– [Voiceover] Joy asks,
“What social media techniques “do you think work best
for promoting a book?” – Joy, I was excited about
answering this question ’cause I was gonna go tactical, but then Steve reminded me
that I’ve answered this a bunch in the past, and I wanna
give that context too ’cause he’s right, and I
wouldn’t have answered it, so kudos to Steve for
making the show better. When selling a book, you
need to be selling it months and years in advance. I am actively, right now,
selling the #AskGaryVee book. Let me explain. I’m putting out content, and I’m jabbing, and I’m building an audience, and I’m building a lot of new fans. As a matter of fact, question of the day going right into it, How long have you been following my work? Please leave that in the comments. Podcast people, jump out of the earphones, and jump onto the
keyboard and go to YouTube and answer this question, because I want a lot of
people in the VaynerNation to see how many people are only
two, three, four, five, six weeks in because this
show is getting virality, bringing people in, and then
thus creating a scenario where, I was just thinking
about what’s the scenario, got excited, anyway, creating a scenario where
I’m bringing value up front, I’m not charging for this. I’m not asking for anything. I’m not trying to make a
gateway to a product, no. I’m just building leverage,
and then when I launch in early 2016 the #AskGaryVee book, which is probably gonna be
a hundred to two hundred of these questions that I’ve
done over the last year or two, if I can get that far. That was a little bit of
a gateway drug preview to how many episodes I’m expecting to do. And two, a bunch of new questions, and three is kind of a cool idea I have. (ding) A lot of people here
who’ve watched every show don’t really need to buy the book, right? I mean, you’ve consumed it, but at 18 bucks or 22 bucks, they will because I’ve guilted them into it because I’ve provided so much of value. And so number one, you need
to provide value up front before you ever sell your book. Let me get into some tactics. One-on-one marketing. One of the biggest mistakes
so many authors make is they send out a bulk e-mail, and it usually says this. “Hey guys, I never normally do this,” I mean, that’s my favorite. You like that, Zak? “I never normally do this, “but I have a book coming
out next Wednesday. “It would mean the world to me,” Why? They want to be efficient. People want to scale. What I did last August was I went to Connecticut with my family and I, one by one by one by one by one, wrote e-mails to people
that I wanted to help. Alex in 12 years. Alex, hey remember I really
gave you a break in your career. You know, we’re great buddies. Hey, nice job last week, da da da. I’d really appreciate
your help on this book. Can I count on you? And I basically went one by one by one and scaled the unscalable,
and what it created was a landfall of a lot of opportunity. The other thing is you have to
cess the market of exposure. That year, August last year, the podcasting was really
starting to happen, right? And so I wanted to really focus on that. So I went and I did a ton of interviews with all the emerging podcast people ’cause I knew that was the arbitrage, and what I mean by the arbitrage was a place where you would get
bigger return on your investment than other places based on its exposure. So whereas three years ago I’d
want to be in the Huff Post and guest blog post,
that played itself out because Forbes opened it up, and a lot of other people did that move, but the podcasting was starting to grow, and now there’s so many more podcasts, so much more competition for those earbuds that it’s changed a little bit. It’s not as valuable to be
a guest as it was a year ago because of the game, unless
a certain podcast overindexed and there’s more, and you keep playing this. So it’s really tactical stuff like that, but it’s really about
scaling the unscalable. The truth is, you’ve gotta get
to somebody’s emotion, right? So that it goes from heart
to brain to wallet, right? Heart to brain to wallet, oh I like that. That could be a really nice picture. Let’s, maybe a t-shirt. Heart, can you make a t-shirt? Anyway, heart to brain to wallet is kind of the way I
think about selling books. First you gotta get them emotional, then you gotta make them
think there’s a value prop, and you’ve got a storytell to them why they should buy your book. What’s in it for them above the fact that they feel that they owe you? And then that’s when they
start pulling out their wallet. And so I do that one by one by one by one, and when I do interviews,
one of the things if you go back and listen
to all of the podcasts, Lewis Howes, Peflen,
JLD, any of those people, when I was doing those interviews, I barely mentioned the book. As a matter of fact, when they asked me questions of the book
’cause they were good guys and they wanted to get me exposure, I’d walk away from it ’cause
the only thing I want to do in those 30 minutes was provide as much value for that
audience as possible ’cause that’s the first step, the heart. Thanks for watching episode
41 of The #AskGaryVee Show.

