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-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.