how to do industry research

Industry Research: The Data-Backed Approach

For centuries, sea-farers have analyzed the night sky to navigate through the dark, stormy seas and determine the fastest and safest route to land.

In today’s economic landscape, professionals in industrial research play a role akin to strategic astronomers. They facilitate businesses in surveying the expansive realm of industry trends , interconnecting the relevant points amid the various patterns in consumer behavior, and uncovering the hidden treasures within consumer demand.

This article will explore the digital signals available to industry researchers for constructing a comprehensive understanding of their competitive landscape, anticipating the potential storms heading their way, and identifying the bounteous opportunities within their respective industries.

What is industry research?

Industry research is a crucial process businesses employ to understand and navigate the complex landscape of products and services within a specific sector. It allows decision-makers to delve into the intricacies of their particular market and its competitive landscape.

These insights provide a comprehensive view of a company’s environment and consumer demand, guiding its strategic decisions and helping it identify emerging trends that fuel market expansion and business growth.

How does industry research differ from market research?

Both market research and industry research analyze the landscape of selling goods and services. However, market research focuses on the customer’s perspective, while industry research is producer- or vendor-centric.

Market research is a vital companion to industry research, analyzing the dynamics of target markets and consumer behavior to understand how customers respond to any product or service.

These market insights not only shape the marketing strategies of any business but also guide it in anticipating and meeting its consumers’ evolving needs and priorities.

Your industry differs from your market. Think of an industry as a collective of businesses that produce or sell similar products and services. Sally, aged 47, from Iowa, might be interested in vintage vinyl records as well as organic, sustainable food sources. Therefore, she would fall into the target markets of both product lines, but these sectors are in different industries.

Industry research pertains to the specific collective of businesses that provide similar offerings – and so, researching the competitive landscape of your industry can uncover insights that can optimize your business strategies and enable you to spot untapped opportunities.

The importance of industry research

Industry research is an invaluable tool for businesses, helping them understand their position relative to other industry participants.

This knowledge empowers organizations to discern opportunities and threats on the horizon, offering a holistic view of the current and future industry landscape. It also enables them to learn from and emulate the success of new disruptors and industry leaders . Armed with this insight, decision-makers can develop well-informed strategies for their business.

While industry research reports may quickly become outdated, their summaries continue to provide significant benefits to companies. However, in today’s fast-evolving business environment, relying solely on first-party data and panel-based research is no longer sufficient for research professionals.

In a digital age with on-demand consumer trends, companies are increasingly turning to digital intelligence to gather deep and timely insights into their industries and consumers to boost the market share and growth of their enterprises.

To dive deeper into your industry research and discover the consumer trends driving conversions today, download our exclusive State of Ecommerce flagship reports.

Download our flagship market research report

A comprehensive report on consumer market research trends in 2023

What is the first step to doing industry research?

Before diving headfirst into your industry research, it is crucial to establish the overarching goals of this research: what are you trying to do or solve?

You must examine your business’s overarching objectives, growth plan, and hurdles to be clear on your specific research goals. Precise industry research can answer questions like:

• Which new territories should we expand into?
• How can we optimize our product lines to meet consumer demand?
• How can we improve our marketing strategy to entice new consumers?
• What are the emerging trends we can monetize?

Solving some of these objectives may require extensive research that results in an intricate product or business strategy that can take months or years to implement. You’ll have to stay on top of changing trends throughout that time and adjust your strategies accordingly.

Other actions may be easier and faster to implement, resulting in increased conversions with only little tweaks in your packaging or messaging.

Whether you’re making monumental changes to your business strategy or minor modifications to your messaging and packaging, a well-defined problem or objective serves as the cornerstone for effective industry research, enabling a more targeted and purposeful exploration of the cosmos of data and insights available to you.

How to do industry research with Similarweb

Instead of exclusively depending on first-party data or relying on panel-based research, integrating Similarweb’s real-user digital data into your research strategy allows you to stay attuned to what’s changing in your industry right now.

By leveraging market and audience intelligence that analyzes and tracks the competitive landscape, you’ll have a deeper understanding of what consumers are actively searching for, allowing you to pinpoint previously overlooked opportunities in the market.

Similarweb’s Market Research Add-On offers a suite of industry research tools that can help companies easily unearth timely insights they can immediately put into action.

Here’s what we will cover in our step-by-step guide to industry research:

• Market overview: Is your industry experiencing growth or decline, and are there opportunities for market expansion?
• Market segmentation : Can you monetize untapped opportunities within sub-categories in your industry?
• Competitive benchmarking : Who are the key players in your industry, and what can you learn from their business, product, and marketing strategies?
• Audience demographics : Who are your consumers, and how can you connect with them?
• Consumer demand: What trends are converting, and how can you adjust your product lines or messaging to boost conversions?

To learn more about utilizing Similarweb Digital Data for industry research, click below.

Fuel Digital Growth with Market & Audience Intelligence

Go beyond your own first-party data: Track your digital market share, benchmark your business performance, and monitor consumer trends.

How to research an industry: Step-by-step

When researching your industry, it’s essential to be specific about which category your industry falls under so that the insights you discover are distinct to your competitive landscape. You want to compare apples to apples, not oranges.

For example, the Finance industry has many sectors, including Investing, Accounting and Auditing, Banking Credit and Lending, and more. The market dynamics, seasonal trends, and consumer demands vary in each sector and require different management methods.

In this guide, we’ll examine the Banking Credit and Lending sector within the Finance industry, but this method can be adapted for any sector across all industries.

For now, let’s imagine that you own a business within the Banking Credit and Lending sector in the US , and let’s dig into the digital intelligence available to you.

1) Analyze your marketplace

You’ll first want to get a market overview to understand how the Banking Credit and Lending industry is doing in your country. You can get insights into the last 28 days – or up to 37 months to spot seasonal trends.

The total website visits in the industry went up by +2.9% YoY to 19.6B visits in 2023, and in December, Unique Visitors experienced a year-over-year (YoY) growth of 1.8%.

On average, each visitor looked at 7 Pages Per Visit and stayed on the websites for 5:16 minutes, returning to each site 8 times per month. These metrics suggest the industry has a relatively loyal and engaged audience ready to invest time in its goals. Quick insights like these can inform your teams’ marketing and content strategies.

By looking at the market share breakdown, you can discover opportunities for expansion into new territories. For example, Canada also saw an uptick in traffic share in 2023.

By clicking the “see more countries” button, you can get more granular insights into the top countries for the industry. You can also set the period to the last two months to obtain more timely data for immediate industry trends.

Between November and December of 2023, Brazil, India, and Canada experienced an increase in market share YoY.

If you wanted to expand into a new territory , your business would have to invest time and resources to adjust its offering and learn the market. So, before making that kind of decision, it’s crucial to understand the market difficulty for that specific territory.

You can use Similarweb’s Market Research tool to understand the market difficulty and answer questions like:

• What is the size of this market , and is the competition from its top brands too fierce for us to enter?
• How loyal is this target market to its current brands and retailers, and is it open to trying out quality newcomers?
• Will we see good ROI for our PPC spend , or should we focus on other ways of capturing audience interest?

Let’s look at the market difficulty you’d face in the three potential new territories and compare it to your home base, the US.

You can filter the market difficulty tool by country of interest and gain fast insights. The US market data reveals that:

• Audience loyalty is low, with only 5.1% exclusive visitors per website, meaning consumers investigate other sites.
• The consolidation metrics are medium; the top 1% of players hold 63.1% of visits.
• There is, however, very high consolidation at 83.3%, with market dynamics influenced mainly by key players.
• Moreover, the industry’s substantial investment in paid advertising ($2.7M average) escalates the market challenges.

The US has a medium difficulty score, while Brazil and Canada have a high score, making them less appealing as first territories for expansion. India, however, achieved a medium difficulty score, so let’s take a closer look at the data for the Indian market and compare it to the US.

While the market difficulty in India is also medium , the individual factors differ slightly:

• Audience Loyalty is low at 12.2%, meaning consumers are open to discovering new opportunities.
• The consolidation percentage is slightly lower in India than in the US at 60.4% vs. 63.1%.
• The percentage of direct and branded traffic is also much lower in India, affording opportunities to newcomers.
• The average spend on paid advertising in India is considered high for the country, but it’s only 2.3% of the average spend in the US market.

This data suggests that expanding into India could be a successful venture, with an audience that is open to checking out newcomers and a low average PPC investment, which would help you build up brand awareness . This is especially encouraging when considering that India is the third-largest market in the industry.

2) Segment your industry into sectors

Within each industry, several (sometimes many) sub-categories have a smaller competitive set. By segmenting the data into these sectors, you can gain more granular insights to inform your business plan and help optimize your product and marketing strategies.

For example, the Banking Credit and Lending industry saw +5.61% YoY growth in 2023. This could be an opportunity for you to bolster your offering in a particular segment and expand its market share.

By using Similarweb’s Segmentation Tool, it’s easy to spot that the Insurance (+12.1%) and Financial Planning and Management (+8.4%) segments experienced the most YoY growth in the industry.

These insights might motivate you to optimize your insurance-related products or, at the very least, adjust their marketing strategy to drive traffic to the products that are currently in demand.

By looking at the size and growth of these segments over 37 months, you can spot seasonal changes and trends that would inform your launch plan and marketing strategy .

For example, while the Insurance segment experienced the most YoY growth in 2023, February has consistently seen a lull in audience traffic over the last three years. Therefore, when launching a new Insurance product or a marketing campaign around it, you should consider holding off until March, when traffic to the segment peaks.

3) Benchmark against the competitive landscape

Now that you’ve got an overall understanding of your industry, examined different territories, and dug into granular insights in your various segments, it’s time to examine and understand your competitive landscape .

Firstly, let’s look at market share.

Select the top ten players in the industry or your top ten competitors, and uncover their market share.

Let’s benchmark your business performance using Similarweb’s Market Quadrant Analysis Tool. Choose from pre-defined industries and benchmark against the leading players in the market, or create your own competitive set.

The Audience Growth Tool measures your Unique Visitors metrics and allows you to spot emerging players, such as Synchrony , so that you can analyze their growth strategy. You can also see the developing, leading, and stagnating players like PayPal .

Delving deeper using the Brand Strength Tool, you can quickly spot that while PayPal’s audience is not growing, it is still one of the leading brands with relatively high direct traffic and brand search volume, bested only by Chase . 

Toggle over to the Cost Efficiency Tool , and it’s clear that Synchrony’s paid ad strategy is paying off with a high period-over-period (PoP) visit change, while PayPal is more economical with its PPC investment.

Using the Loyalty and Retention Tool, you’ll spot that while Synchrony has been successfully investing in its paid ads strategy and seeing audience growth, the company’s loyalty and retention metrics are low – perhaps indicating a need for loyalty programs and a better customer journey. At the same time, PayPal, which is relatively low in the audience growth and paid strategy quadrants, has achieved high stickiness.

By seeing what works and what doesn’t within your competitive set, you can optimize your strategies to attain data-backed success.

4) Analyze your audience demographics

Understanding your audience is a critical part of your industry research and can inform your product, distribution, and marketing strategies, helping you spot untapped opportunities – as seen in the Danone example above.

In the Banking Credit and Lending industry, knowing that your biggest age demographic is 25-34 (23%) might entice you to develop an initiative for first-time home buyers or small business loans.

Discovering whether your audience is primarily male or female per age group could inform your marketing and content strategies, answering questions such as:

• Which marketing channels will appeal to my audience?
• What should the visual language be?
• What should be the ads’ style, content, and voice?

You can also examine your competitors to discern their main age demographic and research the products and marketing strategies of those with an audience cross-over.

5) Spot and monetize consumer demand

Analyzing search trends gives your business a more granular understanding of consumer demand and can even unearth emerging trends you can monetize before your competitors.

Consumer preferences are changing constantly, but with the right intelligence, you don’t have to guess which coming trends are likely to sweep your industry.

Rather than relying solely on first-party data or panel-based research, which is often time-consuming, real-user digital data can enrich your current research strategies. With timely insights into keyword trends , you can uncover what your consumers are searching for right now and spot untapped opportunities before they pass.

Let’s look at the car insurance segment and see which micro-consumer trends we can identify in today’s market.

Leveraging Similarweb’s Demand Analysis tool , you can analyze what customers in your industry searched — in the last month or up to 12 months — by creating a keyword list or using the automated list function.

In 2023, the demand for car insurance increased, with a +14.1% growth year-over-year, peaking in July 2023 with 404K searches in the US.

Utilizing the demand over time tool, you can select up to 10 keywords to benchmark. In July 2023, there was a +31.5% spike in “car insurance” searches, but drivers were not necessarily concerned with pricing because searches for “cheap car insurance” dipped by -9.6%.

By changing your selection and removing the top keywords, you can analyze less common keyword phrases and find emerging trends. For example, In November 2023, “pay as you go car insurance” saw a +16.7% increase in traffic, and “young driver car insurance” started gaining traffic.

By spotting and tracking these emerging trends, you can launch new offerings or optimize your current product and marketing strategies.

Analyzing the keywords separately lets you discover which keywords are on the rise and find the websites that are gaining the most traffic for them. You can then examine and learn from your competitors’ content and marketing strategies.

We live in a fast-changing economy, and consumer needs are evolving just as quickly. With timely real-user insights into what’s trending in the last two months or even the last 28 days, you can be first to market with new offerings that capture consumer demand.

How Danone Leveraged Similarweb Digital Data

Danone, the French multinational food-products corporation, was looking for a way to stand out from the crowd with its yogurt products. The company had a clear goal for its industry research and wanted to leverage digital intelligence to increase sales.

Using Similarweb Digital Data, the company discovered that 90% of the traffic for the yogurt category originated from searches. People were not browsing for yogurt; they searched explicitly for it. Danone needed to focus its investment on on-site search to maximize its findability.

By digging into search behavior, the company also learned that consumers were searching the term ‘greek’ for Greek Yogurt and that there was no need to pay for expensive keywords like ‘greek yogurt’ when the company could bid on ‘greek’ and enjoy a much higher ROI.

By exploring complementary keywords, Danone found that ‘no sugar’ was the best keyword to bid on, with a much higher volume and conversion rate than ‘protein,’ which was the brand team’s original strategy.

Danone also wanted to expand its market share in Mexico. Global consumers are driven by local trends depending on their country, so examining the different consumer interests for each geography is critical.

Using Similarweb Digital Data, Danone’s branding team validated that over the last few years, awareness around sugar consumption in Mexico has been on the rise. This informed the Greek Yogurt products’ packaging strategy, which now clearly states that the yogurt is sugar-free.

By leveraging timely digital intelligence, Danone optimized its marketing strategy and product packaging to capture consumer demand and increase sales.

The future of industry research

Navigating your industry landscape and pinpointing how to capture consumer demand may seem daunting and time-consuming, but it doesn’t have to be. Whether launching a new product or expanding into new territories, leveraging digital intelligence enables your business to comprehend current consumer interests and take action swiftly.

With real-user data on what consumers are doing online, you can enhance your first-party and survey data to adapt strategies and capture evolving consumer demand, especially in the fast-paced dynamics of an on-demand economy.

For industry researchers and data analysts, Similarweb’s Market Intelligence Add-On serves as a critical tool, providing access to exclusive digital signals for any industry. Armed with timely insights, you can make informed, data-driven decisions , uncovering efficient growth opportunities to effectively navigate through and win in your industry.

What is industry segmentation?

Within each industry, many sub-categories have a smaller competitive set. By segmenting research data into these sub-categories, you can gain more granular insights and spot micro-trends that inform your business plan and help optimize your product and marketing strategies.

How does digital intelligence enhance your industry research?

Integrating timely digital intelligence that analyzes and tracks the competitive landscape gives businesses a deeper understanding of what consumers are actively searching for now, allowing you to spot emerging trends and pinpoint overlooked opportunities in the market.

How does Similarweb optimize your industry research?

Similarweb streamlines industry research by providing a wealth of data and analytics to empower your competitive analysis of the global and local markets, delving into industry trends and opportunities, audience demographics, keyword analysis , mobile app analytics , traffic sources and channels, and more.

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How to Conduct an Industry Analysis? Steps, Template, Examples

Appinio Research · 16.11.2023 · 39min read

Are you ready to unlock the secrets of Industry Analysis, equipping yourself with the knowledge to navigate markets and make informed strategic decisions? Dive into this guide, where we unravel the significance, objectives, and methods of Industry Analysis.

Whether you're an entrepreneur seeking growth opportunities or a seasoned executive navigating industry shifts, this guide will be your compass in understanding the ever-evolving business terrain.

What is Industry Analysis?

Industry analysis is the process of examining and evaluating the dynamics, trends, and competitive forces within a specific industry or market sector. It involves a comprehensive assessment of the factors that impact the performance and prospects of businesses operating within that industry. Industry analysis serves as a vital tool for businesses and decision-makers to gain a deep understanding of the environment in which they operate.

Key components of industry analysis include:

• Market Size and Growth: Determining the overall size of the market, including factors such as revenue, sales volume, and customer base. Analyzing historical and projected growth rates provides insights into market trends and opportunities.
• Competitive Landscape: Identifying and analyzing competitors within the industry. This includes assessing their market share, strengths, weaknesses, and strategies. Understanding the competitive landscape helps businesses position themselves effectively.
• Customer Behavior and Preferences: Examining consumer behavior , preferences, and purchasing patterns within the industry. This information aids in tailoring products or services to meet customer needs.
• Regulatory and Legal Environment: Assessing the impact of government regulations, policies, and legal requirements on industry operations. Compliance and adaptation to these factors are crucial for business success.
• Technological Trends: Exploring technological advancements and innovations that affect the industry. Staying up-to-date with technology trends can be essential for competitiveness and growth.
• Economic Factors: Considering economic conditions, such as inflation rates, interest rates, and economic cycles, that influence the industry's performance.
• Social and Cultural Trends: Examining societal and cultural shifts, including changing consumer values and lifestyle trends that can impact demand and preferences.
• Environmental and Sustainability Factors: Evaluating environmental concerns and sustainability issues that affect the industry. Industries are increasingly required to address environmental responsibility.
• Supplier and Distribution Networks: Analyzing the availability of suppliers, distribution channels, and supply chain complexities within the industry.
• Risk Factors: Identifying potential risks and uncertainties that could affect industry stability and profitability.

Objectives of Industry Analysis

Industry analysis serves several critical objectives for businesses and decision-makers:

• Understanding Market Dynamics: The primary objective is to gain a comprehensive understanding of the industry's dynamics, including its size, growth prospects, and competitive landscape. This knowledge forms the basis for strategic planning.
• Identifying Growth Opportunities: Industry analysis helps identify growth opportunities within the market. This includes recognizing emerging trends, niche markets, and underserved customer segments.
• Assessing Competitor Strategies: By examining competitors' strengths, weaknesses, and strategies, businesses can formulate effective competitive strategies. This involves positioning the company to capitalize on its strengths and exploit competitors' weaknesses.
• Risk Assessment and Mitigation: Identifying potential risks and vulnerabilities specific to the industry allows businesses to develop risk mitigation strategies and contingency plans. This proactive approach minimizes the impact of adverse events.
• Strategic Decision-Making: Industry analysis provides the data and insights necessary for informed strategic decision-making. It guides decisions related to market entry, product development, pricing strategies, and resource allocation.
• Resource Allocation: By understanding industry dynamics, businesses can allocate resources efficiently. This includes optimizing marketing budgets, supply chain investments, and talent recruitment efforts.
• Innovation and Adaptation: Staying updated on technological trends and shifts in customer preferences enables businesses to innovate and adapt their offerings effectively.

Importance of Industry Analysis in Business

Industry analysis holds immense importance in the business world for several reasons:

• Strategic Planning: It forms the foundation for strategic planning by providing a comprehensive view of the industry's landscape. Businesses can align their goals, objectives, and strategies with industry trends and opportunities.
• Risk Management: Identifying and assessing industry-specific risks allows businesses to manage and mitigate potential threats proactively. This reduces the likelihood of unexpected disruptions.
• Competitive Advantage: In-depth industry analysis helps businesses identify opportunities for gaining a competitive advantage. This could involve product differentiation, cost leadership, or niche market targeting .
• Resource Optimization: Efficient allocation of resources, both financial and human, is possible when businesses have a clear understanding of industry dynamics. It prevents wastage and enhances resource utilization.
• Informed Investment: Industry analysis assists investors in making informed decisions about allocating capital. It provides insights into the growth potential and risk profiles of specific industry sectors.
• Adaptation to Change: As industries evolve, businesses must adapt to changing market conditions. Industry analysis facilitates timely adaptation to new technologies, market shifts, and consumer preferences .
• Market Entry and Expansion: For businesses looking to enter new markets or expand existing operations, industry analysis guides decision-making by evaluating the feasibility and opportunities in target markets.
• Regulatory Compliance: Understanding the regulatory environment is critical for compliance and risk avoidance. Industry analysis helps businesses stay compliant with relevant laws and regulations.

In summary, industry analysis is a fundamental process that empowers businesses to make informed decisions, stay competitive, and navigate the complexities of their respective markets. It is an invaluable tool for strategic planning and long-term success.

How to Prepare for Industry Analysis?

Let's start by going through the crucial preparatory steps for conducting a comprehensive industry analysis.

1. Data Collection and Research

• Primary Research: When embarking on an industry analysis, consider conducting primary research . This involves gathering data directly from industry sources, stakeholders, and potential customers. Methods may include surveys, interviews, focus groups, and observations. Primary research provides firsthand insights and can help validate secondary research findings.
• Secondary Research: Secondary research involves analyzing existing literature, reports, and publications related to your industry. Sources may include academic journals, industry-specific magazines, government publications, and market research reports. Secondary research provides a foundation of knowledge and can help identify gaps in information that require further investigation.
• Data Sources: Explore various data sources to collect valuable industry information. These sources may include industry-specific associations, government agencies, trade publications, and reputable market research firms. Make sure to cross-reference data from multiple sources to ensure accuracy and reliability.

2. Identifying Relevant Industry Metrics

Understanding and identifying the right industry metrics is essential for meaningful analysis. Here, we'll discuss key metrics that can provide valuable insights:

• Market Size: Determining the market's size, whether in terms of revenue, units sold, or customer base, is a fundamental metric. It offers a snapshot of the industry's scale and potential.
• Market Growth Rate: Assessing historical and projected growth rates is crucial for identifying trends and opportunities. Understanding how the market has evolved over time can guide strategic decisions.
• Market Share Analysis: Analyzing market share among industry players can help you identify dominant competitors and their respective positions. This metric also assists in gauging your own company's market presence.
• Market Segmentation : Segmenting the market based on demographics, geography, behavior, or other criteria can provide deeper insights. Understanding the specific needs and preferences of various market segments can inform targeted strategies.

3. Gathering Competitive Intelligence

Competitive intelligence is the cornerstone of effective industry analysis. To gather and utilize information about your competitors:

• Competitor Identification: Begin by creating a comprehensive list of your primary and potential competitors. Consider businesses that offer similar products or services within your target market. It's essential to cast a wide net to capture all relevant competitors.
• SWOT Analysis : Conduct a thorough SWOT (Strengths, Weaknesses, Opportunities, Threats) analysis for each competitor. This analysis helps you identify their internal strengths and weaknesses, as well as external opportunities and threats they face.
• Market Share Analysis: Determine the market share held by each competitor and how it has evolved over time. Analyzing changes in market share can reveal shifts in competitive dynamics.
• Product and Pricing Analysis: Evaluate your competitors' product offerings and pricing strategies . Identify any unique features or innovations they offer and consider how your own products or services compare.
• Marketing and Branding Strategies: Examine the marketing and branding strategies employed by competitors. This includes their messaging, advertising channels, and customer engagement tactics. Assess how your marketing efforts stack up.

Industry Analysis Frameworks and Models

Now, let's explore essential frameworks and models commonly used in industry analysis, providing you with practical insights and examples to help you effectively apply these tools.

Porter's Five Forces Model

Porter's Five Forces is a powerful framework developed by Michael Porter to assess the competitive forces within an industry. This model helps you understand the industry's attractiveness and competitive dynamics.

