this is a pricing question. Would you go strictly
with trying to compete? How do you get that start
up number if you’re offering services or a product? Just go try to be
cheaper with the competition? If you have a better product? What’s you’re thought on that?
– Yes. (silence) Do you understand? – [Carlos] Yeah.
Completely. I got it. – All of it.
All of it, my friend. Like everybody
always asked me, “Gary, I’m just starting out and “I’ve got nothing
and no business. “Should I this and should
I that? Or should I do this?” And the answer is yes, my man. If you are building a business
that you want to build and you want to support your life and
family and have all the riches that entrepreneurship
requires, well then you need to spend 18 hours a day… It is a good idea to
have a better product? Yes. Is a good idea to have a
service at a lower price than your competitors to give
the person that is actually financially conscious the
ability to go with you? Yes. Is it better for you to
cold call 97 people versus 6? Yes. Is it better for you to produce
great content that reaches people through virality that is
better than your competition so they know about your service? Yes. Is it better to hit up your
grandfather ’cause he’s friends with this guy who’s got a
business in the space that you’re trying to reach? Yes. Is it better to put your phone
number on Instagram Live to get on The #AskGaryVee
Show to get an answers? Yes. – [Carlos] Everything goes, it just like loving
where everything goes. – Let me give you a
really good piece of advice and we’re gonna end it on this. Never say no for the other guy. It’s the best
thing I ever told AJ. Don’t make a decision for the
other side of the table of why they’re going to say no. Just do everything
and then let them say yes to the thing that they like. – [Carlos] That’s the
answer that I was looking for. Thank you so much. – And by the way, my friend,
when you pitch people mix it up. Sometimes come
in with a lower price, sometimes come in with bravado,
sometimes come in with humility. When you actually try
to get to 97 people and you get 17 meetings,
you actually get the chance to try 17 different moves. If you’re like 99% of people and
overthink everything and have one meeting a
month and one at-bat, you don’t get the chances to try
the different shit that might actually unlock
what the real answer was. – [Carlos] So you try to
get out there all the time– – In life. In life. If you have 97 chances
and 11 people say yes, that’s the game. Everybody’s trying to play
a game of I’m gonna get three chances and get three people to
say yes and then three people say no and they cripple
like a bunch of bitches. – [Carlos] Yeah. – Got it?
– [Carlos] Got it. – Good. – [Carlos] Thank you so much.
– You’re welcome. And that’s it.
That’s the game. One thing I don’t understand so
many of you are just starting out your shit and
your fucking fancy. Everybody got real
fancy for having nothing. Like this entitlement
or you’re gonna have some perfect strategy,
it’s the grind. You know if he’s, of course,
he should come in cheaper. It’s a way for you like when you
have no reputation to get the get the gig including free. DRock, how much you
charge me for the first video? – [DRock] Zero.
– Bang! That’s it. You know Andy’s mom is making
fun of him for his salary. You know what I mean?
That’s it. You got to grind, right And?
– [Andy] You have to. – My friends made fun of me
for my salary in my 20s and 30s. You work all the time,
I make more money than you. Now what, dick?
(group laughter)

– What’s up Gary? This is Sean from Denver here at the top of Mt. Evans, 14,000 foot plus
mountain here. I got a question
for you here about breaking in new accounts. What’s your recommendation? Do you recommend starting high and then going low? Or low and then going high? Does it depend on
the size of the account, small or large? Would love your
advice and insight, thanks so much. – I always think it’s a
lot easier to go lower, than it is to go higher. So, if, again,
if you needed an account more than anything in
the world to stay alive, you go in low. You what you have
to do to stay alive. But if you have the luxury of I don’t need this
thousand bucks, but I want this client,
I wanna grow, but I don’t need. Want and need are two
very different things, then I would go higher. You can always go down, you can never go up. Hey, I want $3,000
a month for this. Great. No actually, $5,000. Not so easy. Hey I want $30,000 a month for this. Neh… Alright, $2500. So, to me, it’s just always better to go higher. Or what I tend to do,
to be very frank with you, which is an interesting
negotiating move, I tend to go the number. I tend to go, it’s… with Vayner, when we started. It’s $5,000 a month. And people are like,
I don’t wanna pay, you wanna go $4,000? Because people maybe
thought I was going higher. And I said no. It was a very important thing to have that leverage
to not negotiate down. And so, we’ve walked
away from things, we didn’t do things. Which sucked, at times. But it definitely created a reputation in the marketplace that I wasn’t overevaluating stuff. And it was the number. So to me, it’s higher
or the number. You know when I do (beep) trades, I go higher. Actually, cut that part, I don’t want the guys. (laughter) Let’s move forward. (laughter)

