kao muškarci.
a well-traveled narrative in this country.
je dobro poznata tema u državi.
of Labor Statistics,
for every dollar a man earns.
žena zaradi samo 83 centa.
even into the entrepreneurial sphere.
i na poduzetničku sferu.
80 cents for every dollar a man earns.
80 centi u odnosu na muškarca.
ženama nije ugodno
communicating their value,
speak for itself."
in working with male business owners,
čujem bitno drugačije priče
is costing women 20 cents on the dollar.
košta žene 20 centi po dolaru.
of a consulting firm
o savjetničkoj tvrtki
dramatically improve their profitability.
bitno promijeniti njihovu profitabilnost.
I saw the profit increases
primjetila sam da su moji klijenti
in working with me,
to reevaluate my pricing.
preispitati svoje cijene.
relative to the value I was delivering.
u odnosu na vrijednost posla.
because I'm a pricing consultant.
jer radim kao savjetnica rada.
to sam vidjela,
evaluate my value,
svoju vrijednost,
by asking key value questions.
pitanja ključne vrijednosti.
and how do I meet them?
i kako da ih zadovoljim?
better qualified to serve my clients?
koje me čine kvalificiranom da im služim?
što drugi ne čine?
get from working with me,
dobiju u suradnji samnom,
povrat investicije
that I needed to double my price,
udvostručiti svoju cijenu.
but I'm not cured.
no nisam si mogla pomoći.
ne bude htio platiti?
"To je suludo.
toliko vrijedila?
little girls who depend upon me.
curica koje ovise o meni.
prescribe to my clients.
potencijalni klijenti
with the new higher pricing
s novim cijenama,
and I'm still here.
i još sam tu.
are natural and normal.
su prirodni i normalni.
our earning potential.
potencijalnu zaradu.
još jednu priču
to communicate her value
izreći svoju vrijednost
web development company
web razvoja
and for several years thereafter,
i još nekoliko godina kasnije,
a little web design company."
tvrtku web-dizajna."
those words with clients.
te riječi s klijentima.
in the eyes of prospects and clients,
mogućih i sadašnjih klijenata,
podcjenjivala sebe.
to earn what she was worth.
da zaradi koliko vrijedi.
giving her services away.
praktički je radila besplatno.
for communicating value to clients
za komuniciranje vrijednosti klijentima
just because she's a great salesperson
samo zato što je dobra prodavačica
if that's not who you are.
ako niste takvi.
that it's tooting your own horn.
sami sebe hvalite.
and it won't feel like bragging.
pa neće izgledati kao hvalisanje.
about the work that you do?
your value will come naturally.
vrijednosti doći će prirodno.
a little web design company.
malu tvrtku web dizajna.
and power in communicating her message.
u komuniciranju svoje poruke.
as much for web design,
za web dizajn,
difficult client
teškim klijentom
progress on search engine optimization.
napredak u optimizaciji pretraživača.
a really intimidating meeting for her,
drugačijeg stanja uma.
sat down with the client,
sjela s klijentom,
it's not personal,
nije osobno,
through the numbers,
kroz brojeve,
in her own voice and in her own way,
na vlastiti način,
"Here's what we've done for you."
"Evo što sam učinila za vas."
and said, "OK, I got it."
i rekao "OK, razumijem."
uspaničareno
"OK, mogu ja to.
range far beyond just finances
idu daleko poviše financija
and self-confidence.
i samouvjerenosti.
one about defining our value
jednu o definiranju naše vrijednosti,
communicating our value,
to realizing our full earning potential.
kojima ostvarujemo puni potencijal.
in the audience today
what you're worth,
into this equation.
u ovu jednadžbu.
plan for the future,
planirati budućnost,
bismo se osjećali
vrijednost.
what you're worth.
koliko vrijedite.
what they think you're worth,
koliko misle da vrijedite,
njihovo razmišljanje.
ABOUT THE SPEAKER
Casey Brown - Pricing consultantCasey Brown wants people to be paid well for their excellence.
Why you should listen
Casey Brown is a pricing geek and professional speaker. She leads an organization that helps companies improve profits through better pricing. She speaks at conferences, trade associations and networking groups around the world. She is on a mission to correct the injustice of underpricing.
With degrees in chemical engineering, Spanish and business -- and career experience in engineering, Six Sigma and pricing strategy -- Brown uses her expertise to help clients discover their true pricing power. She is fluent in Spanish and holds a US Patent for lightbulb technology she developed.
Brown volunteers more than 600 hours annually around the world, focused on meeting children's basic needs. She volunteers with Drop in the Bucket, a non-profit which drills wells in Africa, with Free to Smile, an organization dedicated to performing cleft lip and palate repair surgeries globally, and with First Descents, a group that provides life-changing outdoor adventures for cancer survivors.
Casey Brown | Speaker | TED.com