-How do you make sales on YouTube? You've heard me talk over and over about how to generate leads,
how to get traffic, how to build that solid foundation of search. Well, I've partnered
with Noelle Randall to make this episode where we talk about how to convert those leads into sales.
In the last year, she's generated six million
dollars in sales from YouTube leads. So, let's dive right In.
This has been a fun conversation I've been looking forward to have because I always talk about the
YouTube side of things and how to generate leads but after the leads comes the sale. -That's right.
-And so now we're kind of piecing those together and even talking about the important part
like how do you make sales from YouTube. So, let's talk about it from your perspective.
-Yeah. -Assume you have somebody that watches your YouTube video.
We put a call to action in the video. Maybe we should talk about that. What
types of calls to action have we put in your video? -So, one of the first thing of course,
if you want to talk about getting sales on YouTube the first thing that you need is a call to action,
okay. So, before we even get into that of what they are yet people have to know what that,
they need to do that. I think so many people think that they should just make a YouTube video,
share some information, and then the video ends or the call to action
should be subscribed to the channel and the call to action really is how you're going to get great
leads for your business and so you can make the call to action really anything. Besides
telling someone to subscribe or hey, like this video.
Those are the call to action I think people know from YouTube but more importantly,
your call to action could be get my book, get my free download, get my
cheat sheet, call me here, text me here. Like you really can start to ask for a sale and try to
get them off of YouTube and into your world. So, that is the first thing having a call
to action is probably the first way of how you get sales from YouTube. -Now,
if that's intimidating at all understand that this will take the weight off
your shoulders. These aren't promo videos. -No.
-We're not making a sales pitch in the video. The videos that we make are how-to videos. We
answer questions that people are asking. So, we just answer those questions we give
value and this call to action that we're talking about is at the end. -Yeah. -Now
that you've learned this principle I've got a free gift for you would you like a free copy
of my book. You just cover the shipping costs and I'll send it to you for free. -Yes. -So,
that's a pretty easy thing to do, most people don't do it. -Right. -That's why
we're making this video but that's where it starts. if you want to generate leads you want
to make sales on YouTube have to have the call to action. -Yes, step one is definitely have to have
a call to action. Another important thing on how to get sales on YouTube is kind of starting to
think, what are you trying to sell or what sales are you trying to get? So, when I first came to
YouTube I was not this big YouTuber. You know I wasn't a YouTube star. I wasn't looking for people
to come see me or come to my events. I didn't have any events. What I really was looking for in
the beginning before even looking for students was looking for leads for properties. So, you can even
ask for people, "Hey, do you know any properties that are dilapidated or someone's looking to sell?
You literally can ask for whatever it is that you would ask out in the world. You're literally
teaching on something and then your call to action could be what you're looking for and you're
asking for that. -I love that. I think that's very true and my clients are a wide variety of
calls to action. -Just diverse, you really can just start to ask for whatever it is
that you want from your channel. -The next step is what to do with the lead?
Because a lot of people these days especially this age of click funnels or sales funnels is they
think if I get a lead my website will do the rest. My website will make the sales and I know that you
did things differently. I did things differently. What do you do with the lead when it comes? -Yeah,
so if you're really trying to convert someone especially if you're an entrepreneur that has
a service business. You know a lawyer, an attorney, a videographer, you know you're
offering a service. You really should try to get that person onto a call. You know and so one of
the easy things to do is to offer a free strategy session to them, offer them a free call and so one
of the things like I said is I'll offer a freebie. You know what I say, "Hey, download my free thing
and in order for them to get my freebie my book or my download they have to give me their email.
