In this episode

• How to decide free vs paid vs freemium vs trial based on your business

• Why free users can give bad product signal (and how to find the paying 20%)

• The $1 pricing move: why $1→$5 is easier than free→paid

• How PLG can “sell the service layer”

Chapters:

01:00 Free vs paid
02:40 When free makes sense
05:00 Why “broad free” often produces no monetization
06:00 Using free users for QA vs getting misleading feedback
07:00 The “freeness” problem
08:00 The third path
09:05 How to find the paying segment
12:00 How many responses you need
14:00 Example teardown
18:00 Customer research
19:05 Pricing signals
20:35 Why raising prices is easier than going from free to paid
21:45 Should you start at $1/month?
22:45 Freemium vs fully paid
26:55 Rolling out paid upgrades
29:00 Avoiding product drift
32:00 B2B/enterprise differences
37:15 AI pricing in 2026
40:40 Where to find Joe

Resources & links

- Joe Wilkinson: Artisan Growth Strategies
- Joe on X/Twitter: @artisangrowth

If you want to apply this

1. Audit your current model: are you truly building the free engine or funding paid acquisition?

2. Talk to 5 users: “What happened before/after using the product?”

3. Add a net-new paid SKU and try to get a real pre-purchase.

Subscribe / follow!

If you want more episodes on pricing, PLG, and growth strategy for founders, follow the show so new episodes land in your feed.

Key links:

• Mony on LinkedIn

• The Marketing B2B Podcast

Many thanks to the guests of this season. Each of them provided very actionable direction on how to apply strategic theories in practice.

Based on this season, I need to narrow and define the vision for this podcast moving forward. I may restart the podcast sometime next year.

In the meantime, if you would like to support the show, please interact with the guests by leaving comments or likes on their episodes. This will help encourage the guests, and also give me some feedback on what people like to listen to.

Thank you again for listening.

In this episode, Kevon teaches you how to share your journey authentically on social media to naturally attract followers, clients, and opportunities.

Key takeaways:

• How Building in Public (BIP) typically works

• Two common mistakes in using the technique

• How to build in public for services vs digital products

• Kevon’s core framework for building in public

• What to post, other than simple updates

• How to consolidate your following and audience

• How BIP content is changing, and what to post now

Key links:

• Kevon’s Build in Public Essays

• The Build in Public Mastery Program

• Kevon’s book, Find Joy in Chaos: How to Build Your Twitter Presence so Connections and Opportunities Come Find You

Key takeaways

• Client quality vs quantity in scaling

• How to actually do value-based pricing

• How to position clients for value-based pricing

• Examples of price negotiation in practice

• Getting leads inbound via communities

Key links

• Paul on Twitter

• Guide to building a $500k solo dev agency

• Spacestation Labs

Chris has a depth of experience in CRO, having worked with names like Noah Kagan and Neil Patel, Chris has run the award-nominated CRO agency GoGoChimp since 2013.

In this podcast, he shares:

• How to A/B test with low traffic

• Tips on issue diagnosis

• The 5-step CRO process

• Chris’ thoughts on the role of design

• And more.

Visit GoGoChimp or find Chris on LinkedIn.

Thankfully I could ask Indiehacker copywriting favorite, Lana Rafaela for advice on how ordinary folk can write better pages.

This interview turned into a mini master class, where she shared:

• The MVP and ideal landing page

• How to develop interest in your product, handle objections, and use social proof effectively

• Where to adapt your page to improve your conversion rates

• How to get user feedback using existing information

Here are the details:

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Important note: The following is a summary written by me based on the interview, not quotes. Please listen to the audio version for the exact wording.

The ideal landing page

While each page differs by industry, a starting point to aim for could include these sections:

1. Hero section. Focus on the main benefits in the hero section, above the fold. That's the initial thing that people are gonna land on and that has to be really convincing to make them keep scrolling. Then talk about different objections.

2. Benefits. For the purpose of skimming, you should have it as a specific section. It doesn't have to be titled benefits, but they have to be clear out there. For example, using a bigger font to save time savings or ease of use or better than XYZ competitor. And then obviously infuse the rest of your landing page copy with them.

3. Features or how it works. You can use a video to have this if it's very verbose.

4. Social proof. Ideally, testimonials that give some value instead of just being trust signaling.

5. [Optional] FAQ. I like to use this especially if the product is not quite intuitive or if it's a new product in the space.

