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“powered by www.gatosabido.com.br” www.gatosabido.com.br” Título original Crush it Copyright © 2009, Gary Vaynerchuk
Copyright da tradução © 2010, Editora Nova Fronteira Participações
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Revisão - Juliana Souza e Rebeca Bolite Produção editorial - Maíra Alves CIP-Brasil. Catalogação na fonte Sindicato Nacional dos Editores de Livros, RJ V493v Vaynerchuk, Gary Vai fundo!: o guru das mídias sociais ensina a ganhar dinheiro fazendo o que você gosta / Gary Vaynerchuk; tradução Carlos Irineu da Costa. – Rio de Janeiro: Agir, 2010. 20 10. Tradução de: Crush It!: why now is the time to cash in on your passion ISBN 978-85-220-1093-6 1. Empresas novas. 2. Marketing na Internet. 3. Branding Marketing). 4. Mídia social. 5. Sucesso nos negócios. I. Título. 10-0683. CDD: 650.1 CD U: 005.32 Texto estabelecido segundo o Acordo Ortográfico da Língua Portuguesa de 1990, em vigor no Brasil desde 2009. 2009 . Todos os direitos reservados à Editora Nova Fronteira Participações S.A. Rua Nova Jerusalém, 345 – CEP 21042-235 – Bonsucesso – Rio de Janeiro – RJ Tel.: (21) 3882-8200 fax: (21) 3882-8212/8313 www.ediouro.com.br
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Este livro não poderia existir sem a ajuda de muitas pessoas. Primeiro, e acima de tudo, tenho uma família maravilhosa que me cerca: minha querida mulher, Lizzie, parceira no crime e a pessoa cujo apoio me permite realizar muitas coisas; meus pais, Tamara e Sasha, são minha vida, sem eles eu não seria nem metade do homem que sou hoje; meus irmãos, Liz e AJ, são meus amigos mais queridos, e adorei ter crescido junto deles. E meu novo e mais incrível amor, minha recém-nascida Misha, que me mostrou uma forma de amor que eu nem imaginava poder existir! Além da minha família, há uma equipe formidável que me ajudou com o livro: Brandon Warnke, meu melhor amigo, me deu a liberdade de fazer muitas coisas enquanto ele cuidava da Wine Library; Bobby Shifrin, meu primo, é mais do que um irmão mais velho e um de meus melhores amigos; sou muito grato a Matt Sitomer, meu assistente, amigo e quem me ajuda mais que qualquer outra pessoa no dia a dia — tenho muita sorte em tê-lo em minha equipe. Erik Kastner e John Kassimatis me abriram as portas da internet e tiveram uma Vai fundo! grande influência sobre minhas opiniões, e os adoro como se fossem parte da família. Finalmente, o livro que você está prestes a ler não estaria em sua frente sem a maravilhosa equipe da HarperStudio. A fantástica Debbie Stier esteve em uma de minhas palestras e prometeu a si mesma que iria me publicar. Ela estava certa, e sua amizade, seu estímulo e sua energia nesse processo fizeram com que este livro fosse dela tanto quanto é meu. A visão de Bob Miller apoiou este projeto desde o início, quando apareci em seu escritório para conversar. Assim que me sentei em Austin, no Texas, com a incrível Stephanie Land, soube que ela iria me ajudar a escrever este livro. Estava
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às moças do Brooks Group: Caroline, Niki, Erica e, é claro, Rebecca; vocês são maravilhosas, e sou grato a seus esforços. A Peter Klein, que não apenas é um padrasto sensacional, como cujas ideias foram muito úteis. E, finalmente, este livro não seria o que é sem os comentários atenciosos de Travis Kalanick, que deu opiniões valiosas na reta final. A todas essas pessoas, minha profunda gratidão.
C APÍTULO 1 - P AIXÃO É Quão forte é sua vontade de ir fundo? É um sentimento que o toma por inteiro? Você fica acordado à noite, com o cérebro inundado por ideias e sonhos? Está disposto a fazer o que for necessário para ter a oportunidade de viver completamente do jeito que quiser? Se sim, você tem sorte. Digo isso porque estamos vivendo numa era inigualável de oportunidades para qualquer um com ambição e paciência suficientes, além de grandes sonhos. Sei disso porque essas coisas eram tudo o que eu tinha no início. Três anos atrás eu era uma anomalia, um cara com habilidades tecnológicas muito limitadas que usou sites de relacionamento como o Facebook, o Twitter e o Tumblr para criar uma marca pessoal altamente prazerosa e lucrativa. Naquela época, poucas pessoas estavam dispostas a aceitar que o mundo dos negócios e a própria sociedade estavam mudando. Se tentasse convencer alguém de que era possível criar um negócio que gerasse retorno financeiro e a maior felicidade do mundo com nada mais do que paixão e disposição de trabalhar até a exaustão, talvez essa pessoa não acreditasse em mim. Mas hoje as Vai fundo! oportunidades são infindáveis, e minha história em breve será relativamente comum. Por enquanto, não creio que muitas pessoas já tenham entendido quanto a sociedade, os
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Veja como as coisas mudaram rápido: ajudei a transformar a loja de bebidas local de meu pai, a Shopper’s Discount Liquors, aumentando seu faturamento de 4 milhões de dólares para 50 milhões de dólares em oito anos (de 1998 a 2005). Tenho orgulho disso. Mas, além de muito trabalho pesado, isso custou milhões de dólares em anúncios no ew York Times , na Wine Spectator, entre outras publicações, e em anúncios no rádio e na TV local. Em comparação, desde fevereiro de 2006 — quando comecei a construir minha marca pessoal — até hoje, gastei muito menos dinheiro (não passou de 15 mil dólares) e mais suor. E, o melhor, estou me divertindo mais do que nunca. Você está disposto a suar a camisa, não é? Talvez não tenha os contatos ou um diploma imponente, e talvez não seja rico, mas, se tiver paixão e disposição, pode fazer qualquer coisa. TRÊS REGRAS Provavelmente você comprou este livro porque deseja conhecer o segredo do meu sucesso. É fácil. Vivo de acordo com três regras bem simples:
Ame sua família. Trabalhe muito. Viva sua paixão. É só isso. Note que não mencionei a internet ou ferramentas de rede social, nem tecnologia, mesmo que tudo isso tenha sido essencial para o que realizei nos últimos anos. Meço meu sucesso de acordo com minha felicidade, não de acordo com o tamanho do meu negócio ou com quanto lucrei. Graças a essas três regras, sou completamente feliz. Não acredita? Acha que não é possível? Eu lhe garanto que é.
