Wait, isn\u2019t it that you first send a cold email to set up an interview on the phone..? Well, most probably yes, especially when you have a complete service or product that you want to sell. We didn\u2019t have that then.<\/p>\n
What we had was an idea and some research based on articles, comments, questions and answers \u2013\u00a0written, given, asked and offered, respectively, by fitness pros (and probably a whole bunch of alleged fitness pros) from various places on the web.<\/p>\n
That was a good way to start: the\u00a0research. I took\u00a0Amy Hoy<\/strong>\u2019s word for that at first (see the video<\/a> at unicornfree.com<\/a> to get the idea and purpose of ‘customer safari’), but then I checked for myself and proved to myself that it really works.<\/p>\n But that wasn’t enough. What we needed was the voice of our prospects \u2013 first-hand information about how they really work, what they struggle with on a daily basis, what problems they have and how we could actually solve them. We wanted to create a genuinely useful online tool for PTs.<\/p>\n If you\u2019re looking for a way to build your SaaS business faster, hop on board! I\u2019ll take you through how email interviews helped us develop our SaaS company and, who knows, maybe you\u2019ll find that this method is useful for you, too.<\/span><\/p>\n Let’s start.<\/p>\n When carrying out customer interviews, you may either do it on a call or via email. While hoping on a phone and actually chatting to your customers undoubtedly has many benefits, we decided to collect their opinions via email.<\/span><\/p>\n Yes, we could try to arrange phone interviews. Nonetheless, we decided that email will be a more efficient channel in this particular case. Why?<\/p>\n Well firstly, we wanted to interview a specific group of people who usually are in the field with their clients all morning, then have a break in the middle of the day (when the clients are at work), and then go back to training sessions for the whole afternoon and evening.<\/p>\n Moreover, they do not sit at their desks, so they cannot talk on the phone while at work, even if this is a work-related matter. Secondly, we are in Europe, and they are in the US, so their midday is at the best possible scenario, our late evening. That\u2019s why setting up a time suitable for both of us to talk on the phone is usually problematic.<\/p>\n So we decided that email will be a more comfortable option for both sides.<\/p>\n If that\u2019s the case with your SaaS as well, see how to conduct interviews through emails.<\/span>Why choose emails over a phone call? (aka, why we didn\u2019t call)<\/h2>\n
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