How to Sell Courses & Coaching on YouTube 🚀

The typical go to ways to selling more courses and booking more clients is usually putting ads out on Facebook or doubling down on Instagram. And what I'm hoping to show you by the end of this video is at least an idea or two on how you can use this platform, YouTube to start selling your courses and booking more clients even long after you've published strategic YouTube videos. Because I'm going to tell you, not only myself, but hundreds of clients of mine have been able to use YouTube to grow their email list, get more signups for their webinars, sell more online courses, and get more people to apply to their coaching program just by creating the right videos here on YouTube. Once Marcy used the strategy that I teach, she was immediately able to see sales on YouTube even after she'd been doing YouTube for a while. But she wasn't doing it the best way to make sales in her business. When Hope started working with me on her YouTube channel she was around 200 subscribers and within less than 18 months we've been able to grow her channel to over 160,000 subscribers. But more importantly she's been able to make consistent 10k months in her business and create over 6 streams of revenue in her business. And once Kristen started following my strategy for YouTube and growing her YouTube channel the right way, when she released her first ever in person retreat earlier this year, she was able to send sell it out within 48 hours from one YouTube video. Like I said, these are all clients of mine who have used YouTube strategically for business owners in a framework that I teach. So before I jump in and share with you all the little secrets that they are learning on how to use YouTube in their business from me if you want to see similar results and stop chasing the everyday Instagram posts and start creating one video a week on YouTube while working with a team team of strategists and myself. You can apply to work with us in my coaching program the YouTube coaching experience at trina little.com forward/apply. Once you apply we will see if you are a good fit because this is a very high touch program we can't take everyone and if you look like a great fit we will send on over a link for you to get on a call with me to talk about next steps. Now it's time for me to share with you exactly what are they doing to see these kind of results. So first up they are looking at YouTube and building a content strategy specifically specifically for business owners what you will generally see here on YouTube that is taught widely across the platform is YouTube strategies for YouTubers, YouTube influencers or content creators here on YouTube. Now, there's nothing absolutely wrong being a YouTuber or a content creator, but when you go down that route, you are focused on generating money, generating revenue from your YouTube channel by getting more views and more subscribers because that is what will pay you more. More YouTube AdSense. So that is how they are making money as a content creator is the adsense dollars that they are getting from YouTube or they're going out to book brand deals. And to be able to book brand deals and sponsorships, they need to have those high vanity metrics to look profitable to brands to pay those sponsorship dollars to. What that does is get you on that content creation hamster wheel and that rat race, so to speak. A lot of rodents here. That rat race of more subs, subscribers, more views, best video going viral. And that's exactly what I don't want you to do in why I actually pulled back a lot of my content efforts on Instagram because Instagram was requiring so much content from me. Posts daily stories daily reels multiple times a week, and guess what? I'm tired. But with YouTube, when you use it as a business owner, you can really nail down a strategy where you're posting one video a week. And in every single one of those videos, you can start to educate people about your offers, like your course or your coaching program. You can start to build your visibility because they may have never seen you before, but they find you on a YouTube video and that is the quickest way to build that credibility and you can start to make that connection with them. Because I'm going to assume there's somebody out there that does something similar to you. And what's going to make somebody choose you over that person is your personality and kind of your vibes that you give off. And so that's what YouTube allows business owners to do. And that gets us off of that rat race of content creation. Because let's do a little bit of math. Let's say you get around 200 views on each video that you post in a month. That's about four videos. And this is not something out of the ordinary. We recently had a client of our Shonda just launch her YouTube channel at her first four videos on her channel hit over 200 views on each video. So that's around 800 views on your YouTube channel each month. Now let's take a steer. Standard conversion rate will go on the low end of a 2% industry average conversion rate. If you had around 800 people watching your content throughout the month at a 2% conversion rate, that is 16 possible sales. Now, let's say those 16 sales are to a $500 course that you have available. That is $8,000 of revenue that you could be making from YouTube. And I'm going to tell you, $8,000 from YouTube AdSense take you hundreds of thousands of views every single month. This is why you need to be thinking about YouTube strategically as a business owner. Because you don't need massive views. You need to be creating videos that are driving the right people to those videos that are going to want to buy your course. We aren't trying to hit the masses here, and we're going to dive more into that here in a little bit. But I want you to see why you're going to be looking at YouTube as a business owner and not a content creator or a YouTuber. The next thing you should be doing to make more sales and actually make money from your YouTube videos is you've got to plan your content in advance so that they are bingeable. Listen, when we are planning content for YouTube, we don't want to be planning one off videos every week. So let's say it's December 1st and you're like, okay, I gotta film next week's video. Let me research a keyword and let