a great right hook?” – Sweep the leg, Jonny. Sweep the leg. That’s literally how I think about this. The fact of the matter is,
you’ve gotta go in for the kill. Just watch, like, Karate
Kid, where that quote’s from, his teammate’s like,
“Sweep the leg, Jonny!” Like, go in for it. How
do you throw a right hook? Honesty. You know what a good
Super Bowl commercial is, in my opinion? “Hey, I’m
Gary Vaynerchuk. I’m the CEO of Toyota. I want you to buy cars from us. Let us know how we can make that happen.” That’s a good Super Bowl
commercial. Forget the pony, and the eagle, and the cute
dog, and everything else. You wanna sell cars. I
think that Americans– You know what? Let’s do
a test case right now. What’s Jab, Jab, Jab, Right
Hook’s, Amazon ranking right now? I’m gonna show you, Jonny,
how to sweep the leg. What’s the Amazon rank right now? Do you know how to find it? I
know how to find it real fast since I look at it all the
time. You probably don’t, India. I mean, all the time when I’m selling, I haven’t looked at this in
months and months and months. 2,847. That’s the rank. Everybody
who’s watching this show, it would mean the world
to me to be able to land the right hook I’m throwing right now. A lot of you have the book already. So it’s hard for me to ask– How much is it on Amazon right now? – [India] Right now,
it is 17.43, hardcover. – 17.43, and Kindle? – [India] 14.99 – 14.99. I am asking every
single person who’s watching this show right now, to buy
one Jab, Jab, Jab, Right Hook. It would mean a lot to me, I
would prove my point to Jonny, I would equally benefit
from that because I make a dollar three, a dollar to
three cents, or three dollars per book, or whatever it
is. At this point I’m done promoting Jab, Jab, Jab,
Right Hook but it’s the most tangible thing that we
can all watch together, I’d like you to buy more, if
you were ever thinking about buying it for your staff, you
can send one for your Kindle, anybody who’s watching,
and if you’ve watched more than 25 shows of The
#AskGaryVee Show, and you don’t own a copy of Jab, Jab, Jab,
Right Hook, you need to. That is absolutely a must.
That is my right hook. Honestly, Jonny that is– And I don’t know how you can link up. Obviously, you can’t go to Amazon, but link it in the comments
and that’s a right hook. You just honestly ask, you
try to create some guilt around it, like “You’ve watched 30 shows, can’t you give me 15 bucks?”,
you try different angles, you just go straight
for it, you don’t hedge, you ask for the sale of
Jab, Jab, Jab, Right Hook. – [Voiceover] Ghopii asks, “How
do you leverage social media

some feedback. Just got out of the gym training for a strongman competition. Shameless self promotion
for my startup company, HaggleChimp.com. Here’s my big question, how do I overcome my people pleasing nature? – That’s an easy answer. You don’t. You’ve been told by
society and your homies that it is your weakness,
and I will tell you that it is your strength. What your weakness is is
that you don’t know how to throw a right hook. I am all people pleasing cultured nature, and I’m building my entire empire on it. As a matter of fact, my
new, I’ve been talking about the bridge or the contradiction
as my autobiography, but now the big book that I want to
write is The Human Empire. How to build an empire of good
feelings with good people, and that kind of thing. I think what you’re in is you’re stuck in the jab jab jab jab jab business. My intuition based on your
question is, it’s not about fixing your people, as a matter
of fact I’d triple down on that. I want 34 more jabs from you,
but where you are missing the boat is going in for the right hook. You need to grow a sack
and ask for the biz. – [Voiceover] Jason asks,
“As a B2B manufacturer