“than other sellers in my
market without losing revenue?” – Nice, nice question. – Go ahead, go ahead. – It’s about the why. When you think about pricing
it’s about the why and the why is often about quality and what
you just talked about you nailed it on how can I
justify a higher price. We just released a new
product on Fiverr for most of our sellers and most of our
categories now called packages and what happens it allows
you to use a well new marketing technique which is
good, better, best pricing. – That’s right. – You can start at five, you can
have a package at 15, you can have a package of 30 so what you
do is that it allows you to own that entry price point that
allows you to build credibility to get volume and to customers
that could not afford the $50 but maybe at $50 what is going
to happen is that you’re going to provide more time,
faster delivery better techniques and more options around the
logo you are providing. And this is how
you should price it. – I’m gonna go yes
and I’m going to go and. You can always go back. – Take risk.
– You can always go back. Let the market decide. If your 400 bucks to make a logo
and I promise you whatever you got last time ask for more
the next time figure out what your cash flow is. It depends on how fancy you are. – And how much you want time you
want to spend working on Fiverr. – Of course. How fancy are you? Do you want a nice watch? Well then you need more money
to buy that watch but if you’re willing to live in your basement
you could always go back. You could get, it depends
how many no’s can you take. I did it for 400 now I want 600. You come in no.
You come in no. If you’re fancy, you’re
going to go back to 400 ’cause you need the 400s. If you’re not fancy and you can
wait and be patient then all of a sudden you can do a whole
bunch of waiting, 10 no’s get your first 600, you
established the market. another thing how
DRock got his gig. The other thing you could do is
get understand the difference between something you want to do
for 600 bucks but then somebody asks you to do a logo and you do
it for free because the exposure is going to allow you to get
all the $600 ones that you want. Let’s move on. – [Voiceover] Letecab asks,
“I have a really hard time

“price objections when
attempting to close a sale?” – I assume price objections
mean that you’re asking for too much money and they
don’t want to pay that? What’s your take on that, Danielle? It’s not an easy show, to
just come and get to read and check out. – Are you sure? – Yes, I’m very sure. – I guess I would say if you
give them a dollar value, kind of like we do here when we give statements of work to clients
where they approve it, they come back with requests to take down or gets higher. – Do they ever request
to charge them more? – Sometimes they ask for more things, and then you do change orders, and you do get more money that way. – Love it! Look, I think it’s moments in time. Early on, when I was
building Vayner and I needed a leverage of clients and
logos to tell people, yes, it’s not just I did it for
myself and my family business, but for, at the time,
Campbell’s, the NHL, Pepsi, that mattered, and so I
was willing to take less. We’ve talked about spec work ad nausea if you watch the show. The DRock story. So I think it’s a leverage game, right? Like who has the leverage, and so I think that every transaction
has its own cadence. There is no blanket statement here. You have to understand
what your product is worth, but you also have to
think, and this is where romance kills people. You say that you’re worth $150 an hour, and you don’t quantify that
you need this client right now because there isn’t good deal flow, or you want to buy a ring for your girl, or you need to do different things besides just shoot weddings
because you want to show a better portfolio to get other business. People are not using other
variables and they go well I’m worth $1.50! Fuck you! You’re worth $1.50 in your head, the market decides what you’re worth. You’re worth $1.50 if
people will pay you $1.50, consistently, always, always and forever. You’re not worth that, look,
there was two years ago where I prematurely tried to
raise my speaking fee higher, and the market was like that’s great Gary, and you’re the best speaker ever, and this and that, but that is just not where your price is at,
and so you’re not entitled to anything other than
what the people that are buying your stuff agree to. What you need to be smart
about is understanding when’s the right time to negotiate down because it’s in your best
interests, or when are you negotiating down for no reason at all and you’re declining your value. That’s on you. That’s
being a good salesperson. That’s being a good operator. So, I think that everybody
here needs to have a balance of both. You have to pull from opposite directions. When is it in your vested interests? And then you deploy humilty
Kool Aid at scale, right? The amount of times I will deploy humility in a world where my ego
is on fire is off the, you know what, Staphon, I want fire here. Ego fire. Give me ego fire. I’ve got nothing but ego and bravado, but there’s plenty of
times I deploy humility ’cause that’s what that
moment’s game needs to be successful, and so I would tell you to not deploy romance. This is this and that. Deploy practicality of the moment.

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,