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How To Sell
How To Sell
How To Sell
HOW TO SELL
by GARY VAYNERCHUK
@garyvee
1 year ago · 15 min read
If you want to learn how to sell, how to win in business, and how to get new
customers, this article is for you.
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Sales, sales,
GARYsales.
VAYNERCHUK
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It’s something I don’t talk about enough, but it is absolutely the foundation
of my career. I’m challenging myself to go deeper in 2019, because it is
1000% the bedrock of business. And if you don’t understand that, you will
lose.
When I think about making something happen in the world, i.e selling
something, getting a donation, getting voted for in an election, whatever the
“transaction” is, I always break down my strategy into sales and marketing.
Obviously, and for anyone reading this, you know that I spend an enormous
amount of time talking about brand, the importance of marketing,
awareness and gathering attention which sometimes distracts you from my
foundation in sales. Marketing and branding is only one part of the
equation. Ultimately you need to facilitate transactions if you want to stay
in the game. Numbers don’t lie and sales is absolutely the foundation of
your business. There is simply no other way.
So there’s a few tried and true strategies, tactics, learnings and interesting
parallels about “how to sell” that I want to share with you. I have been a
salesman my whole life, from operating lemonade stands to selling baseball
cards, wine and multi-million dollar scopes at VaynerMedia. I can safely say
that over the last 35 years I have seen an enormous amount I have sold
to the masses and to some of the most important CEO’s CMO’s and Brand
Managers of Fortune 100 companies looking to optimize their return and
improve their ROI.
So, that’s what I want to focus on, because I think a lot of people here could
have a lot more success if they eliminated a few important things.
We see so much of this in 2019 especially. LinkedIn is huge this year and the
organic reach is something every business owner in the B2B world (and
even some in the B2C world) should be taking advantage of.
But the problem is, many people on Linkedin don’t actually know how to
use it. They’re on the platform spamming out message templates to a large
amount of people, or they’re leaving “fluff”
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#2 Being tied down by the idealistic vision of how you made your money in
the past. The world is changing! And the way you were successful yesterday
definitely won’t be the way you are successful today. You need to look
forward and become utterly unromantic about what you did in the past that
got you “here.”
The one thing I’m most passionate about, and I think many of you guys and
gals reading this can agree with, is that in the landscape of sales, all of the
communication in our society has had a fundamental shift over the last
decade.
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Technology has changed the way we sell, and most of your actions as
salespeople aren’t rooted in that reality.
For example, if you’re cold calling people, you can really improve your close
rate by taking a couple of hours to gather context on the people you’re
calling. Use LinkedIn to see where they went to school, or use Facebook to
check out what sports team they’re interested in.
The options are all out there, you just have to go out and take it!
Real relationships take real time. You’re going to have to spend hours trying
to interact, engage, and provide value in order to win.
Think about it like winning friendships in real life. You can’t talk to
someone once or twice and expect them to be your best friend or ask them
to marry you. Relationships in real life take time. And if you want to achieve
that kind of depth in business, you’re going to have to provide value and
engage.
Luckily, through social media and the internet, you can do just that. You can
create and distribute content, you can search employees by title or name,
you can identify customers bySUBSCRIBE
geo-location, or individuals who like products
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that fit your niche. All the information is there, you just have to go online
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and figure VAYNERCHUK
it out. I’m as bullish as anybody on AI and CRM’s and message
bots but those things are only going to put you on third base. It’s your
emotional intelligence and tact and unscalable human effort is what takes
you home.
The one thing a lot of people don’t realize is that the same tactics for B2C
apply to the B2B environment. In fact, I think it’s actually a lot easier to sell
B2B than B2C. With platforms like LinkedIn, you can literally filter by
industry, job title, location or company to find exactly who you are looking
for.
If you’re agency in New York, you can go to LinkedIn, type in New York City,
and filter by profiles who have the title “Marketer, or Marketing” in their
headline.
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The secret to social media, is that everyone is posting content about what
they love, what they care about, what their interests are, or what they are
trying to accomplish for FREE. Find someone’s Twitter page and look at
what they share. Are they posting about sports, food, the movies or music?
Are they re-tweeting content from a personal friend or another client of
yours? Are they tweeting pictures of TO
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Try to get a sense of what they are into so that you can interact and engage.
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Start liking their content, replying, retweeting and trying to provide value.
They love the New York Jets and so do you? Comment about Quincy
Enunwa’s touchdown last week. This builds awareness and the beginning of
a relationship. Without asking for anything in return, begin to provide
value.
Answer tweets when they have a question, heart a photo when you have
time. All of this really matters.
One day they just might click on your profile and see that you are sales rep,
or a VP or biz/dev person at a company. They might just need your services
which is when either you or they reach out.
Go in soft, provide value, provide value, and build relationships. I can’t tell
you enough how many times I’ve won big business through Twitter.
give them insights on new platforms, because the ultimate game of sales
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plays forever. The reason I have done so well in sales, is because I don’t do
things with the expectation of a return. I do things to provide value, no
matter what.
It’s the same thesis that was described in my second business book, The
Thank You Economy. It’s the notion of providing so much upfront value to
an individual, you can actually guilt them into buying shit, especially if
all your actions are predicated on not expecting anything in return. When
the energy of your tactics is to convert, you will most likely lose. When your
energy is to disproportionately bring value and let the chips fall where they
may, you will win. It will change your behavior, it will change the energy of
the execution and it will change you game.
understand, is that in truth, you can’t sell the unsellable. When I try to
MENU GARYthe
understand VAYNERCHUK
ecosystem and analyze why people aren’t winning, it’s
because they have built an enormous mental barrier for themselves around
partnering with the right brand, or selling to a specific CEO. The truth is, the
real world doesn’t work like that, and you can’t be romantic about who
gives you the opportunity. There are a million and one reasons why a
certain company or executive won’t work with you. Even if your product is
10X better than the competition. Perhaps their brother-in-law is married to
the CMO of their in house agency, or the investors in their company have a
long a storied relationship with companies in the midwest. Or maybe they
have multi-year commitments and can’t break their contract. You have to be
practical when it comes to sales, and you have to be willing to take the
opportunities right in front of you.