It consists of five key forces:

• Threat of New Entrants: This force evaluates how easy or difficult it is for new companies to enter the industry. Factors that increase barriers to entry include high capital requirements, strong brand loyalty among existing players, and complex regulatory hurdles. For example, the airline industry has significant barriers to entry due to the need for large capital investments in aircraft, airport facilities, and regulatory approvals.
• Bargaining Power of Suppliers: This force examines the influence suppliers have on the industry's profitability. Powerful suppliers can demand higher prices or impose unfavorable terms. For instance, in the automotive industry, suppliers of critical components like microchips can wield significant bargaining power if they are few in number or if their products are highly specialized.
• Bargaining Power of Buyers: The bargaining power of buyers assesses how much influence customers have in negotiating prices and terms. In industries where buyers have many alternatives, such as the smartphone market, they can demand lower prices and better features, putting pressure on manufacturers to innovate and compete.
• Threat of Substitutes: This force considers the availability of substitute products or services that could potentially replace what the industry offers. For example, the rise of electric vehicles represents a significant threat to the traditional gasoline-powered automotive industry as consumers seek eco-friendly alternatives.
• Competitive Rivalry: Competitive rivalry assesses the intensity of competition among existing firms in the industry. A highly competitive industry, such as the smartphone market, often leads to price wars and aggressive marketing strategies as companies vie for market share.

Example: Let's consider the coffee shop industry . New entrants face relatively low barriers, as they can set up a small shop with limited capital. However, the bargaining power of suppliers, such as coffee bean producers, can vary depending on the region and the coffee's rarity. Bargaining power with buyers is moderate, as customers often have several coffee shops to choose from. Threats of substitutes may include energy drinks or homemade coffee, while competitive rivalry is high, with numerous coffee chains and independent cafes competing for customers.

SWOT Analysis

SWOT Analysis is a versatile tool used to assess an organization's internal strengths and weaknesses, as well as external opportunities and threats. By conducting a SWOT analysis, you can gain a comprehensive understanding of your industry and formulate effective strategies.

• Strengths: These are the internal attributes and capabilities that give your business a competitive advantage. For instance, if you're a tech company, having a talented and innovative team can be considered a strength.
• Weaknesses: Weaknesses are internal factors that hinder your business's performance. For example, a lack of financial resources or outdated technology can be weaknesses that need to be addressed.
• Opportunities: Opportunities are external factors that your business can capitalize on. This could be a growing market segment, emerging technologies, or changing consumer trends.
• Threats: Threats are external factors that can potentially harm your business. Examples of threats might include aggressive competition, economic downturns, or regulatory changes.

Example: Let's say you're analyzing the fast-food industry. Strengths could include a well-established brand, a wide menu variety, and efficient supply chain management. Weaknesses may involve a limited focus on healthy options and potential labor issues. Opportunities could include the growing trend toward healthier eating, while threats might encompass health-conscious consumer preferences and increased competition from delivery apps.

PESTEL Analysis

PESTEL Analysis examines the external macro-environmental factors that can impact your industry. The acronym stands for:

• Political: Political factors encompass government policies, stability, and regulations. For example, changes in tax laws or trade agreements can affect industries like international manufacturing.
• Economic: Economic factors include economic growth, inflation rates, and exchange rates. A fluctuating currency exchange rate can influence export-oriented industries like tourism.
• Social: Social factors encompass demographics, cultural trends, and social attitudes. An aging population can lead to increased demand for healthcare services and products.
• Technological: Technological factors involve advancements and innovations. Industries like telecommunications are highly influenced by technological developments, such as the rollout of 5G networks.
• Environmental: Environmental factors cover sustainability, climate change, and ecological concerns. Industries such as renewable energy are directly impacted by environmental regulations and consumer preferences.
• Legal: Legal factors encompass laws, regulations, and compliance requirements. The pharmaceutical industry, for instance, faces stringent regulatory oversight and patent protection laws.

Example: Consider the automobile manufacturing industry. Political factors may include government incentives for electric vehicles. Economic factors can involve fluctuations in fuel prices affecting consumer preferences for fuel-efficient cars. Social factors might encompass the growing interest in eco-friendly transportation options. Technological factors could relate to advancements in autonomous driving technology. Environmental factors may involve emissions regulations, while legal factors could pertain to safety standards and recalls.

Industry Life Cycle Analysis

Industry Life Cycle Analysis categorizes industries into various stages based on their growth and maturity. Understanding where your industry stands in its life cycle can help shape your strategies.

• Introduction: In the introduction stage, the industry is characterized by slow growth, limited competition, and a focus on product development. New players enter the market, and consumers become aware of the product or service. For instance, electric scooters were introduced as a new mode of transportation in recent years.
• Growth: The growth stage is marked by rapid market expansion, increased competition, and rising demand. Companies focus on gaining market share, and innovation is vital. The ride-sharing industry, exemplified by companies like Uber and Lyft, experienced significant growth in this stage.
• Maturity: In the maturity stage, the market stabilizes, and competition intensifies. Companies strive to maintain market share and differentiate themselves through branding and customer loyalty programs. The smartphone industry reached maturity with multiple established players.
• Decline: In the decline stage, the market saturates, and demand decreases. Companies must adapt or diversify to survive. The decline of traditional print media is a well-known example.

Example: Let's analyze the video streaming industry . The introduction stage saw the emergence of streaming services like Netflix. In the growth stage, more players entered the market, and the industry saw rapid expansion. The industry is currently in the maturity stage, with established platforms like Netflix, Amazon Prime, and Disney+ competing for market share. However, with continued innovation and changing consumer preferences, the decline stage may eventually follow.

Value Chain Analysis

Value Chain Analysis dissects a company's activities into primary and support activities to identify areas of competitive advantage. Primary activities directly contribute to creating and delivering a product or service, while support activities facilitate primary activities.

• Primary Activities: These activities include inbound logistics (receiving and storing materials), operations (manufacturing or service delivery), outbound logistics (distribution), marketing and sales, and customer service.
• Support Activities: Support activities include procurement (acquiring materials and resources), technology development (R&D and innovation), human resource management (recruitment and training), and infrastructure (administrative and support functions).

Example: Let's take the example of a smartphone manufacturer. Inbound logistics involve sourcing components, such as processors and displays. Operations include assembly and quality control. Outbound logistics cover shipping and distribution. Marketing and sales involve advertising and retail partnerships. Customer service handles warranty and support.

Procurement ensures a stable supply chain for components. Technology development focuses on research and development of new features. Human resource management includes hiring and training skilled engineers. Infrastructure supports the company's administrative functions.

By applying these frameworks and models effectively, you can better understand your industry, identify strategic opportunities and threats, and develop a solid foundation for informed decision-making.

Data Interpretation and Analysis

Once you have your data, it's time to start interpreting and analyzing the data you've collected during your industry analysis.

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1. Analyze Market Size and Growth

Analyzing the market's size and growth is essential for understanding its dynamics and potential. Here's how to conduct a robust analysis:

• Market Size Calculation: Determine the total market size in terms of revenue, units sold, or the number of customers. This figure serves as a baseline for evaluating the industry's scale.
• Historical Growth Analysis: Examine historical data to identify growth trends. This includes looking at past year-over-year growth rates and understanding the factors that influenced them.
• Projected Growth Assessment: Explore industry forecasts and projections to gain insights into the expected future growth of the market. Consider factors such as emerging technologies, changing consumer preferences, and economic conditions.
• Segmentation Analysis: If applicable, analyze market segmentation data to identify growth opportunities in specific market segments. Understand which segments are experiencing the most significant growth and why.

2. Assess Market Trends

Stay ahead of the curve by closely monitoring and assessing market trends. Here's how to effectively evaluate trends within your industry.

• Consumer Behavior Analysis: Dive into consumer behavior data to uncover shifts in preferences, buying patterns, and shopping habits. Understand how technological advancements and cultural changes influence consumer choices.
• Technological Advancements: Keep a keen eye on technological developments that impact your industry. Assess how innovations such as AI, IoT, blockchain, or automation are changing the competitive landscape.
• Regulatory Changes: Stay informed about regulatory shifts and their potential consequences for your industry. Regulations can significantly affect product development, manufacturing processes, and market entry strategies.
• Sustainability and Environmental Trends: Consider the growing importance of sustainability and environmental concerns. Evaluate how your industry is adapting to eco-friendly practices and how these trends affect consumer choices.

3. Evaluate Competitive Landscape

Understanding the competitive landscape is critical for positioning your business effectively. To perform a comprehensive evaluation:

• Competitive Positioning: Determine where your company stands in comparison to competitors. Identify your unique selling propositions and areas where you excel.
• Market Share Analysis: Continuously monitor market share among industry players. Identify trends in market share shifts and assess the strategies that lead to such changes.
• Competitive Advantages and Weaknesses: Analyze your competitors' strengths and weaknesses. Identify areas where you can capitalize on their weaknesses and where you need to fortify your own strengths.

4. Identify Key Success Factors

Recognizing and prioritizing key success factors is crucial for developing effective strategies. To identify and leverage these factors:

• Customer Satisfaction: Prioritize customer satisfaction as a critical success factor. Satisfied customers are more likely to become loyal advocates and contribute to long-term success.
• Quality and Innovation: Focus on product or service quality and continuous innovation. Meeting and exceeding customer expectations can set your business apart from competitors.
• Cost Efficiency: Strive for cost efficiency in your operations. Identifying cost-saving opportunities can lead to improved profitability.
• Marketing and Branding Excellence: Invest in effective marketing and branding strategies to create a strong market presence. Building a recognizable brand can drive customer loyalty and growth.

5. Analyze Customer Behavior and Preferences

Understanding your target audience is central to success. Here's how to analyze customer behavior and preferences:

• Market Segmentation: Use market segmentation to categorize customers based on demographics, psychographics , and behavior. This allows for more personalized marketing and product/service offerings.
• Customer Surveys and Feedback: Gather customer feedback through surveys and feedback mechanisms. Understand their pain points, preferences, and expectations to tailor your offerings.
• Consumer Journey Mapping: Map the customer journey to identify touchpoints where you can improve engagement and satisfaction. Optimize the customer experience to build brand loyalty.

By delving deep into data interpretation and analysis, you can gain valuable insights into your industry, uncover growth opportunities, and refine your strategic approach.

How to Conduct Competitor Analysis?

Competitor analysis is a critical component of industry analysis as it provides valuable insights into your rivals, helping you identify opportunities, threats, and areas for improvement.

1. Identify Competitors

Identifying your competitors is the first step in conducting a thorough competitor analysis. Competitors can be classified into several categories:

• Direct Competitors: These are companies that offer similar products or services to the same target audience. They are your most immediate competitors and often compete directly with you for market share.
• Indirect Competitors: Indirect competitors offer products or services that are related but not identical to yours. They may target a slightly different customer segment or provide an alternative solution to the same problem.
• Potential Competitors: These companies could enter your market in the future. Identifying potential competitors early allows you to anticipate and prepare for new entrants.
• Substitute Products or Services: While not traditional competitors, substitute products or services can fulfill the same customer needs or desires. Understanding these alternatives is crucial to your competitive strategy.

2. Analyze Competitor Strengths and Weaknesses

Once you've identified your competitors, you need to analyze their strengths and weaknesses. This analysis helps you understand how to position your business effectively and identify areas where you can gain a competitive edge.

• Strengths: Consider what your competitors excel at. This could include factors such as brand recognition, innovative products, a large customer base, efficient operations, or strong financial resources.
• Weaknesses: Identify areas where your competitors may be lacking. Weaknesses could involve limited product offerings, poor customer service, outdated technology, or financial instability.

3. Competitive Positioning

Competitive positioning involves defining how you want your business to be perceived relative to your competitors. It's about finding a unique position in the market that sets you apart. Consider the following strategies:

• Cost Leadership: Strive to be the low-cost provider in your industry. This positioning appeals to price-conscious consumers.
• Differentiation: Focus on offering unique features or attributes that make your products or services stand out. This can justify premium pricing.
• Niche Market: Target a specific niche or segment of the market that may be underserved by larger competitors. Tailor your offerings to meet their unique needs.
• Innovation and Technology: Emphasize innovation and technology to position your business as a leader in product or service quality.
• Customer-Centric: Prioritize exceptional customer service and customer experience to build loyalty and a positive reputation.

4. Benchmarking and Gap Analysis

Benchmarking involves comparing your business's performance and practices with those of your competitors or industry leaders. Gap analysis helps identify areas where your business falls short and where improvements are needed.

• Performance Benchmarking: Compare key performance metrics, such as revenue, profitability, market share, and customer satisfaction, with those of your competitors. Identify areas where your performance lags behind or exceeds industry standards.
• Operational Benchmarking: Analyze your operational processes, supply chain, and cost structures compared to your competitors. Look for opportunities to streamline operations and reduce costs.
• Product or Service Benchmarking: Evaluate the features, quality, and pricing of your products or services relative to competitors. Identify gaps and areas for improvement.
• Marketing and Sales Benchmarking: Assess your marketing strategies, customer acquisition costs, and sales effectiveness compared to competitors. Determine whether your marketing efforts are performing at a competitive level.

Market Entry and Expansion Strategies

Market entry and expansion strategies are crucial for businesses looking to enter new markets or expand their presence within existing ones. These strategies can help you effectively target and penetrate your chosen markets.

Market Segmentation and Targeting

• Market Segmentation: Begin by segmenting your target market into distinct groups based on demographics , psychographics, behavior, or other relevant criteria. This helps you understand the diverse needs and preferences of different customer segments.
• Targeting: Once you've segmented the market, select specific target segments that align with your business goals and capabilities. Tailor your marketing and product/service offerings to appeal to these chosen segments.

Market Entry Modes

Selecting the proper market entry mode is crucial for a successful expansion strategy. Entry modes include:

• Exporting: Sell your products or services in international markets through exporting. This is a low-risk approach, but it may limit your market reach.
• Licensing and Franchising: License your brand, technology, or intellectual property to local partners or franchisees. This allows for rapid expansion while sharing the risk and control.
• Joint Ventures and Alliances: Partner with local companies through joint ventures or strategic alliances. This approach leverages local expertise and resources.
• Direct Investment: Establish a physical presence in the target market through subsidiaries, branches, or wholly-owned operations. This offers full control but comes with higher risk and investment.

Competitive Strategy Formulation

Your competitive strategy defines how you will compete effectively in the target market.

• Cost Leadership: Strive to offer products or services at lower prices than competitors while maintaining quality. This strategy appeals to price-sensitive consumers.
• Product Differentiation: Focus on offering unique and innovative products or services that stand out in the market. This strategy justifies premium pricing.
• Market Niche: Target a specific niche or segment within the market that is underserved or has particular needs. Tailor your offerings to meet the unique demands of this niche.
• Market Expansion : Expand your product or service offerings to capture a broader share of the market. This strategy involves diversifying your offerings to appeal to a broader audience.
• Global Expansion: Consider expanding internationally to tap into new markets and diversify your customer base. This strategy involves thorough market research and adaptation to local cultures and regulations.

International Expansion Considerations

If your expansion strategy involves international markets, there are several additional considerations to keep in mind.

• Market Research: Conduct in-depth market research to understand the target country's cultural, economic, and legal differences.
• Regulatory Compliance: Ensure compliance with international trade regulations, customs, and import/export laws.
• Cultural Sensitivity: Adapt your marketing and business practices to align with the cultural norms and preferences of the target market.
• Localization: Consider adapting your products, services, and marketing materials to cater to local tastes and languages.
• Risk Assessment: Evaluate the political, economic, and legal risks associated with operating in the target country. Develop risk mitigation strategies.

By carefully analyzing your competitors and crafting effective market entry and expansion strategies, you can position your business for success in both domestic and international markets.

Risk Assessment and Mitigation

Risk assessment and mitigation are crucial aspects of industry analysis and strategic planning. Identifying potential risks, assessing vulnerabilities, and implementing effective risk management strategies are essential for business continuity and success.

1. Identify Industry Risks

• Market Risks: These risks pertain to factors such as changes in market demand, economic downturns, shifts in consumer preferences, and fluctuations in market prices. For example, the hospitality industry faced significant market risks during the COVID-19 pandemic, resulting in decreased travel and tourism .
• Regulatory and Compliance Risks: Regulatory changes, compliance requirements, and government policies can pose risks to businesses. Industries like healthcare are particularly susceptible to regulatory changes that impact operations and reimbursement.
• Technological Risks: Rapid technological advancements can disrupt industries and render existing products or services obsolete. Companies that fail to adapt to technological shifts may face obsolescence.
• Operational Risks: These risks encompass internal factors that can disrupt operations, such as supply chain disruptions, equipment failures, or cybersecurity breaches.
• Financial Risks: Financial risks include factors like liquidity issues, credit risk , and market volatility. Industries with high capital requirements, such as real estate development, are particularly vulnerable to financial risks.
• Competitive Risks: Intense competition and market saturation can pose challenges to businesses. Failing to respond to competitive threats can result in loss of market share.
• Global Risks: Industries with a worldwide presence face geopolitical risks, currency fluctuations, and international trade uncertainties. For instance, the automotive industry is susceptible to trade disputes affecting the supply chain.

2. Assess Business Vulnerabilities

• SWOT Analysis: Revisit your SWOT analysis to identify internal weaknesses and threats. Assess how these weaknesses may exacerbate industry risks.
• Financial Health: Evaluate your company's financial stability, debt levels, and cash flow. Identify vulnerabilities related to financial health that could hinder your ability to withstand industry-specific challenges.
• Operational Resilience: Assess the robustness of your operational processes and supply chain. Identify areas where disruptions could occur and develop mitigation strategies.
• Market Positioning: Analyze your competitive positioning and market share. Recognize vulnerabilities in your market position that could be exploited by competitors.
• Compliance and Regulatory Adherence: Ensure that your business complies with relevant regulations and standards. Identify vulnerabilities related to non-compliance or regulatory changes.

3. Risk Management Strategies

• Risk Avoidance: In some cases, the best strategy is to avoid high-risk ventures or markets altogether. This may involve refraining from entering certain markets or discontinuing products or services with excessive risk.
• Risk Reduction: Implement measures to reduce identified risks. For example, diversifying your product offerings or customer base can reduce dependence on a single revenue source.
• Risk Transfer: Transfer some risks through methods such as insurance or outsourcing. For instance, businesses can mitigate cybersecurity risks by purchasing cyber insurance.
• Risk Acceptance: In cases where risks cannot be entirely mitigated, it may be necessary to accept a certain level of risk and have contingency plans in place to address potential issues.
• Continuous Monitoring: Establish a system for continuous risk monitoring. Regularly assess the changing landscape and adjust risk management strategies accordingly.

4. Contingency Planning

Contingency planning involves developing strategies and action plans to respond effectively to unforeseen events or crises. It ensures that your business can maintain operations and minimize disruptions in the face of adverse circumstances. Key elements of contingency planning include:

• Risk Scenarios: Identify potential risk scenarios specific to your industry and business. These scenarios should encompass a range of possibilities, from minor disruptions to major crises.
• Response Teams: Establish response teams with clearly defined roles and responsibilities. Ensure that team members are trained and ready to act in the event of a crisis.
• Communication Plans: Develop communication plans that outline how you will communicate with employees, customers, suppliers, and other stakeholders during a crisis. Transparency and timely communication are critical.
• Resource Allocation: Determine how resources, including personnel, finances, and equipment, will be allocated in response to various scenarios.
• Testing and Simulation: Regularly conduct tests and simulations of your contingency plans to identify weaknesses and areas for improvement. Ensure your response teams are well-practiced and ready to execute the plans effectively.
• Documentation and Record Keeping: Maintain comprehensive documentation of contingency plans, response procedures, and communication protocols. This documentation should be easily accessible to relevant personnel.
• Review and Update: Continuously review and update your contingency plans to reflect changing industry dynamics and evolving risks. Regularly seek feedback from response teams to make improvements.

By identifying industry risks, assessing vulnerabilities, implementing risk management strategies, and developing robust contingency plans, your business can navigate the complexities of the industry landscape with greater resilience and preparedness.

Industry Analysis Template

When embarking on the journey of Industry Analysis, having a well-structured template is akin to having a reliable map for your exploration. It provides a systematic framework to ensure you cover all essential aspects of the analysis. Here's a breakdown of an industry analysis template with insights into each section.

Industry Overview

• Objective: Provide a broad perspective of the industry.
• Market Definition: Define the scope and boundaries of the industry, including its products, services, and target audience.
• Market Size and Growth: Present current market size, historical growth trends, and future projections.
• Key Players: Identify major competitors and their market share.
• Market Trends: Highlight significant trends impacting the industry.

Competitive Analysis

• Objective: Understand the competitive landscape within the industry.
• Competitor Identification: List direct and indirect competitors.
• Competitor Profiles: Provide detailed profiles of major competitors, including their strengths, weaknesses, strategies, and market positioning.
• SWOT Analysis: Conduct a SWOT analysis for each major competitor.
• Market Share Analysis: Analyze market share distribution among competitors.

Market Analysis

• Objective: Explore the characteristics and dynamics of the market.
• Customer Segmentation: Define customer segments and their demographics, behavior, and preferences.
• Demand Analysis: Examine factors driving demand and customer buying behavior.
• Supply Chain Analysis: Map out the supply chain, identifying key suppliers and distribution channels.
• Regulatory Environment: Discuss relevant regulations, policies, and compliance requirements.

Technological Analysis

• Objective: Evaluate the technological landscape impacting the industry.
• Technological Trends: Identify emerging technologies and innovations relevant to the industry.
• Digital Transformation: Assess the level of digitalization within the industry and its impact on operations and customer engagement.
• Innovation Opportunities: Explore opportunities for leveraging technology to gain a competitive edge.

Financial Analysis

• Objective: Analyze the financial health of the industry and key players.
• Revenue and Profitability: Review industry-wide revenue trends and profitability ratios.
• Financial Stability: Assess financial stability by examining debt levels and cash flow.
• Investment Patterns: Analyze capital expenditure and investment trends within the industry.

Consumer Insights

• Objective: Understand consumer behavior and preferences.
• Consumer Surveys: Conduct surveys or gather data on consumer preferences, buying habits , and satisfaction levels.
• Market Perception: Gauge consumer perception of brands and products in the industry.
• Consumer Feedback: Collect and analyze customer feedback and reviews.

SWOT Analysis for Your Business

• Objective: Assess your own business within the industry context.
• Strengths: Identify internal strengths that give your business a competitive advantage.
• Weaknesses: Recognize internal weaknesses that may hinder your performance.
• Opportunities: Explore external opportunities that your business can capitalize on.
• Threats: Recognize external threats that may impact your business.

Conclusion and Recommendations

• Objective: Summarize key findings and provide actionable recommendations.
• Summary: Recap the most critical insights from the analysis.
• Recommendations: Offer strategic recommendations for your business based on the analysis.
• Future Outlook: Discuss potential future developments in the industry.

While this template provides a structured approach, adapt it to the specific needs and objectives of your Industry Analysis. It serves as your guide, helping you navigate through the complex landscape of your chosen industry, uncovering opportunities, and mitigating risks along the way.

Remember that the depth and complexity of your industry analysis may vary depending on your specific goals and the industry you are assessing. You can adapt this template to focus on the most relevant aspects and conduct thorough research to gather accurate data and insights. Additionally, consider using industry-specific data sources, reports, and expert opinions to enhance the quality of your analysis.

Industry Analysis Examples

To grasp the practical application of industry analysis, let's delve into a few diverse examples across different sectors. These real-world scenarios demonstrate how industry analysis can guide strategic decision-making.

Tech Industry - Smartphone Segment

Scenario: Imagine you are a product manager at a tech company planning to enter the smartphone market. Industry analysis reveals that the market is highly competitive, dominated by established players like Apple and Samsung.

Use of Industry Analysis:

• Competitive Landscape: Analyze the strengths and weaknesses of competitors, identifying areas where they excel (e.g., Apple's brand loyalty ) and where they might have vulnerabilities (e.g., consumer demand for more affordable options).
• Market Trends: Identify trends like the growing demand for sustainable technology and 5G connectivity, guiding product development and marketing strategies.
• Regulatory Factors: Consider regulatory factors related to intellectual property rights, patents, and international trade agreements that can impact market entry and operations.
• Outcome: Armed with insights from industry analysis, you decide to focus on innovation, emphasizing features like eco-friendliness and affordability. This niche approach helps your company gain a foothold in the competitive market.