– I’m James Spector, Senior
copywriter for VaynerMedia. I’ve been here about two
years, a little over now. – Jim, is that what you said? – James. No, I don’t go by Jim. – I thought you said Jim,
and I like freaked out. I’m like is this some new guy? – It’s a new James goin’ into 2015. – That’s good, I didn’t hear you. – So, my question is this. When it comes to new
platforms, emerging tech you’ve always promoted the
idea of being a first mover. Most brands, some brands are
usually very receptive to that. When it comes to campaigns though, some brands tend to focus
on the idea of ownablity. My question is this– – Ownability as like, we need
to dominate this platform? – Or in terms of a campaign, when is that, how ownable is that campaign
to, you know, said brand? My question is this, when
does it become, at what point, a campaign ownable by being the
first brand to do something. As in being the first mover
to do that type of campaign? – You know, I think we’ve
see it in our space, right. Oreo kinda took control
of the real time content people keep bringing it up
over and over and here I am two years later bringing
it up and so I think you can get first mover
advantage in that way. Listen, and this is
gonna get me in trouble, I think that’s a bunch of marketing (beep) When brands think they can own something it just speaks to their naivete
of the heavy fragmentation of the world we now live in, right. You can own something for
a moment, but to own it. Like, there’s no brand that’s gonna own, what brand owns what, right? I guess over thirty
years of iconic marketing Nike could own the sports
space, but do they? Because last time I checked, Under Armor is growing very quickly, and a million of other
things are happening in the world of soul cycle and crossfit. There is no ownable, this is
the naivete, the audacity, and just like the act of
contextual understanding that brands managers and
CMOs and corporate America think that they have the right
to be able own these things. I think here’s what you
need to do as a brand from an ownable standpoint. Can you at this moment own it? That it matters enough to your customers to make them buy your shit, right. And that’s all you can ever ask for and I think people are way
too romantic in marketing. And thinking that they’re gonna create the Just Do It, or the Mastercard Price List, and it’s gonna be this thing that they can put on their resume and
kinda can live off it for the rest of their lives. To me, it’s much more about fragmentation. It’s much more about being great at your last at bat every time. You know I always say you’re only as good as your last at bat, right. This show doing well. If this episode sucks crap, it’s heading in the wrong direction. And all 38 before it mean
nothing as I go forward. And so I think that’s how marketers need to think about that, which is do the best you
can for what you need to do at that moment on the platforms
that you decide to storytell that actually drive business results. Not this romantic feeling
of, like, let’s own it, marketing 360, fully integrated. I mean like all this jargon. Jargon, James, – Thank you.
– You’re welcome.

