You're (probably) not gonna build the next Facebook or Amazon.

But that shouldn't demotivate you.

You can still build a HUGE business by copying an existing business

And doing 1 of these 5 things differently:
1. Make it easier to use

You don't have to develop an entirely new & unique algorithm...

Just make your product very easy to use.

A lot of software is very complicated.

(you get inside it and you're like "How do i do XYZ?")
Make it simple and get your clients.

By the way,

That's what we did for Signaturely.

Getting online signatures was hard...

So we did the exact same thing other signature SaaS's were doing + made it easier to use.

2. Combine 2 steps into 1

For UpLead, all we did was add email verification to get accurate, clean and verified leads.

At that time, no one was doing that inside their app - we were completely transparent.

It was a small twist but had a big impact.

People love transparency.
Analyze your product to identify little tweaks that make a huge difference.

UpLead has leads AND the email verification - it does both in one.

That's the evolution of a product:

Being able to do a lot more things all inside one platform.
So, ask yourself:

What 2 tedious steps can you combine to make your product, service, or software easier to use?

For example, @blackhatwizardd's SaaS combined email scraping with domain warmup.

And it works.
3. Pricing

One of the things people get wrong with pricing:

They believe charging less is the way to get a business off the ground.

This may work in the beginning...

But if customers are coming to you based on price alone, those (usually) aren't high-quality customers.
But yes, you can innovate in price.

If everyone's charging on a certain model?

You can charge a different model and make more $$.

By the way,

Uplead ( was cheaper when we entered the market but we're slowly going up over time.

Raise your prices.
4. Multiple acquisition channels

I like to have diversified customer acquisition channels.

For example,

If your competition is killing it in Facebook ads...
But you have multiple acquisition channels?

You're able to get more customers than them.

(For every pond your competitors are fishing there are 10 other ponds they're missing)
5. Niching down and expanding over time

Niching down does work well when you're getting started.

For example, my company Signaturely:

I could have done E-signature for Realtors (there's like 3M realtors) and it might have been a big enough niche for us to build a big business
But, if you're trying to build a billion dollar company?

Niching down initially can be great... and then you need to expand over time.
The thing is,

Not everyone wants a billion dollar company.

A friend of mine has an email sending service exclusively for marketing agencies.

It has a lot of functionalities that marketing agencies love inside their app...
But it doesn't work for, say, personal brands.

And that's ok - that's not the target market.

You can either niche down OR niche down in the beginning & expand over time...

All up to you.

I hope you enjoyed these 5 levers for building a huge business.
Thanks for reading!

I tweet about:

>cold email
>getting clients

If you're interested in those topics?

Follow me :)
I share threads weekly on SaaS, Startups, Cold Email and Entrepreneurship

Follow me if you'd like to see more of those ;)

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More from @iamwillcannon

15 Sep
4 Reasons Why You Should Start Your Own SaaS

(And why becoming a multi-millionaire is way more likely than you think): Image
Even though I failed at

- Real estate
- Insurance
- Merchant services

And even filed for bankruptcy at one point,

Today I own 2 SaaS (one valued at ~$75Million) and they changed my life forever.

Here’s why it might change yours:
#1 Recurring revenue

For me, this was life-changing.

With recurring revenue:

>You have a rough estimate of how much money you will make (and when)

>Every client/customer you acquire is worth more than a one-off purchase
Read 11 tweets
10 Sep
I built a SaaS from zero to a ~$75 Million valuation in 3 years.

Here are 8 lessons I learned the hard way (so you don't have to):
#1 Talent

Once you get past a million in ARR, your job changes.

It turns into finding the best people for the job:

>leading talent
This is super important.


You're not gonna be able to build a huge business without talent.

>Find very talented people
>Pay them a lot
>Leave them alone

Read 23 tweets
8 Sep
My SaaS just broke $8 Million in sales this year,

And I'm incredibly grateful to be in this position.

But it wasn't always this way...

Here’s the 6 (and a half) business I've failed at:
#1 Real estate

I didn't have any money and I wanted to build a real estate empire at the time.

At one point,

I slept in my real estate office.

I was leasing an office (800 sq feet) for my own business and lived in it because I didn't have enough money for an apartment.
I slept there and woke up and showered in a bucket.

(there was no shower)

Yes, I had a small bucket in a little bathroom.

This was just me and my girlfriend at the time (now my wife).

We lived in our office until we hustled enough to finally buy an apartment.
Read 16 tweets
3 Sep
Crazy Story:

One time we had to stop a cold email campaign because we were actually getting too many replies...

(80% open rate & 62% reply rate)

Below is the exact cold email so you can steal it:
There are 7 moving parts here so don't get lost!

1. Subject line

"Your story"

The subject line is short, adds curiosity, and most important of all:

It doesn't look spammy.

If your subject line begins with something like "hey Will, wanna chat this week?"

You already lost.
2. First line

"Rand. I came across your interview with Alex Turnbull from Groove"

Very personalized.

Rule of thumb:

A good cold email doesn't look like a cold email.

We thought:

"Who are some thought leaders in the B2B customer acquisition space we want to learn from?"
Read 19 tweets
1 Sep
David Ogilvy once said:

“Advertising people who ignore research are as dangerous as generals who ignore decodes of enemy signals”

But doing market research sucks,

So here's 5 tricks you can use to make it suck WAY less

(Bookmark this thread):
#1 Talk to them in person

Most people don't do this.

They think it's best to assume what they want...

But "assuming" never won anything in business.

When you talk to customers?

You get an idea of who they are and you can write to them much more easily.
#2 Go Unsexy

When you're starting, look for the 'unsexy' business.

Don't be a new "marketing agency for tech startups"...

Become a "marketing agency for dentists".

Start in a boring industry because there's less competition there.
Read 14 tweets
25 Aug
Did you know?

You can sell your SaaS for 10x what it makes in a year.

So if you have a $4,000/mo SaaS?

You can sell that for $500,000.

Half a million dollars.

Here are 4 ways you can come up with the next big SaaS idea:
1. Copy what already works

Easiest way to see what works:

Look on G2 or other review sites.

Take a look at industries where there are players that don't have the best of reviews.

For example,
We found lead-gen businesses.

We saw that people weren't loving what was on the market (too expensive, you had to use other software, bad leads, etc)

These poor reviews will show you where there's an opportunity to enter an established market & disrupt it.
Read 12 tweets

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