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lugar. Porém, se esta já é sua prioridade, se você já está trabalhando muito mas ainda não está inteiramente feliz, provavelmente é porque não está vivendo sua paixão. E isso, meu caro, apesar de ser apenas um terço do segredo do meu sucesso, é a chave para marcar seu espaço no novo cenário de negócios em que nos encontramos hoje. Viver sua paixão. O que isso quer dizer? Significa que, ao se levantar para trabalhar todas as manhãs, você estará animado, porque poderá falar sobre ou trabalhar com a coisa que mais lhe interessa neste mundo. Não ficará o tempo todo esperando as próximas férias, porque não terá vontade de parar aquilo que está fazendo: trabalhar, se divertir e relaxar serão uma coisa só. Você nem vai perceber há quantas horas está trabalhando, já que não será “trabalho” de verdade. Vai ganhar dinheiro com isso, mas faria a mesma coisa de graça. É assim que você se sente? Você está vivendo ou apenas trabalhando para viver? Se tem que passar tanto tempo no trabalho, por que perder esse tempo fazendo outra coisa que não aquela de que realmente gosta? A vida é muito curta. Você deve a si mesmo uma enorme mudança para melhor, e tudo o que precisa fazer é se conectar e começar a usar as ferramentas que estão à sua espera na internet. ALGUMAS COISAS REALMENTE IMPORTANTES
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avancem ainda mais, encontrarão novas ideias. O mesmo vale para qualquer pessoa interessada em desenvolver uma forte identidade para um produto ou serviço já existente. Entre os tópicos de que vamos tratar estão: • Como concentrar corretamente sua paixão em um blog que seja seguido por milhares de pessoas que queiram consumir sua marca pessoal. • O verdadeiro sentido de ambição. • Como atrair a atenção de anunciantes que queiram lhe dar uma parte dos bilhões que estão destinados a anúncios. • Por que construir uma marca pessoal através de ferra mentas de mídia social é fundamental para sua sobrevivência e seu progresso profissionais, não importa qual seja a sua área. • Por que você deve planejar desenvolver um negócio em torno de sua marca pessoal e deixar seu emprego, mesmo que você esteja feliz com ele. • Como as redes sociais lhe dão os dados necessários para encontrar a próxima tendência social e a próxima oportunidade financeira. • Por que pessoas versadas na arte das redes sociais são • sempre
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• Como construir um legado, que é sempre mais importante que dinheiro e também é o pilar para uma marca e um negócio duradouros e de sucesso. As ferramentas de rede social representam, para empreendedores e empresas, uma oportunidade sem precedentes de se relacionar com seus clientes e divulgar sua mensagem. Quem conseguir unir sua paixão aos formidáveis alcance e poder dessas ferramentas estará pronto para arrasar de um jeito que o mundo nunca viu. O JOGO MUDOU
Todos sabem que a internet representa uma das maiores mudanças culturais desde a invenção da imprensa, mas creio que a sociedade está aos poucos reconhecendo que ela é a maior mudança de todos os tempos com relação à forma como fazemos negócios. Desde sempre. A internet amadureceu, deixando de ser um paraíso restrito a nerds para se tornar o segundo lar de milhões de pessoas, que passam muitas horas fazendo compras on-line; os usuários estão, cada vez mais, deslocando suas vidas sociais para a rede, graças a sites de relacionamento como Facebook, YouTube, Flickr, Tumblr e Twitter. E, se é para lá que os olhos estão se voltando, então nada mais natural que as empresas se direcionem para lá também. O dinheiro vai aonde as pessoas estão — os anunciantes querem estar onde a audiência está.