Of course I want to work with every Fortune 100 brand, but because of the
market dynamics, and complicated politics that are in play, it’s easier said
than done.
I come into every business meeting feeling massively optimistic that the
person on the other end is going to buy from me. And when they don’t, I
immediately “check out.” I’m not romantic about it.
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8.2m followers
Stop debating or “convincing”, and let history and merit be the judge.
BRANDING IS THE BEST WAY TO SELL
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A lot of salespeople don’t think about brand building. They think a lot about
GARY VAYNERCHUK
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how to convert people on a phone call or in an in-person meeting. But they
don’t think about the long term relationship that can be formed via brand.
For example, I’m able to command high rates as a speaker because I don’t
sell my audience courses. I don’t sell people on mastermind groups. That’s
why I have so many who are willing to come and pay for a conference ticket
to hear me speak, and why events are willing to pay me so much. I built a
personal brand.
The biggest companies in the world don’t actually sell. They brand. Think
about Apple, Tommy Hilfiger, or Mercedes Benz. There’s a certain image
that comes to mind when you think of their products, and that’s what
ultimately drives you to purchase. Not a sales funnel.
And the fact of the matter is, you don’t get to dictate where the consumer
spends their time, money or attention.
You don’t get to decide whatever 13 to 25 year olds want to do with their
hair, their clothes, their bodies, their cell phones, their friends, their time,
or their money. You just have to observe and react.
And if you are intelligent, and you understand that you have no control
over THE MARKET, then you begin thinking about where the potential
upside is. There’s nothing I can do about the fact that people like taking
selfies. It doesn’t matter what I think social media and its positive or
negative effects on youth. It doesn’t
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it.
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Now, as I contemplate that, what would be a good business idea to arbitrage
those opportunities? That is exactly how Snapchat was born. It’s the truth
and there’s nothing you can do to stop it.
If you want to win, you have to be practical with your understanding and
execution. You have to go where the consumer actually is, and use the right
tools to reach them. If you know that 2.1 Billion people spend their time on
Facebook .. It’s time to consider running a Facebook Ad. If you’re a fashion
company that plays off of it’s aesthetic, maybe it’s time to make an
Instagram account and get serious about it. If you’re a B2B CMO of an
agency, LinkedIn is the place to go.
You have to figure out where people actually are and deploy all of your
energy into arbitraging that opportunity.
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And when the tides change… Move on. You have to learn to be unromantic
about whether it’s Facebook today or Snap tomorrow. Whether it was was
Vine or Tumblr or Vidler in the beginning and now it’s Instagram, HQ,
Anchor or Musical.ly.
Add a comment...
Frederico Freitas
Gary, thanks for the advice, I'm still digesting it.
But one thing, would you like another illustrator ?
I've worked before translating your videos, and did one illustration of you, I want to do some
illustrations for you, you can use better quality ones.
@fredbisonart on instagram,
cheers, apreeciate it.
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Maestro Benir
You're being kind. Art and Design are GaryV's weakest areas! (sorry kids) - I appreciate
his style of advisory (I prefer Tony Robbins tact, actually) - but, I wish he'd UP his DESIGN
IQ - add some value (back) to the world of art, design in commerce. We've lost
considerably in this window of 'lowering-the-bar' tactics in Advertising and Tech _
Like · Reply · Mark as spam · 5 · 2y
Wesley Scoville
Maestro Benir As Gary Said, the market is the market. I wouldn't say it's a lowering of the
bar technique, it's just that the ROI today is much lower for "fancy design." Glory days are
over.
Like · Reply · Mark as spam · 8 · 2y
Frederico Freitas
Wesley Scoville is not about being fancy, is having some quality, I understand the text
here is the part that brings value, but if you need images to illustrate the ideas, do in a
good way.
The person that made the images has poor knowledge about drawing, composition and
design, and it looks like doesn't matter if it is a crappy image or not.
Like · Reply · Mark as spam · 4 · 2y
Thanks for the constant content. I know a lot goes into this and we all come from different walks
of life, but it's all relevant. Much love - Chris
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Misty Ford
Thanks so much Gary. It's motivation and inspiration from people like you that make all the
difference.hugs
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Iulian Barbulescu
Awesome stuff! Very actual!
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Vicki Jeavons
People are still not getting jab jab jab right hook, they think punch me in the mouth with a
business card is networking!
Like · Reply · Mark as spam · 1 · 2y
Martin Iyooh
The TRUTH most salesmen hates.... Most people always want it their own way #badash Thanks
GARY
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Fitz Hardy
Great article Gary. The amount I have learned from you in the last 6 months has been literally
insane. Why is it insane? Because it is free gold dust! Every time I take your advice and apply it I
get results. For now it is at the micro level in terms of results, but I know over time it will convert
to the macro level. I truly thank you.
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Gracious Store
You are right, marketing is changing, the winners are those who are fluid and flow with the market
by adapting their tactics and strategies to meet the demand of the time
Like · Reply · Mark as spam · 2y
Megha Jain
What an amazing read Gary. Sets a framework for all the salespeople to work upon. Thank you !
Like · Reply · Mark as spam · 1 · 2y
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