Healthcare Industry - Telehealth Services

Scenario: You are a healthcare entrepreneur exploring opportunities in the telehealth sector, especially in the wake of the COVID-19 pandemic. Industry analysis is critical due to rapid market changes.

• Market Size and Growth: Evaluate the growing demand for telehealth services, driven by the need for remote healthcare during the pandemic and convenience factors.
• Regulatory Environment: Understand the evolving regulatory landscape, including changes in telemedicine reimbursement policies and licensing requirements.
• Technological Trends: Explore emerging technologies such as AI-powered diagnosis and remote monitoring that can enhance service offerings.
• Outcome: Industry analysis underscores the potential for telehealth growth. You adapt your business model to align with regulatory changes, invest in cutting-edge technology, and focus on patient-centric care, positioning your telehealth service for success.

Food Industry - Plant-Based Foods

Scenario: As a food industry entrepreneur , you are considering entering the plant-based foods market, driven by increasing consumer interest in health and sustainability.

• Market Trends: Analyze the trend toward plant-based diets and sustainability, reflecting changing consumer preferences.
• Competitive Landscape: Assess the competitive landscape, understanding that established companies and startups are vying for market share.
• Consumer Behavior: Study consumer behavior, recognizing that health-conscious consumers seek plant-based alternatives.
• Outcome: Informed by industry analysis, you launch a line of plant-based products emphasizing both health benefits and sustainability. Effective marketing and product quality gain traction among health-conscious consumers, making your brand a success in the plant-based food industry.

These examples illustrate how industry analysis can guide strategic decisions, whether entering competitive tech markets, navigating dynamic healthcare regulations, or capitalizing on shifting consumer preferences in the food industry. By applying industry analysis effectively, businesses can adapt, innovate, and thrive in their respective sectors.

Industry Analysis is the compass that helps businesses chart their course in the vast sea of markets. By understanding the industry's dynamics, risks, and opportunities, you gain a strategic advantage that can steer your business towards success. From identifying competitors to mitigating risks and formulating competitive strategies, this guide has equipped you with the tools and knowledge needed to navigate the complexities of the business world.

Remember, Industry Analysis is not a one-time task; it's an ongoing journey. Keep monitoring market trends, adapting to changes, and staying ahead of the curve. With a solid foundation in industry analysis, you're well-prepared to tackle challenges, seize opportunities, and make well-informed decisions that drive your business toward prosperity. So, set sail with confidence and let industry analysis be your guiding star on the path to success.

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How to Do Market Research: The Complete Guide

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What are your customers’ needs? How does your product compare to the competition? What are the emerging trends and opportunities in your industry? If these questions keep you up at night, it’s time to conduct market research.

Market research plays a pivotal role in your ability to stay competitive and relevant, helping you anticipate shifts in consumer behavior and industry dynamics. It involves gathering these insights using a wide range of techniques, from surveys and interviews to data analysis and observational studies.

In this guide, we’ll explore why market research is crucial, the various types of market research, the methods used in data collection, and how to effectively conduct market research to drive informed decision-making and success.

What is market research?

Market research is the systematic process of gathering, analyzing and interpreting information about a specific market or industry. The purpose of market research is to offer valuable insight into the preferences and behaviors of your target audience, and anticipate shifts in market trends and the competitive landscape. This information helps you make data-driven decisions, develop effective strategies for your business, and maximize your chances of long-term growth.

Why is market research important? 

By understanding the significance of market research, you can make sure you’re asking the right questions and using the process to your advantage. Some of the benefits of market research include:

• Informed decision-making: Market research provides you with the data and insights you need to make smart decisions for your business. It helps you identify opportunities, assess risks and tailor your strategies to meet the demands of the market. Without market research, decisions are often based on assumptions or guesswork, leading to costly mistakes.
• Customer-centric approach: A cornerstone of market research involves developing a deep understanding of customer needs and preferences. This gives you valuable insights into your target audience, helping you develop products, services and marketing campaigns that resonate with your customers.
• Competitive advantage: By conducting market research, you’ll gain a competitive edge. You’ll be able to identify gaps in the market, analyze competitor strengths and weaknesses, and position your business strategically. This enables you to create unique value propositions, differentiate yourself from competitors, and seize opportunities that others may overlook.
• Risk mitigation: Market research helps you anticipate market shifts and potential challenges. By identifying threats early, you can proactively adjust their strategies to mitigate risks and respond effectively to changing circumstances. This proactive approach is particularly valuable in volatile industries.
• Resource optimization: Conducting market research allows organizations to allocate their time, money and resources more efficiently. It ensures that investments are made in areas with the highest potential return on investment, reducing wasted resources and improving overall business performance.
• Adaptation to market trends: Markets evolve rapidly, driven by technological advancements, cultural shifts and changing consumer attitudes. Market research ensures that you stay ahead of these trends and adapt your offerings accordingly so you can avoid becoming obsolete. 

As you can see, market research empowers businesses to make data-driven decisions, cater to customer needs, outperform competitors, mitigate risks, optimize resources and stay agile in a dynamic marketplace. These benefits make it a huge industry; the global market research services market is expected to grow from $76.37 billion in 2021 to $108.57 billion in 2026 . Now, let’s dig into the different types of market research that can help you achieve these benefits.

Types of market research 

• Qualitative research
• Quantitative research
• Exploratory research
• Descriptive research
• Causal research
• Cross-sectional research
• Longitudinal research

Despite its advantages, 23% of organizations don’t have a clear market research strategy. Part of developing a strategy involves choosing the right type of market research for your business goals. The most commonly used approaches include:

1. Qualitative research

Qualitative research focuses on understanding the underlying motivations, attitudes and perceptions of individuals or groups. It is typically conducted through techniques like in-depth interviews, focus groups and content analysis — methods we’ll discuss further in the sections below. Qualitative research provides rich, nuanced insights that can inform product development, marketing strategies and brand positioning.

2. Quantitative research

Quantitative research, in contrast to qualitative research, involves the collection and analysis of numerical data, often through surveys, experiments and structured questionnaires. This approach allows for statistical analysis and the measurement of trends, making it suitable for large-scale market studies and hypothesis testing. While it’s worthwhile using a mix of qualitative and quantitative research, most businesses prioritize the latter because it is scientific, measurable and easily replicated across different experiments.

3. Exploratory research

Whether you’re conducting qualitative or quantitative research or a mix of both, exploratory research is often the first step. Its primary goal is to help you understand a market or problem so you can gain insights and identify potential issues or opportunities. This type of market research is less structured and is typically conducted through open-ended interviews, focus groups or secondary data analysis. Exploratory research is valuable when entering new markets or exploring new product ideas.

4. Descriptive research

As its name implies, descriptive research seeks to describe a market, population or phenomenon in detail. It involves collecting and summarizing data to answer questions about audience demographics and behaviors, market size, and current trends. Surveys, observational studies and content analysis are common methods used in descriptive research. 

5. Causal research

Causal research aims to establish cause-and-effect relationships between variables. It investigates whether changes in one variable result in changes in another. Experimental designs, A/B testing and regression analysis are common causal research methods. This sheds light on how specific marketing strategies or product changes impact consumer behavior.

6. Cross-sectional research

Cross-sectional market research involves collecting data from a sample of the population at a single point in time. It is used to analyze differences, relationships or trends among various groups within a population. Cross-sectional studies are helpful for market segmentation, identifying target audiences and assessing market trends at a specific moment.

7. Longitudinal research

Longitudinal research, in contrast to cross-sectional research, collects data from the same subjects over an extended period. This allows for the analysis of trends, changes and developments over time. Longitudinal studies are useful for tracking long-term developments in consumer preferences, brand loyalty and market dynamics.

Each type of market research has its strengths and weaknesses, and the method you choose depends on your specific research goals and the depth of understanding you’re aiming to achieve. In the following sections, we’ll delve into primary and secondary research approaches and specific research methods.

Primary vs. secondary market research

Market research of all types can be broadly categorized into two main approaches: primary research and secondary research. By understanding the differences between these approaches, you can better determine the most appropriate research method for your specific goals.

Primary market research 

Primary research involves the collection of original data straight from the source. Typically, this involves communicating directly with your target audience — through surveys, interviews, focus groups and more — to gather information. Here are some key attributes of primary market research:

• Customized data: Primary research provides data that is tailored to your research needs. You design a custom research study and gather information specific to your goals.
• Up-to-date insights: Because primary research involves communicating with customers, the data you collect reflects the most current market conditions and consumer behaviors.
• Time-consuming and resource-intensive: Despite its advantages, primary research can be labor-intensive and costly, especially when dealing with large sample sizes or complex study designs. Whether you hire a market research consultant, agency or use an in-house team, primary research studies consume a large amount of resources and time.

Secondary market research 

Secondary research, on the other hand, involves analyzing data that has already been compiled by third-party sources, such as online research tools, databases, news sites, industry reports and academic studies.

Here are the main characteristics of secondary market research:

• Cost-effective: Secondary research is generally more cost-effective than primary research since it doesn’t require building a research plan from scratch. You and your team can look at databases, websites and publications on an ongoing basis, without needing to design a custom experiment or hire a consultant. 
• Leverages multiple sources: Data tools and software extract data from multiple places across the web, and then consolidate that information within a single platform. This means you’ll get a greater amount of data and a wider scope from secondary research.
• Quick to access: You can access a wide range of information rapidly — often in seconds — if you’re using online research tools and databases. Because of this, you can act on insights sooner, rather than taking the time to develop an experiment. 

So, when should you use primary vs. secondary research? In practice, many market research projects incorporate both primary and secondary research to take advantage of the strengths of each approach.

One rule of thumb is to focus on secondary research to obtain background information, market trends or industry benchmarks. It is especially valuable for conducting preliminary research, competitor analysis, or when time and budget constraints are tight. Then, if you still have knowledge gaps or need to answer specific questions unique to your business model, use primary research to create a custom experiment. 

Market research methods

• Surveys and questionnaires
• Focus groups
• Observational research
• Online research tools
• Experiments
• Content analysis
• Ethnographic research

How do primary and secondary research approaches translate into specific research methods? Let’s take a look at the different ways you can gather data: 

1. Surveys and questionnaires

Surveys and questionnaires are popular methods for collecting structured data from a large number of respondents. They involve a set of predetermined questions that participants answer. Surveys can be conducted through various channels, including online tools, telephone interviews and in-person or online questionnaires. They are useful for gathering quantitative data and assessing customer demographics, opinions, preferences and needs. On average, customer surveys have a 33% response rate , so keep that in mind as you consider your sample size.

2. Interviews

Interviews are in-depth conversations with individuals or groups to gather qualitative insights. They can be structured (with predefined questions) or unstructured (with open-ended discussions). Interviews are valuable for exploring complex topics, uncovering motivations and obtaining detailed feedback. 

3. Focus groups

The most common primary research methods are in-depth webcam interviews and focus groups. Focus groups are a small gathering of participants who discuss a specific topic or product under the guidance of a moderator. These discussions are valuable for primary market research because they reveal insights into consumer attitudes, perceptions and emotions. Focus groups are especially useful for idea generation, concept testing and understanding group dynamics within your target audience.

4. Observational research

Observational research involves observing and recording participant behavior in a natural setting. This method is particularly valuable when studying consumer behavior in physical spaces, such as retail stores or public places. In some types of observational research, participants are aware you’re watching them; in other cases, you discreetly watch consumers without their knowledge, as they use your product. Either way, observational research provides firsthand insights into how people interact with products or environments.

5. Online research tools

You and your team can do your own secondary market research using online tools. These tools include data prospecting platforms and databases, as well as online surveys, social media listening, web analytics and sentiment analysis platforms. They help you gather data from online sources, monitor industry trends, track competitors, understand consumer preferences and keep tabs on online behavior. We’ll talk more about choosing the right market research tools in the sections that follow.

6. Experiments

Market research experiments are controlled tests of variables to determine causal relationships. While experiments are often associated with scientific research, they are also used in market research to assess the impact of specific marketing strategies, product features, or pricing and packaging changes.

7. Content analysis

Content analysis involves the systematic examination of textual, visual or audio content to identify patterns, themes and trends. It’s commonly applied to customer reviews, social media posts and other forms of online content to analyze consumer opinions and sentiments.

8. Ethnographic research

Ethnographic research immerses researchers into the daily lives of consumers to understand their behavior and culture. This method is particularly valuable when studying niche markets or exploring the cultural context of consumer choices.

How to do market research

• Set clear objectives
• Identify your target audience
• Choose your research methods
• Use the right market research tools
• Collect data
• Analyze data 
• Interpret your findings
• Identify opportunities and challenges
• Make informed business decisions
• Monitor and adapt

Now that you have gained insights into the various market research methods at your disposal, let’s delve into the practical aspects of how to conduct market research effectively. Here’s a quick step-by-step overview, from defining objectives to monitoring market shifts.

1. Set clear objectives

When you set clear and specific goals, you’re essentially creating a compass to guide your research questions and methodology. Start by precisely defining what you want to achieve. Are you launching a new product and want to understand its viability in the market? Are you evaluating customer satisfaction with a product redesign? 

Start by creating SMART goals — objectives that are specific, measurable, achievable, relevant and time-bound. Not only will this clarify your research focus from the outset, but it will also help you track progress and benchmark your success throughout the process. 

You should also consult with key stakeholders and team members to ensure alignment on your research objectives before diving into data collecting. This will help you gain diverse perspectives and insights that will shape your research approach.

2. Identify your target audience

Next, you’ll need to pinpoint your target audience to determine who should be included in your research. Begin by creating detailed buyer personas or stakeholder profiles. Consider demographic factors like age, gender, income and location, but also delve into psychographics, such as interests, values and pain points.

The more specific your target audience, the more accurate and actionable your research will be. Additionally, segment your audience if your research objectives involve studying different groups, such as current customers and potential leads.

If you already have existing customers, you can also hold conversations with them to better understand your target market. From there, you can refine your buyer personas and tailor your research methods accordingly.

3. Choose your research methods

Selecting the right research methods is crucial for gathering high-quality data. Start by considering the nature of your research objectives. If you’re exploring consumer preferences, surveys and interviews can provide valuable insights. For in-depth understanding, focus groups or observational research might be suitable. Consider using a mix of quantitative and qualitative methods to gain a well-rounded perspective. 

You’ll also need to consider your budget. Think about what you can realistically achieve using the time and resources available to you. If you have a fairly generous budget, you may want to try a mix of primary and secondary research approaches. If you’re doing market research for a startup , on the other hand, chances are your budget is somewhat limited. If that’s the case, try addressing your goals with secondary research tools before investing time and effort in a primary research study. 

4. Use the right market research tools

Whether you’re conducting primary or secondary research, you’ll need to choose the right tools. These can help you do anything from sending surveys to customers to monitoring trends and analyzing data. Here are some examples of popular market research tools:

• Market research software: Crunchbase is a platform that provides best-in-class company data, making it valuable for market research on growing companies and industries. You can use Crunchbase to access trusted, first-party funding data, revenue data, news and firmographics, enabling you to monitor industry trends and understand customer needs.

• Survey and questionnaire tools: SurveyMonkey is a widely used online survey platform that allows you to create, distribute and analyze surveys. Google Forms is a free tool that lets you create surveys and collect responses through Google Drive.
• Data analysis software: Microsoft Excel and Google Sheets are useful for conducting statistical analyses. SPSS is a powerful statistical analysis software used for data processing, analysis and reporting.
• Social listening tools: Brandwatch is a social listening and analytics platform that helps you monitor social media conversations, track sentiment and analyze trends. Mention is a media monitoring tool that allows you to track mentions of your brand, competitors and keywords across various online sources.
• Data visualization platforms: Tableau is a data visualization tool that helps you create interactive and shareable dashboards and reports. Power BI by Microsoft is a business analytics tool for creating interactive visualizations and reports.

5. Collect data

There’s an infinite amount of data you could be collecting using these tools, so you’ll need to be intentional about going after the data that aligns with your research goals. Implement your chosen research methods, whether it’s distributing surveys, conducting interviews or pulling from secondary research platforms. Pay close attention to data quality and accuracy, and stick to a standardized process to streamline data capture and reduce errors. 

6. Analyze data

Once data is collected, you’ll need to analyze it systematically. Use statistical software or analysis tools to identify patterns, trends and correlations. For qualitative data, employ thematic analysis to extract common themes and insights. Visualize your findings with charts, graphs and tables to make complex data more understandable.

If you’re not proficient in data analysis, consider outsourcing or collaborating with a data analyst who can assist in processing and interpreting your data accurately.

7. Interpret your findings

Interpreting your market research findings involves understanding what the data means in the context of your objectives. Are there significant trends that uncover the answers to your initial research questions? Consider the implications of your findings on your business strategy. It’s essential to move beyond raw data and extract actionable insights that inform decision-making.

Hold a cross-functional meeting or workshop with relevant team members to collectively interpret the findings. Different perspectives can lead to more comprehensive insights and innovative solutions.

8. Identify opportunities and challenges

Use your research findings to identify potential growth opportunities and challenges within your market. What segments of your audience are underserved or overlooked? Are there emerging trends you can capitalize on? Conversely, what obstacles or competitors could hinder your progress?

Lay out this information in a clear and organized way by conducting a SWOT analysis, which stands for strengths, weaknesses, opportunities and threats. Jot down notes for each of these areas to provide a structured overview of gaps and hurdles in the market.

9. Make informed business decisions

Market research is only valuable if it leads to informed decisions for your company. Based on your insights, devise actionable strategies and initiatives that align with your research objectives. Whether it’s refining your product, targeting new customer segments or adjusting pricing, ensure your decisions are rooted in the data.

At this point, it’s also crucial to keep your team aligned and accountable. Create an action plan that outlines specific steps, responsibilities and timelines for implementing the recommendations derived from your research. 

10. Monitor and adapt

Market research isn’t a one-time activity; it’s an ongoing process. Continuously monitor market conditions, customer behaviors and industry trends. Set up mechanisms to collect real-time data and feedback. As you gather new information, be prepared to adapt your strategies and tactics accordingly. Regularly revisiting your research ensures your business remains agile and reflects changing market dynamics and consumer preferences.

Online market research sources

As you go through the steps above, you’ll want to turn to trusted, reputable sources to gather your data. Here’s a list to get you started:

• Crunchbase: As mentioned above, Crunchbase is an online platform with an extensive dataset, allowing you to access in-depth insights on market trends, consumer behavior and competitive analysis. You can also customize your search options to tailor your research to specific industries, geographic regions or customer personas.

• Academic databases: Academic databases, such as ProQuest and JSTOR , are treasure troves of scholarly research papers, studies and academic journals. They offer in-depth analyses of various subjects, including market trends, consumer preferences and industry-specific insights. Researchers can access a wealth of peer-reviewed publications to gain a deeper understanding of their research topics.
• Government and NGO databases: Government agencies, nongovernmental organizations and other institutions frequently maintain databases containing valuable economic, demographic and industry-related data. These sources offer credible statistics and reports on a wide range of topics, making them essential for market researchers. Examples include the U.S. Census Bureau , the Bureau of Labor Statistics and the Pew Research Center .
• Industry reports: Industry reports and market studies are comprehensive documents prepared by research firms, industry associations and consulting companies. They provide in-depth insights into specific markets, including market size, trends, competitive analysis and consumer behavior. You can find this information by looking at relevant industry association databases; examples include the American Marketing Association and the National Retail Federation .
• Social media and online communities: Social media platforms like LinkedIn or Twitter (X) , forums such as Reddit and Quora , and review platforms such as G2 can provide real-time insights into consumer sentiment, opinions and trends. 

Market research examples

At this point, you have market research tools and data sources — but how do you act on the data you gather? Let’s go over some real-world examples that illustrate the practical application of market research across various industries. These examples showcase how market research can lead to smart decision-making and successful business decisions.

Example 1: Apple’s iPhone launch

Apple ’s iconic iPhone launch in 2007 serves as a prime example of market research driving product innovation in tech. Before the iPhone’s release, Apple conducted extensive market research to understand consumer preferences, pain points and unmet needs in the mobile phone industry. This research led to the development of a touchscreen smartphone with a user-friendly interface, addressing consumer demands for a more intuitive and versatile device. The result was a revolutionary product that disrupted the market and redefined the smartphone industry.

Example 2: McDonald’s global expansion

McDonald’s successful global expansion strategy demonstrates the importance of market research when expanding into new territories. Before entering a new market, McDonald’s conducts thorough research to understand local tastes, preferences and cultural nuances. This research informs menu customization, marketing strategies and store design. For instance, in India, McDonald’s offers a menu tailored to local preferences, including vegetarian options. This market-specific approach has enabled McDonald’s to adapt and thrive in diverse global markets.

Example 3: Organic and sustainable farming

The shift toward organic and sustainable farming practices in the food industry is driven by market research that indicates increased consumer demand for healthier and environmentally friendly food options. As a result, food producers and retailers invest in sustainable sourcing and organic product lines — such as with these sustainable seafood startups — to align with this shift in consumer values. 

The bottom line? Market research has multiple use cases and is a critical practice for any industry. Whether it’s launching groundbreaking products, entering new markets or responding to changing consumer preferences, you can use market research to shape successful strategies and outcomes.

Market research templates

You finally have a strong understanding of how to do market research and apply it in the real world. Before we wrap up, here are some market research templates that you can use as a starting point for your projects:

• Smartsheet competitive analysis templates : These spreadsheets can serve as a framework for gathering information about the competitive landscape and obtaining valuable lessons to apply to your business strategy.
• SurveyMonkey product survey template : Customize the questions on this survey based on what you want to learn from your target customers.
• HubSpot templates : HubSpot offers a wide range of free templates you can use for market research, business planning and more.
• SCORE templates : SCORE is a nonprofit organization that provides templates for business plans, market analysis and financial projections.
• SBA.gov : The U.S. Small Business Administration offers templates for every aspect of your business, including market research, and is particularly valuable for new startups. 

Strengthen your business with market research

When conducted effectively, market research is like a guiding star. Equipped with the right tools and techniques, you can uncover valuable insights, stay competitive, foster innovation and navigate the complexities of your industry.

Throughout this guide, we’ve discussed the definition of market research, different research methods, and how to conduct it effectively. We’ve also explored various types of market research and shared practical insights and templates for getting started. 

Now, it’s time to start the research process. Trust in data, listen to the market and make informed decisions that guide your company toward lasting success.

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Market Research: A How-To Guide and Template

Discover the different types of market research, how to conduct your own market research, and use a free template to help you along the way.

MARKET RESEARCH KIT

5 Research and Planning Templates + a Free Guide on How to Use Them in Your Market Research

Updated: 02/21/24

Published: 02/21/24

Today's consumers have a lot of power. As a business, you must have a deep understanding of who your buyers are and what influences their purchase decisions.

Enter: Market Research.

Whether you're new to market research or not, I created this guide to help you conduct a thorough study of your market, target audience, competition, and more. Let’s dive in.

Table of Contents

What is market research?

Primary vs. secondary research, types of market research, how to do market research, market research report template, market research examples.

Market research is the process of gathering information about your target market and customers to verify the success of a new product, help your team iterate on an existing product, or understand brand perception to ensure your team is effectively communicating your company's value effectively.

Market research can answer various questions about the state of an industry. But if you ask me, it's hardly a crystal ball that marketers can rely on for insights on their customers.

Market researchers investigate several areas of the market, and it can take weeks or even months to paint an accurate picture of the business landscape.

However, researching just one of those areas can make you more intuitive to who your buyers are and how to deliver value that no other business is offering them right now.

How? Consider these two things:

• Your competitors also have experienced individuals in the industry and a customer base. It‘s very possible that your immediate resources are, in many ways, equal to those of your competition’s immediate resources. Seeking a larger sample size for answers can provide a better edge.
• Your customers don't represent the attitudes of an entire market. They represent the attitudes of the part of the market that is already drawn to your brand.

The market research services market is growing rapidly, which signifies a strong interest in market research as we enter 2024. The market is expected to grow from roughly $75 billion in 2021 to $90.79 billion in 2025 .

Free Market Research Kit

• SWOT Analysis Template
• Survey Template
• Focus Group Template

You're all set!

Click this link to access this resource at any time.

