I think the problem is that those searchers are likely just looking for free online tutorials, not a paid solution. They got plenty of clicks, but few sales. I ran into the same problem with my outsourcing company. Small businesses with 5-10 employees aren't searching for outsourcing on Google, big multinational companies are. But I don't have a 1000 seat call center, just a dozen guys who can do web design, data entry, etc. It turns out my target market was best reached through word of mouth among small business owners, not through Adwords.
Kevin, one of the founders of Wufoo, does a great job of explaining how he grew the product by word of mouth. He built it from the trust of his users, most of which was from http://particletree.com/. It's fascinating how much emphasis he puts on interacting personally with the paid users and how they scaled that. Definitely a lot of hard work, but it paid off when they had some server trouble when Wufoo first launched - their old users trusted them and backed them up when some of the initial comments were negative.
Long story short, he didn't do any search advertising either.
Interview here: http://mixergy.com/wufoo-kevin-hale/