Now that I have their email what am I going to do? I'm going to email them and say, "Hey, do
you want to talk to me? Do you want a free strategy session? Click right here to book a call
and now we're on the phone. Now, they've booked a call with me. I'm able to... I have their phone
number now too. So, not only do I have their email now I have their phone number and we can actually
have a conversation and I can see if I want to work with that person. I can you know go through
my sales process and convert them that way and usually,
at a higher ticket than what I could get if I just drove them to a website. -Yeah,
I love that and the reason why that is why you can typically sell larger things
yeah is because of this whole process going from YouTube to this free gift,
to a strategy session, and talking to you on the phone as they see you as a celebrity. -Yes. -They
see you as this hero that's helped them giving them all this value. So,
by the time you're on the phone with them or even a zoom call it's like,
wow, I'm actually talking to the Noelle like I'm so honored. -Yes. -And so to have a conversation
about how you could help them more and how they could actually interact with you more
it's pretty easy conversation. -It really is and one of the things that they realize too
like I've said before is that you've invested in them because you've made these YouTube videos,
you've shared great conten.t By the time you get on the phone with them they do almost feel like
there's this reciprocity where they owe you a little bit, you've given them so much. Hey,
let me give back to you. So, it really is a much different conversation and it's a lot easier to
get a sale. -So, a lot of people think that okay, yeah, if I have a video that gets a million views
I should generate leads and I should generate a few sales from that. But a million views is like
that seems so far away. -Yeah. -And the good news is that we're in the... we just filmed
a course and in the course we got the nitty-gritty
on some of these numbers. -Yeah. -We talked about a
video it gets 12 views. We launch it and it's 12 views. That's really not that exciting but
what happens with a video even with 12 views? -Even with 12 views you could easily get a lead
from that because again in your description box you're going to have boxes for them to
click and so one of them could be call me here, book a call, book of this, book an appointment,
and they will click though. So, even if you don't have a lot of views you could still be
getting a decent amount of leads. -Because if you look at the whole picture these are
people that have gone to Google or YouTube and typed in a question. -Correct. -Let's just say
Airbnb real estate. So, they type in a question about how to do such and such with Airbnb real
estate and one of your videos pops up they're like, "Oh, she's answering my questions". So,
they watch your video. -Yeah. -You help them. You answer their question
and then you have a call to action for a free real estate Airbnb book, they're like, oh.
So, then they click on that they get a couple of emails and then you invite
them to do a strategy session and then they're on the phone
with you. It's like... -Yeah. -You don't need a lot of views.
They're having such a great experience that you know a significant percentage. You have you know
10 percent of those people become leads that's actually a great way to make sales on YouTube
with very small numbers. -Very small numbers and again not only do you have all of those
leads YouTube is still you know you're still getting money for the views. So,
let's not discount that that is some nice little icing on the cake. -It really is
a nice icing on the cake and for that icing to become really significant we
do need millions of views. -Yeah. -There are channels that that's their focus.
They kind of look at YouTube as their business. What we're talking about here is a business where
you have your own product, your own service, around. You know we we're information businesses
we have expertise and so what we're selling and offering is information through courses
and coaching and whatnot and and it's so easy. -Yeah. -To generate leads and make sales on a
small YouTube channel for this type of business. -Yeah... like quite frankly, I had probably
5,000 subscribers and was making a half a million dollars. So, to think about this
you're not necessarily thinking about the views and growing and being this big YouTuber. You're
really coming into it as an entrepreneur with a product or service and you're using YouTube to
to promote your product in your service. Your teaching on what you're an expert in and then
at the end you're just offering, it's just an invitation, and again, whether they take
you up on your offer or not the great thing is you're probably still going to make some money.
-So, that's a conversation I've been really excited to have and we just filmed an entire
course. So, it's a brand new course filmed by Noelle and I together this whole process
from YouTube lead generation to sales. So, it includes all the different calls to action,
the landing pages that she's created, how she generates leads or how she nurtures those through
her email campaign. We go into a lot of detail on her strategy session. We even go into her
product pricing and how she's been able to scale her business like she has. So, we've packed all
this into a course called YouTube Sales Mastery. In fact, you can go to youtubesalesmastery.com and
if you use the code YouTube you'll get half price on this course. We'll, see you there.