me see what's out there and let me script this video, okay? And I film it. We get it posted on YouTube. Okay, now I gotta do the next one. This is not being strategic about your content. This is also wasting your time. Because every single time you have to plan that YouTube video, that is time wasted on helping you improve your content and also improve your funnels to get higher conversion rates from your YouTube traffic. The other reason why you're going to be wasting your time is because YouTube is looking to promote videos that keep people on the platform. Because how does YouTube make more money? The more ads that they can show people. And if you're just posting one video and people leave after that video, or you can't get them to watch more content after that, there's really no reason why YouTube should push your content to more people. And I'm telling you, YouTube will push your content to more people if you make your content bingeable. So to build a strategy like Hope and like Marcy and like Kristen, you need to be thinking about series of videos that lead that viewer from video 1 to 2 to 3 to 4. Potentially this is doing two things for you. It is making the algorithm stinking happy and it is going to be more likely to promote either one of those four to five videos. Because if your viewer is watching multiple videos in that series, the algorithm says, okay, if I recommend one of these videos to somebody, they're likely to watch two more videos or three more videos. So you're going to get free promoted videos. The other thing it does is it warms up your viewer. Now you want to make sales on YouTube, right? And somebody could find you for the very first time on one video. But if you can get them to watch a second video and a third video and a fourth video, they're going to be more likely to buy something from you. It's going to increase your conversion rates. And I can't tell you how many times I've gotten an email from somebody who purchased something from me who said, I just binge watched X amount of videos and I had to buy this. This is so good. Thank you for this. They had no idea who I was 24 hours prior to doing a binge session on my channel and they bought hundreds of dollars from me because of my YouTube content. So how do you do this? Well, it's actually a once a year or twice a year content research process that I call my profitable keyword framework. This is something that I teach all of my clients how to do inside my YouTube coaching program. And I also help them along the way, providing them feedback on each step to letting them know. This looks like a good keyword, this looks like a good title. Let's pull these videos in a. This looks like a good thumbnail. Because I want to streamline not only your YouTube strategy but your YouTube creation process. Because I know you're a business owner, I know you've got other things on your plate and I need you to be consistent on YouTube so you can start to see consistent sales from YouTube as well. And my profitable keyword framework really allows my clients to do that by building out at least a six month to one year strategy, knowing that each video is strategically positioned in a playlist that is making the algorithm happy and is sending them more leads that are going to buy their course or apply to their coaching program. The third thing here that they are focusing on is creating content for a specific person. This person is what we call our ready to buy viewer or our ready to buy audience. Listen, you cannot create content here on YouTube for everyone or you end up being no. 1 for everyone. And you don't want to waste your time on content for everyone when you have a very specific person that is going to want to buy your course or who is going to want to apply to work with you. So instead of focusing on content that is going to get you loads of views and subscribers and possibly not sales, we're going to focus on driving the right people to your videos that are going to be the perfect fit for your offer. This premise of your ready to buy viewer is exactly why my clients are able to create content for YouTube and within a few videos able to see sales or clients coming directly from their YouTube content much quicker than ever before. Because what most business owners are doing on YouTube and the reason why they aren't seeing their videos and their views turning into sales or clients is because they are focusing on beginner content. There are two reasons why beginner content is not going to result in sales. First of all, beginner content on YouTube is one of the most saturated areas there is on YouTube. So if you're just getting started on YouTube and you're focusing on beginner content and you don't have a lot of credibility behind your YouTube channel, is going to be hard for YouTube to push your content in front of anybody because you're up against a lot of competition. The second reason why beginner content isn't going to cut it is because your person who's ready to buy your course isn't looking for beginner content. They're already past that point in their journey. You really need to think about what is your ready to buy viewer actually searching for. So for example, we had a brand photographer client. Now she's not going to get on YouTube and create content around booking your first photography client or buying your first camera for your photography business. She's not even going to be creating content around booking wedding clients. Wedding photography clients. Right? Because her coaching program is focused on turning photographers into brand photographers. Photographers who know that they want to focus in the brand photography niche. So instead her ready to buy audience isn't going to be looking at that content. They're going to be looking at content specific for how to book a brand photography client. How to pose my brand photography clients best shot list for brand photography. Those are very specific questions that absolutely the masses aren't searching, but the masses aren't going to buy a brand photography coaching program. Right? So she wants to focus her time on the content that is going to generate the biggest roi. And focusing on this niche topic that her niche audience, her ready to buy audience, is searching for is going to allow her to see Roi from YouTube a lot