Jabs are the value you provide your customers with: the content you put out, the good things you do to convey your appreciation. And the right hook is the ask: it's​ ...MenuGaryVaynerchukTheOneThingIDidn’tClarifyEnoughinJab,Jab,Jab,RightHookbyGaryVaynerchuk@garyvee5yearsago·7minreadMyfourthbookisabouttocomeoutinjustoveraweek.Intheanticipationforit’slaunch,I’vebeenthinkingbackonmypastthreebooks;IstillstandbyeverythingI’vesaidineverysingleone.Butinmythirdbook,JabJabJabRightHook,thereisonebigclarificationIshouldhavemade.Forthosewhomaynotbefamiliar,myentirebusinessphilosophyprettymuchrevolvesaroundthejabjabjabrighthookmethod.Jabsarethevalueyouprovideyourcustomerswith:thecontentyouputout,thegoodthingsyoudotoconveyyourappreciation.Andtherighthookistheask:it’swhenyougoinforthesale,askforasubscribe,askforadonation.Yougottathrowsomejabsbeforeyouthrowyourrighthook.Myfavoriteanalogytoillustratethedifferencebetweenjabsandrighthooksarecartoonsfromthe1980s.WhentheTransformerscartoonwasonSaturdaymornings,youwouldtuneinandwatchforfree.You’ddothesamewithTheCarebears.OrGIJoe.You’dwatchthecartoonsandnothavetopayadime.Butwhenthemovieornewactionfigureortoycameout,youwentandpaidforthat.Cartoonswerethejabsthatpulledyouinsoyouwouldthenpayforthemovieortoy.EveryoneseemstogetwhatImeanwhenIexplainwhatjabsandrighthooksare.Butpeoplearefundamentallymisunderstandingonemajorpartofthatformula.AndIwanttoclearthatupnow.WhatPeopleDon’tUnderstandAboutRightHooksJustbecauseyoujabandjabandjab,doesn’tmeanyouautomaticallygettolandtherighthook.Puttingoutgreatcontent,sendingbasketsoffruit,whateveryourjabis,itdoesn’tentitleyoutolandtherighthook.Itjustallowsyoutohavetheaudacitytoask.Youhavetoearntherighttoaskpeopleforasale.Infact,youhavetoearntherighttoaskpeopleforanything.That’sjustlife.Youcan’thavetheexpectationthattheywillconvert.I’vedone185episodesofashowansweringquestionspeopleaskmeonTwitter.Iwritearticles.IanswerquestionsonSnapchat,Twitter,Facebook.Idothisallforfree.NotbecauseIhavetolandthehook.It’smyhope.