“Gary, do you still believe marketing “is heading towards one on one marketing?” – Jason, I still think that the upside, the disproportionate upside, is going into one on one marketing and I know this because, when I do Twitter video replies, people go crazy and I’m creating depth. I know this because a lot of people have been following me on Instagram, you should, too,
(tinging bell) and, I’ve been replying
to them in the comments. One of my new hacks, this is really, you know, Justin, who asked the
first question, is like, “Give me more tactical shit.” Here you go, bro. Here’s a good one. Here’s something I’ve
been really into, right? So people follow you, right? I get decent amounts of followers. Most of you don’t. You only get one or two or three a day. Is it going to kill you to
go into the last person, here’s Millianaires Junior or Millions Junior, private account, can’t do it, next. I know you really can’t
get in here, DRock, but, good, here’s Austin G, right? Austin G just followed me. I’ve been hitting his last
photo and just saying, “Thanks for the follow.” Right? Bro. Right? And done. That level of depth, I’ve noticed almost 95%, this is anecdotal, but nine out of every ten, eight out of every ten people, are freaking out, excited,
because nobody does that. And so, here’s the thing, do I think the marketing
world is going towards one on one, AKA Thank You Economy? I think the thing that
I’ve come to realize is, crap, a lot of the stuff that I do, I’m an anomaly because I act like one. I have disproportionate results
to the rest of the world because I’m doing shit differently. That’s why. And so, do I think the world’s
moving in that direction? Less, because I’m starting to realize I’m better. Right? And so, that’s building inside of me. Do I think that there’s
disproportionate value? Even more than I did when
I wrote Thank You Economy. You know why? Because people only
want to talk more, now, and listen less, and listen, my friends, is where the action is. Spending a second, doing what I just did. The thing that I’ve
been really crushing on, I think, I mean, this is where you guys, as a collective, really piss me off. I’m going to show you, right now, that replying on Twitter
video is incredible. Twitter video response is probably the best hack, right now, on Twitter. Right, so, let’s, here we go, here’s somebody, “Such a must-read piece by Gary Vee.” Right? By John T, right? So I just reply, I hit reply, I hit the video, I hit the video, I reverse the camera, I go, oops, that was a picture, that’s wrong, I don’t want to do that, camera, and then, John, I really appreciate it, man. Kind of weird thing. We’re actually taping #AskGaryVee, live, right now. I’m just saying thanks, I appreciate you. Now, I don’t do that,
because I’m not usually taping #AskGaryVee, but I just say, hey, thanks, or I respond. 99% of the video responses have been liked, retweeted, passed on. It’s that extra second. And so I think the LTV, the thing that I live on, LTV, the thing that I live on, LTV, the thing that I live on, Life, Time, Value. You can watch this show once or twice or you can watch all 103 of them which become a gateway drug to everything else that I do for a living. You say something nice
about me at a restaurant which leads to that person
digging into VaynerMedia which then makes them a
client of VaynerMedia. You buy 11 copies of the #AskGaryVee book that comes out in
February and you give them to 10 people who then discover me. Because I’ve put out 103
of these things for free, not put them behind a pay
wall for 19 bucks an episode, it’s LTV, LTV, LTV, and one of the greatest ways to create LTV when nobody knows who you are or you’re still small or you’re still grinding, you’re still climbing the mountain, is being completely and utterly obsessed with thanking
everybody who gave a shit enough to follow you on Instagram. Because I’m not so sure you deserve it and I’m not so sure I deserve it which is why I’m so grateful
for when it happens.

How would you price
sponsorships for an episode of a show like #AskGaryVee? Would you go by
the number of views? By the number of sales they get? What do you think? Thanks Gary. – Yes. I think that there’s a
very simple answer to this. My big belief, when
you’re selling sponsorship to something new is you ask
for as much as possible. And I’m not kidding. You don’t know where your ceiling is. If you go by cpm’s and views you’re really in a tough spot because views and impressions
have been commoditized to such a level that you’ll
never hit enough scale. Most people are
gonna make four dollars on their show sponsorship
if they go that route. It’s the association,
notice I don’t run ads or sell sponsorship on this show and if I did, I would
expect substantial bank. Because not only,
it’s not about the 20, 30, 40, 50 thousand YouTube and 50, 60, 70, 80 thousand
Facebook imperssions and awareness and
all that nature. It’s about the brand association. I’m endorsing it by accepting it ’cause I’ve never
done it before. And so there’s an
extra value on that. So I think, the thing that
you really need to think about is if it’s a small
business, start up, you need to negotiate. There needs to be just a
price and you start high. If it’s a media buying agency, you’re already in trouble
because they’re looking to buy scale and they’re really looking
to commoditize your traffic and that is not gonna make
sense for 99.9% of the people listening and watching
this show and so my advice is to price it– and then the second
part of your question about the conversion of sales. You don’t wanna
be in direct response, conversion based
business either. What you wanna be is in the
brand association pricing, right. You can’t put a price on a
small business-oriented solution being a sponsor of this
show because they’re getting to entrepreneurs and
executives through this channel and there’s more depth than width. So I would price it as
high as humanly possible and let it land to where
the market actually says. I think one of the big mistakes
that a lot of my friends who watch this show and lot
of people that negotiate in general, they don’t
price accordingly because they ask
for what they want. And usually, you should
at least double or triple what you want to leave
room for the negotiation. Or, you know, a lot of times
you’re limiting your upside by not recognizing
that you missed or underpriced your value prop. – [Voiceover] Bunch of
Deckheads wants to know,