Why do market research?

Market research allows you to meet your buyer where they are.

As our world becomes louder and demands more of our attention, this proves invaluable.

By understanding your buyer's problems, pain points, and desired solutions, you can aptly craft your product or service to naturally appeal to them.

Market research also provides insight into the following:

• Where your target audience and current customers conduct their product or service research
• Which of your competitors your target audience looks to for information, options, or purchases
• What's trending in your industry and in the eyes of your buyer
• Who makes up your market and what their challenges are
• What influences purchases and conversions among your target audience
• Consumer attitudes about a particular topic, pain, product, or brand
• Whether there‘s demand for the business initiatives you’re investing in
• Unaddressed or underserved customer needs that can be flipped into selling opportunity
• Attitudes about pricing for a particular product or service

Ultimately, market research allows you to get information from a larger sample size of your target audience, eliminating bias and assumptions so that you can get to the heart of consumer attitudes.

As a result, you can make better business decisions.

To give you an idea of how extensive market research can get , consider that it can either be qualitative or quantitative in nature — depending on the studies you conduct and what you're trying to learn about your industry.

Qualitative research is concerned with public opinion, and explores how the market feels about the products currently available in that market.

Quantitative research is concerned with data, and looks for relevant trends in the information that's gathered from public records.

That said, there are two main types of market research that your business can conduct to collect actionable information on your products: primary research and secondary research.

Primary Research

Primary research is the pursuit of first-hand information about your market and the customers within your market.

It's useful when segmenting your market and establishing your buyer personas.

Primary market research tends to fall into one of two buckets:

• Exploratory Primary Research: This kind of primary market research normally takes place as a first step — before any specific research has been performed — and may involve open-ended interviews or surveys with small numbers of people.
• Specific Primary Research: This type of research often follows exploratory research. In specific research, you take a smaller or more precise segment of your audience and ask questions aimed at solving a suspected problem.

Secondary Research

Secondary research is all the data and public records you have at your disposal to draw conclusions from (e.g. trend reports, market statistics, industry content, and sales data you already have on your business).

Secondary research is particularly useful for analyzing your competitors . The main buckets your secondary market research will fall into include:

• Public Sources: These sources are your first and most-accessible layer of material when conducting secondary market research. They're often free to find and review — like government statistics (e.g., from the U.S. Census Bureau ).
• Commercial Sources: These sources often come in the form of pay-to-access market reports, consisting of industry insight compiled by a research agency like Pew , Gartner , or Forrester .
• Internal Sources: This is the market data your organization already has like average revenue per sale, customer retention rates, and other historical data that can help you draw conclusions on buyer needs.
• Focus Groups
• Product/ Service Use Research
• Observation-Based Research
• Buyer Persona Research
• Market Segmentation Research
• Pricing Research
• Competitive Analysis Research
• Customer Satisfaction and Loyalty Research
• Brand Awareness Research
• Campaign Research

1. Interviews

Interviews allow for face-to-face discussions so you can allow for a natural flow of conversation. Your interviewees can answer questions about themselves to help you design your buyer personas and shape your entire marketing strategy.

2. Focus Groups

Focus groups provide you with a handful of carefully-selected people that can test out your product and provide feedback. This type of market research can give you ideas for product differentiation.

3. Product/Service Use Research

Product or service use research offers insight into how and why your audience uses your product or service. This type of market research also gives you an idea of the product or service's usability for your target audience.

4. Observation-Based Research

Observation-based research allows you to sit back and watch the ways in which your target audience members go about using your product or service, what works well in terms of UX , and which aspects of it could be improved.

5. Buyer Persona Research

Buyer persona research gives you a realistic look at who makes up your target audience, what their challenges are, why they want your product or service, and what they need from your business or brand.

6. Market Segmentation Research

Market segmentation research allows you to categorize your target audience into different groups (or segments) based on specific and defining characteristics. This way, you can determine effective ways to meet their needs.

7. Pricing Research

Pricing research helps you define your pricing strategy . It gives you an idea of what similar products or services in your market sell for and what your target audience is willing to pay.

8. Competitive Analysis

Competitive analyses give you a deep understanding of the competition in your market and industry. You can learn about what's doing well in your industry and how you can separate yourself from the competition .

9. Customer Satisfaction and Loyalty Research

Customer satisfaction and loyalty research gives you a look into how you can get current customers to return for more business and what will motivate them to do so (e.g., loyalty programs , rewards, remarkable customer service).

10. Brand Awareness Research

Brand awareness research tells you what your target audience knows about and recognizes from your brand. It tells you about the associations people make when they think about your business.

11. Campaign Research

Campaign research entails looking into your past campaigns and analyzing their success among your target audience and current customers. The goal is to use these learnings to inform future campaigns.

• Define your buyer persona.
• Identify a persona group to engage.
• Prepare research questions for your market research participants.
• List your primary competitors.
• Summarize your findings.

1. Define your buyer persona.

You have to understand who your customers are and how customers in your industry make buying decisions.

This is where your buyer personas come in handy. Buyer personas — sometimes referred to as marketing personas — are fictional, generalized representations of your ideal customers.

Use a free tool to create a buyer persona that your entire company can use to market, sell, and serve better.

Don't forget to share this post!

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How to Conduct Industry Research: An Introductory Writing Guide

Industry research outlines the key internal and external factors that influence an industry. This is essential information for companies that operate in dynamic ever changing industries. Whether you’re an entrepreneur, analyst, consultant, or marketer, industry research is an extremely valuable tool. But with so much information available, where do you begin? In this article, we’ll explore the importance of industry research, how to compile a typical industry research report and how to use genei for an efficient research and write-up experience.

What is Industry Research?

Industry research (or analysis) is the process of collecting information related to a specific industry, and the factors that influence it, such as economic, market, political or financial factors. In particular, industry research is a tool for companies to see where they stand within their current industry or niche in relation to their competitors. 

This provides insight into what's happening within industry, such as supply and demand, degree and extent of the competition both inside and outside of the industry, and the future threats or opportunities that might exist. Through industry research, companies can develop an understanding of the internal and external factors influencing their industry and in turn, this presents an overview of how the industry operates at present and will operate in the future. 

Why is Industry Research Important?

The dynamics of any industry is ever changing which means companies need to adjust accordingly. Industry research is an important and valuable tool that provides a framework for making informed business or market decisions. Although industry research reports can become outdated within days or weeks, they provide key summaries of the industry that have a number of benefits for companies. For example, industry research can support strategic business planning for sales and marketing, and determine performance benchmarks to see whether a company is performing above or below competitors. 

Additionally, industry research can highlight current or past trends within an industry, which outlines the potential opportunities or threats that can arise for the company. This information can forecast supply and demand, and consequently, the potential financial returns. All of which are important for stakeholders, who would be interested in knowing how they benefit from investing in a company, and the likelihood of a return of their investment. Likewise, understanding the current state of an industry can indicate whether it is still growing or has reached a point of saturation. Finally, this research could present new market opportunities, which is beneficial if a current industry sub-section begins to seem oversaturated. 

How to Structure Industry Research Reports

Industry research findings are often compiled into a written report that provides a clear and concise summary of your findings and their indications. A typical report would include the following sections: 

• Introduction: This begins with a concise overview of the industry, followed by trends, such as the industries growth potential, or historical data. In this section, other information would include the key influencing factors, competitors, competitive strategy, and a SWOT (Strengths, Weaknesses, Opportunities, and Threats) analysis . The purpose is to introduce the key trends based on current and historical data, followed by competitors and how they operate. You might include similar products or services here. 
• Aim: This indicates the purpose of your industry research or analysis. This would include the questions you asked, and the context in which you were researching.  Not only will this help when writing the report by ensuring you stay on track, but also make this clear to those who read your report. 
• Data and Analytical Presentation: In this section, you’re sharing the data you collected in words and aiding this with graphs, charts and the key reference points used. Here, you’ll make use of financial and industry data to forecast growth, or fluctuations and highlight projections. For example, you might predict an industry's growth potential, or income projections based on your competitors. 
• Analysis: The data and information from the introduction can be used to answer the questions and context outlined in your aims. This is essentially your findings section that brings everything together. 
• Future: In this section, you can outline the long and short term impact indicated by the findings, and address future challenges that may arise. A good and popular framework to implement here is Porter’s Five Forces Model which highlights industry competition and the effects this will have.  
• Summary: The report should end strong with a 3-4 sentence summary of the entire report, 

How to Conduct and Compile Industry Research with genei

First, it’s important to determine the goal behind your research. As with any type of research, it’s easy to feel overwhelmed with the range of information available, which is why having clear goals to guide the process is essential. This stage can be considered preliminary research and might consist of identifying which category or subcategory of the industry you will focus on. You can review available documentation for a general overview and to guide your goals. For goals, you might decide to focus on demand and supply metrics, analysing competitors, industry trends or forecasting future trends.  At this stage, you can begin thinking about what information is out there, what questions you want to ask, and the outcomes you hope to achieve. 

After outlining clear goals, you can begin to collect your data. This will depend on the type of information you need but your material could include journal articles, industry news in leading magazines, or newspapers and industry overviews, research or analysis reports. These might be slightly outdated but can provide a good overview of the industry so far. For competitor focused research, you might examine public financial data, alongside company websites, promotional materials and advertisements. Additionally, you can make use of marketing reports, and public statistics. 

Now, with your goals outlined and materials gathered, it’s time to begin reading and organising the information to compile a report. From research to write-up, genei - an AI-powered summarisation and note-taking tool - can make this process more efficient. In genei, you can organise and store your reading material, make it through your sources 70% faster and begin your write-up with a few clicks. Here’s some steps to get you started: 

• Organise reading material into projects and folders. This makes storing and organising reading material easy, and you can track your progress by marking items as ‘read’. 
• Import web page URLs or PDF files into your newly assigned projects and folders. Alternatively, you can search for new material using keywords and topics with genei’s search feature. 
• Use AI-powered summarisation to read through the document. In the overview section, you can see an overview of the content, AI-generated summaries, and frequently used keywords. In addition, you’ll be able to see any graphs, tables, figures and images from the document, alongside a list of links and references that you can further explore. This makes it easy to begin identifying relevant information for your report, key ideas, and any trends. 
• Create notes across single documents or an entire project folder. The AI-generated summaries and keywords can be added to genei’s notepad with the click of a button. This allows you to quickly begin compiling notes relevant to your industry research needs. You can also highlight sections and add them directly to your notepad, or have them summarised before adding. By clicking on the notes, you can view where the information originated from and read further, so you never have to worry about losing track of your sources. 
• Organise your material and write-up in the notepad. The notepad screen can be expanded for a minimal yet functional writing experience. Here, you can begin to add headers, and organise your summarised notes accordingly. Moreover, you can add your own notes and thoughts into the notepad, and link them to text in your documents. You can then copy and paste this into a word document to continue refining your report. 
• For an improved writing and research experience, genei pro members have access to GPT-3 powered note-taking features that will rephrase, summarise and expand text in your notepad. Another useful feature for pro members is ‘ multi document summarisation ’ which produces a summary of a range of documents based on the specified topic or keyword. 

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How to do market research: The complete guide for your brand

Written by by Jacqueline Zote

Published on  April 13, 2023

Reading time  10 minutes

Blindly putting out content or products and hoping for the best is a thing of the past. Not only is it a waste of time and energy, but you’re wasting valuable marketing dollars in the process. Now you have a wealth of tools and data at your disposal, allowing you to develop data-driven marketing strategies . That’s where market research comes in, allowing you to uncover valuable insights to inform your business decisions.

Conducting market research not only helps you better understand how to sell to customers but also stand out from your competition. In this guide, we break down everything you need to know about market research and how doing your homework can help you grow your business.

Table of contents:

What is market research?

Why is market research important, types of market research, where to conduct market research.

• Steps for conducting market research
• Tools to use for market research

Market research is the process of gathering information surrounding your business opportunities. It identifies key information to better understand your audience. This includes insights related to customer personas and even trends shaping your industry.

Taking time out of your schedule to conduct research is crucial for your brand health. Here are some of the key benefits of market research:

Understand your customers’ motivations and pain points

Most marketers are out of touch with what their customers want. Moreover, these marketers are missing key information on what products their audience wants to buy.

Simply put, you can’t run a business if you don’t know what motivates your customers.

And spoiler alert: Your customers’ wants and needs change. Your customers’ behaviors today might be night and day from what they were a few years ago.

Market research holds the key to understanding your customers better. It helps you uncover their key pain points and motivations and understand how they shape their interests and behavior.

Figure out how to position your brand

Positioning is becoming increasingly important as more and more brands enter the marketplace. Market research enables you to spot opportunities to define yourself against your competitors.

Maybe you’re able to emphasize a lower price point. Perhaps your product has a feature that’s one of a kind. Finding those opportunities goes hand in hand with researching your market.

Maintain a strong pulse on your industry at large

Today’s marketing world evolves at a rate that’s difficult to keep up with.

Fresh products. Up-and-coming brands. New marketing tools. Consumers get bombarded with sales messages from all angles. This can be confusing and overwhelming.

By monitoring market trends, you can figure out the best tactics for reaching your target audience.

Not everyone conducts market research for the same reason. While some may want to understand their audience better, others may want to see how their competitors are doing. As such, there are different types of market research you can conduct depending on your goal.

Interview-based market research allows for one-on-one interactions. This helps the conversation to flow naturally, making it easier to add context. Whether this takes place in person or virtually, it enables you to gather more in-depth qualitative data.

Buyer persona research

Buyer persona research lets you take a closer look at the people who make up your target audience. You can discover the needs, challenges and pain points of each buyer persona to understand what they need from your business. This will then allow you to craft products or campaigns to resonate better with each persona.

Pricing research

In this type of research, brands compare similar products or services with a particular focus on pricing. They look at how much those products or services typically sell for so they can get more competitive with their pricing strategy.

Competitive analysis research

Competitor analysis gives you a realistic understanding of where you stand in the market and how your competitors are doing. You can use this analysis to find out what’s working in your industry and which competitors to watch out for. It even gives you an idea of how well those competitors are meeting consumer needs.

Depending on the competitor analysis tool you use, you can get as granular as you need with your research. For instance, Sprout Social lets you analyze your competitors’ social strategies. You can see what types of content they’re posting and even benchmark your growth against theirs.

Brand awareness research

Conducting brand awareness research allows you to assess your brand’s standing in the market. It tells you how well-known your brand is among your target audience and what they associate with it. This can help you gauge people’s sentiments toward your brand and whether you need to rebrand or reposition.

If you don’t know where to start with your research, you’re in the right place.

There’s no shortage of market research methods out there. In this section, we’ve highlighted research channels for small and big businesses alike.

Considering that Google sees a staggering 8.5 billion searches each day, there’s perhaps no better place to start.

A quick Google search is a potential goldmine for all sorts of questions to kick off your market research. Who’s ranking for keywords related to your industry? Which products and pieces of content are the hottest right now? Who’s running ads related to your business?

For example, Google Product Listing Ads can help highlight all of the above for B2C brands.

The same applies to B2B brands looking to keep tabs on who’s running industry-related ads and ranking for keyword terms too.

There’s no denying that email represents both an aggressive and effective marketing channel for marketers today. Case in point, 44% of online shoppers consider email as the most influential channel in their buying decisions.

Looking through industry and competitor emails is a brilliant way to learn more about your market. For example, what types of offers and deals are your competitors running? How often are they sending emails?

Email is also invaluable for gathering information directly from your customers. This survey message from Asana is a great example of how to pick your customers’ brains to figure out how you can improve your quality of service.

Industry journals, reports and blogs

Don’t neglect the importance of big-picture market research when it comes to tactics and marketing channels to explore. Look to marketing resources such as reports and blogs as well as industry journals

Keeping your ear to the ground on new trends and technologies is a smart move for any business. Sites such as Statista, Marketing Charts, AdWeek and Emarketer are treasure troves of up-to-date data and news for marketers.

And of course, there’s the  Sprout Insights blog . And invaluable resources like The Sprout Social Index™  can keep you updated on the latest social trends.

Social media

If you want to learn more about your target market, look no further than social media. Social offers a place to discover what your customers want to see in future products or which brands are killin’ it. In fact, social media is become more important for businesses than ever with the level of data available.

It represents a massive repository of real-time data and insights that are instantly accessible. Brand monitoring and social listening are effective ways to conduct social media research . You can even be more direct with your approach. Ask questions directly or even poll your audience to understand their needs and preferences.

The 5 steps for how to do market research

Now that we’ve covered the why and where, it’s time to get into the practical aspects of market research. Here are five essential steps on how to do market research effectively.

Step 1: Identify your research topic

First off, what are you researching about? What do you want to find out? Narrow down on a specific research topic so you can start with a clear idea of what to look for.

For example, you may want to learn more about how well your product features are satisfying the needs of existing users. This might potentially lead to feature updates and improvements. Or it might even result in new feature introductions.

Similarly, your research topic may be related to your product or service launch or customer experience. Or you may want to conduct research for an upcoming marketing campaign.

Step 2: Choose a buyer persona to engage

If you’re planning to focus your research on a specific type of audience, decide which buyer persona you want to engage. This persona group will serve as a representative sample of your target audience.

Engaging a specific group of audience lets you streamline your research efforts. As such, it can be a much more effective and organized approach than researching thousands (if not millions) of individuals.

You may be directing your research toward existing users of your product. To get even more granular, you may want to focus on users who have been familiar with the product for at least a year, for example.

Step 3: Start collecting data

The next step is one of the most critical as it involves collecting the data you need for your research. Before you begin, make sure you’ve chosen the right research methods that will uncover the type of data you need. This largely depends on your research topic and goals.

Remember that you don’t necessarily have to stick to one research method. You may use a combination of qualitative and quantitative approaches. So for example, you could use interviews to supplement the data from your surveys. Or you may stick to insights from your social listening efforts.

To keep things consistent, let’s look at this in the context of the example from earlier. Perhaps you can send out a survey to your existing users asking them a bunch of questions. This might include questions like which features they use the most and how often they use them. You can get them to choose an answer from one to five and collect quantitative data.

Plus, for qualitative insights, you could even include a few open-ended questions with the option to write their answers. For instance, you might ask them if there’s any improvement they wish to see in your product.

Step 4: Analyze results

Once you have all the data you need, it’s time to analyze it keeping your research topic in mind. This involves trying to interpret the data to look for a wider meaning, particularly in relation to your research goal.

So let’s say a large percentage of responses were four or five in the satisfaction rating. This means your existing users are mostly satisfied with your current product features. On the other hand, if the responses were mostly ones and twos, you may look for opportunities to improve. The responses to your open-ended questions can give you further context as to why people are disappointed.

Step 5: Make decisions for your business

Now it’s time to take your findings and turn them into actionable insights for your business. In this final step, you need to decide how you want to move forward with your new market insight.

What did you find in your research that would require action? How can you put those findings to good use?

The market research tools you should be using

To wrap things up, let’s talk about the various tools available to conduct speedy, in-depth market research. These tools are essential for conducting market research faster and more efficiently.

Social listening and analytics

Social analytics tools like Sprout can help you keep track of engagement across social media. This goes beyond your own engagement data but also includes that of your competitors. Considering how quickly social media moves, using a third-party analytics tool is ideal. It allows you to make sense of your social data at a glance and ensure that you’re never missing out on important trends.

Email marketing research tools

Keeping track of brand emails is a good idea for any brand looking to stand out in its audience’s inbox.

Tools such as MailCharts ,  Really Good Emails  and  Milled  can show you how different brands run their email campaigns.

Meanwhile, tools like  Owletter  allow you to monitor metrics such as frequency and send-timing. These metrics can help you understand email marketing strategies among competing brands.

Content marketing research

If you’re looking to conduct research on content marketing, tools such as  BuzzSumo  can be of great help. This tool shows you the top-performing industry content based on keywords. Here you can see relevant industry sites and influencers as well as which brands in your industry are scoring the most buzz. It shows you exactly which pieces of content are ranking well in terms of engagements and shares and on which social networks.

SEO and keyword tracking

Monitoring industry keywords is a great way to uncover competitors. It can also help you discover opportunities to advertise your products via organic search. Tools such as  Ahrefs  provide a comprehensive keyword report to help you see how your search efforts stack up against the competition.

Competitor comparison template

For the sake of organizing your market research, consider creating a competitive matrix. The idea is to highlight how you stack up side-by-side against others in your market. Use a  social media competitive analysis template  to track your competitors’ social presence. That way, you can easily compare tactics, messaging and performance. Once you understand your strengths and weaknesses next to your competitors, you’ll find opportunities as well.

Customer persona creator

Finally, customer personas represent a place where all of your market research comes together. You’d need to create a profile of your ideal customer that you can easily refer to. Tools like  Xtensio  can help in outlining your customer motivations and demographics as you zero in on your target market.

Build a solid market research strategy

Having a deeper understanding of the market gives you leverage in a sea of competitors. Use the steps and market research tools we shared above to build an effective market research strategy.

But keep in mind that the accuracy of your research findings depends on the quality of data collected. Turn to Sprout’s social media analytics tools to uncover heaps of high-quality data across social networks.

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Written by Mary Kate Miller | June 1, 2021

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Market research is a cornerstone of all successful, strategic businesses. It can also be daunting for entrepreneurs looking to launch a startup or start a side hustle . What is market research, anyway? And how do you…do it?

We’ll walk you through absolutely everything you need to know about the market research process so that by the end of this guide, you’ll be an expert in market research too. And what’s more important: you’ll have actionable steps you can take to start collecting your own market research.

What Is Market Research?

Market research is the organized process of gathering information about your target customers and market. Market research can help you better understand customer behavior and competitor strengths and weaknesses, as well as provide insight for the best strategies in launching new businesses and products. There are different ways to approach market research, including primary and secondary research and qualitative and quantitative research. The strongest approaches will include a combination of all four.

“Virtually every business can benefit from conducting some market research,” says Niles Koenigsberg of Real FiG Advertising + Marketing . “Market research can help you piece together your [business’s] strengths and weaknesses, along with your prospective opportunities, so that you can understand where your unique differentiators may lie.” Well-honed market research will help your brand stand out from the competition and help you see what you need to do to lead the market. It can also do so much more.

The Purposes of Market Research

Why do market research? It can help you…

• Pinpoint your target market, create buyer personas, and develop a more holistic understanding of your customer base and market.
• Understand current market conditions to evaluate risks and anticipate how your product or service will perform.
• Validate a concept prior to launch.
• Identify gaps in the market that your competitors have created or overlooked.
• Solve problems that have been left unresolved by the existing product/brand offerings.
• Identify opportunities and solutions for new products or services.
• Develop killer marketing strategies .

What Are the Benefits of Market Research?

Strong market research can help your business in many ways. It can…

• Strengthen your market position.
• Help you identify your strengths and weaknesses.
• Help you identify your competitors’ strengths and weaknesses.
• Minimize risk.
• Center your customers’ experience from the get-go.
• Help you create a dynamic strategy based on market conditions and customer needs/demands.

What Are the Basic Methods of Market Research?

The basic methods of market research include surveys, personal interviews, customer observation, and the review of secondary research. In addition to these basic methods, a forward-thinking market research approach incorporates data from the digital landscape like social media analysis, SEO research, gathering feedback via forums, and more. Throughout this guide, we will cover each of the methods commonly used in market research to give you a comprehensive overview.

Primary vs. Secondary Market Research

Primary and secondary are the two main types of market research you can do. The latter relies on research conducted by others. Primary research, on the other hand, refers to the fact-finding efforts you conduct on your own.

This approach is limited, however. It’s likely that the research objectives of these secondary data points differ from your own, and it can be difficult to confirm the veracity of their findings.

Primary Market Research

Primary research is more labor intensive, but it generally yields data that is exponentially more actionable. It can be conducted through interviews, surveys, online research, and your own data collection. Every new business should engage in primary market research prior to launch. It will help you validate that your idea has traction, and it will give you the information you need to help minimize financial risk.

You can hire an agency to conduct this research on your behalf. This brings the benefit of expertise, as you’ll likely work with a market research analyst. The downside is that hiring an agency can be expensive—too expensive for many burgeoning entrepreneurs. That brings us to the second approach. You can also do the market research yourself, which substantially reduces the financial burden of starting a new business .