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Vou fazer uma série de declarações ousadas e abrangentes neste livro, mas esteja certo de que não estou tentando ser sensacionalista. Não digo nada sem que tenha pensado profunda e longamente a respeito. Se os anunciantes e as empresas precisam gastar dinheiro para se manterem vivos, então por que não fazê-los gastar com você? Ao criar uma marca pessoal usando as redes sociais, você quase lhes faz um favor. Como o único investimento necessário para usar esses sites a fim de fazer um negócio prosperar é uma enorme quantidade de tempo e de esforço, essas plataformas estão abertas para qualquer um que tenha a competência necessária para entrar no jogo. Essa pessoa é você, certo? SEM DESCULPAS
A essa altura alguns leitores podem estar pensando: “Mas, Gary, minha paixão não é algo bacana e fácil de vender como vinhos. Eu sou viciado no jogo World of Warcraft. Sou obcecado por dança do ventre. Vivo perturbando minha mulher porque prefiro ficar em casa e jogar baralho com amigos a fazer qualquer outra coisa. Quero construir um negócio, mas é impossível ganhar dinheiro com isso. Além do mais,
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lendo este livro para me preparar para o dia em que eu tenha certeza de que é um bom momento para começar um negócio.” É sempre um bom momento para se começar um negócio, a menos que você esteja começando um negócio medíocre . Acho que momentos de desaceleração na economia representam uma grande oportunidade para que as pessoas encontrem seu foco e comecem a ir fundo. Quem consegue vencer durante tempos difíceis é quem consegue vencer, ponto. Sim, sei que várias pessoas fecharam seus negócios nos últimos anos, mas, se tivessem oferecido serviços ou produtos relevantes e diferenciados, se tivessem sido flexíveis e, acima de tudo, se soubessem como vender seu peixe, não teriam sido obrigadas a fechar as portas. Sei que não é muito diplomático dizer isso, mas acredito que, se você continuar lendo e compreender como nossa cultura mudou e o que a próxima geração — seja ela empresária ou não — precisa fazer para deixar sua marca, você irá concordar comigo. Uma economia em expansão, como a que terminou há pouco tempo, mantém de pé diversas empresas que já deveriam ter afundado há tempos. Quando o vento muda, só há espaço para os melhores. Que tipo de empresa você planeja começar: uma medíocre ou uma poderosa? A resposta certa é óbvia. Siga as sugestões que apresento neste livro, e seus negócios estarão de pé, dando lucro, pelo tempo que você quiser. Além disso, você terá alcançado uma felicidade profissional muito maior do que já
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um caminho completamente diferente daquele que estava percorrendo antes — ao fim do qual a única coisa que você encontraria seria um relógio com a inscrição “Obrigado pelos anos de serviço” e um jantar de despedida antes da aposentadoria. Você pode conseguir algo melhor, contanto que esteja disposto a viver e respirar sua paixão. Faça isso e não irá mais diferenciar sua vida profissional da pessoal. Você vai simplesmente viver, e vai amar fazer isso. Este livro também é para quem está empregado, até mesmo para quem está feliz em seu emprego. Lembre-se de minhas palavras: se você quiser manter-se relevante e competitivo nos próximos anos — não importa se você trabalha na área de vendas, tecnológica, financeira, de propaganda, de jornalismo, de planejamento de eventos, de desenvolvimento de negócios, de varejo, de serviço público ou qualquer outra —, terá que criar e desenvolver uma marca própria. Todos — todos — precisam começar a pensar em si mesmos como sendo uma marca. Não é mais uma opção, e sim uma
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enfatizar que o processo do qual vou falar requer muito tempo, muito esforço e muita concentração, mas não precisa de muito dinheiro — se é que precisa de algum. É aí que o jogo muda, pessoal: todos têm uma chance, não apenas aqueles com dinheiro sobrando. Aprenda a viver sua paixão e terá todo o dinheiro de que precisa, além do controle total sobre o próprio destino. Essa é uma ótima maneira de viver, não é? TEM A VER COM VOCÊ
E se você simplesmente não tiver um forte instinto para negócios? Não se preocupe: habilidades são baratas, mas a paixão não tem preço. Se você for um apaixonado pelo que tiver a oferecer, conhecer o assunto e fizer isso melhor do que qualquer outra pessoa, então mesmo com poucas habilidades formais para negócios você terá potencial para criar uma empresa que valerá milhões de dólares. Por quê? Digamos que você adore pescar e saiba tudo sobre minhocas. Na
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uma comunidade capitalizando em cima de todas as ferramentas e técnicas de mídia social disponíveis; trabalharemos todo o tempo possível, e, quando menos esperarmos, a maior empresa de iscas de pesca do país vai querer anunciar em nosso site. A partir daí vamos começar uma campanha boca a boca, abrir mais fontes de renda e... tcharan!... sua paixão por minhocas, junto com minha paixão pelo desenvolvimento de negócios, resultará inevitavelmente em uma empresa que irá arrasar. Graças à acessibilidade e ao alcance da mídia social, aliados a custo zero, qualquer um pode fazer isso. Steve, um sensacional vendedor da Blockbuster, precisa encontrar Stan, fã de Fellini, e criar um negócio de milhões de dólares envolvendo resenhas de filmes. Joanne, a Corredora, que escreve crônicas sobre seu treinamento para maratonas, precisa encontrar Marvin, o Marketeiro, e criar um blog sobre corrida que seja único e atraia a Nike como patrocinadora. Há lugar para todos no mundo da mídia social, o que equivale a dizer que há lugar para todos no mundo dos negócios de
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não tenho espaço neste livro? Mande um e-mail para
[email protected]. com as aparições em cadeia nacional de TV, além das matérias publicadas sobre mim, é a construção da marca por trás disso tudo que tem me dado o maior prazer. Talvez você esteja lendo isso e pensando: “Legal, tenho uma cabeça boa para negócios, não tenho que pensar em qual é minha paixão, mas encontrar alguém que seja muito apaixonado para que eu use o conteúdo dessa pessoa e crie um negócio.” Pode ser. Caso sua verdadeira paixão, a que corre em suas veias, não seja o desenvolvimento de negócios, marketing e vendas, você precisará descobrir qual é para viabilizá-la, senão não será bem--sucedido. Se você realmente tiver paixão pelos negócios, contudo, talvez nem precise encontrar um parceiro. Eu não precisei. SÓ DEPENDE DE VOCÊ
