Case Study: How to Get CONSISTENT Leads for Your Service in 2024

See if we’re a good fit
Book a Call

Who is this Case Study For?

For Digital Entrepreneurs, Coaches, Consultants, Founders, and anyone who wants sustainable organic inbound leads – say goodbye to cold outreach and paid ads.

I’ll reveal the entire step-by-step process so you can apply it immediately to your business👇

Client’s Background

Carsome is a platform for trading used cars. They are digitizing the buying and selling process, while also bringing transparency and convenience to buyers and sellers.

The used car industry is plagued with liars & scams. Understandably, frustrated buyers want a transparent & straightforward used car buying experience.

Carsome’s transparency and ease of use bring fresh air to the old industry. However, despite gaining interest from potential users, most are skeptical about this new SaaS tech company.

Coincidentally at the time of Carsome’s popularity, I had to sell my wife’s car. We decided to sell our car with Carsome & I vlogged my experience.

I produced two YouTube tutorials + vlog-style videos to educate prospective users on how to sell their cars on Carsome & get them to sign up and sell their cars on Carsome too.

I experimented with 2 languages (English & Bahasa Malaysia) in my videos to see which resonated best with the target audience.

Here are Carsomes’s lead gen results ↓

My Client’s YouTube Lead Gen Result 📈

Total Views

New User Sign-Ups

YouTube Videos

My 2 Lead Generating YouTube Vlogs

31.7k+ total combined views. Click on the photos to enlarge:

From the analytics, it’s clear that using the local language, Bahasa Malaysia resonated more with the target audience. Make sure you select a language that resonates with your target audience.

Carsomes’s Before & After

BEFORE – YouTube Funnel
  • Rely on paid ads to get leads.
  • Prospects don’t trust the brand.
  • Get low-quality, inactive users.
AFTER – YouTube Funnel
  • Get qualified users organically for YEARS.
  • Prospects gain trust from the video tutorials.
  • Get revenue-generating users.

How Does My YouTube Funnel Work?

Let’s see the breakdown for each step:

Your Turn to Get Leads! Follow My 6 Steps:

STEP 1: Identify Your Target Client’s Pain Points

You’ve probably considered buying a used car at some point in your life. It’s probably because:

  1. You don’t want to buy a new car at sticker prices
  2. You don’t have time to wait for a new car to be delivered
  3. You can afford a better category of car

Pretty logical stuff. So what’s stopping most people when they are considering buying a used car? Let’s list them out:

  1. Afraid of getting an accident/flood-damaged car
  2. Afraid of too many hidden fees at the dealer
  3. Don’t have a pleasant experience at the used car dealer
  4. Used cars typically don’t have warranties

Great, the lists above are the desires & fears of our target audience.

The vlog will document our journey overcoming ALL of the objections listed above.

But before we create any videos, you need to do this:

STEP 2: Set Up Your Funnel

Make sure you have a way to collect and convert the views into leads (new user sign-ups) before you begin creating any YouTube video.

This process is called ‘building a funnel.’

In my scenario, Carsome already has a sign-up page:

All I have to do is drive traffic to that page and encourage my audience to sign up.

If you’re a SaaS company, place your new user sign-up page in the YouTube video description:

If your business is not a SaaS company, you can create an opt-in page using:

  • 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: VLOG Your Experience

This is where many marketers struggle.

Become a REAL USER & document your experience using the SaaS to solve your problems.

Vlogging means you talk to the camera in a very casual way as if you’re talking to a friend you’re meeting at a cafe.

Vlogs are not supposed to be polished & perfect. The casual & intimate nature of this format is what makes your content unique.

If you encounter unforeseen problems during the vlog, don’t freak out because the problems will make it look more genuine & trustworthy.

In my case, I documented my experience selling my wife’s car with Carsome.

Here’s my experience:

  1. Registered an account with Carsome
  2. Set up an appointment for Carsome to inspect our car
  3. Get a valuation from Carsome
  4. We didn’t agree with the price so we decided to do a bidding
  5. Got a price that was higher than we expected
  6. Agree & did the document transfer

STEP 4: High-Converting Vlog Formula

Here’s my tried & tested formula for a storytelling vlogs (bookmark this):

  1. Introduce a very relatable problem
  2. How to solve said problem before the SaaS existed
  3. Agitate the user’s fears & limiting beliefs
  4. Explain how the SaaS works within 30 seconds
  5. Show your experience step-by-step
  6. Conclusion: Give an honest pros & cons
  7. Call-to-Action: Sign up with the link in the description

Use timestamps on your YouTube video to help the viewer navigate to their desired section. Here’s an example:

Here are my 2 vlogging videos. The content is identical, the only difference is that one is in English, and the other in the local language, Bahasa Malaysia.

The English video totally flopped with only 1.7k views:

However, the exact same video but in the local language took off with an astounding 31k views:

What you can learn from this 2 language experiment is to use the language of your target audience.

Even with the formula for a good storytelling vlog, your videos might still be boring. To fix this, let’s move on to the next step:

STEP 5: Tips to Not Be BORING

I posted those videos 2 years ago. At the time, they were the best production quality I could produce.

Now, I’ve picked up several new skills along the way.

Here’s what I can recommend when shooting a vlog to be more interesting so that people stick around the entire length of your video:

TIP 1: Clear Audio. People can tolerate mediocre footage, but not bad audio. Use a wireless mic.

TIP 2: Change scenes every 10 to 15 seconds. Nobody will watch a video of you talking to the camera for 10 minutes. Walk around with the camera & change the camera angles.

TIP 3: B-Roll & Texts. When you’re explaining something, show, don’t tell. Like when I was explaining how Carsome inspected my car, I got a B-roll of them during the inspection. It keeps the audience engaged & your story genuine:

TIP 4: Relax. Don’t be uptight. Imagine the camera is your friend you’re chatting casually at a cafe. The relaxed vibe is what people will feel connected with.

TIP 5: Don’t read a script. It’s too obvious. Skim through the main points & freestyle the conversation.

Be as genuinely helpful as possible. If you do it right, you’ll start getting comments like these:

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 while we wait for YouTube’s algorithm to do its magic:

STEP 6: Repurpose YouTube Videos for Max Reach

Here’s my little secret:

I repurpose the YouTube video into different formats.

Here’s how I do it:

Use the YouTube script and repurpose it as a blog post on your website. This is an effective way to capture free SEO traffic.

From the blog post, I can repurpose it into a Twitter thread that got an impressive 758k impressions:

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 1: Identify Your target audience’s pain points
STEP 2: Set up your funnel
STEP 3: Vlog your experience as a user
STEP 4: High-converting vlog formula
STEP 5: Tips to not be BORING
STEP 6: Repurpose YouTube videos for max reach
These are the EXACT steps you can replicate to get warm leads for your business too. It’s straightforward, but it’s not easy. You can do everything yourself or save yourself time and energy by getting me to take care of all of these for you, so you can focus more ON your business:
Book a FREE Call
Founder of Helmi HAsan Media

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

Book a FREE 30-Minute Call ↓