quicker than focusing on beginner content for people that aren't ready to invest in her program yet moving right along. Another thing that you need to do when you're using YouTube to sell more of your online courses or book more coaching clients, diving a little bit more deeper into the last topic that we talked about and it's around focusing on building a channel that your audience loves. Let me dive into a little bit more what that means. Generally we hear we want to go viral, right? We assume that's going to be the answer to our business prayers. But let's say you go viral and in that moment in time, you're seeing your views numbers rack up, you're seeing your subscriber number rack up and it feels good. But what happened that next week when you post your next video, how many of those people that subscribed or watched that viral video are going to want to watch your next video or your next video or the next one? Because if that viral video topic isn't tied into your ready to buy audience and ultimately the offer that you are selling online course or coaching program, all of those views and all of those subscribers from that viral video mean nothing because it's not converting to sales in your business. For example, let's say you do a video how to wake up early or morning routine. Yes, these videos have significantly high search volume over on YouTube every single month. But is your audience searching for those videos? Let's break this down into example. Let's say you are a productivity coach for business owners and you teach them how to create a system or a process to really be productive in your day to get the things done that you need to in your business to see the results you want in your business. Now let's say you post a video on your morning routine or how to get up early. Literally anybody could click on that video and watch. Sounds great, right? But what if a high schooler is clicking on that video? That view is not going to convert into cash in your bank. What if a college kid is clicking on that video again, not going to make you any more money? And so what happens when you publish that next video? They're not going to be interested in those business topics that you are sharing for your ready to buy viewer. And so then the algorithm begins to get a little bit muddied. It doesn't truly understand who you're ready to buy viewer is because you have this viral video that you thought was going to be awesome, but the audience over there on that viral video is all over the place. So the algorithm tries to figure out who is the best person to put your Video in front of. So you put a video out and it puts it in front of a high school kid. They don't click on it because they're not interested in building their business. They're in high school. Or the same thing with a college K or maybe even a mom who is trying to get her kids out the door to daycare before she goes to school. She's not running her own business either, so she's not going to be interested in those videos. So the algorithm begins to get confused and your videos that you publish after that tend to not see the traction that you saw before a viral video. And let's just say the sales and the applications to your coaching program kind of start to dwindle off. So this is why you really need to have this bigger picture strategy for your content that is focused on getting viewers to watch video after video and not going viral. The next secret or the next step that they do that I'm sharing with you as well is scripting your videos for watch time. One of the most important metrics on YouTube is watch time. So like I said earlier, the more people watch of your content, the more YouTube can put ads on your video and the more money YouTube makes. That's their ultimate goal. If you can continuously increase your watch time on your channel, you become more valuable to YouTube. But instead of talking about the length of your video, because I've talked about that on loads of videos before, I will link to an entire playlist. I want to share a little bit about the fine line of what you should actually be sharing in your YouTube videos. Because another big mistake I see so many business owners make with their YouTube content is they share loads of tutorial content. They think again because they did some search to see what is actually being searched on YouTube, is this tutorial content. And it's usually beginner content. And what happens is their channel becomes a utility channel, meaning people come watch the video, get the tutorial that they need and they're out. And what happens is they build this entire channel around non subscribers, people who aren't committed to the channel, people who aren't making a connection to the channel. Just think for a minute if you've ever needed to tie a tie. Halloween was recent. I was Hermione from Harry Potter and I needed to tie my school uniform. Tie, tie. So I get on YouTube and I search how to tie a tie. I watch the video and get my tie tied. Do you think I ever go back to that creator or that channel that I learned how to tie a Tie. Absolutely not. That is a utility channel. Or if you're trying to fix a dishwasher or you're trying to learn how to put air in your car tires, right? You go to a YouTube video, get the answer you want and leave. You have no connection with that content creator, with that YouTube channel to come back, watch more content, or even more importantly, buy something from them. So when you are thinking about scripting your videos because you're building content that you're ready to buy, viewer is looking for and not beginner content, you also want to be planning out your script, sharing experiences, making connections, showing examples like I've been showing you throughout this entire video. So your viewer has that connection with you. They feel like they're speaking with a friend, they can trust you, they can see the credibility that you do have in this topic. And so they want to continue learning from you or subscribe to your channel and continue watching your content. And the other piece behind building your script for watchability or watch time is when you get to the end of your video, you need to know what they're going to want to watch next. You need to be in their head again. It goes back to my profitable keyword framework and how we