“Gary, in episode 63 you say you
watch and can tell if people are hustling. How do you tell? Engagement, frequency, or gut?” – Austin, that’s a great question. I love that recall to
that long, long, long time ago episode number 63. Yeah, this is how I do it and it’s funny I’m in love with this answer by the way, I’m giving you
a pre-alert that I think the answers on this show
are going to be really good. I feel up for today’s answer. I’m going to go even deeper. I remember why I started
this show, which was can I go deeper on all
my quotes for my fans. I’m going to challenge
myself in this episode to go deeper both in the tactical
aspects and the theoretical aspects. And what I mean by that, clouds and dirt by the way, what I mean by that is
how do I figure that out is very simple. It starts with the fact
that I put in work. So, when I go look at your Twitter account and your Instagram account, I will actually click your posts. I will actually look at all your posts. I go to everybody’s, if you go to a Twitter account,
you can hit their profile and then you can say
‘view all with replies’. So, if you go to my account,
twitter.com/garyvee, you’ll see all my non-reply
tweets and be like, oh Gary’s pushing a lot of these up but if you click on ‘with
replies’ all of a sudden, you get a much deeper picture
in to what I’m actually doing on Twitter, which is
I’m engaging at scale with my community. So, when I get pissed at all of you, one of the things I’m
looking at is I’m like, oh look at all these 15 people
that I just spent the last 35 minutes looking at when I
click their Twitter account ’cause they just engaged with me, I’m double-checking so I
just click very quickly usually I have my phone. Ok, cool, you say hello. Let’s do one right now. Real-time, baby. Let’s do one right now, very simple. This is going to be interesting. Somebody’s about to get really called out. So, you open a Twitter App, right? And, I go to my notifications I’ll look and I’ll be
like, social media twit social media TWTR, this dude, I asked, how long have
you been following me, a lot of you answered,
thank you by the way. So, I’ll click in and I’ll
look at him and I’ll say, ok, 1080 and then I’ll look
at what he’s actually doing and I’ll see he does a lot of retweeting, ok that’s interesting to me. He’s doing a ton of retweeting
’cause that’s his account. So, that gives me a
sense of what he’s doing I’m going to skip ahead
’cause he’s playing that game. Now, Christin will say,
great point by Gary Vee. Thanks Christin. And, I’ll go into here, I’ll
see she has 7,000 followers that’ll give me some information and then I start looking at
what she’s doing and she’s engaging, she’s engaging, she’s engaging, here she’s retweeting,
she’s hitting that person up I love this, saying to
someone they love the new profile picture. This is starting to give
me a sense and actually Christin let’s give her some daps, can you zoom in the top right corner? Are you able to do
something there to give her some daps so she gets some peep love? So, she’s doing a good,
solid amount of engaging, she’s doing some nice, solid retweeting, she’s actually really engaging. If you look now, over
here, DRock, this is very faint. All the way in the right
where it says one hour, one hour, two hours, can you
see that on the right here? It’s very small. But, what I’m seeing is that she’s this is all happening in
the last two hours, a lot. Heavy engagement. She’s crushing the engagement there. So, then the next thing I’ll do, this is work. Like, if anyone understands
how do I know? ‘Cause I’m putting in the work. Next thing I do is I hit her
URL on her Twitter account which is radical.social and then this pops up
and I’m looking at this. Is this her blog, is this where she works? I don’t know yet, but
here we’re about to look. Now, I’m looking and trying
to figure out what is this and if I don’t figure
it out quickly, I’m like I don’t know
what this is, I’m out. Looks like her blog. So, these are the things I’m doing. I’m analysing. I’m looking at the other things you do. If I was looking at my Instagram,
I’d look at the pictures what does that person put out. What I’m seeing my friends
and the reason I called out so many people is; one, I’m
seeing the far majority of people only in the right hook business. Thanks to Christin here, I’m
in a good mood ’cause she’s jabbing the shit out of it. So, that’s great. But then there’s other things. Is she throwing right hooks? Is she trying to drive people? ‘Cause the right hook is
part of the jab, jab, jab, right hook, which is the overall thesis. Put out great content,
create value up front convert it into business
and so, when I see people and I see a lot of you asking
the same questions about your coffee business, your
catering business, all this, I’m trying to see if
you’re doing that mix. Are you only right hooking,
are you only jabbing, are you driving people successfully, is your website responsive
’cause it’s a mobile world? I do this. As you can see, that alone I’m not even done with Christin auditing. That alone is 5, 7, 9 minutes. That’s insanity in a
world where I’m so busy but that is the reason
so many of you follow me. I truly believe that. I believe in this karma, zen aspect to it that I’m capable of giving
great answers on this show ’cause I know you way
better than you think in a world where every
one of my contemporaries that’s at my level whatever
that is, thinks that the last three minutes of this
show, the things that I do with my time in a world where in my inbox, let’s break this down. Let’s understand what I’m talking about. In a world where I’ve got
all these emails right now, some of my clients are going
to get upset here I think, here’s a very important
email from John the lead developer at Wine Library
about a new program that we’re about to launch, from
Friday not answered yet. Because I’m looking at
Christin’s Twitter account. Nobody, no business person
thinks that’s the right move. None. And, so I think if you want to pop, if you want to be an anomaly, you’ve got to act like one. – [Voiceover] Andre asks, “Gary, I’m interested
in your thoughts about