I actually just started
at VaynerMedia yesterday, so I’m on day number two. – Newb. (laughter) Newb. I’m impressed with the hustle though, like sneaking in to the
first episode of questions on your second day? That’s an impressive start. Trying to make an impression on the boss. I, I appreciate it. All right. What’s your question? – Okay, so my question is, so you know how Facebook reach has been going down. – Organic. – And this is the lowest
levels we’ve ever seen. – Yep. – So, I’m curious, what do
you think is the role of organic or unpaid content where the brand is always on
strategy, and the second part– – Within a Facebook world? – Within the Facebook world, and the second part of the question is, just how much reach is
enough to actually justify the time, effort, and
resources that go into producing these assets? – That’s a great question, man. Nice start. Um, you know I think it all depends on size, scale, and objective, right. So I think the biggest problem
that everybody makes is there’s no one size that fits all. Obviously, the brands
that we work with here are at huge scale, versus let’s say a lot of people watching who’ve got a small business. You know, we manage some brand pages that I can think of right now, that are so large in overall size and have done a good job
putting out great content that they’re still getting
hundreds of thousands of impressions organically
without paid up front. Now obviously, all of you have heard me ranting about dark posts for quite a bit. And we even talked about this
when you were interviewing. So for me, you know,
do I feel that Facebook has evolved into a place
that you want to look at 80, 90, even 100% of your posts are being preplanned to its audience and then paid upfront? You know, if you’re a fortune 500 company I do believe that that justifies the case. And I believe that
because I actually think that those working media
dollars, those paid dollars, are a hell of a lot
better spent on Facebook, than they are on traditional
banner or things of that nature places and organizations that you can from giving those kind of advices. So, I think that that’s the case. Now, what’s the threshold? I think that comes down
to the objective at hand. Look you can be a Fortune 500 Company, only reach 16 hundred people organically, but try to be selling
something that’s $10,000 as a B to B product and if you convert four people, and you’re making $40,000 on it. You’re profit margin is 50% and you’ve made $20,000 in profit, and your agency charged you $800 or $1800 well then you justify the means. So I think it’s, one of the biggest things that we try to do here, and one thing I think all of
you need to pay attention to is how do you become
efficient on the back end. I think what’s separating us, and what I’m excited about here, is we’re producing quality
content at a cost level that the market has
never seen before, right? And that’s out advantage, right? That for you, with fresh eyes, is probably the difference
that you’re seeing. That’s what you guys have to think about. For a lot of entrepreneurs
that are watching, and I know that’s a core
of my audience, is is your time worth it. Because it’s not a money
game, it’s a time game. So it’s always resources. To me there is no one size fits all. For all the brand managers,
and the CMOs and the CFOs and the corporates that
are watching the show or listening to the show, I know for a fact that they need to really look at just the math, right. Like, am I paying more
that what I’m reaching. So if you’re paying a
traditional digital video shop $10,000 to make a video, and then you post it organically and it reaches 900
people, that’s off, right. So, I just think that you have
to look at it case by case. – Yeah, yeah, that makes sense.

“I know you hate talking about ROI, “but how do you show someone
there’s a true return “on your efforts on social media?” (sighs) – Well, how did he set
the question up again? “I know you hate talking.” – [Steve] I know you
hate talking about ROI — – Yup. – [Steve] but how do you show someone there’s a true return on your efforts — – Robert, I love you for this question. DRock, definitely edit this
out and make it one question. It’s called “ROI of Your Mother, Part Two” because I want to put this
right to bed once and for all. The “ROI of your Mother”
concept is to make fun of traditional media ROI, not to get away from social media ROI. I, Robert, I love to talk
about the ROI of social media. I don’t want to run away from it. I’m all-in on it. Once and for all, I wanna talk about this. I love ROI. I sell stuff. It’s what I do. Nothing matters to me otherwise. No marketing media reports, no rewards, no AdAge mentions, that’s
not what I play for. I wanna sell coffee, I wanna
sell cheese, I wanna sell wine, I wanna sell gadgets,
I wanna sell sweaters. I wanna sell you if you let me. That’s how I roll. And so, how do you prove it? You prove it. Meaning, there’s a lot of ways to do it. I don’t know what you’re trying to sell and I know a lot of brand
managers from big brands kind of follow me and watch me here. It’s very easy to prove
the ROI of social media. When we post the T-shirt
that we want to sell, let’s link that up. By the way, never got
around to posting T-shirts, so now it’s 20 bucks not 14,
the reverse engineer thing. I apologize, VaynerNation. We see the sales. When I post, when we run
dark posts for Wine Library, we see the sales. When we ran that campaign
for that one organization, we got 2400 sign-ups, versus
the 60 sign-ups they got for doing YouTube videos
and billboards and all that, and they spent 10 times more there. It is very easy, my friend, if you have the direct channel connect. What I mean by that, I
don’t know what that meant, it just spewed. But if you can prove
it out on the back end. So for example, let me explain. For most of the clients we work with, when you’re a CPG company, and you sell your product to
Walmart and then they sell it, it gets hard to prove the ROI of a post. But when you’re Gary Vaynerchuk and you have winelibrary.com