build this series of videos that goes one after another because you're accumulating watch time. And if after video one you tell them the next video they should watch is this one and it makes sense, they watch the second video and then you tell them to watch the next one, they start binging your channel and you start collecting more watch time on your channel. So you should be scripting your videos without signaling at all that your video is over. Use mine as an example. In just a few moments, you go straight from your final piece of content that you're sharing to telling them what video they need to watch next and getting your end screen click through rates on up the next piece and really making sure that you are creating content here on YouTube that sells your courses and books you more coaching clients is planning out your title and thumbnail of your video before you script any of the content. The marketing package which is your title in your thumbnail is what is going to get your ready to buy viewer to stop the scroll and click on your video as opposed to all the other recommendations that they have. This means you need to be planning that title and that thumbnail before you script. Because if you can't come up with a title and a thumbnail that you know your audience is going to click on, you need to take a different direction with that content idea, because your title and your thumbnail is really going to get people to stop and click on it. And then you've got to ensure that content delivers on that title and the thumbnail. Because what you don't want happening is you create a video, you're uploading it to YouTube and you're like, okay, I need a title and a thumbnail. And you throw something up there that you think people are going to click click on, but it doesn't really tie into your video, it becomes clickbait and you lose your audience's trust. This is why you need to take time in preparing what your title and your thumbnail is going to be before you create any kind of content for that video. If you want to make sure you're ready to buy viewer clicks on it, they know it's for them. Let's go back to that morning routine video. You could do that morning routine video for your ready to buy viewer, but it's going to be marketed a little bit differently, right? It's going to be marketed like your morning routine to have more productivity in your business or the best morning routine to get 10 more things done in your business each day. It's marketed differently, right? And so you've got to have that planned out if you want to ensure each video that you publish is going to make you online course sales or get you more coaching clients. Now, because titles and thumbnails are so critical to YouTube success, I have my friend Justin of custom thumbnails speak quarterly to my clients inside of my coaching program. His entire business is built around creating, scroll stopping, engaging thumbnails. And my clients really love when Justin can come in and look at their thumbnails and provide them great feedback. It is also why I teach my coaching clients a process of tracking their thumbnail and title success through their click through rate and determining when they should or shouldn't make a change to it when they publish their video. So if something's not working like Marcie here, she told me that her click through rate was pretty low. She wanted to know what I suggested she should do to that video. Now, because she has access to me in our private Slack community as a coaching client of mine, I immediately gave her a quick loom video, walking through some advice or feedback on what I would change after she made the changes I provide her within 24 hours, she saw her video skyrocket. Because of that change that I was able to provide her in that first 24 hours, her video was live on just the title and thumbnail she was able to get over 500 more views on that video and saw her click through rate increase significantly. That's the importance that titles and thumbnails are going to be your to your content. And why is a primary focus of my clients and my coaching program. Now you heard me just talk about click through rate, which is the next thing that is important to understand when you're using YouTube is knowing what metrics you need to be watching. Watching. Because I think you kind of got the drift here in this video that subscribers and views aren't always the best metric to be watching to track whether or not your videos are sending you sales and clients. So while I can talk about YouTube metrics, which I will in just a moment, I think it is critical that you have Google Analytics and you're understanding your Google Analytics to see if YouTube. YouTube is actually sending traffic to your offer pages. This is why in my coaching program we have a Google Analytics expert inside to help you set up all of your Google Analytics to help you create a dashboard so you can tell which video you publish sends more traffic to your sales page, sends more traffic to your website so you can understand which content topics are causing people to be interested in you. And you are also able to track which videos are sending you sales and clients. Because if you're going to put time in YouTube, you need to make sure that there is ROI. And if you don't have Google Analytics to see if YouTube is directly sending you traffic, you have no idea. This is again why I felt it was so important for my clients to have direct access to a Google Analytics expert inside my coaching program to again make sure they are getting roi from every YouTube video that they publish and they're able to see that as far as YouTube metrics you need to be watching. As I mentioned earlier, watch time is really important. You can also be tracking session time. So which videos do you create that cause people to watch video after video after video after video? Because there's something about that topic that is attracting people to watch more of your content and we need to dive into what about that topic got people to binge watch and then we want to dig in. Did we get people from that video over to your website by looking at your Google Analytics Analytics. And the other important metric you need to be looking at that I mentioned in the scripting piece of this is end screens. Are you getting people successfully