Secondary Market Research

Secondary research includes resources like government databases and industry-specific data and publications. It can be beneficial to start your market research with secondary sources because it’s widely available and often free-to-access. This information will help you gain a broad overview of the market conditions for your new business.

Identify Your Goals and Your Audience

Before you begin conducting interviews or sending out surveys, you need to set your market research goals. At the end of your market research process, you want to have a clear idea of who your target market is—including demographic information like age, gender, and where they live—but you also want to start with a rough idea of who your audience might be and what you’re trying to achieve with market research.

You can pinpoint your objectives by asking yourself a series of guiding questions:

• What are you hoping to discover through your research?
• Who are you hoping to serve better because of your findings?
• What do you think your market is?
• Who are your competitors?
• Are you testing the reception of a new product category or do you want to see if your product or service solves the problem left by a current gap in the market?
• Are you just…testing the waters to get a sense of how people would react to a new brand?

Once you’ve narrowed down the “what” of your market research goals, you’re ready to move onto how you can best achieve them. Think of it like algebra. Many math problems start with “solve for x.” Once you know what you’re looking for, you can get to work trying to find it. It’s a heck of a lot easier to solve a problem when you know you’re looking for “x” than if you were to say “I’m gonna throw some numbers out there and see if I find a variable.”

How to Do Market Research

This guide outlines every component of a comprehensive market research effort. Take into consideration the goals you have established for your market research, as they will influence which of these elements you’ll want to include in your market research strategy.

Secondary Data

Secondary data allows you to utilize pre-existing data to garner a sense of market conditions and opportunities. You can rely on published market studies, white papers, and public competitive information to start your market research journey.

Secondary data, while useful, is limited and cannot substitute your own primary data. It’s best used for quantitative data that can provide background to your more specific inquiries.

Find Your Customers Online

Once you’ve identified your target market, you can use online gathering spaces and forums to gain insights and give yourself a competitive advantage. Rebecca McCusker of The Creative Content Shop recommends internet recon as a vital tool for gaining a sense of customer needs and sentiment. “Read their posts and comments on forums, YouTube video comments, Facebook group [comments], and even Amazon/Goodreads book comments to get in their heads and see what people are saying.”

If you’re interested in engaging with your target demographic online, there are some general rules you should follow. First, secure the consent of any group moderators to ensure that you are acting within the group guidelines. Failure to do so could result in your eviction from the group.

Not all comments have the same research value. “Focus on the comments and posts with the most comments and highest engagement,” says McCusker. These high-engagement posts can give you a sense of what is already connecting and gaining traction within the group.

Social media can also be a great avenue for finding interview subjects. “LinkedIn is very useful if your [target customer] has a very specific job or works in a very specific industry or sector. It’s amazing the amount of people that will be willing to help,” explains Miguel González, a marketing executive at Dealers League . “My advice here is BE BRAVE, go to LinkedIn, or even to people you know and ask them, do quick interviews and ask real people that belong to that market and segment and get your buyer persona information first hand.”

Market research interviews can provide direct feedback on your brand, product, or service and give you a better understanding of consumer pain points and interests.

When organizing your market research interviews, you want to pay special attention to the sample group you’re selecting, as it will directly impact the information you receive. According to Tanya Zhang, the co-founder of Nimble Made , you want to first determine whether you want to choose a representative sample—for example, interviewing people who match each of the buyer persona/customer profiles you’ve developed—or a random sample.

“A sampling of your usual persona styles, for example, can validate details that you’ve already established about your product, while a random sampling may [help you] discover a new way people may use your product,” Zhang says.

Market Surveys

Market surveys solicit customer inclinations regarding your potential product or service through a series of open-ended questions. This direct outreach to your target audience can provide information on your customers’ preferences, attitudes, buying potential, and more.

Every expert we asked voiced unanimous support for market surveys as a powerful tool for market research. With the advent of various survey tools with accessible pricing—or free use—it’s never been easier to assemble, disseminate, and gather market surveys. While it should also be noted that surveys shouldn’t replace customer interviews , they can be used to supplement customer interviews to give you feedback from a broader audience.

Who to Include in Market Surveys

• Current customers
• Past customers
• Your existing audience (such as social media/newsletter audiences)

Example Questions to Include in Market Surveys

While the exact questions will vary for each business, here are some common, helpful questions that you may want to consider for your market survey. Demographic Questions: the questions that help you understand, demographically, who your target customers are:

• “What is your age?”
• “Where do you live?”
• “What is your gender identity?”
• “What is your household income?”
• “What is your household size?”
• “What do you do for a living?”
• “What is your highest level of education?”

Product-Based Questions: Whether you’re seeking feedback for an existing brand or an entirely new one, these questions will help you get a sense of how people feel about your business, product, or service:

• “How well does/would our product/service meet your needs?”
• “How does our product/service compare to similar products/services that you use?”
• “How long have you been a customer?” or “What is the likelihood that you would be a customer of our brand?

Personal/Informative Questions: the deeper questions that help you understand how your audience thinks and what they care about.

• “What are your biggest challenges?”
• “What’s most important to you?”
• “What do you do for fun (hobbies, interests, activities)?”
• “Where do you seek new information when researching a new product?”
• “How do you like to make purchases?”
• “What is your preferred method for interacting with a brand?”

Survey Tools

Online survey tools make it easy to distribute surveys and collect responses. The best part is that there are many free tools available. If you’re making your own online survey, you may want to consider SurveyMonkey, Typeform, Google Forms, or Zoho Survey.

Competitive Analysis

A competitive analysis is a breakdown of how your business stacks up against the competition. There are many different ways to conduct this analysis. One of the most popular methods is a SWOT analysis, which stands for “strengths, weaknesses, opportunities, and threats.” This type of analysis is helpful because it gives you a more robust understanding of why a customer might choose a competitor over your business. Seeing how you stack up against the competition can give you the direction you need to carve out your place as a market leader.

Social Media Analysis

Social media has fundamentally changed the market research landscape, making it easier than ever to engage with a wide swath of consumers. Follow your current or potential competitors on social media to see what they’re posting and how their audience is engaging with it. Social media can also give you a lower cost opportunity for testing different messaging and brand positioning.

SEO Analysis and Opportunities

SEO analysis can help you identify the digital competition for getting the word out about your brand, product, or service. You won’t want to overlook this valuable information. Search listening tools offer a novel approach to understanding the market and generating the content strategy that will drive business. Tools like Google Trends and Awario can streamline this process.

Ready to Kick Your Business Into High Gear?

Now that you’ve completed the guide to market research you know you’re ready to put on your researcher hat to give your business the best start. Still not sure how actually… launch the thing? Our free mini-course can run you through the essentials for starting your side hustle .

About Mary Kate Miller

Mary Kate Miller writes about small business, real estate, and finance. In addition to writing for Foundr, her work has been published by The Washington Post, Teen Vogue, Bustle, and more. She lives in Chicago.

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How to do market research in 4 steps: a lean approach to marketing research

From pinpointing your target audience and assessing your competitive advantage, to ongoing product development and customer satisfaction efforts, market research is a practice your business can only benefit from.

Learn how to conduct quick and effective market research using a lean approach in this article full of strategies and practical examples. 

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A comprehensive (and successful) business strategy is not complete without some form of market research—you can’t make informed and profitable business decisions without truly understanding your customer base and the current market trends that drive your business.

In this article, you’ll learn how to conduct quick, effective market research  using an approach called 'lean market research'. It’s easier than you might think, and it can be done at any stage in a product’s lifecycle.

How to conduct lean market research in 4 steps

What is market research, why is market research so valuable, advantages of lean market research, 4 common market research methods, 5 common market research questions, market research faqs.

We’ll jump right into our 4-step approach to lean market research. To show you how it’s done in the real world, each step includes a practical example from Smallpdf , a Swiss company that used lean market research to reduce their tool’s error rate by 75% and boost their Net Promoter Score® (NPS) by 1%.

Research your market the lean way...

From on-page surveys to user interviews, Hotjar has the tools to help you scope out your market and get to know your customers—without breaking the bank.

The following four steps and practical examples will give you a solid market research plan for understanding who your users are and what they want from a company like yours.

1. Create simple user personas

A user persona is a semi-fictional character based on psychographic and demographic data from people who use websites and products similar to your own. Start by defining broad user categories, then elaborate on them later to further segment your customer base and determine your ideal customer profile .

How to get the data: use on-page or emailed surveys and interviews to understand your users and what drives them to your business.

How to do it right: whatever survey or interview questions you ask, they should answer the following questions about the customer:

Who are they?

What is their main goal?

What is their main barrier to achieving this goal?

Pitfalls to avoid:

Don’t ask too many questions! Keep it to five or less, otherwise you’ll inundate them and they’ll stop answering thoughtfully.

Don’t worry too much about typical demographic questions like age or background. Instead, focus on the role these people play (as it relates to your product) and their goals.

How Smallpdf did it: Smallpdf ran an on-page survey for a couple of weeks and received 1,000 replies. They learned that many of their users were administrative assistants, students, and teachers.

Next, they used the survey results to create simple user personas like this one for admins:

Who are they? Administrative Assistants.

What is their main goal? Creating Word documents from a scanned, hard-copy document or a PDF where the source file was lost.

What is their main barrier to achieving it? Converting a scanned PDF doc to a Word file.

💡Pro tip: Smallpdf used Hotjar Surveys to run their user persona survey. Our survey tool helped them avoid the pitfalls of guesswork and find out who their users really are, in their own words. 

You can design a survey and start running it in minutes with our easy-to-use drag and drop builder. Customize your survey to fit your needs, from a sleek one-question pop-up survey to a fully branded questionnaire sent via email. 

We've also created 40+ free survey templates that you can start collecting data with, including a user persona survey like the one Smallpdf used.

2. Conduct observational research

Observational research involves taking notes while watching someone use your product (or a similar product).

Overt vs. covert observation

Overt observation involves asking customers if they’ll let you watch them use your product. This method is often used for user testing and it provides a great opportunity for collecting live product or customer feedback .

Covert observation means studying users ‘in the wild’ without them knowing. This method works well if you sell a type of product that people use regularly, and it offers the purest observational data because people often behave differently when they know they’re being watched. 

Tips to do it right:

Record an entry in your field notes, along with a timestamp, each time an action or event occurs.

Make note of the users' workflow, capturing the ‘what,’ ‘why,’ and ‘for whom’ of each action.

Don’t record identifiable video or audio data without consent. If recording people using your product is helpful for achieving your research goal, make sure all participants are informed and agree to the terms.

Don’t forget to explain why you’d like to observe them (for overt observation). People are more likely to cooperate if you tell them you want to improve the product.

💡Pro tip: while conducting field research out in the wild can wield rewarding results, you can also conduct observational research remotely. Hotjar Recordings is a tool that lets you capture anonymized user sessions of real people interacting with your website. 

Observe how customers navigate your pages and products to gain an inside look into their user behavior . This method is great for conducting exploratory research with the purpose of identifying more specific issues to investigate further, like pain points along the customer journey and opportunities for optimizing conversion .

With Hotjar Recordings you can observe real people using your site without capturing their sensitive information

How Smallpdf did it: here’s how Smallpdf observed two different user personas both covertly and overtly.

Observing students (covert): Kristina Wagner, Principle Product Manager at Smallpdf, went to cafes and libraries at two local universities and waited until she saw students doing PDF-related activities. Then she watched and took notes from a distance. One thing that struck her was the difference between how students self-reported their activities vs. how they behaved (i.e, the self-reporting bias). Students, she found, spent hours talking, listening to music, or simply staring at a blank screen rather than working. When she did find students who were working, she recorded the task they were performing and the software they were using (if she recognized it).

Observing administrative assistants (overt): Kristina sent emails to admins explaining that she’d like to observe them at work, and she asked those who agreed to try to batch their PDF work for her observation day. While watching admins work, she learned that they frequently needed to scan documents into PDF-format and then convert those PDFs into Word docs. By observing the challenges admins faced, Smallpdf knew which products to target for improvement.

“Data is really good for discovery and validation, but there is a bit in the middle where you have to go and find the human.”

3. Conduct individual interviews

Interviews are one-on-one conversations with members of your target market. They allow you to dig deep and explore their concerns, which can lead to all sorts of revelations.

Listen more, talk less. Be curious.

Act like a journalist, not a salesperson. Rather than trying to talk your company up, ask people about their lives, their needs, their frustrations, and how a product like yours could help.

Ask "why?" so you can dig deeper. Get into the specifics and learn about their past behavior.

Record the conversation. Focus on the conversation and avoid relying solely on notes by recording the interview. There are plenty of services that will transcribe recorded conversations for a good price (including Hotjar!).

Avoid asking leading questions , which reveal bias on your part and pushes respondents to answer in a certain direction (e.g. “Have you taken advantage of the amazing new features we just released?).

Don't ask loaded questions , which sneak in an assumption which, if untrue, would make it impossible to answer honestly. For example, we can’t ask you, “What did you find most useful about this article?” without asking whether you found the article useful in the first place.

Be cautious when asking opinions about the future (or predictions of future behavior). Studies suggest that people aren’t very good at predicting their future behavior. This is due to several cognitive biases, from the misguided exceptionalism bias (we’re good at guessing what others will do, but we somehow think we’re different), to the optimism bias (which makes us see things with rose-colored glasses), to the ‘illusion of control’ (which makes us forget the role of randomness in future events).

How Smallpdf did it: Kristina explored her teacher user persona by speaking with university professors at a local graduate school. She learned that the school was mostly paperless and rarely used PDFs, so for the sake of time, she moved on to the admins.

A bit of a letdown? Sure. But this story highlights an important lesson: sometimes you follow a lead and come up short, so you have to make adjustments on the fly. Lean market research is about getting solid, actionable insights quickly so you can tweak things and see what works.

💡Pro tip: to save even more time, conduct remote interviews using an online user research service like Hotjar Engage , which automates the entire interview process, from recruitment and scheduling to hosting and recording.

You can interview your own customers or connect with people from our diverse pool of 200,000+ participants from 130+ countries and 25 industries. And no need to fret about taking meticulous notes—Engage will automatically transcribe the interview for you.

4. Analyze the data (without drowning in it)

The following techniques will help you wrap your head around the market data you collect without losing yourself in it. Remember, the point of lean market research is to find quick, actionable insights.

A flow model is a diagram that tracks the flow of information within a system. By creating a simple visual representation of how users interact with your product and each other, you can better assess their needs.

You’ll notice that admins are at the center of Smallpdf’s flow model, which represents the flow of PDF-related documents throughout a school. This flow model shows the challenges that admins face as they work to satisfy their own internal and external customers.

Affinity diagram

An affinity diagram is a way of sorting large amounts of data into groups to better understand the big picture. For example, if you ask your users about their profession, you’ll notice some general themes start to form, even though the individual responses differ. Depending on your needs, you could group them by profession, or more generally by industry.

We wrote a guide about how to analyze open-ended questions to help you sort through and categorize large volumes of response data. You can also do this by hand by clipping up survey responses or interview notes and grouping them (which is what Kristina does).

“For an interview, you will have somewhere between 30 and 60 notes, and those notes are usually direct phrases. And when you literally cut them up into separate pieces of paper and group them, they should make sense by themselves.”

Pro tip: if you’re conducting an online survey with Hotjar, keep your team in the loop by sharing survey responses automatically via our Slack and Microsoft Team integrations. Reading answers as they come in lets you digest the data in pieces and can help prepare you for identifying common themes when it comes time for analysis.

Hotjar lets you easily share survey responses with your team

Customer journey map

A customer journey map is a diagram that shows the way a typical prospect becomes a paying customer. It outlines their first interaction with your brand and every step in the sales cycle, from awareness to repurchase (and hopefully advocacy).

The above  customer journey map , created by our team at Hotjar, shows many ways a customer might engage with our tool. Your map will be based on your own data and business model.

📚 Read more: if you’re new to customer journey maps, we wrote this step-by-step guide to creating your first customer journey map in 2 and 1/2 days with free templates you can download and start using immediately.

Next steps: from research to results

So, how do you turn market research insights into tangible business results? Let’s look at the actions Smallpdf took after conducting their lean market research: first they implemented changes, then measured the impact.

Implement changes

Based on what Smallpdf learned about the challenges that one key user segment (admins) face when trying to convert PDFs into Word files, they improved their ‘PDF to Word’ conversion tool.

We won’t go into the details here because it involves a lot of technical jargon, but they made the entire process simpler and more straightforward for users. Plus, they made it so that their system recognized when you drop a PDF file into their ‘Word to PDF’ converter instead of the ‘PDF to Word’ converter, so users wouldn’t have to redo the task when they made that mistake. 

In other words: simple market segmentation for admins showed a business need that had to be accounted for, and customers are happier overall after Smallpdf implemented an informed change to their product.

Measure results

According to the Lean UX model, product and UX changes aren’t retained unless they achieve results.

Smallpdf’s changes produced:

A 75% reduction in error rate for the ‘PDF to Word’ converter

A 1% increase in NPS

Greater confidence in the team’s marketing efforts

"With all the changes said and done, we've cut our original error rate in four, which is huge. We increased our NPS by +1%, which isn't huge, but it means that of the users who received a file, they were still slightly happier than before, even if they didn't notice that anything special happened at all.”

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Market research (or marketing research) is any set of techniques used to gather information and better understand a company’s target market. This might include primary research on brand awareness and customer satisfaction or secondary market research on market size and competitive analysis. Businesses use this information to design better products, improve user experience, and craft a marketing strategy that attracts quality leads and improves conversion rates.

David Darmanin, one of Hotjar’s founders, launched two startups before Hotjar took off—but both companies crashed and burned. Each time, he and his team spent months trying to design an amazing new product and user experience, but they failed because they didn’t have a clear understanding of what the market demanded.

With Hotjar, they did things differently . Long story short, they conducted market research in the early stages to figure out what consumers really wanted, and the team made (and continues to make) constant improvements based on market and user research.

Without market research, it’s impossible to understand your users. Sure, you might have a general idea of who they are and what they need, but you have to dig deep if you want to win their loyalty.

Here’s why research matters:

Obsessing over your users is the only way to win. If you don’t care deeply about them, you’ll lose potential customers to someone who does.

Analytics gives you the ‘what’, while research gives you the ‘why’. Big data, user analytics , and dashboards can tell you what people do at scale, but only research can tell you what they’re thinking and why they do what they do. For example, analytics can tell you that customers leave when they reach your pricing page, but only research can explain why.

Research beats assumptions, trends, and so-called best practices. Have you ever watched your colleagues rally behind a terrible decision? Bad ideas are often the result of guesswork, emotional reasoning, death by best practices , and defaulting to the Highest Paid Person’s Opinion (HiPPO). By listening to your users and focusing on their customer experience , you’re less likely to get pulled in the wrong direction.

Research keeps you from planning in a vacuum. Your team might be amazing, but you and your colleagues simply can’t experience your product the way your customers do. Customers might use your product in a way that surprises you, and product features that seem obvious to you might confuse them. Over-planning and refusing to test your assumptions is a waste of time, money, and effort because you’ll likely need to make changes once your untested business plan gets put into practice.

Lean User Experience (UX) design is a model for continuous improvement that relies on quick, efficient research to understand customer needs and test new product features.

Lean market research can help you become more...

Efficient: it gets you closer to your customers, faster.

Cost-effective: no need to hire an expensive marketing firm to get things started.

Competitive: quick, powerful insights can place your products on the cutting edge.

As a small business or sole proprietor, conducting lean market research is an attractive option when investing in a full-blown research project might seem out of scope or budget.

There are lots of different ways you could conduct market research and collect customer data, but you don’t have to limit yourself to just one research method. Four common types of market research techniques include surveys, interviews, focus groups, and customer observation.

Which method you use may vary based on your business type: ecommerce business owners have different goals from SaaS businesses, so it’s typically prudent to mix and match these methods based on your particular goals and what you need to know.

1. Surveys: the most commonly used

Surveys are a form of qualitative research that ask respondents a short series of open- or closed-ended questions, which can be delivered as an on-screen questionnaire or via email. When we asked 2,000 Customer Experience (CX) professionals about their company’s approach to research , surveys proved to be the most commonly used market research technique.

What makes online surveys so popular?  

They’re easy and inexpensive to conduct, and you can do a lot of data collection quickly. Plus, the data is pretty straightforward to analyze, even when you have to analyze open-ended questions whose answers might initially appear difficult to categorize.

We've built a number of survey templates ready and waiting for you. Grab a template and share with your customers in just a few clicks.

💡 Pro tip: you can also get started with Hotjar AI for Surveys to create a survey in mere seconds . Just enter your market research goal and watch as the AI generates a survey and populates it with relevant questions. 

Once you’re ready for data analysis, the AI will prepare an automated research report that succinctly summarizes key findings, quotes, and suggested next steps.

An example research report generated by Hotjar AI for Surveys

2. Interviews: the most insightful

Interviews are one-on-one conversations with members of your target market. Nothing beats a face-to-face interview for diving deep (and reading non-verbal cues), but if an in-person meeting isn’t possible, video conferencing is a solid second choice.

Regardless of how you conduct it, any type of in-depth interview will produce big benefits in understanding your target customers.

What makes interviews so insightful?

By speaking directly with an ideal customer, you’ll gain greater empathy for their experience , and you can follow insightful threads that can produce plenty of 'Aha!' moments.

3. Focus groups: the most unreliable

Focus groups bring together a carefully selected group of people who fit a company’s target market. A trained moderator leads a conversation surrounding the product, user experience, or marketing message to gain deeper insights.

What makes focus groups so unreliable?

If you’re new to market research, we wouldn’t recommend starting with focus groups. Doing it right is expensive , and if you cut corners, your research could fall victim to all kinds of errors. Dominance bias (when a forceful participant influences the group) and moderator style bias (when different moderator personalities bring about different results in the same study) are two of the many ways your focus group data could get skewed.

4. Observation: the most powerful

During a customer observation session, someone from the company takes notes while they watch an ideal user engage with their product (or a similar product from a competitor).

What makes observation so clever and powerful?

‘Fly-on-the-wall’ observation is a great alternative to focus groups. It’s not only less expensive, but you’ll see people interact with your product in a natural setting without influencing each other. The only downside is that you can’t get inside their heads, so observation still isn't a recommended replacement for customer surveys and interviews.

The following questions will help you get to know your users on a deeper level when you interview them. They’re general questions, of course, so don’t be afraid to make them your own.

1. Who are you and what do you do?

How you ask this question, and what you want to know, will vary depending on your business model (e.g. business-to-business marketing is usually more focused on someone’s profession than business-to-consumer marketing).

It’s a great question to start with, and it’ll help you understand what’s relevant about your user demographics (age, race, gender, profession, education, etc.), but it’s not the be-all-end-all of market research. The more specific questions come later.

2. What does your day look like?

This question helps you understand your users’ day-to-day life and the challenges they face. It will help you gain empathy for them, and you may stumble across something relevant to their buying habits.

3. Do you ever purchase [product/service type]?

This is a ‘yes or no’ question. A ‘yes’ will lead you to the next question.

4. What problem were you trying to solve or what goal were you trying to achieve?

This question strikes to the core of what someone’s trying to accomplish and why they might be willing to pay for your solution.

5. Take me back to the day when you first decided you needed to solve this kind of problem or achieve this goal.

This is the golden question, and it comes from Adele Revella, Founder and CEO of Buyer Persona Institute . It helps you get in the heads of your users and figure out what they were thinking the day they decided to spend money to solve a problem.

If you take your time with this question, digging deeper where it makes sense, you should be able to answer all the relevant information you need to understand their perspective.

“The only scripted question I want you to ask them is this one: take me back to the day when you first decided that you needed to solve this kind of problem or achieve this kind of a goal. Not to buy my product, that’s not the day. We want to go back to the day that when you thought it was urgent and compelling to go spend money to solve a particular problem or achieve a goal. Just tell me what happened.”

— Adele Revella , Founder/CEO at Buyer Persona Institute

Bonus question: is there anything else you’d like to tell me?

This question isn’t just a nice way to wrap it up—it might just give participants the opportunity they need to tell you something you really need to know.

That’s why Sarah Doody, author of UX Notebook , adds it to the end of her written surveys.