6. CTA. Try to make your CTAs unified. So don't try to sign up in one CTA and then learn more in another. If you want them to convert, then it's sign-up.

Tips:

• Differentiate to earn attention. People are exposed to so much content online that you really have to do something to earn that time that they're giving you.

• Develop interest via consequences. Unless people feel like they're in real pain they're probably not gonna take action. More on this below.

• Respond to objections on the page. You need to know what's making your leads start to think about and second guess whether they should be really in business with you. You have to respond to those objections whether through your copy or through an FAQ section, but you have to do that.

What are the essentials?

👉 Don't have all the material to create the page above? If you want to launch with just the essentials, include:

• Value proposition

• Explanation of what your product does

• CTA

Crafting differentiation

You need to understand the frustrations that are making people seek you out. There are a few ways to do this.

• Reddit. It is a great source of unfiltered feedback. You can do some brainstorming on there as well to work out why is this product necessary.

• Competitor feedback. Try to find competitors on G2 and see how negative reviewers think about their products, and what words they use, and try to narrow down on a specific situation that's causing a lot of frustration. You can then replicate that and respond to that on your landing page.

Example:

Say you are building a project management tool that combines the features of Trello and Asana. From Reddit research, you discover that users are frustrated with the limited visibility of team members' tasks and progress updates which leads to a lack of accountability and confusion over who is responsible for what tasks. Following this, you decide to prioritize collaboration features and real-time updates in the tool, highlighting the benefits of increased transparency and accountability on the landing page.

How to make readers care

There are two parts to this.

The first thing is to focus on frustrations and the second is to explain how are those frustrations affecting a business. The first is the emotional stage, as we tend to make decisions with our emotions, and then we try to reason them away with logic.

👉 It is important to cover both because in B2B, you're not just convincing your immediate customers, (e.g. a sales rep), but you're also helping them convince their manager, VP etc, and that's where the second point has relevance.

Example.

If users have to waste a lot of time managing application integrations, that’s a huge frustration. But it also affects the organization’s revenue. What if integrations worked well, how would that impact revenue? This larger factor is what your VP of sales is gonna care about.

Handling objections

It depends on your sales funnel.

Let's say you want an immediate signup. In that case, you'll want to handle the majority of things on the landing page.

For other objections, like ease of use, they won't be able to see until they get started. So you have to focus users on trying the product first.

Ultimately:

• Prioritize placement of objection handling. Try to understand how much people care about the specific objection and then decide where to address it. If it's something big, like pricing, integrations, or collaboration features, then you could mention it earlier on. If it's really important, address it in the hero section.

• Mix n’ match objection handling locations. So I'll address the main three objections in the body copy and then I'll address the others conceptually and intuitively through the FAQ section.

It is up to you to decide what matters and what's is prevent people from trying your product in order to know which objections to address through copy.

How to explain the product

I think people tend to be too technical because a lot of founders have a technical background. I cannot fault them for that. But at the same time, you have to find the balance.

• Stick to the main differentiating features. If your product is really innovative through and through, then just talk about the main features that make it different and then show a demo.

• Leverage video, not just copy. I think videos and GIFs are a really good way to provide an explanation of how your product works and what it does without taking up space.

• Create a curiosity gap. Tease people to want to sign up. It's like a cold email. There has to be a curiosity gap. Provide a balance of information and interest to make users want to sign up.

Definitely, use action verbs and try to make the people feel like they're using your product already.

How to properly use social proof

👉 Social proof should be contextual.

One thing that I see happen a lot is people are syndicating Twitter, G2 or Trustpilot reviews on the page, but they're not connected to use cases or specific problems.

It's just a review saying “Oh wow, I love XYZ Software!” That's good but you need to connect them to specific use cases and to specific features or benefits.

It's better to have a review saying:

“As a real estate agent, this tool has helped me increase my revenue by 30%.”

Or:

“I've been able to save a lot of time that I spent on prospecting,”

Also, consider adding a logo bar and media testimonials on the page.

How to get feedback

You can get feedback from your peers or friends, but I think that's not specific enough.

👉 You should really try to test it on a paying audience so an audience that pays for your competitor's products is a good testing ground.

• Find them via negative reviews. I love people who leave negative reviews on my competitor's products because you're always going to be able to connect with people who dislike a product, more than people who like a product.