As mensagens contidas neste livro são atemporais: faça o que o deixa feliz. Mantenha as coisas simples. Pesquise. Trabalhe duro. Olhe
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O poder dessas ferramentas também depende de sua encarnação mais recente. Tecnologia, inovação e demanda de consumidores estão funcionando juntas em um ritmo tão acelerado que, ao acabar de ler este livro, algumas das capacidades e o alcance dessas plataformas já terão mudado. Sejam quais forem as mudanças, que veremos nos mínimos detalhes, na interface do usuário ou nos recursos individuais dessas ferramentas, elas não irão afetar o cenário geral: você pode turbinar o seu carro, mas isso não muda a essência de como você anda nele. Essas ferramentas irão aproximá-lo de seu público, de forma que você possa segui-lo, alcançá-lo e fazer com que ele ouça sua mensagem. Posso lhe mostrar como usar a mídia social para criar um jardim ou construir uma casa inteira. Alguns querem até virar prefeito e mandar em toda a cidade, e posso ajudá-los a chegar lá. Mas não importa se seus objetivos são modestos ou avançados: você terá que continuar dando atenção a eles, fazendo ajustes e melhorias depois que eu
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você aprenda a se ligar em tudo que o mundo digital tem a oferecer, poderá transformar água em vinho — poderá transformar o que você ama em um negócio capaz de deixar um legado e que gere muito dinheiro, e ainda assim permanecer fiel a si mesmo. No fundo, este livro não fala sobre como ganhar 1 milhão, embora eu talvez possa ajudá-lo com isso também. Fala sobre conquistar sua felicidade, ao permitir que você viva cada dia com paixão e de forma produtiva. Fazer negócios não significa apenas ganhar dinheiro, e, se você pensa que sim, está fora do jogo. Se já sabe como funcionam as
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mim, mas realmente respeito e presto atenção ao que têm a dizer. Quando espectadores postaram comentários sobre um episódio recente do Diggnation (um dos maiores videoblogs da internet), dizendo que eu tinha sido arrogante nos fóruns do programa, fiquei acordado até as quatro da manhã pedindo desculpas a cada um deles. Adoro construir negócios e lançar novos empreendimentos, mas só dou valor ao dinheiro porque preciso muito dele para comprar os New York Jets (eu não estava brincando, realmente quero comprá-los. Sou obcecado por isso desde o primário). Como me tornei o “Sommelier da Mídia Social”, segundo o programa ABC News, o cara
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Dei sorte. Desde muito jovem eu já conhecia e aceitava o que meu DNA me ditava: que tinha nascido para ser uma pessoa sociável e para construir negócios. Essas eram e continuam sendo minhas paixões. Sabia que tinha jeito para ser um empreendedor e nunca tentei ser qualquer outra coisa, como fica claro cl aro pelos boletins cheios de notas baixas que eu levava para casa, para desespero de minha mãe. Apesar de detestar fazer minha mãe chorar, sabia que tinha que ser fiel a mim mesmo. Se isso significasse esconder o Beckett Baseball Guide dentro do meu livro de matemática durante as aulas, para poder aprofundar minhas leituras a tempo da próxima feira de troca de
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mais haver diferença entre quem você é e o que você faz. Por mais que esta mensagem de ir atrás do que o deixa feliz pareça reconfortante e tranquilizadora, não me entenda mal: se você fizer as coisas como digo que devem ser feitas, terá que trabalhar muito mais do que em toda a sua vida. Mas acredito que as dificuldades ajudam a nos moldar. Ter partido do zero foi bom para minha família. Também me deu o impulso de querer tudo e a sabedoria para compreender que nada disso importa. Estou realmente convencido de que, se as coisas tivessem sido mais fáceis para minha família no início, eu jamais teria
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Na prática, vovó foi assaltada seis semanas depois que chegamos. A economia estava afundando, e o trabalho em construção que meu pai havia conseguido antes de chegar evaporou-se em poucos meses. Mais uma vez, a família do meu tio-avô nos ajudou, oferecendo a meu pai um trabalho como encarregado do estoque em uma de suas lojas de bebidas em Clark, Nova Jersey. Foram tempos difíceis. Ainda me emociono quando penso na vez que meus pais andaram alguns quilômetros até uma loja Kmart para comprar não apenas um, mas dois bonecos do Star Wars como
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diferente da loja original, que se chamava Shopper’s Discount Liquors, que e era exatamente o que você pode imaginar a partir desse nome genérico.*
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ganhar dinheiro eram os New York Jets. Minha vizinha sempre me dizia que nenhuma estação do ano era segura; assim, no verão eu lavava o carro dela, no outono recolhia as folhas no jardim e no
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quantia que eu poderia conceber: 1.000 dólares. Para minha total surpresa (ainda que, olhando para trás, eu veja que meu pai é exatamente assim), ele me deu o dinheiro. Aquelas notas estavam
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todos os nossos cards que também estavam sendo vendidos nas outras mesas. Arrasamos e ganhamos uma grana. Daí em diante, participei de todas as feiras que pude. Minha mãe e a mãe do meu
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Spectator. Como disse, a loja se chamava Shopper’s Discount Liquors por um bom motivo. A maior parte de nossa renda vinha das bebidas mais fortes. A cerveja também vendia bem — o refrigerador para ela
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Há filtros de privacidade no Facebook que permitem que você crie grupos de contatos e amigos de forma que só alguns vejam algumas partes da sua página — como a página de informações na qual você pode colocar seu histórico profissional —, e não outras, como as atualizações em que você diz estar de ressaca. Meu conselho pessoal seria que você ignorasse as configurações de privacidade, porque não acho que seja útil colocar restrições em sua marca; mas, se você não se sente bem expondo-se tanto ao mundo, é melhor usar os filtros. Há um custo inerente para os negócios, mas os custos comerciais nunca devem ter prioridade sobre os custos pessoais. TWITTER