– [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

great for jabs, but not for right hooks. Any ideas or predictions on
using it to make right hooks? – David, there’s an
interesting thing here, and I’m gonna deep today, because I just got a
whiff of the questions, and so this could be a very deep episode. A deep and deep episode. I said it twice. Deep and deep episode
of the #AskGaryVee Show is coming guys, so like, a lot of you have left in the comments, like, I like when you get very detailed, I’m gettin’ detailed today. Let’s get into it. First, you have to debate the philosophy of a holistic social media approach of, should you just use Instagram as a jabbing platform by itself? Should Instagram be a
place where you’re jabbing, because you also know a lot of your fans follow you on Twitter and Facebook and things of that nature, and a lot of times, I mean, look, I used Instagram as jabbing
for the first couple of years, a lot of selfies, a lot of sneaker shots. Right? But if you’ve noticed,
with the #AskGaryVee Show, I’m using Instagram as a
right hook platform, lately. If you look by percentage, over my last 15-25 photos, as a matter of fact, lately, I’ve tried to throw some more jabs in ’cause I felt there was a little too much right hook going on. I’m now putting up 15 second
versions of this episode and in the copy saying “Go into my profile, because in my profile “I am linking to the current episode.” So the only way to actually
drive people out of Instagram is by changing your
URL in the edit profile part of your profile, and so that’s the way
to throw a right hook. And so, yes, you could put a piece of creative on Instagram, that works, and then, in the copy, drive people that see
that into your profile and then link out and
convert your right hook as driving them there. And so I’ve done both. Though, I for a long time, and still, probably, at this point and that’s why I’m testing, I’m always going against my own stuff, all of you could call me out and say “Gary, didn’t you say not to do that?” I’m always going against my own POVs to always taste, right now I’m
not sure exactly where I fit, but like, intuitively, I’m feeling that the jabbing on Instagram
is a great way to go. So if you look at your whole
thing as a holistic play, and you’re on all these platforms and your core group is following
you in multiple places, maybe Instagram is where you’re jabbing, maybe Facebook is where you’re
throwing that right hook. So, that’s the deep
steak on the bone, today. Answer to that one. – [Voiceover] Mount Dream asks:

“jab, jab, jab, jab, big right hook “but when it comes to the
mechanics of making sales online “you need identification,
call to action, no? “Both here and on your Facebook post, “you have no links, no email signup. “Do you just trust that with
enough goodwill and trust “people will find your
website/email when it’s time to buy? “If I need my content to drive bookings, “should I not at least
have a link for more info “when people are ready for it? “Thanks, Big G.” – Jayce, you’re lucky you’re
catching me on Episode 22, because my favorite new rookie on the Jets is Jace Amaro, our tight end,
so I’m gonna give you that. Listen, spoken like a real
salesman and I’m a real salesman. I’m a real salesman but you’re not wrong, I’m all about the CTR,
right, the call to action, I’m into that, right, but
at the end of the day, you’re talking about the difference between salesmanship and branding. Anybody can be a good salesman, but being a great brander,
that’s where it gets going. The lift of being a brand,
being a Nike, being a Puma versus just selling a new
sneaker, that’s a big difference and so, tactically you’re correct and I’m sure a lot of
people who watch this think about those things where, “Why didn’t Gary create
a call to action?”, “Why doesn’t he have a pop
up when I land on his website “to collect my email?”, all this growth hacking thing,
as many other people do. The reason, at times, I don’t
do it, ’cause at times I do, and at times, I’m very comfortable
throwing the right hook is because I do believe in the jam, the jab, not the jam, and the jam. I believe that branding matters. I believe that there’s a time and a place. I believe there’s context. In this setting, yes, I do
think that in a 2015 world, people watch this show,
they see that I’m not trying to sell them
anything, I’m bringing value, I’m sitting here during my
favorite time in the world which is Jets parking lot time because I want to put out content and I’m just trying to give the best business advice that I can. And I do believe that when
somebody stumbles across this, yes, there could be a call
to action, and they can click and they can buy, but by
me asking for something like sign up for this or
buy that in this video or in this world of YouTube,
I’m also leaving a way, the situation where that person
can then look at my name, find this interesting,
control copy it, go to Google, search my name, go down a rabbit hole and let me build brand, because I asked, like everybody else out
there, for the quick sale in this context, and
I took away the chance for us to kinda, you know,
it’s kinda like relationships. Because I went to sleep with
that person on the first night, maybe I took away the chance
for us to get married. I, my friend, am playing the long game, the depth game, not the width game. So there’s a time and place
for a call to action, a CTA but that isn’t every single
at bat, every single time, every single channel,
because then you just become a sleazy salesman. Thank you for watching Episode 22,

As you know, I’ve talked
to you about it before. I’m working on building an app with one of my business partners and while I’m in charge of adoption, the app is probably six months away from actually having a working prototype. So, what would you
suggest I start doing now to make sure that I’m building it up so that when it does come to adoption time and the app is released, we have plenty of users that
are going to be using it. Thanks a lot, Gary. – Dom, first of all, good to see you. Thanks for your hardcore
followingship over the last years. I can’t quantify it, but I know we been jamming
hard for multiple years. I’m going to give you
a really good answer, and this is the answer that’s
going to work for everybody, no matter whether you have
an app or you sell clocks, content, content, content. Clock broke. Content, content, content, content. I think you need to put up. So let’s say you’re
putting out a fitness app, or a productivity app for time management, you then need to create
timemanagement.com, which is not available, but dailytimemanagement.com or something, and putting out content around the genre. You need to create a
content portal on Medium or your own blog or on RebelMouse, which I believe in clearly. Link it up. And you need to, you need to basically create content to get like-minded people in that are, you know, you come out with Fitness Daily and yours is fitness
utility app and then boom, you’ve got this audience
and when the app comes out, you pound them with it and it comes out. You need to gather people in a place that are like-minded or
most likely to use the app, and then when the time’s
right, shout to them. Jabbing and then right hooking. – [Voiceover] Daniel asks,

I love the new series. So, for the past 18 months,
I’ve been delivering daily emails to a community
of thousands of women. And this fall, my
startup was getting ready to launch its first product. It’s interactive workshop,
called Victory Rituals, where we flip the morning
routine on its head. As we go from concept to final product, what’s the best way to empower our readers to help us spread the word
about Victory Rituals? Look forward to your thoughts. – You got it, Nicole. I like how you positioned that, Nicole. How could we empower our readers to spread the word. What you mean is, how do we get our readers
that we’ve been able to amass, to spread the word so
we can get more people into our funnel and sell
this thing, which is great, because we are talking
about business here. Two ways, there’s only two ways. And everybody saw lovely
Nicole ask the question. And she was very politically
correct, in my opinion, and structuring it properly. But what you’re basically saying is, I’ve amassed an audience and
now I want to sell them stuff and not only do I want to sell them stuff, because I feel like I’m entitled
to because I’ve given them a bunch of free content on email over the course of these
last couple of months, or year, Nicole, how
you’ve been doing it, plus. But I also want them to not only buy, but then I also want
them to spread the word so other people buy. There’s only two ways to have
the audacity to make that ask. And that’s what that is, my friends. You can be doing a daily email and putting out great content. You could be putting out
a great show, every day. But then you come to that moment. A book, a something. And there’s only two ways to convert. Number one, write a good book. In your case, Nicole, your product needs to be good. Is it worth the $38? Is it worth the $83? Is it worth the $388? Is it worth the $883? There used three and eights in there if anybody was paying attention. So, first and foremost,
the best way to convert and empower them, aka have
them push it on to others, is by putting out something
great that they want to tell other people to use. They valued it more than they paid for it. Number two is good old fashioned honesty. You just need to be
really upfront with them of what you want from them. You want them to share your video. You want them to go to your website. You need to be upfront with the fact that here are the things that you want. And so, for me, it’s
putting out a great product that’s worth the money. And number two, not
hedging your right hook. Just asking for it, like a woman. – [Voiceover] Dan asks,
“What’s your process for vetting clients,
specifically at VaynerMedia?”