• Connect with them on social media. LinkedIn, Twitter, Facebook groups. Try to find them on social and start a conversation.

What to say:

Mention their comment and ask a very specific question.

Example:

So let's say you've seen that they've negatively reviewed your competitor and you're wondering what it is and how it's affecting them in their day-to-day. And then you can mention that you're building a product.

• Break the ice before asking. It's not going to happen in one email or message. So I get a lot of cold messages from all sorts of people on Twitter. And what happens is they immediately ask for something from me. And I'm not gonna provide that unless it's copywriting advice, but that's something else. You have to start that conversation and you really have to get the engagement going and explain why you've seen their review, why you care about the review and why you want to learn more.

• Try to create a mini-focus group. 5 to 10 people is enough, especially if you're just getting started. And ask them what they think about your landing page. Ask them if it means anything to them, if your language is right if they can relate to what you're saying.

Writing effective FAQs

Explain the answer as quickly as possible. Make it collapsible. Don’t take up too much real estate.

You want to make sure that that FAQ section serves different visitors with very different questions and they can find them within one or two seconds.

Get the questions that are actually relevant. Obviously, try to source them from your user interviews, but you can also use keyword research. It's also really good for finding questions in the people also ask section.

CTA Tips

👉 Make sure that the user knows what's going to happen next.

Sign up is always easiest because they're going sign up for the product. But if you're using something like Start Saving Money, then you have to make sure that all the content is around that to explain what will happen next.

Long vs short: It's not a bad thing for a CTA to be descriptive as long as it's not convoluted.

Conversion benchmarking

Personally, I don't like to aim for a specific percentage because that's really hard to do, but:

• Landing pages. For a very specific landing page that is for ads, for example, it is always going to be more optimized. The average is there around 5% as a benchmark. If you already have traffic, I think 5% to 10% are really good benchmarks for your landing page. Anything above that requires further optimization and professional work.

• Home page. You're going to get all sorts of traffic there, some of it is going to be qualified, some of it is not going to be qualified. The average is around 2% to 3%.

If you are a solo founder getting 5% to 10% conversion rates, you're doing great.

👉 If not, here are some ideas to improve your performance after the basics:

• Start with testimonials and FAQs.

• Use heatmaps to review content value. You can always use heat mapping software to see where people linger, where they scroll really quickly past when using your landing page. it helps us identify sections that maybe aren't important. Let's say maybe people scroll past your feature section like really quickly. Then it's time to ask yourself, is that section really worth it? Can I include something else?

Key links

• Lana Rafaela on Twitter and LinkedIn 🤩

• Cherry Red Content, Lana’s content and copywriting agency

• Let your customers write your copy for you by Harry Dry

• Product And Brand Positioning In 3 Steps with Faisal Siddiqui

• How to find problems to solve on Reddit by Fed

If you've discovered my marketing case studies, analyses, and interviews for the first time, please consider subscribing to be notified of the next one. Click the button below, or check out a list of my other pieces here.

But too many of my favorite products don't even have one.

Hunting for best practices, I connected with , who explained:

• What exactly to put in the video

• How (bootstrappers) can put one together

• Annoying mistakes to avoid

• And how to give your video the X factor

Here are the details:

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Important note: The following is a summary written by me based on the interview, not quotes. Please listen to the audio version for the exact wording.

What to put in your video?

👉 Here are some tips want to put in the video itself:

• Start with the main problem. There can be a temptation to add too many ideas to the same video. Stay focused on the main benefit or problem first.

• Talk about sub-benefits after. After covering the main point, you will be able to detail the sub-benefits related to this problem. for example, your main problem may be dealing with too many emails, and your product solves this. After covering how you solve that, you can show the extra features that add usability or value.

• Try to hook them in the first 15 seconds. More on how to do this below.

• Aim for 30 seconds to 1min, 30 seconds. This is the optimal length. If not possible, aim to keep the video under 2 minutes long. You may be able to extend the time that people will pay attention by including a human face, but this will increase production of quality and inconsequence the budget required.

Avoid these common mistakes:

• Giving product tours. This wastes valuable time from communicating your main benefit or how you solve the main problem. Skip the login screen. This is definitely TMI.

• Not showing the product. Motion graphics can be interesting, but you need to show the product being used.

• Burying the video. The video needs to be placed in a location where it can actually be seen by users and affect your conversion Rates, like your home page.

