YouTube Lead Generation: How to Get Traffic, Leads, Sales

Thinking about using YouTube for lead generation? 🤔

If you’re a freelancer, consultant, or solopreneur, and hate spending all day/every day on social media + looking for an easier way to get leads (without ads), then it’s time to add YouTube to your content marketing plan!

Even if you’re a YT newbie or haven’t even started yet, if you’ve blogged before, you can follow these 5 tips to create video content that’s searchable, actionable, and solves your audience’s problems.

Free resource library: Grab your Asana and Trello templates to get your YouTube content organized

This post contains affiliate links, which means I may receive a commission (at no extra cost to you) if you make a purchase using one of my links. Thanks for your support!

If you know your audience and their struggles, your first step is to start an idea bank so you can brain dump and plan your topics in advance. Start a simple Google doc or spreadsheet, or use a project management tool to brain dump all of the video types and topics.

All of your content should be related to your lead magnets, products, and services. And make it evergreen content that’ll be helpful now and next year. Some ideas to get you started:

  • How-to and tech tutorials – Top tricks and shortcuts in __, __ for beginners (great for faceless videos)
  • Demo videos of your products – How to get started with __, How to create __ with __
  • Behind the scenes of your process, system, or launch – How I plan and organize YT content in __
  • Affiliates marketing – Why I use __ for client management, Why I switched to __
  • Product reviews or comparisons – Trello vs ClickUp
  • FAQ, Office Hours, or Ask Me Anything – # reasons it’s time to hire a __
  • Case studies, testimonials, interviews – How I helped my client reach __ in # months

Related: 62 Topic Ideas So You Never Run Out Of Things to Write About (Sean Wes), Educational Videos in 2020: Making Them Work for Your Business with Xayli Barclay (see screenshot below)

Text screenshot - 4 brackets of educational video content - Foundational, Funcational, Financial, Fun
Educational videos to create: Foundational, Functional, Financial, and Fun

Tip #1: Do keyword research

Once you know what to create, it’s time to figure out what keywords and phrases your audience searches for. These are the keywords you’ll add to your videos and posts so they can find you. Here’s where you can find topics and keywords:

  • Facebook groups – ex. in a Dubsado or HoneyBook FB group, you’ll find feature updates and members will ask questions about the tool
  • Google + Pinterest – type the keyword(s) and go through the search predictions (when you type in the search bar and the dropdown shares related topics and keywords), then read a few posts for inspiration + structure
  • YouTube – type the keywords in the search bar and filter the results then sort by View Count so you can go through and see what’s popular and what title and thumbnail they used for inspiration. Use tools like browser extensions like Keyword Everywhere, TubeBuddy, or vidIQ to simplify your search. You’ll know the search volume (monthly searches), plus what keywords and tags to use.
  • Answer the PublicAnswer the Public will give the who, what, which, where, and why on a topic (and ideas for titles).

Related: Optimize Your YouTube, YouTube SEO Tips, Watch this YT playlist for everything you need to know about YouTube

Your main goal here is to see what’s popular and what’s missing so you can add your spin to it.

When you’re ready to record your videos, make sure to say/add the keywords in the video and filename.

Tip #2: Optimize your videos

Now that you have a plan, list of ideas, and the right keywords, it’s time to upload your video!

After recording and editing, your next step is to upload your video to YouTube Studio. Add the keywords to the following:

  • Title – add the main keyword in the title (1st 60 characters will show so add keyword in the beginning)
  • Description box – add keywords at the beginning of the intro
  • Thumbnails – on the graphic and filename (keep this short, no need to add full title)
  • Tags – add the keywords and phrases (ex. Asana, Asana tutorial, Asana for beginners)
  • Comment – pin your comment and also add your keywords and call-to-action there
  • Captions + transcript – these are also searchable so add your keywords in your video (use the transcript for a blog post)
How to use YouTube for your online business - YouTube lead generation

Tip #3: Add Call-To-Action

Since our main goal is to get them on our website, have these ready for your audience:

  • Lead magnets – grow your email list by sending them to your opt-in form or resource library.
    Pro tip: Have your lead magnet connected to your tripwire product so you can turn your new subscribers into customers. Watch this video to set up your tripwire funnel.
  • Services, sales page, or shop page
  • Sign up for your online course or webinar
  • Engagement CTA – ask them to like, comment, share, subscribe
  • Info cards and end cards – add links to other videos or playlists related to your video to keep them watching

Other than like and subscribe, you want to make sure your call-to-action is towards the end of the video. If they click off too soon, your watch time gets lower and sometimes won’t be recommended to other viewers.

Related: Follow this playlist for YouTube tips and tutorials, What to send to your list – 104 Ready to Use Email Scripts

Tip #4: Add links in description

If you’re just starting out on YouTube, it may take a while for you to get monetized (you’ll need 1000 subscribers and 4000 watch hours). So the next best thing is to start with affiliate marketing.

When you’re uploading your video, add your links to your email landing page/opt-in form, shop, services, and products in the description box. Remember to add your affiliate links from your favorite tools or programs like Amazon Associates.

Related: How to Create Your Sales Page in a Day, Guide to Improving Your Client Experience, 5 Guides to Help You Refresh Your Brand + Business, How to manage your finances

Tip #5: Share on all social platforms

To get more eyes on your content after you publish, you have to share it everywhere! One video can be repurposed for:

  • Your blog or podcast
  • Your email list
  • LinkedIn – on your feed, company page
  • Facebook – groups, business page
  • Instagram – on your feed, IGTV, Reels, Stories
  • Pinterest – add video and pins to your boards and group boards
  • Twitter – on your feed and pin this tweet to your profile
  • Social media landing page – watch this video to create your Linktree landing page on your website

Remember that it doesn’t have to be just sharing videos. You can use different formats like teaser videos (< 1 minute), GIFs, stock photos, screenshots, text graphics, slides/carousel, or quotes (grab a few pull quotes to use for posts).

Since it’s evergreen content, you can use tools like SmarterQueue, Recurpost, or Buffer to re-publish it and fill up your content calendar.

Related: How To Create A Social Promotion Plan, Best Time to Post on YouTube

Bonus tip: Track analytics

Listen to your audience by keeping track of your results in Google Analytics, YouTube, emails, and social media. This will help get an idea of what’s popular (the ones that have the most views/clicks to create more content like this) and what needs improvement (lessons learned for the next video).

In YouTube Studio, go to Analytics then Traffic source. Focus on YouTube search and Suggested videos to know what to keep creating and add those to your idea bank.

Extra tips + resources

TL;DR: YouTube Lead Generation

If you’ve blogged before, this is about the same tips for SEO for blogging – add keywords everywhere to get found. Now you’re just adding video to your workflow.

So to recap, how to use YouTube for lead generation:

  1. Do keyword research to find the right words to use
  2. Optimize your videos to make it searchable
  3. Add a Call-to-Action to grow your list or get clients
  4. Add links in the description box so they can quickly get to your CTA
  5. Share on all social platforms to get more views, comments, shares
  6. Track analytics so you know what to create or improve

My last tip to you: Everything is online now, so get a head start with video content marketing so you can skip the burnout (and hopefully cold emails) and get in front of potential clients for 2021!

Want to know what goes on behind the scenes when creating a YouTube video? Copy my YT workflow and learn how I plan and organize, plus what free tools to use to simplify your workflow. Grab your Asana and Trello template here inside the free resource library.

Have questions about YouTube? Let me know below! And if you found this helpful, share this with your folks. (Pls+Thx)

Found this post helpful? I like coffee and I love books! 😀


Atlanta-based Digital PM & Tech Implementation Consultant. Loves long walks at record stores + helping service providers simplify operations and launch online projects without tech stress. Liked this post? Join the Brief Gems email list to get more content like this, plus instant access to the free resource library.

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