and you post it, and it goes directly back
to you, you can see it. Guys, the only reason
I have so much bravado is I’m seeing the math. I come with bravado when
I have intuition, right? But I’m always hedging. Watch my narrative. I’m always like, “There’s
something happening here.” Look what I just did with virtual reality. I’m nuancing it. Yes, I’m making, I’m hedging, but I’m still making a commitment. But the insanity that you’ve seen from me on Facebook dark posts,
or the emerging insanity on Pinterests’ ad product once it gets a little bit more price
effective in that scale, that’s nothing you’ve seen
from me since maybe 2009 “Crush It!,” when I really
believed in YouTube because I was feeling it. Guys, I’m feeling it right now. How do you prove the ROI? You create a connective
tissue to show you that this thing did that. Now that’s direct response selling, right? That’s D.R., and that’s fine. I’m a branding guy. You need a mix. Because if you keep throwing right hooks, it has diminishing returns. But it’s never been more easy to prove the ROI of social
media than it is right now, because you can just link it directly to the dot com attribution,
whereas you cannot do that for print, outdoor, radio, or television. You just can’t. You can’t do it in the same exact way. You can create a call to
action in those commercials, and you could track it,
and you can and you will, and that’s why those channels
matter still as well, but it’s very easy to put a
link in any piece of content, even an Instagram where
I put in my headline, you guys know what I’m talking about. So, you know, misnomer. I do like talking about
the ROI of social media. I just don’t like that
it’s not understood that it’s more obvious to track
it than it is in traditional. And more importantly, I don’t wanna talk, turn, t-t-t-turn all of you into direct response sellers, because then you’re far
too much right-hooking. So a lot of times the
best pieces of content are engaging and jabbing where there is no link
out to a call to action, so there’s a drop in the
correlation of sales, but you’re doing the better
overall thing for the brand. My friends, it’s branding and marketing, not just sales, but social
media can show you sales. – [Voiceover] Roberto asks,

– [Voiceover] Jim asks,
“What’s your opinion “on the auto-reply DM services?” – Jim, I really wanted
to take this question because I’m so glad you did it and asked it and I appreciate it and I want to say that I hate it. It is literally the thing
that I despise the most I have actively unfollowed many of you because I followed you and you did that and I unfollowed you because
it speaks to the intent you have on the platform,
which is to use it as a conversion mechanism, you’re looking to scale
social media in a world where social media, especially on Twitter, is not scalable. If you haven’t figured
out why I over indexed on the platform, it’s because
it’s a non-scalable platform when done right because Twitter is the
only true social network, everything else has
evolved into content push. This is the one place we all talk in a town square evironment and we can jump into
each others conversations and it is not creepy and
when you go auto-reply in a town square, you’re the
guy walking around the office and you’re just handing
people your business card without saying hello and
nobody likes that guy or gal at a conference or a networking event. The blindly just handing a card without even really engaging. I think it’s a terrible move. I think it turns off a lot of people, I think even if people don’t unfollow you, which at times I haven’t
because I’m just busy and I haven’t, you think you got my follow or something good happened, it’s the wrong move. All you had to do was engage
with people that followed you twice for about six
minutes, which is time, I’m not saying it’s not, but you could have gotten the
depth you were looking for. So what? I’m going to sign up for your newsletter and then you’re going to e-mail me and it’s going to go to spam, I’m not getting engaged
because the first taste that you have of someone, the initial context, that first moment, that first impression, when it’s (beep) you’ve lost. – [Voiceover] Tyler
asks, “When have you been

on whether a PR company
or a person should be overseeing social media for a business.” – Barry, great question,
and before I even answer it, I just want to thank you
for being a long time interactor friend with me. I don’t like using the word fan, but I say it sometimes, it just slips. Barry, I’ve always
enjoyed our conversations on Twitter over the last four years, so thrilled to have you on the show. I think I know where you’re
going with this question, which is the notion of,
VaynerMedia was built on coming into companies and taking the social media away from PR companies. Some of the bigger PR companies
in the world right now have built out social media departments and they’ve done a nice
job, to varying degrees. I wanted to answer this question because I want to get people around the psychology of the difference between PR and social, and why I do think that,
of course there’s people, hundreds of people in
this company have worked in PR before, so there’s
some great things about PR. Being able to handle
pressure, the speed of it. The difference though, is PR is very B2B. When you’re a PR person
and you’re working with a client, the Yankees,
you’re trying to get them press in the New York Times,
The New York Post, ESPN. You’re working directly with a human being who’s the gatekeeper to make a decision. When you’re doing social, you’re dealing with all the fans, and it’s much more B2C. So I don’t have a problem if a PR person or company is doing the social
for a company or individual, I just want to make sure
they have a different gear in their brand understanding, brain, not brand, but that
was an interesting slip-up. I just want to make
sure they have that gear to know that they need
to be looking at this as a B2C game, versus
the B2B game that is PR. – [Voiceover] eastcountytoday says, “Gary, love the iTunes touch.