Quando você estiver lendo isso, “twittar” provavelmente já vai ter se tornado um verbo; as pessoas vão twittar assim como elas xerocam ou postam. Como no Facebook, você usará o Twitter para publicar conteúdo, mas em formato de pílulas — 140 caracteres, no máximo —, e também seguirá o conteúdo em pílulas de outras pessoas. Muita gente reage ao Twitter com ceticismo. “Quem vai querer saber que estou indo fazer as unhas ou que estou comendo peixe no jantar?” Mas no dia em que vi o site soube que estava olhando para o pulso da sociedade; era a maior mudança nas regras do jogo que eu havia visto desde o Facebook. Você acha que as pessoas ainda estão confusas? Então deveria ter visto como era em 2007, quando comecei a usar e falar sobre o Twitter. O que eu sei é o seguinte: muitas pessoas querem saber todos os detalhes do que você está fazendo e pensando; elas só não querem admitir isso. Todos nós temos tendências ao voyeurismo; o Twitter apenas nos dá permissão para ceder a elas. Mas o fato de você poder compartilhar seu cardápio do jantar com milhares de pessoas instantaneamente nem mesmo faz parte das cinco
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Em primeiro lugar, ele tem um enorme poder de endosso. Quando alguém “retweeta” o que você disse, está declarando que você é interessante e merece a atenção de outras pessoas. Isso tem muito valor. O retweet permite que qualquer um dissemine de forma rápida e eficiente, para todo o planeta, conteúdo que pareça profundo, sério, engraçado ou relevante. O Tumblr possui uma opção similar, o “tumble”, mas o Twitter tornou-se muito mais popular, e há muito mais gente prestando atenção nele. Desde o início ele foi desenvolvido para ser uma plataforma móvel. Então, apesar de o Facebook ter um aplicativo para que ele seja acessado via celular, o Twitter se posicionou tão fortemente como marca de relacionamento social móvel que a maioria das pessoas irá usá-lo antes. Em segundo lugar, ele fornece a oportunidade de fazer press releases , permitindo que as empresas tenham um relacionamento mais próximo com seus clientes. O Twitter reduz os seis graus de separação a um só. Também se tornou uma ferramenta básica para que os líderes da indústria digam ao mundo o que estão fazendo e, talvez mais importante, o que está passando por sua cabeça. Além disso, permite que as companhias reajam rapidamente às reclamações de seus usuários. Por exemplo, assim que li um post que dizia que minhas tarifas de frete eram muito altas, pude responder e lidar com a queixa do cliente imediatamente. Com o tempo, veremos cada vez mais exemplos de empresas respondendo a uma avalanche de tweets, como quando a Motrin foi atacada por mães blogueiras por causa de um anúncio que elas consideraram ofensivo aos cuidados paternais, ou quando a Amazon se defendeu de acusações de censura por meio do que o New York Times chamou de “fúria de tweets”, porque um “erro de catalogação” retirou de seu ranking de vendagem e da página de pesquisa principal milhares de livros, muitos dos quais continham
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prestar atenção ao que as pessoas estão dizendo. A principal maravilha do Twitter e do Facebook (assim como de qualquer outro site de relacionamento social) é que eles oferecem uma ótima oportunidade para que cada empreendedor ou empresa possa estar sempre ciente do que seus consumidores pensam a seu respeito. Esse tipo de interação com os consumidores deveria acontecer em todas as empresas, todos os dias. Em terceiro lugar, o Twitter é uma ferramenta de pesquisa e desenvolvimento que permite que você use a fonte de informação das massas. Quem precisa de grupos de foco ou mesmo de índices de audiência quando é possível colocar no Twitter a pergunta “Vocês estão assistindo a Poodles que dançam com as estrelas e acham que vale a pena manter o programa no ar?” — e, logo em seguida, receber uma resposta direta de sua audiência? Você pode usar o Twitter para se manter a par de tudo o que seus concorrentes estão fazendo, bem como das reações dos clientes deles também. A loja Saks abriu recentemente um departamento de calçados em Nova York e fez um acordo com os correios para que a seção tivesse seu próprio CEP. Se eu trabalhasse nas concorrentes, como Bloomingdale’s ou Bergdorf, já teria acionado o dispositivo de busca do Twitter (mais informações adiante) para checar o que as pessoas estavam dizendo sobre essa ação de marketing. Em quarto lugar, o Twitter permite que até a mais tola de suas perguntas se transforme em oportunidade para uma conversa. O Google e o YouTube são formas confiáveis de obter informações, mas são vias de mão única. Você pergunta e recebe uma resposta, ponto final. Você pode mandar e-mails, mas fica limitado ao grupo de pessoas que conhece diretamente. Mas, se twittar algo como “Tem
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oportunidades de falar sobre o que você faz e quem você é. Pronto: você já estará construindo o valor de sua marca. O Twitter é uma via de mão dupla que pode levá-lo bem longe, e bem rápido. Em quinto, é um ótimo veículo para espalhar suas intenções relacionadas ao comércio. Quem está lendo este livro deve ter a intenção de comercializar algo; quer construir uma marca, vender um produto, encontrar um emprego. Expresse essas intenções no Twitter e você ficará impressionado com o número de pessoas que responderão. O melhor uso para o Twitter, contudo, é atrair pessoas para seu blog. Escreva mensagens de 140 caracteres chamativas e bem-boladas, com qualidade suficiente para convencer as pessoas a descobrir mais sobre você e consumir seu conteúdo. Você pode publicar um excelente conteúdo no Twitter — muitas pessoas usaram o site de forma exemplar para construir suas marcas —, mas, por conta do limite de 140 caracteres, é preciso enviar muitos tweets para ter o mesmo tipo de impacto que conseguiria com seu blog. Além disso, sempre há o risco de alguém encarar como spam se você ficar enviando dezenas de mensagens. Parece-me mais eficaz vincular os tweets a seu blog. Mesmo pessoas reconhecidas por sua presença no Twitter criam links para seus blogs. Chris Sacca é um mestre do Twitter, mas tem um blog. É verdade que ele só atualiza o blog uma vez por mês. Ele não pediu minha opinião, mas acho que agregaria ainda mais valor à sua marca se blogasse todos os dias. Isso daria às pessoas ainda mais razões para ficarem por perto dele. Mas, como já disse, cada um tem seu DNA. Se você não está usando o Twitter porque faz parte do grupo de pessoas que o considera idiota, você está fazendo besteira. Não