How to find your hook?

You will find your hook by talking to your customers and prospects.

You need to find the idea that really resonates with them. What big benefit do they get from solving a particular pain point? Focus on that.

👉 How you present that hook depends on your creativity.

• You could go full infomercial, such as “Are you struggling with X?” which is less cool, but it works. 🤷

• Framer has a good example of a creative hook. They present the idea as asking you to imagine a few different ideas combined. See below:

Video endings

Here are some tips on how to end your video:

• One sentence recap. Especially if you have a hero video that's a bit long a one-sentence recap at the end allows you to end on a high note that people will remember.

• Splash screens with a Try The Product Now button is a nice way to prompt people to engage more.

How to create your hero video

Here are the steps to creating your hero video:

1. Create the ‘script’. Not the script probably like like you have in your mind right now but one based on high-level ideas written on post-its to prompt you through the recording. This will be flexible enough to re-arrange as you go based on what you learn from the process.

   • Write down the problem that you're going to address, describe the main benefit, and then describe the sub-benefits that you'd like to like to like to touch on.

2. Work out what you're going to show in your UI. In your video, you're going to click through different stages, etc. You will also need some assets to show this, like a demo or account with data in it already. Etc. Jot this down on a notepad.

3. Practice. You can practice this first just by talking it through and looking at your notes. You want to check that it makes sense.

4. Record and edit. Note that you want to record your audio separately from your video because that will remove a lot of the retakes.

Tips:

• Use the correct screen resolution. You want to record something that will also work on mobile when somebody is watching on mobile. So if you have a 30-inch screen, you're going to have to change the resolution so that it's more like a 720p display.

• Turn on Do Not Disturb, turn off your notifications, and maybe start a new user profile that doesn't have a ton of extensions in Chrome.

• Have the right sound environment. If you want, you can type out what you want to say, and then record that in a quiet environment.

• Speak with higher energy. As is the general thumb in public speaking, bring your own self plus 10%.

Testing your work

Before promoting your video, one method among many to get feedback is to use hallway user testing.

👉 Ask people where you work or whom you encounter for feedback on whether the key messages were conveyed.

“Hey, we just finished this video. Do you mind checking it out? 

After, chat with them to see:

• Do they think the product actually does anything that would be useful for them or their company?

• What problem do they think it would solve?

⚠️ If the value proposition is a complete and utter disconnect from what your messaging was supposed to be, then you have some work to do.

Adding an X-factor

One way to add an X-factor to your video is to make use of humor.

tl;dv used this to create a cost-effective video with an influencer which won them Product of the Day, 5th Product of the Month and Best Product Video of the Year.

Big budgets vs. small budgets

The difference between big and small budgets is the production quality of your audio, graphics and production help:

Audio

• With small budgets, you're probably going to be asking your friend who has a nice, clean, neutral English accent to do the voiceovers for you.

• If you have a lot of budget, you can get a professional voice actor to do it.

Graphics

• For small budgets, the amount of motion graphics that you're going to be using is very limited. You might spend nothing or you're going to like Fiverr or a cheaper country to do that.

• For bigger budgets, you can actually go ahead and get some decent cameras and actually get a human being filmed as part of your video, which will make it more engaging, which will make it more interesting.

Studio and help

• With bigger budgets, you could go out all out hire a studio, and hire people to actually help you with the script. You're going to be writing it together with them.

What an agency is going to do is they're going to rebuild your whole app in After Effects. That way they don't have to go through the grind of recording too many multiple takes.

Having someone that can basically raise their hand when they're super confused about what you're doing is quite helpful, too.

Product Hunt launch videos

For a product hunt, it's very much a teaser. You want them to go to the web page. So getting people excited is incredibly important.

Hero videos that do very well there also have pretty high production value. But if you don't have the budget for that, then it's totally fine to make a longer-form video that's a bit more in-depth.

Timing consideration

Knowing when to create or update a hero video depends on a product's stability.

Try to think ahead and see when you might be making a big change in the product or doing a big shift. You would like your video to last as long as possible, so being early would be ideal so that you can avoid having to too soon.

Key links

• RecordOnce - Create video tutorials with Justin's product

• Justin on Twitter, LinkedIn

• How We Won Product Hunt “Video of the Year” and 2.3k upvotes as a Total Newcomer 🏆😻 - The tl;dv story

• Best product hunt videos of 2022 - a good reference list and analysis by Grant Shaddick

If you've discovered my marketing case studies, analyses, and interviews for the first time, please consider subscribing to be notified of the next one. Click the button below, or check out a list of my other pieces here.