“I always have a last question, which is just open-ended: “Is there anything else you would like to tell me?” And sometimes, that’s where you get four paragraphs of amazing content that you would never have gotten if it was just a Net Promoter Score [survey] or something like that.”

What is the difference between qualitative and quantitative research?

Qualitative research asks questions that can’t be reduced to a number, such as, “What is your job title?” or “What did you like most about your customer service experience?” 

Quantitative research asks questions that can be answered with a numeric value, such as, “What is your annual salary?” or “How was your customer service experience on a scale of 1-5?”

 → Read more about the differences between qualitative and quantitative user research .

How do I do my own market research?

You can do your own quick and effective market research by 

Surveying your customers

Building user personas

Studying your users through interviews and observation

Wrapping your head around your data with tools like flow models, affinity diagrams, and customer journey maps

What is the difference between market research and user research?

Market research takes a broad look at potential customers—what problems they’re trying to solve, their buying experience, and overall demand. User research, on the other hand, is more narrowly focused on the use (and usability ) of specific products.

What are the main criticisms of market research?

Many marketing professionals are critical of market research because it can be expensive and time-consuming. It’s often easier to convince your CEO or CMO to let you do lean market research rather than something more extensive because you can do it yourself. It also gives you quick answers so you can stay ahead of the competition.

Do I need a market research firm to get reliable data?

Absolutely not! In fact, we recommend that you start small and do it yourself in the beginning. By following a lean market research strategy, you can uncover some solid insights about your clients. Then you can make changes, test them out, and see whether the results are positive. This is an excellent strategy for making quick changes and remaining competitive.

Net Promoter, Net Promoter System, Net Promoter Score, NPS, and the NPS-related emoticons are registered trademarks of Bain & Company, Inc., Fred Reichheld, and Satmetrix Systems, Inc.

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What is industry research, benefits of publishing industry research, how to conduct and publish industry research, do you need to partner with another company to conduct industry research, build your brand reputation with great content.

• Define industry research as it exists in the marketing world
• Walk through 6 important benefits of publishing original industry research
• Go step-by-step through the process of conducting industry research
• Original industry research establishes brands as thought leaders.
• Other benefits of conducting industry research include backlinks and higher levels of customer trust.
• Industry research should always have clear goals and a dedicated team.
• About half of all companies that conduct industry research partner with a third-party organization to do it.

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How to Do Market Research: A Definitive Guide

Article Snapshot

Section 1: introduction to market research.

Before we dive into the intricacies of market research, let's first establish a solid understanding of what it entails. Market research is the systematic process of collecting, analyzing, and interpreting data about a target market or industry. It involves gathering information about potential customers, their needs and preferences, as well as assessing the overall market landscape and identifying opportunities for growth.

Market research plays a vital role in shaping business strategies and decision-making processes. It helps businesses identify market trends, evaluate product or service viability, understand customer behavior, and develop effective marketing campaigns. By leveraging market research, companies can minimize risks, optimize resources, and increase their chances of success.

Section 2: Preparing for Market Research

Before embarking on any market research endeavor, it is crucial to establish clear objectives and determine the appropriate research methodology. In this section, we will guide you through the essential steps of preparing for market research.

Defining Research Objectives

The first step in any market research project is to define clear research objectives. These objectives should align with your business goals and provide a framework for your research efforts. Whether you aim to understand customer satisfaction, evaluate market potential for a new product, or analyze competitor strategies, defining specific and measurable objectives is essential to ensure the research is focused and effective.

Choosing the Right Research Methodology

Once you have defined your research objectives, the next step is to select the most appropriate research methodology. There are various methodologies available, each with its strengths and limitations. Qualitative research methods, such as interviews and focus groups, allow for in-depth exploration of customer opinions and perceptions. On the other hand, quantitative research methods, like surveys and data analysis, provide statistical insights and numerical data.

Creating a Research Plan

To ensure the success of your market research endeavor, it is essential to develop a comprehensive research plan. A research plan outlines the steps, timeline, budget, and resources required for your market research project. By creating a well-structured plan, you can effectively manage your research activities, allocate resources efficiently, and stay on track to achieve your research objectives.

Section 3: Conducting Primary Market Research

Primary market research involves collecting firsthand data directly from your target audience. This section will explore various primary research methods and provide insights into how to conduct effective primary market research.

Survey Research

Surveys are a popular and effective method for gathering primary research data. They allow businesses to collect a large volume of data from a diverse audience. Designing effective survey questions, selecting appropriate survey administration methods, and maximizing response rates are crucial elements to consider when conducting survey research.

Interviews and Focus Groups

Interviews and focus groups offer a more in-depth understanding of customer opinions and behaviors. By engaging directly with participants, businesses can explore complex topics and gain valuable insights. This section will cover techniques for conducting successful interviews and focus groups, as well as analyzing and interpreting the qualitative data obtained.

Observational Research

Observational research involves observing and analyzing consumer behavior in real-life situations. This method provides rich insights into consumer interactions, preferences, and decision-making processes. We will discuss different types of observational research and address ethical considerations associated with this methodology.

Section 4: Gathering and Analyzing Secondary Market Research

Secondary market research involves gathering existing data and information from various sources. This section will explore reliable sources for secondary research data, data collection methods, and techniques for analyzing and interpreting secondary research findings.

Sources of Secondary Research Data

Identifying reputable sources for secondary market research data is crucial for obtaining accurate and reliable information. We will explore a wide range of sources, including market research firms, industry reports, government publications, and online databases.

Data Collection and Analysis

Once you have gathered the secondary research data, the next step is to organize and analyze it effectively. This section will provide insights into various data collection methods and techniques for analyzing and interpreting secondary research findings. We will also discuss the utilization of data visualization tools to present data in a visually appealing and informative manner.

Section 5: Utilizing Market Research Findings

Market research findings hold immense value only when they are effectively utilized to drive business growth. In this section, we will explore how to interpret and apply research findings, communicate results, and continually monitor and evaluate market research efforts.

Interpreting and Applying Research Findings

Interpreting research findings accurately is vital to extract actionable insights. We will discuss techniques and strategies for interpreting research findings and applying them to make informed business decisions. Real-world case studies will be presented to illustrate the practical application of market research findings.

Communicating Research Results

Effectively communicating research results is essential for ensuring that the insights gained are understood and utilized by key stakeholders. This section will provide tips for creating visually appealing and informative research reports and delivering impactful presentations to stakeholders and decision-makers.

Monitoring and Evaluating Market Research

Market research is an ongoing process, and continuous monitoring and evaluation are crucial to stay abreast of market trends and changes. We will explore strategies for tracking market dynamics, monitoring the effectiveness of research efforts, and adjusting research strategies based on feedback and evolving market conditions.

Understanding the Importance of Market Research

Market research is an indispensable component of any successful business strategy. It provides crucial insights into customer behavior, market trends, and competitor analysis, enabling businesses to make informed decisions and gain a competitive edge. In this section, we will explore the significance of market research and its role in driving business success.

The Value of Market Research

Market research serves as a guiding light for businesses, helping them navigate the complex landscape of consumer demands and market dynamics. By conducting thorough research, businesses can gain a deep understanding of their target audience, identify unmet needs, and develop products or services that truly resonate with their customers.

One of the primary benefits of market research is its ability to minimize risk. By gathering data and insights before launching a new product or expanding into a new market, businesses can assess market potential, evaluate customer preferences, and anticipate potential challenges. This proactive approach reduces the likelihood of costly mistakes and increases the chances of success.

Moreover, market research plays a vital role in identifying and capitalizing on market opportunities. By staying attuned to market trends, businesses can spot emerging consumer needs, industry shifts, and technological advancements. Armed with this knowledge, they can adapt their strategies, develop innovative solutions, and stay ahead of the competition.

Market research also provides a solid foundation for effective marketing campaigns. By understanding the target audience's preferences, motivations, and pain points, businesses can tailor their messaging, positioning, and communication channels to effectively reach and engage their customers. This targeted approach not only increases customer acquisition but also enhances customer loyalty and brand advocacy.

The Risks of Neglecting Market Research

Failing to conduct market research can have dire consequences for businesses. Without a deep understanding of their target audience, businesses risk developing products or services that do not meet customer needs or preferences. This can lead to low customer satisfaction, decreased sales, and ultimately, business failure.

Additionally, neglecting market research can result in missed opportunities. In a rapidly evolving marketplace, failing to track consumer trends, competitor strategies, and industry shifts can leave businesses lagging behind. By the time they realize the need for change, it may be too late to catch up, leading to lost market share and diminished competitiveness.

Furthermore, without market research, businesses may struggle to effectively allocate their resources. They may invest in marketing campaigns that do not resonate with their target audience or allocate resources to markets with limited potential. This misalignment of resources can drain finances and hinder overall business growth.

The Role of Market Research in Decision-Making

Market research serves as a compass for decision-making, guiding businesses in making strategic choices based on data-driven insights. Whether it is launching a new product, entering a new market, or adjusting pricing strategies, market research provides the necessary information to make informed decisions.

By conducting market research, businesses can gain a comprehensive understanding of their target audience's preferences, needs, and behaviors. This knowledge allows them to develop products or services that align with customer expectations, resulting in higher customer satisfaction and increased sales.

Market research also empowers businesses to assess the competitive landscape. By studying competitors' strengths, weaknesses, and market positioning, businesses can identify gaps and opportunities for differentiation. This knowledge enables them to develop unique value propositions and competitive strategies that set them apart from their rivals.

Additionally, market research helps businesses evaluate the effectiveness of their marketing efforts. By measuring key performance indicators (KPIs) and analyzing consumer responses, businesses can identify areas for improvement and refine their marketing strategies. This iterative approach ensures that marketing budgets are optimized and yields the highest return on investment (ROI).

In conclusion, market research is an invaluable tool for businesses aiming to thrive in a competitive marketplace. By understanding the importance of market research and leveraging its insights, businesses can make informed decisions, minimize risks, seize opportunities, and ultimately drive sustainable growth. Now that we have established the significance of market research, let's delve into the practical steps of preparing for and conducting market research.

Preparing for Market Research

Before diving into market research, it is crucial to lay a solid foundation by preparing for the research process. This section will explore the essential steps involved in preparing for market research, including defining research objectives, selecting the appropriate research methodology, and creating a comprehensive research plan.

Clearly defining research objectives is the cornerstone of any successful market research project. Research objectives serve as guiding principles that outline the specific goals and outcomes you hope to achieve through your research efforts. These objectives should be specific, measurable, achievable, relevant, and time-bound (SMART).

When defining your research objectives, consider what you aim to accomplish. Are you seeking to understand customer preferences for a new product? Do you want to assess market potential for a specific geographic region? Defining clear and focused research objectives will help you stay on track and ensure that your research efforts yield actionable insights.

Once you have defined your research objectives, the next step is to select the most appropriate research methodology. Different research methodologies offer unique advantages and are suited for different research objectives.

Qualitative research methods, such as interviews and focus groups, provide in-depth insights into customer opinions, attitudes, and perceptions. These methods allow for rich, nuanced data collection and are particularly useful for exploring complex topics or understanding the underlying motivations and emotions driving consumer behavior.

Quantitative research methods, on the other hand, involve the collection and analysis of numerical data. Surveys and questionnaires are common quantitative research tools that allow for large-scale data collection. These methods are useful for measuring customer satisfaction, analyzing customer preferences, and identifying statistical relationships between variables.

It's important to choose a research methodology that aligns with your research objectives, budget, and time constraints. Consider the advantages and limitations of each methodology and select the one that will provide the most relevant and accurate data for your specific research needs.

A well-structured research plan is essential for conducting market research efficiently and effectively. A research plan serves as a roadmap that outlines the steps, timeline, budget, and resources required for your research project.

By creating a comprehensive research plan, you can ensure that your market research efforts are well-organized, efficient, and yield valuable insights. The plan will also serve as a reference point to track progress and make adjustments as needed throughout the research process.

Now that you understand the importance of preparing for market research, we will delve into the practicalities of conducting primary market research in the next section.

Conducting Primary Market Research

Survey research is one of the most commonly used methods for collecting primary research data. Surveys allow businesses to gather a large volume of data from a diverse audience efficiently. They can be conducted through various channels, including online surveys, phone interviews, or in-person questionnaires.

When designing a survey, it is important to carefully craft the survey questions to ensure they are clear, unbiased, and relevant to the research objectives. Use a combination of open-ended and closed-ended questions to gather both qualitative and quantitative data. Open-ended questions provide respondents with the opportunity to express their opinions and provide detailed feedback, while closed-ended questions offer predefined response choices that can be easily analyzed.

To maximize response rates, it is essential to carefully consider the survey administration method. Online surveys are cost-effective and convenient, allowing respondents to complete the survey at their convenience. Phone interviews provide a personal touch and allow for follow-up questions, while in-person questionnaires enable businesses to interact directly with respondents. Choosing the appropriate survey administration method depends on factors such as target audience demographics, research objectives, and available resources.

Additionally, it is crucial to consider respondent fatigue and survey length. Long and tedious surveys can lead to decreased response rates and inaccuracies in responses. Keep the survey concise, focused, and engaging to ensure higher participation and reliable data.

Interviews and focus groups provide valuable qualitative insights into consumer opinions, preferences, and behaviors. These methods allow businesses to engage directly with participants and gain a deeper understanding of their thoughts and motivations.

Interviews can be conducted in-person, over the phone, or through video calls. They provide an opportunity to ask probing questions, delve into specific topics, and explore in-depth responses. The interviewer can adapt the questioning based on the participant's responses, allowing for a dynamic and personalized conversation.

Focus groups involve bringing together a small group of individuals to discuss a specific topic or product. This method allows participants to interact with one another, share their opinions, and generate insights through group discussions. Focus groups provide a unique perspective by capturing the collective thoughts and experiences of the participants.

To conduct successful interviews and focus groups, it is essential to carefully plan the session. Develop a discussion guide or interview script that includes a set of key questions or topics to cover. This will ensure consistency and enable comparability across interviews or focus groups. Actively listen to participants, encourage open and honest responses, and create a comfortable environment for sharing opinions.

Qualitative data obtained from interviews and focus groups require careful analysis. Use techniques such as thematic analysis or coding to identify recurring themes, patterns, and insights. These qualitative insights can provide valuable context and depth to complement quantitative data collected through surveys or other methods.

Observational research involves observing and analyzing consumer behavior in real-life settings. This method allows businesses to gain insights into consumer interactions, preferences, and decision-making processes. It can be particularly useful in retail environments, public spaces, or during product usage.

Participant observation involves immersing oneself in the context being studied and actively participating in the observed activities. This method allows researchers to gain firsthand experience and capture the nuances of behavior and interactions. Non-participant observation, on the other hand, involves observing from a distance without directly engaging with the participants. This method allows for more objective observations and avoids potential biases that may arise from researcher-participant interaction.

When conducting observational research, it is essential to consider ethical considerations and obtain necessary permissions, especially in public spaces or when observing sensitive behavior. Maintain confidentiality and anonymity of participants and ensure that the research does not infringe upon their privacy.

Observational research often involves recording observations through notes, photographs, or video recordings. These records serve as valuable data for analysis and interpretation. Analyze the collected data by identifying patterns, behaviors, and trends. Observational research findings can be used to supplement and validate other primary research methods, providing a comprehensive understanding of consumer behavior.

As we have explored the various primary research methods, it is important to note that choosing the appropriate method depends on the research objectives, target audience, available resources, and the depth of insights required. By carefully selecting and conducting primary market research methods, businesses can uncover valuable insights about their target audience, preferences, and behaviors.

Gathering and Analyzing Secondary Market Research

While primary market research provides valuable firsthand data, secondary market research involves gathering existing data and information from various sources. This section will explore the sources of secondary research data and provide insights into data collection methods and techniques for analyzing and interpreting secondary research findings.

Secondary market research relies on existing data and information that has been collected by others. There are various sources from which businesses can gather secondary research data, including:

When gathering secondary research data, it is crucial to consider the reliability and credibility of the sources. Ensure that the data comes from reputable sources and is up-to-date. Cross-referencing information from multiple sources can help validate the accuracy and consistency of the data.

Once you have gathered the relevant secondary research data, the next step is to organize and analyze it effectively. The process of data collection and analysis involves several key steps:

Secondary research findings should be interpreted and used in conjunction with primary research data to gain a comprehensive understanding of the market landscape. Combining primary and secondary research data allows for triangulation, validation, and a more holistic analysis of the research objectives.

By effectively gathering and analyzing secondary research data, businesses can gain valuable insights into market trends, consumer behavior, and industry dynamics. These insights serve as a foundation for informed decision-making, strategy formulation, and staying ahead of the competition.

Utilizing Market Research Findings

Interpreting and analyzing research findings is a critical step in extracting actionable insights that can drive business decisions. Here are some key considerations when interpreting and applying research findings:

Remember that market research is an iterative process, and new insights may emerge as you delve deeper into the data. Continuously revisit and refine your interpretation of the research findings to ensure that you capture the most accurate and valuable insights.

Effectively communicating research results is crucial to ensure that the insights gained are understood and utilized by key stakeholders. Here are some tips for communicating research results:

Market research is an ongoing process that requires continuous monitoring and evaluation. Here are some key aspects to consider when monitoring and evaluating market research efforts:

By monitoring and evaluating market research efforts, you can ensure that the insights gained are effectively utilized and that your research strategies remain aligned with the evolving market landscape.

In conclusion, effectively utilizing market research findings is essential for driving business growth and staying ahead of the competition. By interpreting and applying research findings, communicating results effectively, and continuously monitoring and evaluating research efforts, businesses can make informed decisions, improve customer experiences, and seize market opportunities.

Conclusion: The Power of Market Research

Market research is a powerful tool that empowers businesses to make informed decisions, understand their target audience, and gain a competitive edge. Throughout this comprehensive guide, we have explored the various aspects of market research, from understanding its importance to conducting primary and secondary research, and utilizing research findings effectively. Now, let's recap the key points and emphasize the power of market research in driving business success.

Market research serves as a compass for businesses, guiding them through the complex landscape of consumer demands, market trends, and competitor analysis. By conducting thorough research, businesses can gain valuable insights into their target audience, identify market opportunities, and mitigate risks. Market research enables businesses to make informed decisions, optimize resources, and drive sustainable growth.

One of the primary benefits of market research is its ability to provide a deep understanding of customer preferences and needs. By gaining insights into customer behavior, businesses can develop products and services that truly resonate with their target audience, leading to higher customer satisfaction and loyalty.

Market research also enables businesses to stay ahead of the competition. By monitoring market trends, tracking competitor activities, and assessing industry dynamics, businesses can identify emerging opportunities and adapt their strategies accordingly. This flexibility allows businesses to maintain a competitive edge and seize market opportunities before their competitors.

Furthermore, market research plays a vital role in effective marketing campaigns. By understanding consumer preferences, motivations, and pain points, businesses can tailor their messaging, positioning, and communication channels to reach and engage their target audience more effectively. This targeted approach increases customer acquisition, enhances brand perception, and drives business growth.

However, market research is not a one-time endeavor. It requires continuous monitoring and evaluation to stay attuned to evolving market trends, consumer preferences, and competitive dynamics. By monitoring key metrics, tracking market trends, and gathering ongoing customer feedback, businesses can refine their strategies, identify areas for improvement, and deliver exceptional customer experiences.

In conclusion, market research is an indispensable tool for businesses aiming to thrive in a competitive marketplace. By understanding the importance of market research, preparing thoroughly, conducting primary and secondary research effectively, interpreting and applying research findings, and continuously monitoring and evaluating research efforts, businesses can gain a deeper understanding of their target audience, make informed decisions, and drive business growth. Embrace the power of market research and unlock the endless opportunities it holds for your organization.

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How to do Market Research: a Step-by-Step Guide

14 min read

Looking for the best way to do market research? From framing your initial question to extracting valuable customer insights, we’ll walk you through the lean market research process step-by-step. You will learn effective techniques for collecting and analyzing data , with practical tips on applying your findings to benefit your SaaS. Get ready to empower your decisions with real-world market intelligence.

• Market research is vital for making informed business decisions, enabling companies to understand the market, target audience, and competitors, reducing risks, and optimizing marketing communications and product strategies .
• Effective market research requires clear and measurable objectives, guiding decision-making and ensuring relevance to the project’s needs, and should be accompanied by appropriate methods , including both primary and secondary research .
• Applying insights from market research to product development and marketing strategies can significantly enhance business growth. This allows businesses to tailor their offerings and engage more effectively with their target market.

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What is Market Research

Essentially, market research is the process of understanding one’s target audience’s needs and wants to validate a new product, feature, or service idea. It involves probing and extracting answers based on empirical evidence instead of relying on hunches or speculative judgment.

Why should you do market research?

Understanding your consumers’ behavior and needs well through methodical market research is vital for informed decision-making when it comes to your product roadmap. These choices can make or break your SaaS company. Without thorough market research, you’re navigating blindly, basing crucial judgments on antiquated notions of customer habits, imprecise economic gauges, or untested assumptions rather than solid competitive analysis.

The outcome? Sharper marketing messages, savvy product development strategies, and an intimate grasp of both prospective buyers and existing customers’ preferences and needs.

Identifying Your Market Research Goals

Before you do anything – you need to determine specific and actionable goals of your market research project. Setting SMART (specific, measurable, achievable, relevant and time-bound) goals will help you stay on track, come up with better market research questions and achieve more reliable results faster.

For effective market research outcomes, your goals must be:

• Quantifiable .
• Attainable.
• Directly aligned with project requirements.

Having established unambiguous goals prior to delving into data analysis sets up a solid foundation ensuring pivotal questions, hypotheses, and indicators are systematically tackled during effective market research.

Market Research Methods

Now that you understand the role of well-defined research objectives, let’s examine the different types of market research and research techniques for realizing these goals. These methods are essentially your toolkit for extracting valuable insights and they fall into two broad categories: primary research and secondary research . Choosing between them depends on many factors such as your budget, time availability, and whether you’re looking for more exploratory research data or concrete answers.

Engaging in primary research is comparable to unearthing precious metals—it requires gathering new information straight from sources through several approaches including:

• Focus groups.

This approach gives you first-hand insight into your target audience.

Conversely, secondary research uses already established datasets of primary data – which can add depth and reinforcement to your firsthand findings. For a 360 view of your market trends, combine both techniques – exploratory primary research and secondary channels of inquiry.

Let’s look a bit deeper into them now.

What is Primary Market Research?

Market research uses primary market research as an essential tool. This involves collecting new data directly from your target audience using various methods, such as surveys , focus groups, and interviews.

Each method has its benefits. For example, observational studies allow you to see how consumers interact with your product.

There are many ways to conduct primary research.

Focus Groups : Hold discussions with small groups of 5 to 10 people from your target audience. These discussions can provide valuable feedback on products, perceptions of your company’s brand name, or opinions on competitors.

Interviews : Have one-on-one conversations to gather detailed information from individuals in your target audience.

Surveys : These are a common tool in primary market research and can be used instead of focus groups to understand consumer attitudes. Surveys use structured questions and can reach a broad audience efficiently.

Navigating Secondary Market Research

While market research using primary methods is like discovering precious metals, secondary market research technique is like using a treasure map. This approach uses data collected by others from various sources, providing a broad industry view. These sources include market analyses from agencies like Statista, historical data such as census records, and academic studies.

Secondary research provides the basic knowledge necessary for conducting primary market research goals but may lack detail on specific business questions and could also be accessible to competitors.

To make the most of secondary market research, it’s important to analyze summarized data to identify trends, rely on reputable sources for accurate data, and remain unbiased in data collection methods.

The effectiveness of secondary research depends significantly on how well the data is interpreted, ensuring that this information complements the insights from primary research.

The Role of Qualitative and Quantitative Data in Market Research

In market research, there are two main types of data: qualitative and quantitative. Qualitative data explores the reasons behind consumer actions, collecting non-numeric information to understand consumer behaviors and motivations. For more on gathering and analyzing qualitative data, see How to Analyse Qualitative Data . On the other hand, quantitative data uses numeric data to measure consumer preferences, behaviors, and market sizes. To learn more about handling this type of data, check out User Analytics .

A thorough market analysis usually combines both qualitative and quantitative data. This approach provides a full view of the market by merging detailed qualitative insights with concrete quantitative statistics. For more on combining these approaches, refer to Generative vs. Evaluative Research .