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proveito. Use-o da mesma forma como usa seu celular, um mapa ou um GPS: é só mais uma forma de estar perto das pessoas e dos lugares de que você precisa. Para se inspirar, dê uma olhada em “50 Ideas on Using Twitter for Business” [Cinquenta ideias sobre como usar o Twitter para negócios] em www. chrisbrogan.com/50-ideas-on-using-twitter-for-business/ chrisbrogan.com/50-ideas-on-using-twitter-for-business/ Com um custo inicial muito baixo e tempo, o Twitter permite que um consumidor fale com várias pessoas no mundo sobre o que ele acha legal, horrível ou interessante. Faça as coisas direito e poderá se tornar o assunto legal e interessante que vai ser colocado em circulação, o que vai atrair pessoas para seu blog, o que vai chamar a atenção de pessoas com dinheiro no bolso. Há dez anos levaria meses, talvez anos, para gerar esse tipo de boca a boca. Hoje leva poucos segundos. Quero compartilhar com vocês o melhor tweet de negócios de todos os tempos: “O que posso fazer por você?” Você vai ficar surpreso com o retorno. Seus negócios devem servir à sua comunidade. Nunca se esqueça disso. Em maio de 2009, quando este livro foi impresso nos Estados Unidos, Search.Twitter.com era o site mais importante da internet. Search.Twitter oferece a capacidade de medir o pulso de um assunto. Por exemplo, digamos que você trabalhe para a Wyeth Consumer Healthcare, indústria de farmacêuticos, especificamente para o Advil, um remédio contra dores de cabeça. Entre no Search.Twitter e digite “dor de cabeça”, ou digite isso no campo de pesquisas de sua página no Twitter. Você verá que vinte pessoas usaram “dor de cabeça” em
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também, você poderá mandar uma mensagem direta (DM) para ela ou responder em público com um @reply dizendo algo como: “Oi, Jillian, trabalho com o Advil e vi que você está com dor de cabeça. Que pena. Gostaria de lhe mandar uma caixa de nosso produto. Me mande uma DM com seu endereço se estiver interessada.” Muitas pessoas vão tirar proveito da oportunidade de conseguir um produto grátis, e você terá criado a experiência mais íntima com uma marca que qualquer um já experimentou. Se eu fizer uma pesquisa agora, vou descobrir que 15 pessoas nos últimos 23 minutos disseram que estão com sede. Essa é uma oportunidade de ouro para alguém no ramo de bebidas energéticas, de água mineral ou mesmo de vinhos. Mas como não ser desagradável nem tampouco criar uma mensagem que pareça spam? Cada um tem uma ideia diferente do que é desagradável — eu, por exemplo, não me importo de falar com alguém interessado em me mandar algo grátis e que eu realmente possa usar. Lembre-se de que a única forma pela qual o fornecedor de conteúdo pode contatar alguém é essa pessoa escolher segui-lo — você não pode enviar uma mensagem direta se isso não acontecer. É o equivalente a estender sua mão e deixar que alguém escolha apertá-la ou não. É sempre possível usar a opção de responder a todos (@reply), mas, para mim, isso é o mesmo que gritar “Ei, cara!”, em vez de estender a mão — é um pouco menos educado. Você também deseja
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qualquer filtro antispam que você já tenha visto. Não traia a confiança delas. Pensando em seu blog como sua casa, plataformas como o Twitter e o Facebook são sua casa no campo. Não é possível colocar um conteúdo extenso nesses sites — bem, é possível, mas não é eficaz e eu não recomendo —, e você precisa de um lugar que lhe permita fazer negócios sem que as pessoas precisem ser membros para vê-lo. Seu conteúdo reside o tempo inteiro em seu blog, e essas plataformas servem para que você divulgue sua marca e atraia olhares de volta para sua casa. Quando este livro foi colocado em pré-venda, usei tanto o Twitter como o Facebook para atrair pessoas para o blog e, mais importante, converter meus botões de ação em oportunidades de construir minha marca. O que eu fiz? Coloquei um vídeo no blog anunciando entusiasticamente o lançamento do livro. Falei sobre o que era e por que significa tanto para mim. Além dos já esperados links para a Barnes & Noble e para a Amazon, incluí uma linha que dizia: “Fale sobre este livro para seus amigos”, com links para o Twitter e o Facebook logo abaixo. Se você escolhesse o Twitter, veria um tweet já escrito e pronto para ser enviado, incluindo um link de volta para meu blog e, especificamente, outro para o vídeo anunciando o livro. Se selecionasse o Facebook, encontraria uma caixa de mensagem na
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estou pensando numa nova estratégia. Por que não explorar sites similares ao Facebook, apesar de haver menos peixes em seu lagos? É verdade que os lagos serão menores, mas pelo menos não haverá tantos pescadores, o que significa que sua rede vai acabar ficando mais cheia. Tenho prestado muita atenção aos seguintes sites: • Plaxo, um site profissional • High Five • Bebo, que é um sucesso no Reino Unido e também a ter ceira maior rede de relacionamentos depois do Facebook e do MySpace •FriendFeed • Orkut, um grande sucesso no Brasil FLICKR
Esse site de compartilhamento de fotos é definitivamente um lago em que vale a pena pescar. Tem muitos usuários apaixonados, embora eu não seja um deles pelo simples motivo de que fotos não significam nada para meu DNA. Mas significam muito para várias outras pessoas. Qualquer plataforma que tenha muitas possibilidades de pesquisa é um lugar importante para se encontrar uma oportunidade de mercado, e há milhões de pessoas pesquisando no Flickr. Como vale para qualquer conteúdo, você precisa trabalhá-lo nesse site de
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os vinhos que comento em meu programa, teoricamente poderia trazer muito mais tráfego para meu site. Na verdade, agora que pensei no assunto, não faz sentido não ter feito isso ainda. Qualquer um que goste de vinhos deveria conseguir me encontrar no Flickr, então é melhor eu ir cuidar disso. Admiro a Moo (www.moo.com) porque ela usou o Flickr e o Facebook para reinventar produtos já batidos: cartões de visita, blocos de anotação e adesivos. Os clientes podem usar suas próprias fotos ou enviar imagens de qualquer site que tenha parceria com a Moo. É possível até mesmo imprimir uma imagem diferente em cada cartão dentro de um mesmo pacote, de forma que cada pessoa escolha seu favorito, gerando um tema de conversa em torno de sua marca. Isso prova que qualquer produto pode dar grandes resultados se for abordado de um novo ângulo. YOUTUBE E/OU VIDDLER
