Get 30 Leads A Month To Your Cloud Consulting Business Leveraging Youtube With Paul Minors
Accelerating Sales to Scale your Business
Unless you’ve been living under a rock, you’ve heard how video is a great source of leads. Paul Minors, a productivity consultant, is here to confirm that. He started his YouTube channel as a part-time job, and now he has over 21,000 subscribers.
In the conversation with Paul Higgins, he shares some tips on creating a YouTube channel that brings you lots of qualified leads every month. But he also reveals that the secret to converting those leads is the art of follow-up. He gives a brilliant process of how he does it and how you can close more deals. Finally, Paul Minors explains how you can scale your income through a combination of online courses and group coaching.
5:27 – What are the pain points Paul helps to solve? Project management and sales.
10:06 – Tips to get more leads with YouTube. Put yourself in the shoes of your ideal customer.
13:44 – Tools to do keyword research. Google Adwords, but also suggested terms on the search engine.
14:41 – How to get video set up right. Quality content, consistency, titles and thumbnails.
22:09 – Is YouTube a good source of leads? Videos get really good quality leads.
24:56 – Online courses. A new revenue stream for cloud consultants.
28:27 – The Sales Dive. Paul’s sales habits.
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How do you calculate ROI for business owners?
You could quantify the ROI with metrics and numbers in the ideal scenario. But according to Paul, the challenge is that you can not always get exact numbers. When someone, for example, is not using their CRM properly, it could be challenging to get the volume of leads they’re getting, the average deals closed, or their conversion rate. So they go in and streamline the process by automating systems to get new numbers in three or six months.
And sometimes, you have to rely on more qualitative measures. It’s very much a cultural thing. It’s about working with a team and coming back to follow up on how they feel about the automation process. Does people’s stress levels are have gone down? Do you think the visibility of work is improving? Are they working better as a team? Do you believe they are delivering a better service than they were before? It’s a combination of those qualitative and quantitative metrics.
Tips to get more leads with YouTube
When Paul put himself in the shoes of his ideal customer, he decided to start a YouTube channel. And that mainly works for someone offering services on a cloud product like Asana or Pipedrive. Where do people go for information on a new product? There are community forums online, LinkedIn, Google, and YouTube. YouTube is the second biggest search engine in the world. People who’ve been using Asana for a while will Google it or go to YouTube to find out how to use this tool.
So for getting started on YouTube, Paul’s advice is to think about how can you help people solve problems. Offering videos about a specific feature is one option. Find out what your audience is typing into YouTube by doing some keyword research and then produce content around those search terms.
And on top of that, provide value. After watching your videos, send them to your website to reach out to you if they want more information on the topic. The more value you provide, the more credibility you build. And then people will come to you.
Tips to get your video set up right
Let’s start by saying don’t worry about the production quality. The quality of the content is the most important thing. When Paul started making videos for his YouTube channel, he used QuickTime, an app that comes free on all Apple computers. He would record everything in one take as he was talking to a client. And then, he would trim some parts and upload the video to YouTube.
Now he spends more time on it and uses other apps to make better but still simple videos. It’s really important to not aim for incredibly high production, high-quality video in the beginning. But on top of that, you need to upload consistently for about six months before you start to see traction. And by consistently, he means at least once a week.
As for titles, you need to think about what would somebody type into YouTube to find this video. What is the feature they’re trying to learn about, or what is the problem they’re trying to solve. Make the title pretty clear what the video is about. People hate clickbait. If you say something that sounds really good and the video doesn’t deliver, you’re going to get called out in the comments. And as for the thumbnails, make sure the text is easy to read. Use all caps, no cursive.
Online courses as a new revenue streams
Paul confesses that he was putting off the online courses thing for years, because he didn’t think people would buy a course after watching his videos on YouTube. But it was one of his students who proved him wrong. So if you have any preconceptions or hesitations about courses, try to put that to the side. There are many ways you could use a course in your business.
In online learning, people can learn at their own pace in their own time. But as Paul found out, you could also package a course with other services like group coaching, community, or one‑on‑one sessions, so people feel your support. It’s a way of telling them they can go through the course in their own time, but there are options where you can get in touch with you or your team.
The Sales Deep Dive
What are the sales habits that help you accelerate your sales?
The thing that I’ve always focused on is being really good at follow‑up. And surprise, surprise, I use Pipedrive to do this. So the habit that I get into, and this is what I teach my students as well, is every single lead that I’m talking to, I always have some next action on that lead in Pipedrive that tells me what do I need to do next? I think a lot of times when we’re selling, and we think that since I’ve given them the quote or I’ve given them the proposal, the ball’s in their court, and they’ll come to me when they’re ready, which is true, but people get busy, and you need to poke them a few times to say, “don’t forget”.
What are some of the tech tools you use to accelerate your sales?
Asana and Pipedrive are probably the two biggest, most important tools in my tech stack. Zappier is the glue that brings everything together. Other essential tools: Calendly, as I mentioned, is the booking system I’ve used since day one for booking my sales calls, but also the one‑on‑one calls with clients. I can automate when somebody’s booked, that goes into Asana. ConvertKit is my email marketing system where I send my newsletters, and I’ve got a lot of automation set up for when people join the course. And Right Message is a really cool tool where you can swap out sentences and paragraphs that speak to people’s challenges instead of writing one web page or one email funnel with copy that hopefully appeal to everyone.
What is one action that someone can take to 10 X their sales today?
If you generate surplus cash in your business, I think the best thing you can do right now is buying Bitcoin because that’s how I see it. My business is now a vehicle for obviously generating cash. But now I’m looking at how can I invest some of those retained earnings into other assets? What can I put that cash into? So I’m not looking at how I increase sales, but how can I take that retained earnings and invest it into something else?
I think Bitcoin is a really interesting technology. I think it’s going to have a profound impact; I think there’s a lot of growth over the next 10 years. And I think we’ll get to the point where the retained earnings I’ve invested into Bitcoin will probably surpass the income I get from my business at some point.
About Paul Minors
Paul Minors is a productivity blogger and virtual consultant. Paul grew his business “on the side” while working full-time and now consults to companies all around the world helping them with tools like Asana, Pipedrive and Zapier.
Paul’s website now receives 100,000+ visits per month and his audience of 25,000+ email subscribers love hearing about how to be more productive in business and life.
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