How to get clients from YouTube (you don't need to go viral)

0:00 Almost half a million views, about 100 clicks

A while ago, we looked at a channel that did almost half a million views in a year. Half a million. And do you know how many clicks that sent to the business? About 100 in a whole year. So this one is about how to get clients from YouTube without going viral. Because that channel already went viral, basically, and it didn't help.

0:19 What was really wrong with that channel

So I started digging. What was going wrong? And it wasn't the videos. The videos were good. It was everything around them. So the descriptions had like nine different links. And the most important one, the one to a booked call, was broken. It went to a page that didn't exist anymore for months.

0:35 We checked 72 founder channels

And I thought, okay, this is maybe just one weird channel. So we checked 72 YouTube channels of founders and experts. And the last 10 videos of each one. And the result was insane. Because 45 of those 72 didn't have a link in the first lines of the description.

Not a single one of those 10 videos. So the link was there somewhere, buried under "show more," where nobody clicks, next to their Instagram, their podcast, their newsletter, or free download. So this is not just one weird channel. It's almost everyone who does it.

So that's a big problem. And you might do the same thing.

1:15 $12.5K to $80K a month without going viral

So now we compare that to a client of ours, A&B, two e-commerce founders. They run a paid community. When we started, they weren't famous on YouTube. Not at all. But every single video pointed to one single place. And in seven months, they went from $12.5K a month to $80K a month.

And more than 90% of their new members came through YouTube and is still coming through YouTube. Not one single viral video. Through the right people watching and knowing exactly where to go next. And that is what is most important. Having a clear path to the next step.

So what's the difference between those two channels? That's what the whole video is about.

1:54 Make videos people search for before they buy

It starts with what you film. The half-a-million channel made videos people liked. A&B made videos people searched for before they buy. And if you don't know what those are, it's easy. Take your last 10 sales calls. Write down every single question people ask you.

How much is it? How long does it take? Why didn't it work last time? That's your first 10 videos. And if you're a coach, it's something like, how do I price my first coaching program? If you run an agency, what does it cost to have someone run your ads?

Boring titles, maybe. But the people who search on that specific topic are ready to pay someone.

2:32 Use one link where people actually see it

And then after you've done that, you use only one link. Where people actually see it. First line of the description, one sentence and one link. For example, want help with this? Book a free call here. On the end screen, in a pinned comment.

And say it once out loud in the middle of the video. The same link everywhere. Your Instagram, your newsletter can go lower. Most people never scroll that far anyway. So don't really care about that.

3:01 The page after the click

Then the page after the click. Please don't send people to your homepage. They just watched the whole video about one specific thing. Send them to a page that continues that. With one way to book and not five.

3:14 Say what you sell

And say what you sell. This one sounds obvious, but most founders never say in a video what they offer. So the call has to do everything. And the price comes as a surprise. Just say it. Like you tell a friend. What it is.

Who it's for. And where it starts. And then you measure the right thing.

3:30 Measure leads, not views

You're not measuring views. But ask every lead, which video did you watch? Just ask them on the call. Or put that question in your booking form. And every few months you'll see it. You'll get the data. Sometimes the video with 400 views brings in the client. And the one with 40,000 views brings in nothing.

3:51 How long it takes to see results

And it takes some time, of course. We start every client at one long video a week. One shoot day. That will give you at least four long videos and a month of content. And on an existing channel, you usually start seeing something after about two months.

On a new channel, more like half a year. So many people quit right there. Just when you're starting to see the diamonds, they quit.

4:14 Shorts vs long videos

And Shorts. Shorts are fine. But they do a different job. A Short puts you in front of new people. And the long video is where they decide to trust you. So use Shorts to send people to the long videos. And not the other way around.

We got them from the same shoot day. So it's no extra work, basically. And like, so many people are sleeping on YouTube in general. They think a reel is enough. But a reel is dead in like 48 hours. And a long video can work for years.

Years and years and years. Like, there are still videos which are like five to six to seven years old.

4:48 Attention vs a path

Which are still relevant, right? So that's basically it. The half-a-million channel had attention. And A&B had a path. And the path is what gets you the client and fills your bank account, of course.

4:58 Do this today

So today, open your last five videos. Count the links in the descriptions, please. Is there more than one? Just pick one which makes the most sense. And click it, make sure it still works. Really important. A lot of people forget that. And if you want us to have a look at your channel, the link is in the description.

Please have a look. And tell me in the comments, how many inquiries did your channel bring in the last month? Follow along. Tomorrow there's a new one. See you there.