but I don’t feel like I’m
hitting much of anything. Any advice? – I have advice. I don’t know if you heard,
I’ve gotta show, #AskGaryVee. Subscribe. So, here’s my advice. If you follow boxing or MMA, one would understand that some people are great technical boxers. They know how to jab and when they land the perfect right hook on somebody’s chin who
wasn’t even expecting it, they don’t have the power
to knock that person out. Robert, the truth is, my man, there might be just a situation where you’re just not good at closing. And that’s something I want, you know, not to pick on you, Robert. This is something I
want everybody to hear. You just might not be a
great saleswoman, salesman to actually make the close. In fact, you may need two people. This is something I
haven’t talked a lot about. This is why the #AskGaryVee
show is a good show. It’s forcing me to say new stuff. I haven’t talked about and
probably blew it in the book, the reason I pointed there,
you want show them DRock, they might be like why did he point there? There’s a huge, Jordan! I’m kidding, I’m kidding. (laughs) That was the best. You may need a partner, Robert. You might be the greatest
jabber in the world and you may need a partner
right hooker, right? And so, I just happen to be
both in one amazing body, but the fact of the matter
is you may need a partner where you do the jabbing and she or he does the right hooking. – [Voiceover] Chad asks:
“How do I get the cute old lady

– [Voiceover] Bill asks, “What’s the
best way for a right hook to seem like a jab?” Bill, Bill, Bill, Bill, Bill. Am I happy with you. Because you’ve asked the
question that means so much to me and is something that so many of you are confused by. Bill, I really appreciate you
and I’m not trying to sting, but it might feel a little like that. (laughs) Trying to make a right
hook feel like a jab is what 99% of salespeople
and businesses do that end up failing. It is in the clear honesty
and clear track of, “when I want to do something
nice for you, I just do it,” Ă  la this show. I just wanna take 15-20 minutes of my day to share the God-given wisdom
and the work experience and I want all of you to watch
it and I want this in return. Now, come 15 months from
now, 18 months from now, whether it’s a book,
whether it’s a seminar, whether it’s an event, whether
it’s me selling rare toys, who knows what it might be, then I will clearly say, “buy this friggin’ rare toy,
it’s $9.99. Buy it now.” But up until that point,
I will have very clear – there’ll be no show where
you’re watching the show and behind the scenes right
now there’s subliminal music pumping, “buy the damn cat for $9.99”. There is none of that. And so there’s a massive confusion
in the marketplace, Bill, that people want to disguise the sale, and there is no disguise. Authentically. All in. All of it. All in. Give when it’s time to give. On the flip side, there is
a crapload of Mother Teresas and think it’s so nice and awesome and if you’re just good, it’s gonna – no. You need to sell. So when you sell, you say, I’m selling. I am selling this. And I feel comfortable. When I put a link out,
buy my book. It’s out. Buy it. If I’ve done
anything for you, buy it. So, the answer to your
question is very simple. There is no version of that. That is a losing mentality and execution and I highly recommend that you take it and you split it very hard apart where the jabs are clear and where the right hooks are clear. – [Voiceover] Jason asks, “how can a
public or government institution