Case Study: Shockingly Simple Way to Get 826 Customers With YouTube
Who is This Case Study For?
My Client’s Background
Wise is a financial SaaS company that generates revenue by charging a fee for each:
- user’s international money transfer.
- time the user converts & adds money to their foreign account.
I am one of Wise’s 16 million satisfied customers and have even become their affiliate.
I made four tutorial videos on YouTube to help new users learn how to use the Wise app. These videos received a total of 103k views and brought 643 new paying users to Wise.
Quality stuff.
This case study aims to assist SaaS founders and digital entrepreneurs such as yourself to get more organic and sustainable inbound leads through YouTube without relying on ads or cold outreach.
Here are my YouTube lead gen results ↓
My Client’s YouTube Lead Gen Result 📈
New PAYING Users
Total YouTube Views
YouTube Videos
The 4 Lead Generating YouTube Videos
100k+ total combined views:
These are the analytics of my 4 YouTube tutorial videos. The links to these videos will be shared further down this case study.
My Client’s Before & After
How Does My YouTube Funnel Work?
Your Turn to Get Leads! Follow My 6 Steps:
STEP 1: Identify Target Audience’s Pain Points
The biggest mistake in marketing is focusing too much on selling.
People HATE being sold to.
The secret is to show that your Offer is the perfect solution to their problems through helpful YouTube tutorial videos.
So the first order of business is to put yourself in the shoes of your target market & identify their pain points.
- What are they escaping from?
- Where do they want to go?
- What do they fear?
- What’s holding them back?
- What are their limiting beliefs?
Being a happy user of Wise, I perfectly fit their target customer.
Someone who frequently travels internationally and sends money in multiple currencies.
- My Problem 1: I want to send money abroad but want to avoid high transfer fees from my bank.
- My Problem 2: Cheap money transfers are at the local remittance shop. However, I don’t have time to physically go there & hate queuing up.
- My Problem 3: I want to save money on currency exchanges & credit card fees when I swipe my card abroad.
I’m pretty sure I’m not the only person who’s facing the above 3 problems.
But before we start creating any content, let’s move on to the next step:
STEP 2: Set Up Your Funnel
Make sure you have a way to collect and convert the views into leads before you begin creating any YouTube videos.
This process is called ‘building a funnel.’
In my scenario, Wise already has a sign-up page:
All I have to do is drive traffic to this page and encourage my audience to sign up.
For your business though, you need a landing page to turn viewers into leads. You can easily create a landing page on:
- Your website builder (WordPress or Clickfunnels)
- Email software (Convertkit or Mail Chimp)
Now we got the technicality bit out of the way, let’s move on to the next step:
STEP 3: Become a REAL User
This is where many marketers struggle.
However, by studying this case, you will learn how to understand your potential customers and make them feel like you ‘get’ them.
Here’s the secret:
Be an actual user of your product & document the journey
Using the problems identified in step 1 of this case study, record a live & REAL demonstration of how to use your product or service as the perfect solution to your potential client’s problems.
Here are my examples:
Problems 1 and 2:
I want to find an affordable way to send and receive money in different currencies.
Show, Don’t Just Tell:
As a regular user of Wise, I showcased how I helped our domestic helper send money to her family in Indonesia.
It’s something I had to do every month anyway. When the time came, I turned on my camera and informed my audience, I’m going to demonstrate the step-by-step process of making an online transfer using the Wise app.
Problem 3:
I want to save on currency exchange fees every time I buy stuff abroad.
Show, Don’t Just Tell: To demonstrate how to use the Wise card to save money while traveling abroad, I had to do one important thing.
Can you guess what it is?
I had to travel abroad and use my Wise card to show how it saved me money on currency exchanges. Again:
Show, Don’t Tell
STEP 4: Honest Pros & Cons
This step is crucial.
There is a reason why people go to YouTube to search for real user reviews before making a purchase.
Consumers know that no product is perfect, so they want to find out about any downsides before buying.
This way, they can decide if they can live with them or not.
Let me explain with an example:
There are many car review YouTube channels. Since they need to maintain a good relationship with all the car dealers & manufacturers, they rarely say anything bad about the cars in their ‘reviews.’
This biased and overly positive review is not what potential customers want. They want an authentic review from a real owner that also covers the negatives. What’s it like to live with this product day in & day out?
So they go to YouTube & search for these keywords:
- [car model] problems
- [car model] real owner review
- is [car model] reliable?
- is [car model] fun to drive?
Take a look at this YouTube search prediction:
When creating a tutorial video, your main goal is to remain neutral and address all potential questions, leaving no room for doubt or hesitation about your product or service.
This is why it’s important, to be honest & have a section mentioning the pros & cons:
If you can explain how to use your product or service in a way that even a child or someone from the previous generation can understand, you’re doing an excellent job!
Aim to get comments like this on your YouTube videos:
Now you know the formula for a good YouTube tutorial, it’s time for lights, camera, and action!
STEP 5: Record Your Video
Don’t overcomplicate this step.
You’ll be doing a simple talking head style video + screen recording of your computer screen (if you’re promoting a SaaS).
You don’t need to invest in expensive equipment. Just use whatever you already have at home, like your phone or webcam.
However, if you are willing to spend under $100, there are some gear that I do recommend:
Clear audio is significantly more important than your visuals.
The result? Here are my 4 YouTube videos. If you noticed, my earlier video quality was absolutely terrible. Bad lighting & bad audio.
But hey, I was teaching people how to solve their problems, and that’s what truly matters.
Focus on: Solving your audience’s pain point with your offer. Gear is the last thing you need to worry about.
After publishing your YouTube videos, it may take time to gain organic traffic.
So here’s a little trick that I do to get leads quickly:
STEP 6: Repurposing YouTube Videos
To hasten the process for you getting inbound leads, here’s my little secret:
I repurpose the YouTube video into different formats.
From one YouTube video, I can publish a blog post on my website. This is great to capture free organic traffic.
From the same YouTube video, I can repurpose it into a Twitter thread:
A viral Twitter thread will get you inbound leads quickly but will also die off in 24 hours.
A YouTube video & blog post may not get you leads immediately but will continue to compound over time, making it an excellent long-term strategy.
Combining YouTube with Twitter will be a powerful marketing strategy.
Key Takeaway
STEP 2: Set Up Your Funnel
STEP 3: Become a REAL User
STEP 4: Honest Pros & Cons
STEP 5: Record Your Video Tutorial
STEP 6: Repurpose YouTube Videos for Max Reach
Who is Helmi Hasan?
Ex-Mechanical Engineer turned YouTube Funnels & Digital Marketing Agency Owner. I help entrepreneurs get more leads with YouTube Funnels.
➡️ Built YouTube & TikTok channels of my own (Finance, Parenting, YouTube Funnels)
➡️ Led Content at Involve Asia, Shopple, & a local automotive media company
➡️ Guest coach for Client Ascension
➡️ Father of 2. I understand your time constraints