Gathering Qualitative Insights

Qualitative research involves direct engagement with customers, like having detailed discussions. It includes observational studies that capture genuine consumer reactions. This type of research provides deep insights into consumer perceptions, brand comparisons, consumer behavior, and feedback on specific product features.

Studies on customer satisfaction and loyalty reveal effective strategies for keeping customers and what keeps them loyal, such as loyalty programs and quality customer service. The strength of qualitative research lies in its ability to dig deeper than just numbers, reaching insights that quantitative data might miss. By using qualitative data to customize experiences, businesses can increase customer satisfaction, interaction , and loyalty, leading to greater business growth.

Analyzing Quantitative Data

Quantitative research provides precision and the ability to measure findings using structured data collection methods like polls and surveys. Product analytics tools such as Userpilot , Amplitude , Heap , and Mixpanel are highly effective for collecting and organizing quantifiable data. This type of data is crucial for identifying trends and insights, which can help businesses track important performance indicators such as conversion rates or customer lifetime value , supporting their growth strategies.

Quantitative research data is divided into two types: discrete data, which includes countable numbers, and continuous data, which consists of numbers that can have fractions or decimals. These are vital for revealing important demographic information.

Segmenting Your Target Market

Market research plays a key role in segmenting your target audience into manageable segments.

These market segments are typically grouped by similar needs or attributes, and display similar responses in marketing research surveys and initiatives. The full market segmentation process is vital for comprehensively grasping and satisfying the requirements of your targeted consumer base.

Accumulating demographic information forms the basis for executing effective market segmentation strategies. Businesses prioritize obtaining user data such as:

• Job functions.
• Organizational scale.
• Customer demographics profiles.
• Lifestyle choices.
• Values systems.
• Product usage patterns.

This information can be collected in the initial sign-up flow (through a signup flow survey; see the Asana example below) or by conducting comprehensive market research surveys .

At its core, successful market segmentation enables businesses to communicate effectively in their target customers’ dialects while catering explicitly to their distinct demands.

Userpilot allows you to easily segment your users not only by demographic information, company size, plan, or role – but also by their in-app engagement ( behavioral segmentation ):

In summary, the techniques used to create detailed analyses, like conducting specialized surveys and carefully collecting relevant participant information, are crucial for identifying groups within a larger target population. These groups are defined by usage patterns and broad demographic and economic indicators, enabling companies to not only reach but also deeply connect with each niche market they aim to capture.

Creating buyer personas based on your market research

Creating buyer personas is a strategic process that helps businesses better understand and cater to their target customers. Here’s how you can systematically approach creating effective buyer personas:

• Gather Initial Data : Start by collecting basic demographic information such as age, gender, location, and education level. This can come from existing customer databases, market research, or industry reports.

• Segment the Audience : Based on the collected data, segment your audience into distinct groups. Each segment should represent a type of customer with similar characteristics and behaviors. This segmentation helps in personalizing marketing and sales strategies effectively.
• Build Detailed Personas : For each segment, create a detailed persona that includes not only demographic and behavioral traits but also psychographics like interests, values, and lifestyle. Each persona should tell the story of an ideal customer, making them relatable for your marketing team.
• Refine Over Time : Buyer personas are not static. As you gather more data and the market evolves, revisit and refine your personas to keep them relevant and accurate.
• Utilize Tools Like Userpilot : Tools such as Userpilot can enhance this process by providing analytics that reveal how users interact with your product. This can confirm hypotheses or uncover new insights about user preferences and behaviors, which can be integrated into existing personas to make them even more accurate.

By carefully crafting and continually updating buyer personas, businesses can achieve a deeper understanding of their customers. This enables them to tailor their offerings and communications effectively, thereby enhancing customer engagement and satisfaction.

Recruiting Participants for Primary Research

Choosing the right participants for primary research is a crucial step in market research. It’s important to find individuals who can provide relevant and meaningful consumer feedback, on your product or service, as this feedback is key to developing accurate user personas.

Userpilot can be instrumental in this process. It collects data on how users interact with and use your products, helping you identify who might be the best candidates for more detailed studies, such as interviews.

To efficiently recruit participants for interviews, Userpilot’s in-app features, such as in-app modals with embedded surveys can be extremely useful. You can use these tools to engage directly with users who meet your specific criteria, right within your app.

This method not only simplifies the recruitment process but also ensures that you’re interacting with the most relevant users. By leveraging these features, you can gather deep insights that significantly enhance the development of your user personas, ensuring your research is both timely and informed.

Competitive Analysis for Strategic Advantage

Competitive analysis helps businesses understand their rivals’ strategies. It involves identifying which industries or markets to target and listing key competitors to gain a clear view of the competitive environment. This includes evaluating competitors’ market share, strengths, weaknesses, and potential entry barriers, often using tools like SWOT analysis.

By understanding competitors’ operations and past marketing efforts, businesses can craft new strategies, pinpoint opportunities, and learn from competitors’ mistakes. Employing market research, brand perception surveys, and market statistics, alongside analytical frameworks like Porter’s Five Forces Model, helps businesses uncover new opportunities and maintain a competitive advantage.

Ultimately, competitive analysis uses the understanding of competition to fuel business growth.

Conducting Effective Market Research Surveys

Primary market research often uses surveys as a cost-effective way to gather data. These surveys reach wide audiences and provide quick feedback. It’s crucial to carefully plan the creation and distribution of these surveys to ensure they are effective. Given the high amount of web traffic from mobile devices, it’s particularly important to make surveys mobile-friendly.

To get the most comprehensive data, include both quantitative (closed-ended) and qualitative (open-ended) questions in your survey . Offering incentives like financial compensation or vouchers can encourage participation, but it’s important to manage these carefully to avoid biasing the responses.

Well-designed surveys are like direct interviews with your target audience and are key to obtaining valuable insights about their views and experiences.

Userpilot offers over 50 in-app survey templates along with a bespoke builder, which are important tools for collecting the right responses. These features allow you to tailor surveys precisely to your needs, ensuring you gather accurate and relevant data directly from your users. By leveraging these templates and customizing them with the bespoke builder, you can effectively engage your audience and enhance the quality of insights you receive. This setup is crucial for conducting efficient and effective market research.

Analyzing and Interpreting Market Research Data

Once you have collected data through surveys, market research data analysis is the next critical step. It involves identifying patterns, establishing connections, and extracting insights that inform business decisions.

Userpilot’s analytics suite offers deep and easily accessible insights into your market research data:

This process starts with preparing the data by cleaning and organizing it to ensure accuracy and ease of analysis. Depending on the study’s goals, various analytical methods can be used, from simple descriptive statistics to complex multivariate analyses, all chosen to provide meaningful insights.

The core of this analysis aims to uncover market trends and understand industry specifics, which can highlight key factors such as impactful customer experiences, profitable products or services, and effective marketing strategies. Communicating these findings effectively involves presenting them in clear reports and using visual aids while making practical recommendations and addressing any limitations in the research scope or methods. Ultimately, data analysis transforms raw data into compelling narratives that offer actionable business intelligence.

Applying Market Research to Product or Service Development

Market research is much more than just collecting data and uncovering insights; it’s a vital tool for driving business growth and guiding product development at every stage. Here’s how market research supports business throughout the product lifecycle:

• Concept Creation : Helps identify market needs and opportunities to inform the initial product idea.
• Building a Business Case : Provides evidence and data to justify investment in the new product.
• Product Development : Offers insights into customer preferences and feedback for refining product features.
• Market Introduction : Aids in strategizing the launch, targeting the right audience, and setting the right price.
• Lifecycle Management : Continuously gathers data on customer usage and satisfaction to enhance the product over time.

Consider a B2B SaaS company that develops project management software. By engaging in targeted market research activities like surveys and doing focus group call groups among its business clients, the company can:

• Understand Business Needs : Gain insights into the specific project management challenges and needs of different industries.
• Refine Product Features : Discover which software features are most valued by businesses, such as integration capabilities, user-friendliness, or specific tools for collaboration.
• Tailor Marketing Strategies : Identify the most effective communication channels and messaging that resonate with business clients, such as emphasizing efficiency gains or return on investment.

Market research guides businesses from the initial idea through to launch and beyond, acting as a strategic tool that ensures all actions are aligned with market demands and customer needs , ultimately aiming for successful business outcomes.

Utilizing Tools for Efficient Market Research

Using tools like Userpilot, SurveyMonkey, Google Forms, and Typeform, market researchers can reach a wide audience and get fast responses. These platforms help to design, distribute, and analyze surveys efficiently.

Userpilot stands out by allowing businesses to create targeted in-app experiences that engage users directly where they are most active—within the app itself. This direct engagement method improves the quality of the feedback collected as it relates to specific features or user experiences.

Userpilot also offers features such as demographic filtering and behavioral-based segmentation, which speeds up the process of finding and recruiting the right participants for market research.

These tools are essential for performing detailed and effective market research. They break down geographic and cultural barriers, offer access to diverse user groups, and enable businesses to conduct deep, actionable analyses across different market segments.

Translating Research Findings into Business Growth

Market research does more than just gather and analyze data; it aims to transform these insights into tangible business improvements. This process is crucial in guiding product development and helping increase a company’s market share by informing targeted strategies. For instance, a B2B SaaS company could use market research to:

• Tailor marketing strategies specifically for key user personas.
• Identify the most valued features for your users.
• Develop pricing strategies that appeal to companies of different sizes.
• Gain insight into the specific needs and expectations of their customers.

By implementing effective market research techniques, companies can customize their products or services to better serve their target audience’s needs, fundamental for stimulating company growth . Conducting personalized market research adds value, while collaborating with specialized firms may yield additional profound insights.

Market research is not just about collecting data; it’s about deeply understanding your customers, spotting opportunities, and making informed decisions that drive your business forward. It provides essential insights into the market and business environment, influencing how potential clients perceive your company.

By conducting competitor analysis and market research, organizations can:

• Connect with their target audience.
• Understand their competitive position.
• Plan strategically for future initiatives.
• Gain insights into customer perceptions of their brand, uncovering new perspectives or opportunities for improvement.

Since competitors also use market research to their advantage, engaging in these analytical processes is crucial for a comprehensive marketing strategy, aimed at business growth.

Start your own market research and journey today to pave the way to success.

Frequently Asked Questions

What is market research and why is it important.

Understanding their target market through collected information and insights, businesses can make informed decisions, diminish risks, and enhance marketing strategies with the aid of market research. This ensures that choices are based on reliable data, which is crucial for business success.

What is the difference between primary and secondary research?

To summarize, primary research entails the gathering of original data directly from the source, whereas secondary research utilizes previously compiled data sources to add perspective and reinforce conclusions derived from primary research.

How does market research guide product development?

By offering critical data on consumer habits and preferences, market research steers the enhancement of product features, thereby influencing decisions across all stages of a product’s life cycle and aiding in the evolution of product development.

What tools can be used for efficient market research?

Platforms such as Userpilot, SurveyMonkey, Google Forms, and Typeform can be leveraged alongside technologies that are driven by data to simplify the process of crafting, disseminating, and examining online surveys which play a crucial role in conducting market research effectively.

How can market research translate into business growth?

By informing product development, marketing strategies, and identifying opportunities for growth through enlightened decision-making, market research results can propel business expansion.

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• Industry Research Step By Step
• SWOT - Internal & External Analysis
• Library Quick Links

Industry Research

STEP BY STEP PROCESS

1.  Identify your industry.

     (keep in mind that some companies are involved in many industries)., find the naics (north american industry classification system) code.  the north american industry classification system is the standard used by the federal statistical agencies in classifying business establishments.  the 2022 u.s. naics manua l includes definition for each industry, background information, tables showing changes between the 2002 and 2007, and a comprehensive index., find the sic (standard industrial classification) code . please note that most business databases are using the naics code to replace the sic code.  in some databases, you can still use the sic code to find information about your industry., you can also start looking up information about a specific company engaged in the industry. ucf libraries subscribe to these databases to find company information - mergent intellect , nexis uni - company dossier , business insights , marketline advantage , netadvantage . , 2.  locate industry surveys, overviews and reports., industry overviews - use these sources to find information about a particular industry.  someone contemplating to purchase a fast-food franchise, for example, would need not only information about the financial well-being of the franchisor, but also information about the fast-food and restaurant industry in general.  depth of coverage for the sources below varies, but usually includes a review of the industry' past performance, a description of the current situation, and future projections., ibisworld industry market research .  provides instant access to over 700 us industries - everything from shoes stores to gold ore mining and all industries in between., standard & poor's industry surveys .  access available through netadvantage .  provides comprehensive reports on more than 50 industries. written by industry experts, each report begins with a survey of the current environment followed by a profile of the industry, a discussion of industry trends, an explanation of how the industry operates, key industry ratios and statistics, an invaluable section detailing how to analyze a company in the industry, and concluding with a glossary, industry references and comparative company statistics. , business insights: essentials (formerly business & company resource center) .  provides a collection of industry information, including articles, financials, brand information, rankings, investment reports, company histories, and chronologies., marketline advantage.   an international market research database providing thousands of in-depth industry reports, company, and country information., mintel current .   provides hundreds of market research reports covering the u.s., uk and european consumer markets and lifestyles., abi/inform archive, dateline, global, trade & industry.   search this database for reports on industries and markets from the following sources - business monitor international (bmi) industry reports, first research (d&b), and just-series market research report., business source premier now has international market research and industry reports from datamonitor., 3.  locate leading companies and their competitors., use these sources to find who the industry leaders are.  these databases will provide a list of leading companies and their competitors, worldwide company report, company ranking and market share. , mergent intellect . provides information on leading companies and their competitors. , business insights: essentials (formerly business & company resource center) .  detailed company and industry profiles including swot reports, market share reports, and financial reports. swot reports provide analysis of hundreds of us and international companies.   , lexisnexis company dossier.   company dossier is part of lexisnexis academic business information solutions including: legal, corporate, government, law enforcement, tax, accounting, academic, and risk and compliance assessment., 4.  locate demographic and market share data and other industry statistics, social explorer contains over 18,000 maps, hundreds of profile reports, 40 billion data elements, 335,000 variables and 220 years of data. interactive mapping and reporting tools let you explore a vast array of demographic data quickly and easily. (five concurrent users only), explore religion in every county, state and the united states., american community surveys 5-year estimates (available down to the census block group geography) data plus social explorer tables which include easy reports with age, sex, race, hispanic origin, household relationship, place of birth, education, employment status, income, tenure, cost and value of housing, year structure built and other data., demogrphic profiles helps you find facts about communities and understand complex demographic and education profiles in your target market., census 2010 (pl94 data) data files contain summary data down to the census block geographic level., simplyanalytics mapping application that enables users to develop interactive thematic maps and reports using thousands of demographic, business, and marketing data variables.  create a simplymap account if you wish to save your work access other user account features. 5 concurrent users. (use your ucf knights email account), demographic variables - population, age, race, income, ancestry, marital status, housing, employment, transportation, families, and more., historical census data - historical census data: including 1980, 1990 & 2000, plus  current year census estimates and 5 year projections., business and marketing variables detailed consumer expenditure, consumer price index,  quality of life & consumer profiles, business & employee counts by industry, and easi© market segments & life stages., mediamark research’s (mri©) survey of the american consumer™: easi, using mri survey   data, produces local estimates of usage and consumption (propensity) for thousands of specific and detailed products and services., prizm™ from nielson claritas: defines every u.s. household in terms of 66 demographic and behavior types or segments to help marketers discern those customers' likes, dislikes, lifestyles, and purchasing behaviors., experian simmonslocal: a powerful targeting and profiling system that provides insights into consumer behavior for all of america's 210 media markets on a local level with 60,000+ data variables, including over 450 categories and 8,000 specific brands., demographicsnow library edition . offers up-to-date resources on demographics and extensive market-level information., business insights: essentials  .  provides  access to several publications that rank companies including market share reporter and business rankings annual, netadvantage (standard & poor's) .  provides comprehensive reports on individual companies and more than 50 industries. , ibisworld industry market research .  provides comprehensive reports 700 us industries.  each report covers " competitive landscape " and list of " major companies " including the individual company's percentage of market share., marketline advantage .  an international market research database that offers both company reports with market share data and other statistics.  the industry reports include market value, market volume, and market share., 5.  porter's five competitive forces., the state of competition in an industry depends on five basic competitive forces - buyer power, supplier power, threats of new entrants, threats of substitute products or services, and rivalry among existing firms., marketline advantage . ready-made analyses for specific industries using porter's five force., abi/inform archive, dateline, global, trade & industry .   this database includes industry reports from first research , a dun & bradstreet company. porters forces are not explicitly stated but report includes business challenges (changing demographics, liabilities, competition, cash flow, etc.) and trends and opportunities., 6.  in-depth articles about the industry., articles published in leading business journals, magazines and newpapers provide additional sources of in-depth industry information.  ucf libraries subscribe to the following databases., abi/inform archive, dateline, global, trade & industry, business source premier, lexisnexis academic, business insights: essentials (formerly business & company resource center), business abstracts with full tex t, general businessfile asap, wall street journal, 7.  industry norms and financial ratios., almanac of business & industrial financial ratios -, industry norms & key business rations , rma annual statement studies: published by robert morris associates., 8.  industry websites including trade associations., nearly every type of business has one or more trade or professional associations to promote its interests, share and collect information., associations unlimited .  use this database to locate approximately 460,000 international and u.s. membership organizations in all fields., you may also use google , yahoo directory , and other internet search engines to identify these sites..

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How to Conduct Market Research: A Step-By-Step Guide

Figuring out how to do market research for the first time can be intimidating and confusing. There are so many categories and different methods to choose from. It often seems like an endless list of organizational tasks and preparations.

However cumbersome as it might seem, research has an irreplaceable value for every company, be it a startup or a big corporation. It’s an instrument that leaders must use to keep themselves informed and up-to-date with market changes and make smart choices.

By observing your customers, you gain valuable insights into their personalities, motivations, challenges, and consumer behavior.

Furthermore, the data you gather gives you a glimpse of the processes that control the marketplace. You can gain a strategic edge over seemingly random or meaningless situations by learning more about them.

To sum up, doing your research helps you make better data-based business choices. This leads to better products, satisfied customers, and crushed competition. Sounds good, right?

If you follow through with your research with precision and discipline, you will soon be able to scale your company’s success rate significantly.

Before you read this guide and start your efforts, we advise you to brush up on the basics first and go through our other articles on market research:

• Market Research 101: From Beginner to Advanced
• Conducting Market Research: 6 Methods to Explore
• 15 Essential Market Research Tips for Businesses

Digging deeper into the process will give you the necessary background and confidence to go forth without any concerns.

So, without further ado, let’s roll our sleeves and get started on how to conduct market research. Read on and take notes!

1. Define the Research Goal

The first step of the process is defining your goal. It is important to start with a clear idea of why you are doing the research and what you want to accomplish. If your motivation is vague, you risk straying from your objectives and becoming distracted by irrelevant information.

During your study, you may find other important topics that are not closely related to the problem you are addressing. You should record them and save them for later research in different projects.

Mixing questions regarding too many problems in one survey can confuse the respondents and affect the accuracy of their answers. It can also make the research results too inconsistent. And it’s hard to conclude a bunch of random facts.

By stating the purpose and the problems of your research, you can establish a clear goal guiding everyone throughout the process.

This way, you’ll concentrate your efforts, and, in the end, you’ll be able to make informed decisions based on data.

For example, if you are choosing the pricing model for a new SaaS product, you should perform market research to make sure you’ll pick out the best one for your business. In this case, it should be something like “ Find out the best pricing strategy for the product ”. Some of the objectives can be:

• Identify the target audience.
• Find out what products they are currently using.
• Learn how much they are paying for them.
• Understand how much they are willing to pay.
• Research how they are using similar products.
• Discover what features they’d pay more for.
• Compare your product to the competition, etc.

Ultimately, your goal should be what you want to see accomplished in the future. That’s why it’s best to focus on your plans and targets, rather than on your current problems. Otherwise, you risk being stuck with unsolvable issues rather than with creative solutions.

2. Create Client Personas

When doing market research, you need a group of people who’ll answer your questions and whose opinions are important to your business. To identify these people, you should first create profiles that fit your target audience.

Client personas, or buyer personas , are collective profiles representing your ideal customers’ common qualities. They can be based on your top buyers in an attempt to attract more people like them to your business, or if you are just starting, they can be the product of separate market research.

Every business should have market personas. If you have already created yours – way to go, you are one step ahead! If you have not yet done it, now is a good time.

When building the buyer persona’s profile, you should include the following basic information, and add other specific factors, if there are any:

• Demographic – Age, gender, location, etc.
• Personal Information – Family status, income, interests, etc.
• Work-related details – Company, position, decision-making level, etc.
• Pain Points – Work and personal life struggles, barriers to achieving goals, etc.

For further reference on how to build buyer persona profiles, you can read DevriX’s article:

An Advanced Guide to Creating and Using Buyer Personas to Convert Leads

3. Identify the Sample

A market research sample is a representative group of people who match your client persona profiles. Depending on the scope of the study, you might include in it people who fit one or multiple personas.

Ideally, if you want the results to be representative, you should focus on a single profile. However, if you feel that you will get more information from different types of customers, you can define separate samples for every participating persona and compare the results at the end.

Defining and identifying a representative sample is the foundation of accumulating accurate results. If your participants don’t match the profile you need, their answers will not be relevant to your goals.

Participants for samples can be identified in:

• Your customer database . Clients should be divided into groups matching your buyer persona profiles. If you haven’t already implemented the segmentation , doing it will help you sift through who to invite to participate in the research.
• Competitors’ clients. People who use products similar to yours and fit the profile, but are not currently your customers, are a great addition to your research. By learning about their opinions and preferences, you can attract them as clients in the future.
• Your lead database . Every lead you have in your email list or CRM tool can be a potential candidate for the survey sample. As with existing customers, leads should be segmented not only for research but also for better marketing.
• Social media profiles . Your network of followers on different social media platforms can be a valuable resource in every survey. By announcing the desired profiles participants should fit and encouraging people to share with acquaintances, you can reach many more potential participants.

Your sample must be large enough and also representative of the population you are targeting. Choosing an audience too small or an ill-targeted group of people can make the results of the research biased.

Although there is not a universal minimal number of people to include in your study, it is generally accepted amongst scientists that less than 100 people is insufficient to make up a statistically relevant conclusion. Therefore, to ensure you’ll reach this number, you’ll have to distribute your questions to at least 150 people.

However, if you want to research only your existing customers and they are less than 100 in total, you can still carry out your study but you’ll have to accept a larger error margin .

4. Perform Your Chosen Research Methods

Once your sample is clear, you can move forward to conducting market research. Depending on your goals, you can explore different methods, but we will be using a strategy combining a few of them for this article. This is usually the safest way to guarantee that your results will be comprehensible and on point.

Prep Your Questions

The goals and objectives you set in the initial stages of your research should be organized and formulated into questions you can ask your participants.

Although the phrasing and scope of these will probably change and be refined throughout the different stages of the research, you should consider testing them at the beginning on a small sample. This will allow you to eliminate rookie mistakes and save you some trouble further on in the research.

Do Secondary Research

Before you start studying your audience, you should consider doing secondary research to build a general idea of the market.

You can find paid and free data available in government databases, private research companies, educational institutions, and public libraries.

There is a chance that the information you go through has nothing to do with the goals of your particular research. But it can still help you identify market patterns at scale and configure your following moves.

Try Various Exploratory Methods

The next step is to dive into your specific target audience and see how things are. This can be done via different exploratory research methods.

1. Observation. At this stage, consider starting with observation. This will give you an idea of how your customers act in real-life situations in their natural environment.

2. Focus Group Meetings. You can continue by consolidating your initial impressions in focus group meetings. The moderator can ask the participants about the subjects that got their attention and the discussion that follows can give you additional insights.

3. Personal Interviews. Interviewing individual representatives of your sample will allow you to ask even more follow-up questions and have a chance to learn about your customers’ preferences, goals, and pain points.

Distribute Customer Surveys

You can leverage all the information you’ve gathered in the previous steps to design customer surveys . They will help you acquire the answers to your questions at scale and prove or disprove the hypothesis built in the exploratory stage.

