Marketing your business can feel overwhelming, especially when you’re trying to appeal to everyone in hopes that your ideal client will find you. But what if I told you there’s a way to attract your ideal customers without feeling like you’re “selling” to them? Let me introduce you to a strategy that generates high-quality leads—people who are eager to work with you, and trust you enough to refer others to your business.
The Leaf Strategy: A Game-Changer for Marketing
You’ve probably heard of various marketing strategies, but today I’m diving into something a little different—the Leaf Strategy. To explain it, I’ll use a tree analogy:
- The trunk of the tree represents your core area of expertise. This is where your unique skills and knowledge lie.
- The branches are the different categories within your area of expertise.
- The leaves? They represent the very specific questions that your target audience is asking.
When you focus on answering these questions, you’ll be able to attract your ideal customers effortlessly.
How Keyword Research Helps You Find Those “Leaves”
To show you how this works, let’s take a look at keyword research. I did some research for my client, Noelle Randall, who teaches real estate investing. By identifying questions that real estate investors are asking, we were able to uncover what I call “leaf titles”—questions that target your ideal audience.
For example, under the branch “Real Estate Investor Find,” we found questions like, “How to find a real estate deal?” and “How do I network with real estate investors?” These are the “leaves” of the branch—questions real estate investors are actively searching for.
Similarly, we explored another branch—“Real Estate Investor Become”—with questions like “How to become a real estate investor with no money?” or “How to become a millionaire real estate investor?”
By separating the branches and questions, we could see which ones resonated with Noelle’s target audience. As a result, Noelle was able to focus on creating content that specifically addressed these questions, making sure she was speaking to the right people.
Tracking Progress and Ranking Your Videos
Once you have a list of these leaf titles, the next step is to create content that answers these questions. In Noelle’s case, the questions became video titles, and we used YouTube to rank them. Here’s the key: keyword research ensures that these videos are answering the most searched-for questions in your niche.
When we checked Noelle’s ranking in YouTube search results, we found that only a few videos were performing well initially. However, as we continued to create videos based on these specific questions, her ranking improved significantly. By the time we checked again, she had multiple videos ranking at the top of YouTube, and the leads were rolling in.
Generating Leads and Revenue from YouTube
For Noelle, this strategy wasn’t just a way to generate leads—it became a revenue stream. She now generates about $6 million per year just from YouTube leads. Once you have this content set up, your business becomes a lead generation machine.
This process is all about providing value. By answering the exact questions your target audience is asking, you build trust and create a system that continuously generates high-quality leads.
Next Steps: Implementing the YouTube Funnel
With this foundation in place, I want to take it a step further by showing you how to set up a YouTube funnel that turns viewers into leads. You can watch the next video in this series for more details.
By using the Leaf Strategy and answering the specific questions your ideal customers are asking, you can shift the way you market your business. No longer will you be chasing after clients—they’ll be seeking you out.