– [Voiceover] Troy asks, “I
work in two different spaces. “How do I use social
media platforms so that “I’m not confusing my audience?” – Troy, this is a very simple question. You adjust to the platform at hand. So we’re very detailed on this show. For Twitter, the way
you don’t confuse them, if you’re talking about
two different things, I’ll, uh, business and
wine talk is you create two different channels and you
have an @winelibrary account and you have an at
@garyvaynerchuk account, Gary Vee, and that’s what I did, or
you just become so branded in both that you feel
comfortable being, kind of, a renaissance man or woman, and you can go that route. But you have to react to the platform. So on Twitter, you just
create two different accounts, and you promote through them. On Facebook though, the
targeting capabilities allows you to just be yourself and
talk to people that act, you can plan, to people
that are 25 to 45 that are into wine and you put out a wine content, and they will like that, and you know, 22 to 27 that are into
podcasts, and you do that, and then they want you
to talk about that thing, so Facebook gives you the
flexibility to target. You know, Twitter does not. And so you’ve gotta adjust. YouTube channel, do you have
two channels, do you have one. This is something we’ve talked about ’cause we wanna chop up
every answer into a question. As a matter of fact, let’s link
up the first one we put up, right the tennis thing. One here. And so, you know… The real answer to this
question, Troy, is you’ve gotta adjust to the platform’s
capability to drive home the fragmentation or
the one channel process, so you go place by place. Pinterest, you can create a board, right, you can have an account, you
can create different boards and on certain boards
you put out content about whatever the hell you’re doing, and whatever the hell you’re
doing that’s different, so you, Tumblr, you can
create a bunch of different kind of, blah, blah, blah .tumblr.com, so that gives you flexibility. So I’m giving you very detailed
answers here, my friend. It’s not super hard, you have
to have the right strategy per the platform based on
the flexibility of that platform to deliver the story. – [Voiceover] Michael asks,
“How do you define hustle?”