I got to ask everything about building out a solid SaaS onboarding sequence, including:

• The 3 part foundational setup

• Design and copy tips, as a founder and marketer

• A performance review checklist for onboarding champions

As co-founder of Userlist, a B2B SaaS email platform, Jane has been deep in email sequences for products for a long time, and shared generously based on this experience.

Listen to the discussion or review the summary write-up below:

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Important note: The following is a summary written by me based on what Jane said, but is not a direct quotation. Please listen to the audio version for Jane’s exact wording.

How to create your first onboarding sequence

Overall, the process of setting up your first onboarding campaign can be done in three main steps:

1. Move from hardcoded messages to an email platform. Any platform will do. But you can't be relying on hard-coded emails. You will need to have more flexibility to create, iterate and send emails without needing to work with a developer.

2. Set up data integrations to identify user behavior. You will need to understand user behavior in real-time In the form of event and user properties. This information can't be uploaded via spreadsheet again and again, it needs to be a dynamic record. More details on how to work out what metrics you need to integrate are below.

3. Create emails and iterate content. Now you can create the first round of emails in your onboarding sequence. How many emails you create is based on the user journey. And as you create more helpful content, you can add more over time, then review and iterate your content for accuracy and performance.

Don't underestimate the psychological barrier. Be wary of having a perfectionist mindset, stopping yourself from starting or improving what you have. Similarly, don't let the fear of mistakes with automation hold you back either.

Identify needed user behavior data

Planning and understanding what user data you need to bring over will help make sure that the integration is organized (and that you don't have to keep bothering the dev team).

👉 Use journey mapping (example above) to work out what steps a user takes, and what data you will need in order to understand your user’s stage in their journey.

You are looking for event and user properties that help you understand the life cycle and success of users.

Examples:

• Trials to paid users. Track the billing state for each user so that you can identify paying users versus non-paying.

• User engagement. For a photo editing app, you might track the number of photos added and exported to identify whether a user has engaged with the application.

Sidenote: Make a segment in your email marketing platform for tracking who is on your onboarding sequence so that you don't message them with updates or other marketing emails while they are in that process.

Email content

Overall, you want to use these emails as if you were a customer success agent checking in and promoting people's progress through your Product.

👉 Use your emails to offer help, tutorials, etc to get people engaged with the next step you want them to take in their user journey.

Plain text vs designed

This is opinion only, but the suspicion is that short and plain text emails have a better chance to be read.

There is an argument to be made that well-designed emails show that you have a polished, well-made product but the right balance is probably somewhere in the middle.

The ‘from’ sender

It is well documented that having the from sender be a person at your company, such as Jane from Sparkle, something that puts a person behind the message.

Personalization

You need to go beyond using a merge field for the receiver's name to do good personalization.

• Talk to an individual user’s problems/objectives. The email content should address problems that they are struggling with, or objectives they're trying to achieve. Think of onboarding as multi-modal, some like demo, videos, etc, that let people choose their own adventure.

• Put the user into a segment. Take advantage of tools (example below) that can help you better understand your website visitors, and their background so that you can place them into the right buckets and deliver relevant messages.

• Base emails off their previous action. In some cases, the user’s previous action, such as editing a photo, or uploading a list, can serve as a useful inspiration to guide the purpose of the next email. For example. If a user downloads a cheatsheet, you can reference it in the following email.

💡 Tip: Don’t send a welcome email immediately upon signup because they’ll be in the app and it can distract them. Send it after a few hours.

Benchmarking

Be careful assuming that other products are doing it better.

Sometimes email sequences from mature companies no longer make personal connections like they once did, and wouldn't be useful for the purposes of benchmarking.

But it can still be an interesting exercise. Check personal brands for emails that are typically more engaging. “Steal like an artist.”

Key mistakes

There are a few common mistakes to look out for:

• You’re never finished. Programming the first set of emails in your onboarding sequence is just the start. You have to keep updating and iterating the content.

• Email frequency. The optimal email frequency is hotly debated. Some argue that you should send every day, others argue that you should send only when you have something very important. The balance is likely in between.

  • This will likely change over time based on the maturity of your product. For example, you may begin by emailing updates for every new feature, but this may become too frequent and lead you to batch them into newsletters.