Uso as duas plataformas e gosto de ambas. O YouTube é como o oceano: é grande, vasto, você se lança nele e pode retornar com o barco cheio de peixes. Mas também está competindo com milhões de pescadores. O Viddler é muito menor, o que permite que você veja e seja visto com mais facilidade. Também torna possível que você anexe sua marca ao player, então qualquer um que assista ao seu vídeo vê
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vídeo, porque terei marcado, na resenha em vídeo, onde começa cada um deles. O YouTube possui uma base de usuários maior, o que pode ser uma grande vantagem. Você pode anexar vídeos de qualquer um dos dois sites: basta copiar o código fornecido para isso. Eu apoio entusiasticamente o Viddler porque ele cuida bem de seus usuários. Você já pensou em como alguns vídeos vão parar na página inicial desses sites? O YouTube é tão grande e está tão saturado com novos vídeos que aqueles que ocupam a página inicial são geralmente o resultado de pura sorte e negociações internas. Como o Viddler é menor, contudo, a equipe é capaz de notar rapidamente bons talentos em sua rede e apoiá-los, colocando-os na página inicial. O Viddler não espera até que você se torne conhecido: eles lhe dão uma chance, durante um ou dois dias, se acharem que você é bom o bastante. São ótimos para encontrar novos talentos bem cedo. USTREAM.TV
É essencial enfatizar a importância do Ustream, um dos melhores produtos para construção de marca que já usei. É uma plataforma que permite que você transmita vídeos ao vivo, mas a parte mais bacana é sua função bate-papo, que permite que você interaja com seu público em tempo real, basicamente como em um programa de rádio.
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as perguntas formuladas em outro vídeo, terá que torcer para que as pessoas voltem e ouçam o que você tem a dizer. Seu vídeo no Ustream permite que você fale sobre sua marca da forma como faria em um jantar informal durante o qual tivesse a oportunidade de andar pela sala e ir descobrindo o que cada pessoa pensa. Ao responder às perguntas feitas via bate-papo enquanto você está ao vivo, você pode estabelecer a mais poderosa experiência interativa de marca que qualquer consumidor já viu. Nem mesmo um programa de TV ao vivo permite esse tipo de imediatismo. É viciante: as pessoas adoram saber que podem falar com você diretamente. E o melhor de tudo: é de graça. O Ustream é outro exemplo clássico de uma plataforma da internet que não custa nada para a marca e para o produto, mas, ainda assim, gera um retorno fantástico. Natasha Wescoat é uma artista conhecida por suas paisagens e figuras oníricas. Ela está se tornando mais popular por conta do uso de ferramentas de mídia social para se relacionar com seu público e
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favorito sem que você tivesse experimentado outras variedades, você deveria testar diversas plataformas antes de decidir quais funcionam melhor no seu caso. Quando eu estava começando, Chris Mott, meu câmera, tinha que passar horas a cada noite fazendo uploads individuais do blog para cada plataforma que estávamos usando. Felizmente, agora há dois sites que tornam sua vida muito mais fácil. O Ping.fm é um serviço que permite que você publique uma quantidade limitada de texto, como uma atualização de status, uma única vez, e depois distribui automaticamente a atualização para mais de trinta sites de relacionamento social, incluindo Twitter, Facebook, Tumblr, Flickr, Wordpress, Jaiku, FriendFeed, MySpace e Del.icio.us. Atualmente o serviço não permite o uso de vídeos, mas, de acordo com o site, em breve essa possibilidade terá sido implementada. Se você tem um videoblog, então precisa ter uma conta no TubeMogul. É um site que permite fazer upload do vídeo uma só vez, distribuindo-o depois para diversos sites gratuitos de
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um produtor de TV. Nada garante que isso não vá acontecer. Os números podem ser uma armadilha que altera seu comportamento. As pessoas veem que só tiveram cinquenta visitantes em algumas semanas, decidem que não levam jeito e, em seguida, param de tentar com dedicação. Ou dão sorte, um vídeo faz sucesso, é visto mil vezes, e elas acham que estão com tudo, então param de tentar com dedicação. Medidas podem ser úteis, é claro, mas o efeito de suas interações on-line e o entusiasmo crescendo em torno de sua marca não são refletidos com exatidão pelo número de visitantes que você tem. Isso não tem a ver com quantos visitantes você tem, mas com quão apaixonados eles são. Se você for mesmo levar as análises de visitação em consideração, elas devem permanecer como um fator secundário. Concentre a maior parte de sua atenção no posicionamento geral de sua marca. O Facebook Connect é um serviço que permite que novos usuários de seu site possam pular o longo processo de registrar os dados
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Creio que ainda vamos ouvir falar muito do Facebook Connect. Ele permite uma interação e uma criação de sites tão rápidas que têm o potencial para se tornar tão onipresente e necessário quanto seu telefone celular e sua conta de e-mail. Você pode encontrar uma lista abrangente de muitas outras ferramentas e aplicativos (em inglês) em www.somewhatfrank.com/2008/12/social-media-my.html Visite também os blogs: • TechCrunch • ReadWriteWeb • GigaOm •SocialTimes • Endgaget
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criar um conteúdo melhor, e vai fazer isso usando as ferramentas que acabamos de mencionar. Vitaminas podem fazer bem para seu corpo, mas de nada adiantarão se você não juntar exercícios, uma dieta adequada e até vacinas a seus hábitos saudáveis. O mesmo vale para essas plataformas. Cada uma, individualmente, dá à sua marca pessoal força e alcance, mas, se usadas em conjunto e de forma adequada, podem torná-lo alguém de peso em seu mercado. A outra coisa que você tem que aceitar é que ter um bom conteúdo e ser acessível via internet não são o bastante para colocar sua empresa entre as primeiras. Há muita gente gerando bom conteúdo, e todo mundo tem acesso às mesmas ferramentas que você. O que nem todos têm (mesmo quando pensam o contrário), como vamos examinar no próximo capítulo, é que faz toda a diferença. Afinal, muita gente pode tocar piano, mas nem todo mundo pode ser o Billy Joel.