“Three seconds counting as
a view for Facebook video… “Moderately misleading metric “or incredibly bullshit metric?” – So, this is a great question, Kevin, but before I get into the question, that picture is adorable. Big shout out. VaynerNation, you can
learn from the creativity of that picture when you ask a question. Look, I think, first of all, marketing right now in general got a real problem of
width over depth, right? So, is three seconds pre-roll view on Facebook bull crap compared to people
buying views on YouTube as pre-rolls that are, I’m not sure if that’s
one, two or three seconds, but they’re pre-rolls, they’re actual ads whereas Facebook is putting it in feed. I don’t know, I mean I think, look, I don’t care about width
metrics to begin with. Any brand, startup, that is saying, “Oh, this got eight million
views or this got 87 views,” and that’s the definition of success, doesn’t realize the
technology can game that game, and so the interesting part is I’m not worried about that metrics, I’m looking at the
engagement, the comments, the click-throughs to the product or whatever else you’re trying to do, or I’m taking the width
for the width value. If I want 100,000 people, 500,000 people to at least see my face
once in their lives, that three seconds made them do that. It depends on what you’re trying to drive. It’s similar to question
number one on the show today. What is the KPI? Is the KPI is the number of views, you should be challenging that as your KPI in a world with YouTube and Facebook counting
the way they’re counting.

– [Voiceover] Rollinson asks,
“Is paid promotion for jabs an effective way to build
an audience for right hooks?” – Rollinson, this is a great question. It’s something I’ve been
debating a whole lot. Now to frame it up for everybody, the notion is should
he, you, she, him, it, where am I going, I don’t know. But sorry, stick with me
here because I’m excited. Should we as a collective pay for jabs, meaning a non call to action. Not buy this wine, but should I create an infographic about the tempranillo grape and it’s just a did you know about… and it’s just a piece of good content. Should a spend three,
four, five hundred dollars on getting this awareness
to build up equity to then later come in with the right hook. I think the answer is predicated
on how much money you have. Right, like, if you have a
limited budget, you’re probably going to want to save it
for, hey buy this wine for $14.99, it’s a killer for Thanksgiving. You know, like, that is
probably what you want to save it for, but if you have
an overall marketing budget, if you’re a bigger brand, if
you’re spending real money, I think there’s enormous value in jabbing. I’m spending a ton of money on jabbing to build up awareness, to get
people into the ecosystem. So, I’m a big fan of
spending dollars on jabbing. Content that benefits
the audience that doesn’t have the direct R.O.I. to you, and you’re spending even more money on not just producing it but
getting it reach and awareness because I think of myself as a marketer and a brand guy not just a core salesman. That has to do with your finances. I can do that today, I
couldn’t do it 3 years ago. I couldn’t afford it,
10 years ago, forget it. So it depends on where your business is at but if you can afford it, I would allocate some level, 10 to 30
percent of your budget on just jabs, if your limited. If you’re a bigger brand,
big pockets 50, 50 even. Maybe 80, 20 on just the branding because you’re building exposure. I mean look, every TV
commercial, every billboard, 95% of those aren’t infomercial,
they’re brand building. That stuff works. – [Voiceover] James asks, “Do you

