- [Gary] The #AskGaryVee Show.

- Hey everybody, this is Gary Vay-ner-chuk

and this is episode 204 of The #AskGaryVee Show.

Actually you know what switch because

I'm going to use him as my India.

Let's do a little bit of add-on, I like your glasses.

I'm pretty excited about the show.

This is really fun.

I'm going to let this wonderful gentleman tell you who he is and

what we're doing here on this episode but much like

musically, even Snapchat before recently and I finally did

invest there're certain companies that I watch that

I'm not involved with.

I didn't make an angel investment but I watch and they

deliver on a thesis that I believe in and the company that

I've teamed up with for this campaign and then subsequently

this episode and I assume I don't know what the questions

are gonna be so the themes of the questions are delivering on

a very important thesis and so I'm not in the

let's make a commercial.

I'm in the content business.

You need to go down the rabbit hole of what these guys do for a

living because I know my audience.

And for 80% of you there is something meaningful that this

platform can do for you that will be good for your business.

And I think that now that we have the search engine

we'll be able to pull it up.

I think I brought it up like 120 episodes ago.

I believe most things are overpriced

because of inefficiency.

I believe these guys have solved it to some degree.

And I'm personally excited to be doing this with you.

I don't team up for contests or be the face of things ever and I

did in two seconds because I believe in the thesis.

With that unbelievable anointment that I'm sure you'll

chop up and use for other behaviors, why don't you tell

the Vayner Nation who you are and from what company and then

let's get into the show.

- Sure. Gary, thank you.

Thanks for your trust and thanks for having us.

I think you nailed it.

- That often happens by the way.

- Does it?

(laughter) I got that.

Listen, Fiverr world largest marketplace of services.

Fiverr was built in order to provide largest category

of services for digital needs.

Our primary customer is small businesses, entrepreneurs,

solo-preneurs, micro-preneurs, mom-preneurs.

Any -preneurs you want should go on Fiverr and

find the services they want.

You are going to 5 million of services, hundreds of thousands

of sellers are providing you their talent and their skills

around graphic design, music and audio, online marketing,

programming and tech each of them are going to provide you

with services that will allow you to go faster and often the

entry price on Fiverr is going to be 10 times lower than you

would find on the backend.

- Supply and demand. Supply and demand.

What's tough about marketplaces is that you need both

sides of the funnel.

And that's why so many people fail.

They pulled it off. Period, end of story.

Help me with this because sometimes I don't stay up to

date for everything.

I headline read the things that I don't deep deep into,

originally all the services were five bucks.

- That's correct.

- I think now that that is not the way it is anymore, right?

- That's correct.

- Obviously you opened it up and somebody thinks that the thing

that they're willing to do, a logo or things if they want 30

bucks you had open up that marketplace and that make sense

even when you guys launched 5, 6, 7, 8 years ago.

- 6 years ago, yeah. - Right.

Five's my favorite number by the way.

So that was originally caught my attention and second I just

believe in this.

It's really no different than VaynerMedia.

We do everything that the biggest agencies in the world do

a lot cheaper.

Because we created a process.

Now you did it better because it's software

and it's marketplace.

I'm doing it a little bit different because I'm building

it for myself different story. Different day

but what's going on now?

How did you figure out the creative way to make Fiverr name

still stick or you just didn't give a crap or

is five now the bottom?

What do you guys do? - That's a good question.

Fiverr is our brand.

Fiverrs is our community and Fiverr is our name so put that

aside for one second.

How we thought about--

- When did you do it?

When did you move from everything is $5?

When did that happen.

- It has happened gradually over the last couple of years.

- Yes.

- It's now this trend is accelerating.

What we're doing we let our seller have complete pricing

freedoms under one--

- Condition? - condition.

- What?

- Which is being a scope well the service so the price

can be understood.

What's the difference between a logo at five dollars and a logo

at $50 and a logo of $250 and a logo of $5,000?

We are helping and we are productizing that process

for each of the categories.

150 categories. - Theme songs.

- And understand how people buy them.

- But I'm sure you also agree and I'm sure you're doing this

because I watched from afar and I think you guys are doing so

many things right.

But I assume but maybe not.

One of the differences between a logo for $50 and $5000 is hours.

That you can scope. - Yes.

- Talent is not something you can scope.

- You're absolutely right.

- So you have to leave room for the gray.

- Exactly.

- Why is my keynote speech six-figures and somebody else's

is $10,000 and we both talk about social media because

I'm fucking better.

- So this is where, you are. - Thank you.

(laughter)

- You're right. And I think--

- Again. (laughter)

- You're right and I think what you have to think about Fiverr

we focus on that market where we're not going

for the $3000 logo.

What you are going to find on Fiverr is you're going to have a

variety of options between 0 to $100.

- We have to get into the show because I have to be on

a live somewhere.

- And when I say zero I mean five.

- I know you mean five.

Let me just say this and you guys know me we're now 300 deep,

250, I've been around for 10 years.

I don't do things with anything because I just don't believe

in most things.

The reason why talk about Facebook and Snapchat 24/7 is

because I believe in them.

I am very aware of the community that watches the show.

I am secretly, this is selfish, I'm secretly pumped that a lot

of you don't know about this and that literally it's going to be

the thing that helps your small thing over the next year because

you don't have a lot of money and you don't have unlimited

time and I think there's a ton of services on this platform

that are grossly underpriced. The end.

So let's get into the questions.

- Let's do it.

- India, who are you today? - My name is Adam.

- And what you do?

- I do a lot of things.

Substitute asking questions for shows but I do marketing at

Fiverr as well on the side.

- Very cool. - Side hustle.

- And you know what?

You didn't actually say who you were.

We went right into it.

Why don't you tell the Vayner Nation for five seconds who you

are, I'm sure they're making assumptions and your name.

- David Manela, chief revenue officer at Fiverr.

Born 41 years ago.

North of France, my parents first generation in France.

Very nice childhood decided to move to New York at 22 years old

for three months and I'm still here and during

the last 19 years,-- - I love it.

- the last 19 years I have been working with a variety of

startup and high growth company and I've developed an expertise

to scale businesses.

- I got it. Let's get into it.

- [Voiceover] San Barrionuevo asks, "How can I charge more

"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

"letting go of my job.

"I don't like it, but I've been there for so long.

"I have loans, two kids to support, a deep fear of leaving

"the security and I'm not sure what it takes to make it as a

"solo-preneur. Any tips on how to release the fear and

"decide whether to take the risk?"

- I'll go first this time.

Punt leisure. Punt leisure.

You can work,

I'm going to call you out.

If you really mean that you can live on six hours sleep.

So you have 18 hours, 18 God damn hours.

I want to know what you're doing with your 18 hours.

Because you can work your 9-to-5 and that's fine and you can

travel for an hour here and there, respect,