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.
If you're getting started in an industry, go and talk to experts.

For example:

With the dentist, go to your local dentist and ask them:

>how do they get customers?

>do they need more customers?

You can run a trial -> get a testimonial -> contact more dentists -> repeat.

If you're starting,

First develop a skillset.

Once you've mastered it, then you can deliver customers.

It's about picking and niching down:

Pick one industry that seems boring and deliver a great product or service to them.
What all this boils down to:

Market research becomes easy if all your clients are in the same market.


And don't be afraid of the 'unsexy' industries.
#3 Pose as a student

Pose as a student "doing research on the profession because that's your homework".

For example,

You could pose as a student + ask doctors questions about their business model - they'll give it away for free.

Not the most ethical, but effective.
#4 Look at review sites

This is super easy:

You can see what people are saying about certain products.

You can get a lot of info from your competitors + market research that way.

Subreddits, forums, youtube comments, amazon book reviews, Facebook groups.

#5 Hire a freelancer to study the competition

We hired a freelancer from Upwork and told him:

"Go and register accounts with all the competitors in this space. Here's 30 competitors - go to every single one, sign up with them, request a demo."

We wanted to answer thee Q's:
>what's their response time?
>once you sign up, what's their flow?
>is it an email or do they call you?
>what do their emails look like?
>how often do they send emails?
>are you signing up and not getting a welcome email?
>are you signing and getting a phone within 10 seconds?
You'll end up with a big competitor map giving you a real idea of what's going on in the industry.

You can understand the psychology of your competitors + see how they operate...

This gives you a lot of value.

(it costs $$ but can give you a big idea on the market)
These market research tactics will make marketing a lot easier...

Trust me.

Go the extra mile and the ROI will be evident.
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
27 Aug

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.

Read 16 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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