– [Voiceover] Chase asks,
“How can you stand out “on LinkedIn with all the chatter from “the “social media
gurus” that are spamming “everyone’s feed?” – Chase, I took this question because I need to razz you and everybody else who asks a question like this, but I want you to know that I love you and I apologize. This is a loser question. If you’re worried about everybody else, you’re not worried about yourself and that’s the bottom line. It is stunning how little
I know about anything else, except my world and you guys. Period, end of story. I don’t know how everybody
else’s podcast is doing, I don’t, I’m not listen
to anybody else’s podcast or video show or anything else. I’m aware, I know that
I’m between 60 and 80 on the podcast ratings, but I don’t look at
Tim Ferriss who’s higher or somebody else, I listen to it and try to figure it out. I focus on my stuff. Way too many people cry, “Oh, these social media
gurus are so loud.” Their loud but if they don’t have depth they’re going to weed themselves out and so if you spend one minute looking at what anybody else is doing versus spending all your time
about what is your audience care about and how are they
reacting to your stuff, you know what I spend my hour on? When I’m like winding down. Instead of looking at
who’s ratings are higher and then trying to copy their moves or complain that they’re putting out shows longer or better or different things or get guests or this and that. Instead of focusing on their context and their competitive advantages or what they’re doing well. What I do, is I read my comments. That’s what I do, because I really care about
what you guys are saying about this show. Where the value prop is, what your opinion on the website is, what your opinion about chugging is, what your opinion about banter is, because that’s how I’m collectively trying to make this show better. I’m focusing on the people
that give a crap about this and so, instead of worrying about what everybody else is doing, I don’t… It’s crazy and I think you
can see my energy on this. I know this is a huge, huge, you know, in lieu of the marathon coming
to New York this weekend, I am not a runner who looks around me. I’m like straight ahead. That analogy that people
use, that’s not my analogy. I have a lot of my own. Oh, by the way. We have the reverse engineer shirt, right, let’s link that up. That’s up. Did I blow it? You put it on TeePublic and it only has like 72
hours where it’s 14 dollars then it goes to 22. – [Steve] That’s right. – So we need to like…
I need put it… – [Steve] You got it. – Do I have a BSU? Can I post it? I need to put… I’m going
post this on Facebook, it’s already up by the time you watch this because DRock’s got some editing to do. Drock, did I ruin your Halloween, did we start to late here, like what time’s this going to be done? [DRock] You’re fine. Okay. My friends, stop paying
attention to everybody else. Who gives a (beep)! I need a lot of beeps in this episode because I want to keep
it clean for the podcast. Who gives a crap, what every
other social media guru and expert, if they’re attracting an audience, maybe they’re doing something right. It’s not up to you to decide
that they’re a fluffy, crappy guru and they don’t deserve it. Clearly, they’re hustling
and putting out stuff and clearly they’ll stay. Don’t forget, I’ve been around since 06 under this kind of monarchy and this is the interesting thing, there’s a lot of people
that were the social media technology gurus in 2007, eight and nine, that you’ve never heard of. They come and go if
they’re not good enough, and if they’re good enough they stay. – [Voiceover] Kahlil says, “Sup?”

– [Steve] Chase asks “On an average day, “how many impressions do your tweets get?” – Chase. – [Steve] Oh I was gonna say– – Chase, stick there Steve. Chase, this man has done the work, give him the credit. Give him the air time. Steve. What is, what is the answer? – So, his 28-day average is
240,000 impressions per day and that’s 6.7 million
over the last 28 days. – There you go, that is the answer. And let’s give you a better answer to everybody overall because
I’m not sure what that means or if we care, the more
important question is “How many of those impressions cared?” What I can tell you is in 2011
when I had 100,000 followers on Twitter, I was getting more engagement, more interaction, selling more books, getting more people to watch
my videos because of it. This speaks to the thing that I most care about in the world. The supply and demand of attention. Nothing else matters. Going to platforms early on when there’s early tribes there and they’re paying more attention, that is to me the upside of
jumping into Snapchat early. The upside of jumping into
new platforms like Vine early. You look at the first people
that over indexed it on Vine, they are massively
internet famous right now on YouTube and Snapchat and Instagram and other places along with Vine. The ones that are popping now on Vine are not getting to that same level. So, the impressions,
the reach, it matters, but the depth is what matters the most and more importantly, the
attention of that consumer on that platform. When something’s new,
it’s a little more sticky. When a new song comes out, you listen to it a bunch of times and then it gets into rotation. Twitter right now is in rotation in a social media world versus where it was
four or five years ago. So though my top line followers are more, it’s my depth that I worry about and that is a thesis and a strategy that all of you need to
figure out across the board. – [Steve] Robert asks “Back
in the old school days