  • One tip to avoid over-emailing is to orchestrate your sends by the day of the week for. For example, remove Tuesdays and Thursdays from any programmed automated emails so that you can send newsletters or other planned broadcasts on those days and avoid doubling up.

• Be careful of being too aggressive. It is a mistake to pitch users to convert to paid plans to those who have not yet started using their accounts.

Measurement and evaluation

Truly objective performance evaluation is difficult since you would need to compare cohorts of users who receive the onboarding messages versus those who didn't. But this is not practical.

👉 Instead, evaluate your onboarding sequence as a growth tool. Pick a north-star KPI to measure performance against.

For example, # of demo requests. Or the # of users converted in the first 24 hours. Etc.

In the ideal world, you would designate a user onboarding champion who is responsible for user activation success across multiple channels.

📝 Review checklist:

Here are 3 items that they would review, at least on a 6-month basis.

1. Signup flow accuracy. Is the information provided on how to use the product still accurate given any updates that have come through?

2. Open rate disparity. Are some emails getting drastically lower open rates compared to the others, that need to be investigated in order to be improved?

3. Opportunities to add more content. Have you recently created new, helpful information that can be added to provide more guidance to the user?

Learn more

To learn more about Userlist, or connect with Jane, see the list of links below:

• Userlist - Jane’s B2B SaaS email and messaging platform.

• Better Done Than Perfect - Jane’s B2B SaaS Podcast.

• Userlist blog - SaaS-specific email guides.

If you've discovered my marketing case studies, analyses, and interviews for the first time, please consider subscribing to be notified of the next one. Click the button below, and check out a list of my other pieces here.

Many thanks to the six guests of this season. Each of them provided very actionable direction on how to apply strategic theories in practice.

🎯 For season 4 ahead, I will be changing the mix to about 60% tactical, 30% strategy/theories, and 10% other.

If you'd like to be notified when these episodes come out, please subscribe on my Substack.

You can also interact with the guest this way by leaving comments or likes on the episodes this will help encourage the guests, and also give me some feedback on what people like to listen to.

👉 If you are Subtack subscriber my case studies, written interviews and other notes will continue, with the podcast episodes being released on top in about a month or so.

Thank you again for listening.

1. Why you need to plan media spend

2. Common mistakes and red flags

3. How to define which channels to use

4. How to work out spend for each channel

5. how to measure spend performance

If you have any questions for Samuel, check him out on LinkedIn or add a comment below.

In this discussion, he detailed the steps of creating video campaigns to improve this and the exact measurable impact this can have on your short and long-term marketing efforts.

You can learn more about Ian on LinkedIn, or check out some of the resources from his team below:

• How To Grow A Big Brand On A Small Budget

• How Challengers Can Position For Growth

• Ian's website

You can probably tell I was completely out of my depth on the creative aspects, but we managed to cover some important ground including:

• The two phases of the brand creation process

• The key elements to have in place brand creation

• The difference between positioning, repositioning and brand refreshes

• how to choose a strategic brand creation partner

To learn more or contact his team, you can visit the Studio Phoenix website here.

1. How to evaluate the positioning of brands and products?

2. What are the signs that positioning has been done incorrectly?

3. What are the steps to positioning a brand or product?

4. How does positioning change for early-stage versus late-stage brands?

5. How do you measure brand performance?

If you'd like to learn more about positioning or connect with Faisal, you can visit his website or connect with him on LinkedIn.

In this episode, Sara explains why segmentation is essential in marketing strategy, and why it has been missed by many practitioners.

She also discusses the techniques of creating segmentation via data analysis, while comparing the process to those used within the practical constraints of many smaller businesses.

This episode includes a case study walkthrough where segmentation is applied to a hypothetical software application.

If you want to learn more after listening to this episode be sure to check out these free resources:

• The book, Market Segmentation Analysis: Understanding It, Doing It, and Making It Useful

• The Market Segmentation Analysis course

Matt shared his insights on how market research can help founders solve campaign problems and plan their general marketing strategy.

He explained how to do the 5 steps of the market research process: Starting with problem identification, question development, surveys, and interviews, and how to design effective questionnaires to get the insights you need. He then shared some best practices for analyzing research data and how to draw conclusions and implement the insights.

Subscribe for future episodes, like the next one coming on market segmentation.