from video to video to video in those end screens? Because that is what is going to increase your watch time. That is what's going to make your channel more valuable to YouTube. That is what is going to make YouTube push more of your content to more of the right people for free and allowed you to see more sales in your business and book more clients. Now, a little bonus secret I have to see success on YouTube is getting an outside perspective and what is and isn't working with your channel. You need to have somebody who has a pulse on what is working on YouTube right now. Because the last thing you want to do is take outdated advice from somebody who's not actively posting and looking at multiple people in many different niches and to see what is actively working on YouTube right now. Because you don't have the time to test things on YouTube, to throw a few videos up, see what sticks and then double down on that. If you're going to put a video up, you want to make sure that you're getting a sale, a client from as quickly as possible, sometimes even from that very first video that you publish. And this is exactly what I focus on inside my YouTube coaching experience. Helping you build that strategy out for that ready to buy viewer. Helping you plan your videos, helping you create titles and thumbnails that you know are going to get in front of that person who's going to generate more sales and more coaching clients in your business so that you aren't wasting your time trying to figure it out, hoping something sticks. Now, not only do you get access to myself and my team of strategists, but you get access to ask real time questions in our Slack community. Like I shared with Marcie earlier, she published that video and within an hour or two realized it wasn't performing well. And so I was able to give her feedback within a few hours of publishing that video to get it moved on into that success route. We also have weekly coaching calls where we dive into specific topics on how to improve your YouTube content. You also get individualized weekly audits from me. You may take a look at your analytics. You want me to take a look at your video? You can submit that weekly to get my eyeballs on it and for me to to provide you that insight every single week. I also provide you access to, like I said, a Google Analytics expert to ensure your videos are generating traffic to your offers, but also a copywriting expert because if your landing page, if your sales page is not converting, we want to figure out why. And a copywriting expert will do just that and provide you feedback on the copy on that landing page page so we can ensure your conversion rates on that page get better as we Continue to send traffic to that page from YouTube. One additional bonus we have inside is every single quarter. Like I mentioned, we have Justin from Custom Thumbnails talk to us about thumbnails. But we also have TubeBuddy come and speak to us about new trainings, new tools, new ways to use TubeBuddy to streamline and make our YouTube strategy better. Listen, I understand YouTube can be a huge undertaking and and pretty overwhelming. And it can especially be difficult when you're doing YouTube all alone and you're on YouTube trying to YouTube your way out of it. But the warning I want to provide here to you is if you're YouTubing how to YouTube, make sure you're not listening to people teaching YouTubers, people teaching content creators. Because that is not what is going to get you more sales to your online course or get you more coaching clients in your business. These strategies are two totally different strategies and I would hate for you to focus a lot of your time and your efforts on the wrong strategy. And that's where my YouTube coaching experience focuses in on creating strategies for business owners to eliminate that time and energy spent on figuring out what videos are and aren't working. Using our profitable keyword framework to ensure that your content strategy is built out to attract that ready to buy viewer from the very first video that you publish. So if you are interested in getting your YouTube channel, whether you have one right now and it's not generating the sales and the leads that you had expected, whether you want to use YouTube and start generating leads in sales, apply to my program, the YouTube coaching experience. Yes, this is by application because we have to be selective on who we take. It is just me and a few of my strategists. You get individual feedback from me every single week. This is a very high touch program and like I said with the example of Shonda, she was an our program for just over 60 days and her first four videos on YouTube got over 200 views. She worked with me throughout the 60 days to nail down her content strategy, nail down her title and her thumbnail, nailed down her script and continued to post videos consistently with my feedback to be able to see those kind of results. If this sounds like what you need right now, a YouTube strategist in your back pocket so that that you're not questioning yourself and you're not wasting your time on the wrong things, go to treanalittle.com forward/apply. Right now we will review your application. If you look like a good fit we will send over a link to get on a call to just talk through a few more things and then get started with you. If you have any questions about this YouTube coaching experience, whether you're on the fence, you're not sure if this is for you or not, drop your question below in the comments or feel free to email me directly at trina Little. Com. Otherwise, I'm assuming I'm going to see your application in my inbox now. As you wait for your application to review by me, I highly encourage you to check out the playlist that is on your screen right now because I break down all the key pieces to building the best Strategy here on YouTube for business owners like you and you'll be able to see through each one of these videos where specifically I will be able to provide you feedback as you go on this journey for creating videos on YouTube to generate more online course sales sales and book you more clients because it's time for you to stop wasting time on money on content that doesn't make you more money in your business. I'll be reading your application from as quickly as possible.