– [Voiceover] William asks: Is there any strategy behind following thousands of people on Twitter? – There’s an absolute strategy to following thousands of people. I employ it. I do not consume content
that much from Twitter, or if I do, I’m thrilled
to get the real stuff along with the emotional stuff. Too many people are utilitarian, it’s black and white. I’m only gonna follow people that put out good content or things that I’m interested in, because you use it as truly
your news consumption, and I think that’s great. As a strategy for a public figure which I am, Z-list, but I am, it’s incredible how much
it means to somebody when I go and follow them. And I’m very flattered by that. And I get it, because I get super pumped if a Jets player, I freaked
out when David Nelson our third, fourth receiver last year, followed me on Twitter, ’cause
it meant something to me. So I understand it, I
have the empathy for that. So what is the strategy? Guys, you’ve been watching a show we’re on 27 now, I’m in the depth game. I love the width game and I
do a lot of strategies for it, but I’m in the depth game. That’s why I’m doing this.
The unscalable. How many minutes late are
we for this taping today? 15? Right? I got real problems right now. Things are popping up on
my calendar right now. I got problems right now because it’s also a heavy Jewish holiday, and I gotta get the hell out of here before the sun comes down, or I’m in big trouble, and I’m trying to squeeze in, but I’m the depth game. I didn’t skip today, I’m taping for you, because I wanna continue to
bring you the stuff you want. And you know what’s the stuff you want? You want me to follow you on Twitter. ‘Cause it feels good. ‘Cause you get to brag around your friends who are also into social media, or the Jets, or wine, and be like Gary Vee followed me! I get this as a consumption. You know, it’s funny, I look at stars, celebrities, they go on red carpets and they run into another star that just bubbled up,
and the one person’s new, so of course they’re a fan of this person, but then they’re like,
“Oh, I’m a fan of you!” and they’re blown away
’cause they’re still fans! We’re all still fans,
no matter who you are. People that are way bigger than me, when they find out that I tweeted them, or favorite something, or
say something about them, they get so crazy, and I’m like, “You? What?” I mean, we’re all fans forever. And so there’s an absolute strategy in following a bunch of people. It is about giving them
something they want. And when you give people
something they want, they appreciate it.

– [Voiceover] Hayley wants to know, “What is your response to brands “looking for 24/7 community management? “Is it worth the
investment, is it overkill?” – You know Hayley, I’m a big fan. I believe that everybody
that you engage with and say hello to, I believe that everybody I said thanks to or TY, over the weekend, for watching all 21 episodes of this show get affected by that. I do think the human investment matters. I do think that if brands committed more to one-on-one marketing that many of them don’t think is scalable,
they would get bigger depth. We talked in the last episode
about depth and width. A lot of you responded to that. I think that community management 24/7 can be valuable if you’re big enough. You have to be a global
brand, you have to be a Pepsi. You have to be Toyota to really
get the value out of 24/7 ’cause otherwise you’re
paying people to sit around and not engage with anyone. I’m not crushing it on
Twitter between 2 AM Eastern and 6AM Eastern, so I don’t need anybody, which in this case is me, engaging there but if you’re big enough, I believe in it. – [Voiceover] “Okay, I get
it, go native, go deep,

“If you could teach everyone in the world “one thing you’ve learned,
what would it be?” – Daniel, the two things
I believe in the most are empathy and gratitude, but I don’t think that’s quite teachable. Self-awareness, I don’t
think that’s. (chuckles) This is the best. I don’t think that’s teachable. I think the thing that
I’ve been taught the most through experience that was intuitive, but I think is teachable, is for everybody to pay attention, that the world is really
about depth, not width, right? And so do things that
are meaningful, not wide. I’m just a big believer
in this depth width game. I watch so, listen. A lot of you guys know this. I answered this question
two or three episodes ago. I’m paying attention to you as much as you’re paying attention to me. I may not be engaging and
replying on your posts, or liking your comments, or all those things
the way you are with me because I’m doing it at such
a scale and I’m a busy mother, and even that extra
second is tough for me, but some of you’ve seen me,
especially on Instagram, I’m definitely harding up and
replying and saying thanks. But a lot of you and this why I have so
much passion for it is you guys are still in
the tactics of width. You’re looking for more likes and shares, and like, a lot of right hooks
and you’ve read all my books and you’re like, “Yeah
Gary, you’re right.” And then you’re not doing it. And here I am, busier than all of you. Here I am, busier than all
of you doing this show, providing depth, engaging at scale, replying to your emails when they come in trying to reply at scale on Twitter, maybe not engaging with the
consumption of your content, but definitely replying to when you care and you want to be heard by me, and I’m going deep, deep, deep, while you shake your head
when I talk about deep, but then you go out there and you go wide. – [Voiceover] Edwards asks,