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meus amigos, é o thunder show, o programa da pesada, também conhecido como o programa sobre vinhos mais apaixonado de toda a internet.” Não é exatamente o que alguns apreciadores de vinho esperam de um especialista, e perco uns 12% de minha audiência logo de cara, porque berro e grito como um louco. Para um homem de negócios como eu, este número é inaceitável. Gostaria desesperadamente de mudar a abertura do meu programa para algo mais calmo, mais refinado, algo que não assustasse parte do público. Mas não posso, porque esse cara animado que grita e berra é quem eu sou. Se tentasse mudar o tom, me adequando a esses 12%, posso
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está uma bagunça. Poderia arrumá-lo para parecer mais profissional e organizado, mas acho errado fazer isso só porque a flip cam estará ligada. Nos meus blogs, não há um roteiro preparado e nada é ensaiado, e sempre, sempre, faço apenas uma tomada. Não refaço nada, não edito, não mexo em coisa alguma. As pessoas entram e saem do meu escritório, aceno para quem estiver passando no hall; minha audiência vê aquilo que acontece durante a filmagem, o que quer que seja. Já filmei em varandas, quartos de hotel, na rua, até no escritório de meu editor — em qualquer lugar onde eu tenha tido uma ideia. Às vezes a qualidade de som está uma droga. Às vezes a luz
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Já disse várias vezes que, se você viver a fundo sua paixão e explorar ao máximo as ferramentas de rede social, as oportunidades de ganhar dinheiro surgirão por si mesmas. Também já disse que, se você quiser chegar lá, tem que ter certeza de que seu conteúdo seja o melhor em sua categoria. Você conseguirá ganhar muito dinheiro honestamente, ainda que seja o quarto, ou o nono, melhor em algo. Mas, se realmente quiser vencer os concorrentes e ganhar muito dinheiro, terá que ser o melhor. Faça isso, seja isso e ninguém será capaz de alcançá-lo. Mas há uma exceção. Alguém com menos paixão e talento e um
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Uma coisa boa a respeito da ambição, no entanto, é que ela também serve para nivelar o jogo. Há 15 anos você podia saber tudo a respeito de seu DNA e sua paixão, mas as chances de que você arrasasse nos negócios eram de uma em um bilhão — as plataformas e os canais eram estreitos e protegidos demais por alguns vigilantes bem severos. Agora todos podemos aproveitar a explosão de ótimas plataformas gratuitas disponíveis na internet, enquanto essas mesmas plataformas tornam os vigilantes cada vez mais irrelevantes. E agora já não é uma história especialmente interessante você conseguir alcançar o topo sem ter uma família conhecida, dinheiro ou diplomas, porque todo
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do tempo, irá para a cama relutantemente e, quando acordar, estará animado para fazer tudo outra vez. Estará vivendo e respirando seu conteúdo, aprendendo tudo o que puder sobre seu assunto, sobre suas ferramentas, sobre a concorrência, e falando sem parar com outras pessoas interessadas nas mesmas coisas que você. Por mais que você trabalhe no limite, não espere obter resultados logo de cara. Posso dizer que isso nos leva à grande questão que derruba muitos dos bons empreendedores que estão tentando construir sua marca on-
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movimentações que lhe permitirão obter o máximo de retorno para a sua marca. Todo mundo fala muito sobre o fato de que se passou apenas um
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TV e, mais tarde, o Garyvaynerchuck.com, sabia que precisaria ter, para aprender a usar a mídia social, a mesma paciência e metodologia que tinha tido com os vinhos.
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arrependimento, porque eu estava fazendo exatamente o que queria fazer, do modo como queria que fosse feito. Você entende agora por que é tão, tão importante que você
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levando o cachorro para passear ou indo correr, ao cumprimentar pessoas no elevador, ao apresentar seus filhos quando vê uma família com crianças da mesma faixa etária. Se você vai a uma conferência, passa a conhecer as pessoas da sua área se apresentando e apertando a
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cada noite, depois de gravar um episódio do meu programa, eu passo as oito ou nove horas seguintes nas trincheiras de vinho da internet, cavando tanta informação quanto possível sobre quem estava falando sobre vinhos, além de assuntos e produtos relacionados a isso. Quero
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