I say email is not dead. Do you think email will
be more or less relevant in three to five years? – Madison, great question. For me three to five years
is always hard to predict that way out, but I’ll get to that part, and before I actually
answer this question, I just wanna give a huge
shout out to the VaynerNation for supporting this show. I’m really enjoying it. I was super bummed about Friday night, so I apologize, I think I
tweeted that I was gonna have it. I let some people down, I
hate letting people down. Email is definitely not dead. I would say that email right now I like marketing in the
year that we live in. So, I would say right now that
email is a very killer app. Now are open rates at 90
percent like I had in 1997, absolutely not, but is it an
own channel that you control and don’t have to be at the
mercy of all these other platforms that you can
market to your people, for sure, I think we can’t
be naive to the fact that Google made changes with
Gmail about a year ago if feels like now, or within
the year where we went to a promotions tab. I see
Stunwin shaking his head. Steve, were you affected
by the promotions tab, were you part of any email lists that you noticed went there? – Oh yeah, absolutely. – Here’s the punch line question. Show me, punch line question. Here’s the punch line question. Do you feel that some of
those that got switched to the promotions tabs, you’ve
actually fallen off ’cause they don’t go to your native in
feed and you either unsubscribe or you just don’t pay
attention to anymore? – Totally gone, yeah,
probably five or six emails. – That’s my concern,
so what’s happening is, do I think email will matter
in three to five years? For sure, I think it’s in play. It’s a channel, it’s not going anywhere. Do I think it’s dead? Absolutely not. Do I think it will be more or
less valuable as a marketing engine, I will go with less
valuable in three to five years. It will still be very valuable
’cause it’s one of the best channels, but it will be less valuable. That whole marketers
ruin everything line that I use a lot, that’s
what this is all about. Platforms come along. They have value, and then
we market against them and then consumers kind of push off. It’s cops and robbers. It’s cat and mouse. Over and over and over again. And we’re living in a
process now that we’re into the second decade of email
being ruined by marketers. – [Voiceover] Troy asks, “I
work in two different spaces.

“ruin everything, but is
Twitter’s latest algorithm change “going to damage the user experience “and the essence of Twitter?” – Adam, congrats on getting on this show. Guys, let’s give a huge shout out, a collective shout out in the comments, and go on Twitter and
give him a shout out. Adam has hustled, has
asked a lot of questions. He has persevered, he has taken my advice from some other episode recently, where I just say, keep asking,
keep asking, keep asking. He didn’t give up, a lot
of you have given up. A lot of you have stopped
using the #AskGaryVee hashtag to try to get on the
show with your question because after 20 episodes
you didn’t get on. Loser mentality. Winner mentality is
Adam, who has completely over-indexed on asking over and over and over to get on the show. Big props to you, brother. The answer to your question. Life is very simple. Whether it’s for Twitter showing you ads, or Facebook which has
set this up for Twitter ’cause they’re following
that notion of discovery. Whether it’s dating the most attractive guy or girl you’ve ever dated before, but they actually aren’t
that nice of a person. And you actually don’t
like them that much. This is more of a guy thing from what I can tell from my girlfriends, but like that notion, that same psychology plays out on this answer, which is the world is
predicated on the value it’s providing you versus what
it’s doing to you otherwise. Meaning, was that a dog? – [DRock] I don’t know
what happened there. – If you’re listening, that was not a dog, from what we could tell. My friends, it’s very simple. It’s the value proposition, it’s a seesaw. Does it kill Twitter? It kills Twitter for the
people that don’t value everything else that Twitter does, and find seven to 10 more tweets in their stream not
valuable enough. Right? When you’re a young guy, and you get that hottest
girl that you’ve ever dated, she’s so pretty, you don’t care about that she’s like hurting your feelings, and mean to your friends, and not letting you hang out
with your friends at all, you let that all go ’cause you
value the beauty over that, and as you evolve, eventually
if she’s the worst, you can finally, after
the beauty subsides, and you’ve calibrated the
beauty, you go the other way. And that’s just the way it is about life. You love your family so much that you let them get away with so much. That’s the bottom line. Facebook has enough value in
keeping up with your friends, and has a lot of data
to show you the stuff that you actually want to see, and that’s why we’re tolerating it. And you could tell me the
kids are going off of it, and they’re on Snapchat and
Instagram and so are you, and that’s fine, that makes sense, but Facebook’s data shows
the world, it’s true, that we’re still on it at enough scale. If Twitter’s unable to do that, or any other product in the world, Tumblr was very valuable
to high school kids, it was a different creative place, they didn’t make the shift
to mobile fast enough and good enough and they
lost their value proposition when something else came along. What happens when the pretty girl with an awesome attitude comes along? And so the answer to this question, as you can see I’ve used human, kind of like what we all grew up with, kind of psychology, it’s
very simple which is, it’s all about the value prop, right? The second this show doesn’t
bring you enough value, you stop watching. Period, end of story. And that’s what it’s all about. And so Twitter has a
challenge of making sure its product brings enough value that the little things that
maybe don’t bring you value still don’t offset the value. – (speaking foreign language), Gary!