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PS. Let me know in the comments if you ended up getting a burger too after listening to the recording.

👉 Oli took the SaaS application from 0 to 50+ users.

👉 We discuss the best practices he's discovered around video messaging to onboard and activate users.

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Who can benefit from video messaging?

• SaaS companies, e-commerce businesses, course creators, and service providers can all leverage video messaging.

• Oli also suggests using video messages for webinar follow-ups, partner programs, reactivating inactive users, and encouraging progress among active users.

Video messaging activation best practices 🎯

• Key practices

  • Keep it personal, not promotional.

  • Personalize subject lines for engagement.

  • Limit videos to 60 seconds.

  • Focus on one or two call-to-actions (CTAs).

  • Say the recipient's name early in the video.

  • For reactivating users, give them one or two tips on using your product effectively.

  • For activating users, outline the next steps and give them simple tasks to begin with.

• Effecitve CTAs

  • Offer value in exchange for a call, e.g., "Hey [viewer's name], let's schedule a call to help you get that job done."

  • Outline the next steps for the viewer and give them specific tasks, e.g., "Hi [viewer's name], these are the two things you should do next to get started with our product."

• How to scale

  • Delegate tasks to marketing or customer success teams.

  • Route leads based on timezone or product expertise.

  • Have an administrator oversee workflow and develop templates for video recorders.

• Measuring Performance:

  • Optimize one part of the purchase funnel at a time.

  • Run A/B tests for key metrics.

  • Analyze cohort data.

❌ Common Mistake: Launching too many campaigns simultaneously. Focus on one campaign at a time and assess its performance before moving on to the next.

Key links

• Connect with Oli on Twitter,

• Read the Video Funnel Playbook.

• Try Bonjoro.

Ben: Don't forget to subscribe to my Substack for more expert interviews and actionable analysis pieces for founders. And, or! Share this post with others who might find it valuable, and comment below.

👉 Paul-Louis Valat is the acquisition marketer at Plezi, a marketing automation solution for marketers.

👉 In this episode, we discuss Paul-Louis experience of spending $8,521 on newsletter placements and securing users for $52 per B2B user.

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Why newsletter ads?

• Reach targeted, engaged communities.

• Particularly effective for products with a clear value proposition conveyable in just a few sentences.

How to run a newsletter ad campaign🎯

1. How to find newsletters

   • Look for newsletters on platforms like Substack (😁) and reach out to creators via LinkedIn or email.

   • Include a brief pitch explaining why your product is a good fit and ask for their media kit (if they have one).

   • Agree on price and placement before working on the ad copy.

2. Newsletter selection

   • Subscribe and read the newsletters + check their social media to gauge the level of engagement and professionalism.

3. Understand ad costs

   • Paul-Louis spent around $250 per ad for newsletters with less than 10,000 subscribers.

   • Approx. $800 per placement in newsletters with 10,000+ subscribers, with the cost per ad coming in at around $1,000 to $2,000.

   • The type of placement affects costs. See details below.

4. Types of newsletter ad placements

   • Main sponsor placements in the intro can be more expensive but may stand out more to readers,

   • Basic sponsor placements in the body of the newsletter can also be effective.

   • Sponsored-only placements, which are generally cheaper, can be less engaging but can still be useful for sharing links.

5. Placement frequency

   • Plezi runs ads quarterly, targeting 2 newsletters per month.

   • Test different newsletters to find the right creators and targeting.

6. How to write newsletter ads

   • Include a headline, 300-character text, call-to-action, and optional image.

   • Seek feedback from the newsletter creator or ask them to write the ad.

Tips for better ad performance

• Make sure the value proposition is clear.

• Aim for a conversion rate baseline of around 10%.

• Ask feedback from other marketers to test.

• Ensure audience-offer alignment of your value proposition and newsletter.

Key lessons learned

• The sweet spot for newsletter ad campaigns was between 5k and 10k subscribers.

• Be careful assuming that bigger newsletters are always more effective.

• Don’t reuse the same ad copy if you repeat the placement on the same newsletter.

How to start

1. Test with 4 different newsletters to start.

2. Find creator/audience fit. Fine tune your campaigns.

3. Scale up from there.

Ben: Don't forget to subscribe to my Substack for more expert interviews and actionable analysis pieces for founders. And, or! Share this post with others who might find it valuable, and comment below.

Subscribe now