– [Voiceover] Paul asks, “We get like five views on our video, “three of them being from us. “How do very new and small channels “gain a following when
people don’t interact?” – Paul, nice ratio on your viewership because from Wine Library TV I had a similar thing and it was my grandma and mom, so, I know that world. The reason I was able to build up my channel back in the day and now as well, though I have a bigger base now and you can argue with that, is the quality of the output, right? I mean, at the end of the day, how are you gonna find traction? There’s two ways. One, you can put out great content, that’s what I do. Two, and I don’t know
if that’s what you do, maybe you stink, so we need to talk about that. Two, you need to biz dev. Show this man. Right, so, I’ve done all my biz dev my entire career, but, I’m getting stretched so thin. So, Alex DS is gonna come in and start doing biz dev. So, when I see something from a tweet from one of you, and you want to distribute this content on your page, that used to go to my inbox and it would disappear, or the new WineLibrary.com and there’s wine content there, and I want to get that distributed ’cause you have a food blog, and you’d hit me up on Twitter, that would get passed on. But now, he can capture that and biz dev. So, it’s about biz dev. You now, don’t have
anybody talking about you ’cause you have five views, and all those things. But you need to biz dev in reverse. I’ve been lucky enough to have a 20 year well-executed successful career, so it comes to me, I
deserve it. It’s capitalism. You have not done that yet, but you will, hopefully. I want you to. I want to
look back at this video and be excited that you did. When I didn’t have that, I had to biz dev. When Wine Library was
Shopper’s Discount Liquors and nobody gave a crap, I walked around the neighborhood and knocked on restaurant doors and said, “Can you put these flyers on your counter, “for a 20% off coupon
by the case of wine?” I hustled. You, my friend, need to hustle. Number one, the variable
is your creative. No matter how much you hustle and sell and put out flyers, Steve, and put out flyers. Podcast listeners, that was Steve playing something in the background, I apologize, he just
doesn’t have any manners. I was on a big point too, Steve. No matter how hard I hustle, and put out flyers and made it happen. When people came to Wine Library, if we didn’t have a good selection, if we didn’t get good prices, if we didn’t have good
customer service, we lost. So, the two variables are, can you biz dev, can you make it happen or are you willing to hustle? Do you realize that we can’t be romantic, that, we’re just gonna
put out an awesome show and it’s all gonna work out. Bullshit. What needs to happen is you have to put out an awesome show and hustle your face off 15 hours a day to get people to care. That’s very different
than spamming people. That’s very different
than going on Twitter and be like, “Watch our show, “watch our show, watch our show.” Even in a world where you don’t have a huge audience, you have a way to bring value to somebody. If you can figure out how to do that, and then leverage that value for them to give you what you want which is exposure, you will win. It blows my mind how many people email me every single day saying, “Gary, can you tweet about my show?” In a world where I’m such a hustler and such a biz dev guy, and such a wanter to give
to people on the rise, and none of them ask
what they can do for me, or do something for me. Like, where’s that video,
where’s your video show saying “Hey, we want to do like “five custom GaryVee videos.” In our world, we’ll give ’em to you, you can use them as assets and then maybe you can give us some love. No, because people think about themselves and how do I get views. And what the whole world is predicated on when you’re doing biz dev is, can I give that person
51% of the value of the situation. Because if I do, then they’ll say yes and then I can get 49% of the value, and that’s what I do, day in and day out, and day in and day out. And that’s why I continue to win in a world where people
want 100% of the value. You wanted this question answered ’cause you wanted an answer and you were hoping that you could get on this show
and get the exposure, right, for your channel. You know what?
I’m gonna be a good guy, DRock link it up, there it is. Can’t you do stuff
within the YouTube world? There you go, you got some views. Now, bring some value.