The questions in the surveys should be as simple and easy to understand as possible. Avoid answers that lead the customer in the direction you’d like. This might influence their responses and compromise the results.

5. Analyze the Data and Organize It Into a Report

The data you obtain should be analyzed and organized at the end of every stage of your market research. These preliminary reports will serve you in the process of the study and will make building the final report easier.

Results from the research will be both qualitative and quantitative and should be properly visualized to make sense to everyone to whom they would be presented.

Cold statistics can be overwhelming, but presenting the data in an engaging format can make it more appealing and clear.

Some forms of reporting are customer journey maps and affinity diagrams . Even users who are not technically advanced can take advantage of modern data visualization tools and make research data interesting to the audience of their presentation.

Step-by-Step Market Research

Conducting market research is complicated. It takes a lot of preparation and can seem intimidating at first. But once you become familiar with the basics, you will be able to do it yourself and reap its success.

By using this guide, you can study different aspects of your target market, and get to know your audience on a different level. Leveraging the data and insights you gather will give you a strategic advantage and empower you to make more informed data-based decisions for your business.

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What Is Market Research?

• How It Works
• Primary vs. Secondary
• How to Conduct Research

The Bottom Line

• Marketing Essentials

How to Do Market Research, Types, and Example

Joules Garcia / Investopedia

Market research examines consumer behavior and trends in the economy to help a business develop and fine-tune its business idea and strategy. It helps a business understand its target market by gathering and analyzing data.

Market research is the process of evaluating the viability of a new service or product through research conducted directly with potential customers. It allows a company to define its target market and get opinions and other feedback from consumers about their interest in a product or service.

Research may be conducted in-house or by a third party that specializes in market research. It can be done through surveys and focus groups, among other ways. Test subjects are usually compensated with product samples or a small stipend for their time.

Key Takeaways

• Companies conduct market research before introducing new products to determine their appeal to potential customers.
• Tools include focus groups, telephone interviews, and questionnaires.
• The results of market research inform the final design of the product and determine how it will be positioned in the marketplace.
• Market research usually combines primary information, gathered directly from consumers, and secondary information, which is data available from external sources.

Market Research

How market research works.

Market research is used to determine the viability of a new product or service. The results may be used to revise the product design and fine-tune the strategy for introducing it to the public. This can include information gathered for the purpose of determining market segmentation . It also informs product differentiation , which is used to tailor advertising.

A business engages in various tasks to complete the market research process. It gathers information based on the market sector being targeted by the product. This information is then analyzed and relevant data points are interpreted to draw conclusions about how the product may be optimally designed and marketed to the market segment for which it is intended.

It is a critical component in the research and development (R&D) phase of a new product or service introduction. Market research can be conducted in many different ways, including surveys, product testing, interviews, and focus groups.

Market research is a critical tool that companies use to understand what consumers want, develop products that those consumers will use, and maintain a competitive advantage over other companies in their industry.

Primary Market Research vs. Secondary Market Research

Market research usually consists of a combination of:

• Primary research, gathered by the company or by an outside company that it hires
• Secondary research, which draws on external sources of data

Primary Market Research

Primary research generally falls into two categories: exploratory and specific research.

• Exploratory research is less structured and functions via open-ended questions. The questions may be posed in a focus group setting, telephone interviews, or questionnaires. It results in questions or issues that the company needs to address about a product that it has under development.
• Specific research delves more deeply into the problems or issues identified in exploratory research.

Secondary Market Research

All market research is informed by the findings of other researchers about the needs and wants of consumers. Today, much of this research can be found online.

Secondary research can include population information from government census data , trade association research reports , polling results, and research from other businesses operating in the same market sector.

History of Market Research

Formal market research began in Germany during the 1920s. In the United States, it soon took off with the advent of the Golden Age of Radio.

Companies that created advertisements for this new entertainment medium began to look at the demographics of the audiences who listened to each of the radio plays, music programs, and comedy skits that were presented.

They had once tried to reach the widest possible audience by placing their messages on billboards or in the most popular magazines. With radio programming, they had the chance to target rural or urban consumers, teenagers or families, and judge the results by the sales numbers that followed.

Types of Market Research

Face-to-face interviews.

From their earliest days, market research companies would interview people on the street about the newspapers and magazines that they read regularly and ask whether they recalled any of the ads or brands that were published in them. Data collected from these interviews were compared to the circulation of the publication to determine the effectiveness of those ads.

Market research and surveys were adapted from these early techniques.

To get a strong understanding of your market, it’s essential to understand demand, market size, economic indicators, location, market saturation, and pricing.

Focus Groups

A focus group is a small number of representative consumers chosen to try a product or watch an advertisement.

Afterward, the group is asked for feedback on their perceptions of the product, the company’s brand, or competing products. The company then takes that information and makes decisions about what to do with the product or service, whether that's releasing it, making changes, or abandoning it altogether.

Phone Research

The man-on-the-street interview technique soon gave way to the telephone interview. A telephone interviewer could collect information in a more efficient and cost-effective fashion.

Telephone research was a preferred tactic of market researchers for many years. It has become much more difficult in recent years as landline phone service dwindles and is replaced by less accessible mobile phones.

Survey Research

As an alternative to focus groups, surveys represent a cost-effective way to determine consumer attitudes without having to interview anyone in person. Consumers are sent surveys in the mail, usually with a coupon or voucher to incentivize participation. These surveys help determine how consumers feel about the product, brand, and price point.

Online Market Research

With people spending more time online, market research activities have shifted online as well. Data collection still uses a survey-style form. But instead of companies actively seeking participants by finding them on the street or cold calling them on the phone, people can choose to sign up, take surveys, and offer opinions when they have time.

This makes the process far less intrusive and less rushed, since people can participate on their own time and of their own volition.

How to Conduct Market Research

The first step to effective market research is to determine the goals of the study. Each study should seek to answer a clear, well-defined problem. For example, a company might seek to identify consumer preferences, brand recognition, or the comparative effectiveness of different types of ad campaigns.

After that, the next step is to determine who will be included in the research. Market research is an expensive process, and a company cannot waste resources collecting unnecessary data. The firm should decide in advance which types of consumers will be included in the research, and how the data will be collected. They should also account for the probability of statistical errors or sampling bias .

The next step is to collect the data and analyze the results. If the two previous steps have been completed accurately, this should be straightforward. The researchers will collect the results of their study, keeping track of the ages, gender, and other relevant data of each respondent. This is then analyzed in a marketing report that explains the results of their research.

The last step is for company executives to use their market research to make business decisions. Depending on the results of their research, they may choose to target a different group of consumers, or they may change their price point or some product features.

The results of these changes may eventually be measured in further market research, and the process will begin all over again.

Benefits of Market Research

Market research is essential for developing brand loyalty and customer satisfaction. Since it is unlikely for a product to appeal equally to every consumer, a strong market research program can help identify the key demographics and market segments that are most likely to use a given product.

Market research is also important for developing a company’s advertising efforts. For example, if a company’s market research determines that its consumers are more likely to use Facebook than X (formerly Twitter), it can then target its advertisements to one platform instead of another. Or, if they determine that their target market is value-sensitive rather than price-sensitive, they can work on improving the product rather than reducing their prices.

Market research only works when subjects are honest and open to participating.

Example of Market Research

Many companies use market research to test new products or get information from consumers about what kinds of products or services they need and don’t currently have.

For example, a company that’s considering starting a business might conduct market research to test the viability of its product or service. If the market research confirms consumer interest, the business can proceed confidently with its business plan . If not, the company can use the results of the market research to make adjustments to the product to bring it in line with customer desires.

What Are the Main Types of Market Research?

The main types of market research are primary research and secondary research. Primary research includes focus groups, polls, and surveys. Secondary research includes academic articles, infographics, and white papers.

Qualitative research gives insights into how customers feel and think. Quantitative research uses data and statistics such as website views, social media engagement, and subscriber numbers.

What Is Online Market Research?

Online market research uses the same strategies and techniques as traditional primary and secondary market research, but it is conducted on the Internet. Potential customers may be asked to participate in a survey or give feedback on a product. The responses may help the researchers create a profile of the likely customer for a new product.

What Are Paid Market Research Surveys?

Paid market research involves rewarding individuals who agree to participate in a study. They may be offered a small payment for their time or a discount coupon in return for filling out a questionnaire or participating in a focus group.

What Is a Market Study?

A market study is an analysis of consumer demand for a product or service. It looks at all of the factors that influence demand for a product or service. These include the product’s price, location, competition, and substitutes as well as general economic factors that could influence the new product’s adoption, for better or worse.

Market research is a key component of a company’s research and development (R&D) stage. It helps companies understand in advance the viability of a new product that they have in development and to see how it might perform in the real world.

Britannica Money. “ Market Research .”

U.S. Small Business Administration. “ Market Research and Competitive Analysis .”

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A Comprehensive Guide on How to Perform Market Research

Navigating the intricate world of business often hinges on understanding markets, consumers, and competitors. This understanding is directly rooted in effective market research. While many acknowledge its significance, the detailed process of conducting comprehensive market research can be a challenge for some.

This guide aims to clarify the steps and strategies involved, ensuring businesses can gather insights that are both meaningful and actionable. Dive in to discover the nuances and best practices on how to perform market research, setting the foundation for informed decision-making and strategic planning.

Understanding How to Do Market Research

Embarking on the journey of market research can be both exciting and rewarding, as it equips enterprises with market data needed to make strategic decisions. Follow these seven essential market research steps that will steer towards valuable insights.

1. Define Objectives

Before diving into market research, it's crucial to define the research objective. This foundational step forms the groundwork for an effective market research process.

• Start Broad, then Narrow Down : Begin by identifying the overarching goal, such as understanding customer preferences. From there, refine the objective to be more specific, like identifying preferences among a particular demographic or region.
• Align with Business Goals : Ensure that the research objectives are in sync with the company's broader goals. If the aim is market expansion, the research might focus on potential markets or competitor landscapes in new regions.
• Collaborate : Engage multiple departments or stakeholders in the objective-setting process. Different perspectives can offer a more holistic view of what the research should achieve.
• Stay Flexible : While it's essential to have clear objectives, it's equally important to remain adaptable. As the research progresses, new questions or areas of interest might emerge. Being open to refining objectives can lead to unexpected and valuable insights.

2. Choose the Right Market Research Method

Once objectives are crystal clear, the next pivotal step is selecting the appropriate research method. This choice can significantly influence the quality and relevance of the insights gathered. 

Different methods offer varying levels of detail. While some provide a broad overview of the market, others delve deep into specific aspects or demographics. The chosen method also often dictates the time, money, and manpower required. Making an informed choice ensures optimal resource utilization without compromising on the quality of insights.

Exploring common research methods:

• Surveys : Ideal for gathering quantitative data, surveys can reach a wide audience and provide insights on general market trends, preferences, or behaviors.
• Interviews : Offering a qualitative perspective, one-on-one interviews can uncover deeper motivations, challenges, or sentiments of the target audience.
• Focus Groups : These are discussions with a small group of participants, providing a mix of qualitative insights and allowing for dynamic interactions and feedback on specific topics or products.
• Observational Research : By studying consumers in their natural environment, businesses can gain unfiltered insights into behaviors, usage patterns, and more.
• Experimental Research : This method tests hypotheses in controlled settings, allowing businesses to understand cause-and-effect relationships, such as the impact of a price change on sales.

3. Determine Target Market Research Audience

Identifying the specific target market research audience allows tailoring research efforts, ensuring relevant and representative data. This step ensures that the data collected is not just accurate but also relevant to the business's goals.

Steps to identify the right audience:

• Segmentation : Divide the broader market into smaller segments based on criteria like demographics, buying behavior, geographic location, or psychographics.
• Prioritization : Not all segments might be equally relevant. Assess which segments align most closely with the business objectives and prioritize them for research.
• Sampling : Instead of surveying an entire segment, a representative sample can be chosen. This sample should be large enough to be statistically significant but manageable in terms of research resources.
• Validation : Ensure that the chosen audience truly represents the desired market segment. This might involve preliminary surveys or checks to confirm their relevance.

Tips for determining the right audience:

• Stay Updated : Market dynamics change, and so do audience behaviors and preferences. Regularly update audience definitions to stay relevant.
• Avoid Biases : Ensure that the selection process is unbiased. Over-relying on certain criteria or overlooking others can skew results.
• Engage Stakeholders : Collaborate with sales, customer service, or other departments that interact directly with customers. Their insights can be invaluable in defining the right audience.

4. Collect Market Research Data

The data collection phase is where the groundwork laid in the previous steps comes to fruition. It's the process of gathering information from the defined audience using the chosen research method. The quality and accuracy of the data collected during this phase will directly influence the insights and conclusions drawn.

Best practices for data collection:

• Ensure Consistency : Whether it's the wording of survey questions or the setting of focus groups, maintaining consistency ensures data reliability across the board.
• Prioritize Data Quality : It's better to have smaller, high-quality data than vast amounts of unreliable information. Implement checks and balances to maintain data integrity.
• Stay Ethical : Always seek consent from participants, maintain their privacy, and be transparent about how the data will be used.
• Test and Refine : Before rolling out on a larger scale, test the data collection methods on a smaller group to identify and rectify potential issues.

5. Analyze the Market Research Data

After the meticulous process of data collection, the next step is analysis. This phase transforms raw data into meaningful insights, providing a clearer understanding of the market landscape, consumer behaviors, and potential opportunities or challenges.

Key data analysis techniques:

• Statistical Analysis : Using tools and software, data can be subjected to various statistical tests to identify significant patterns or trends.
• Qualitative Analysis : For data from interviews or focus groups, thematic analysis can be employed to identify recurring themes or sentiments.
• Comparative Analysis : By comparing current data with past data sets or benchmarking against industry standards, businesses can gauge their performance and position in the market.
• Predictive Analysis : Leveraging historical data and statistical algorithms, businesses can forecast future trends or behaviors.
• Visual Data Analysis : Tools that create graphs, charts, and heat maps can help in visualizing complex data sets, making patterns more discernible.

6. Interpret the Results

With data analysis complete, the next crucial step of market research is interpretation. This phase involves making sense of the analyzed data, drawing conclusions, and understanding the implications for the business. It's where the numbers and patterns are translated into strategic insights that can guide decision-making.

Steps for effective interpretation:

• Relate to Objectives : Revisit the initial research objectives and assess how the results address them. This ensures the interpretation remains aligned with the research's purpose.
• Consider External Factors : Understand external market dynamics, economic factors, or industry trends that might influence the results. This provides a holistic view of the findings.
• Draw Conclusions : Based on the data and its analysis, draw clear conclusions. These should be concise, actionable, and directly related to the research objectives.
• Recommend Actions : Based on the conclusions, suggest actionable steps the business can take. This turns the research into a strategic tool for growth.

7. Present the Findings

After the rigorous processes of data collection, analysis, and interpretation, it's time to communicate the insights. Presenting the findings is about packaging the market research results in a manner that's clear, compelling, and actionable for stakeholders, ensuring that the research's value is fully realized.

Key elements of an effective presentation:

• Executive Summary : Start with a concise overview of the research objectives, methods, and key findings. This provides a snapshot for those who might not delve into the details.
• Visual Aids : Utilize charts, graphs, and infographics to represent data visually . This makes complex data sets more digestible and highlights key patterns or trends.
• Detailed Findings : Delve into the specifics of the results, ensuring that stakeholders have access to both the broad strokes and the finer details.
• Recommendations : Based on the interpreted results, outline actionable recommendations for the business. This turns insights into clear next steps.
• Q&A Session : Allow stakeholders to ask questions or seek clarifications. This ensures a thorough understanding and can also provide additional perspectives.

Prompts to Build Reports in Minutes

Unlock ChatGPT's potential in building marketing reports and dashboards with this comprehensive guide. 5 steps to build your next market research report.

Example of Market Research

Imagine launching a new product and wanting to understand the market's response. Market research becomes the guiding compass, gauging customer interest through methods like surveys and focus groups.

Gauging Customer Interest

Market research becomes your trusted ally in deciphering the minds and hearts of your target customers. Through surveys, focus groups, and feedback mechanisms , you gain valuable insights into what sparks their interest and captures their attention. Unveiling the features, benefits, and packaging that resonate most with consumers allows you to tailor your product offerings to meet their desires precisely.

Identifying Competitors

Market research identifies competitors, their market size, and what sets the product apart. In the fiercely competitive business landscape, knowing who your competitors are and what sets you apart is essential. Armed with this knowledge, your enterprise can carve out a distinct niche and craft a unique value proposition that resonates with your audience.

Determining Optimal Pricing Strategies

Pricing is crucial. Market research guides towards the optimal balance between profitability and customer perception. By assessing consumer willingness to pay and comparing prices of similar products in the market, you can strategically position your offering to attract and retain loyal customers.

Analyzing Consumer Behavior Market Research Data

Data becomes the goldmine of knowledge, and market research is the expert prospector that digs deep to unearth valuable insights. By analyzing consumer behavior data, your enterprise gains a deep understanding of customer preferences, shopping habits, and pain points. This treasure trove of information empowers you to refine your marketing approach, create compelling messaging, and deliver personalized experiences that resonate with your audience on a profound level.

Allocating Resources Effectively

Launching a new product demands efficient resource allocation. Market research guides to invest where they yield the highest returns. By identifying the most promising market segments and channels, you can optimize your marketing efforts, ensuring your message reaches the right audience at the right time.

Aligning Business Strategies With Actual Market Desires

The journey of conducting market research is like navigating through uncharted waters. By defining clear objectives, choosing the right methods, determining the target audience, collecting and analyzing data, interpreting the results, and presenting the findings in a clear and concise manner, an enterprise positions itself to unlock valuable insights. These insights empower strategic decisions, driving growth and success in the fiercely competitive market landscape. It's all about understanding market demand research, competitor landscape, customer preferences, and more, and using this knowledge to steer the enterprise in the right direction.

Frequently Asked Questions

What are the essential steps for effective market research.

To succeed in market research, follow these steps. First, define clear goals and insightful research questions. Then, choose suitable research methods aligned with objectives. Identify the specific audience for relevant data. Collect reliable data systematically using tools like surveys. Analyze the data to uncover meaningful trends. Interpret results for strategic decisions. Finally, present findings in a concise report.

How can market research benefit new product launches?

Market research helps new product launches by understanding customer interest. It identifies competitors and pricing strategies. Analyzing consumer behavior data guides better decision-making. Market research optimizes marketing efforts for higher returns.

How does market research refine business marketing approaches?

Market research refines marketing by providing insights, identifying effective strategies, and keeping up with trends. It assesses marketing success, leading to improvements.

What are the primary benefits of using market research in decision-making?

Market research reduces uncertainty, identifies opportunities, minimizes risks, boosts competitiveness, and enhances customer satisfaction.

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How to do Market Research in 7 Steps

Home » Blog » How to do Market Research in 7 Steps

Do you know about the world-changing Amazon market research strategy of 2012?

Few do, yet it influences millions of people’s daily purchasing decisions.

Many of those who were part of it got very rich. And most had zero business or sales experience!

Its simplicity was brilliant.

I’ll tell you about it and give you 7 actionable steps on how to do market research that works for every business, regardless of size. 

And explain why your market research could be the secret to your success. 

How market research changed how we shop

Two guys, Jason Katzenback and Matt Clark created an Amazon-based marketing and sales strategy called the Amazing Selling Machine that forever changed how we make our shopping decisions, a nd it ran on market research. Here’s how it worked: 

You chose a category, found a popular and profitable product, researched the major competitor’s negative reviews, and then used them to create a better alternative.

Most, if not all, of the page-one products you see on Amazon today are there because of this strategy!

The key was the better your market research, the more profit you made. And the same is true for businesses in most markets, off and online. 

Now, let’s dive in and discover how market research works for you: 

What is market research?

Market research illuminates what we don’t know, removing the uncertainty of the unknown by blending economic trends and consumer behavior to validate your business idea. 

And it does it by asking questions like: 

• Is there a need for your product/service?
• What's your market size?
• Who's your target audience?
• And how much will they pay for your products or service?

Most people buy stuff or services to solve their problems and improve their lives. Market research identifies who those people are and their concerns by analyzing data that define their needs and demographics. Providing accurate, reliable, up-to-date information you can use to design the perfect sales and marketing strategy for your business. 

In short, market research removes the uncertainty of the unknown, helping you create a product/service that a specific group of people needs, which in turn reduces the risk when starting a business . 

Why is market research essential when planning a new business?

People made tens of millions of dollars on Amazon because they knew their customers’ needs, what to sell, and how to advertise it. 

The market research was so powerful it was like shooting fish in a barrel. 

Author and marketer, Mike Gospe’s quote, also explains why market research is essential-

“Whoever understands the customer best wins.” 

And while the 2012 opportunity on Amazon was unique to that platform, market research applies to every business setting. 

It helps you: 

• Confirm the demand for your product or service.
• Establish your market size and the number of people interested in your small business ideas .
• Identify your ideal client's demographics, like age, gender, and buying habits.
• Find their location, so you know where to reach them.
• And the price your potential customers already pay for alternatives.

Market research empowers you to identify opportunities, avoid pitfalls, understand your competitor’s strengths and weaknesses, and make informed decisions on product development. Saving you from investing in a business idea that might not work because of a lack of demand for what you offer or where you’re offering it.  This is essential e specially now, and for anyone considering the best business to start in a recession.

How to find your competitors

Your direct competitors provide a similar service to your target audience and engage them using identical marketing strategies, like a website, social media, and local business listings. 

Here’s how you find them: 

• Use keywords (search terms) relative to your niche and look for your competitors online.
• Follow their social media links, and note which platforms they use.
• Look at Google My Business and local business directories to find photographers in your area.

When you find your competitors, study their websites and social media platforms to see which services they offer, their marketing strategies, pricing, how they engage their audience, and why they’re successful. 

Reading their recent reviews, you can see what’s unique about their work. Then use this information to design your service. 

Types of market research

Before diving into the different market research types, you need to know that they fall into 2 categories, primary and secondary. 

Primary research involves collecting original data through surveys, focus groups, and interviews. This type of research is often time-consuming and costly, but it can provide more in-depth and accurate results.

Secondary research involves gathering data that others have already collected and published, such as industry reports, government statistics, and online databases. 

While secondary research may be less specific and current than primary research, it’s often more cost-effective and efficient, making it a viable choice for small to medium businesses on a budget. 

Okay, here are the most common market research methods:

Surveys are a fast way to gather large amounts of data and work by asking respondents a short series of open or closed questions. You can do them online, by phone, or in person.

They’re easy and inexpensive to run, and the results are straightforward to analyze.

Focus groups

Involve a small group of carefully selected people to test your product or service, which answer specific questions or provide open feedback.

Focus groups are great for gathering in-depth insights and exploring different perspectives about your product or service.

Allow you to ask detailed questions, observe body language, and follow up on responses to discover what your intended market wants and thinks. And you can hold them one-on-one or in a group setting. 

Interviews are perfect for creating a buyer’s persona around your target audience’s gender, age, location, family size, job title, budget, likes/dislikes, and buying habits. 

Product/service use research

Product or service research is discovering what people think about your product or service and their features.

Usability testing research tells you why and how your target audience uses your product/service and which features are most helpful. Giving you insights into what your ideal clients like most about them or, sometimes, dislike. 

Observation-based research

With this market research approach, you observe how your target audience uses your product or service. Noting their user experience (UX) to determine which parts work and where the user has problems. Helping you to improve your product ’ s/service’s functionality.

Buyer persona research

Your buyer persona research is about identifying the people that make up your target audience to discover their challenges, why they need your product or service, and what they want from your brand.

Market segmentation research

You categorize your target audience into different groups based on defining characters to understand their pain points better and determine how to meet their needs effectively.

Pricing research

This helps you know your competitors’ price points for products or services like yours. It enables you to charge what your target audience expects and is willing to pay ensuring they see your brand as an attractive option.

Competitive analysis

You need this market research to know who you’re competing with and the level of competition within your market. The results can give insights into what products or services are hot and which competitors you can beat or avoid.  

A competitive analysis is also how you identify your competitor’s weaknesses and improve your USP (unique sales proposition) to separate yourself from the crowd.

Customer satisfaction and loyalty research

It’s about researching your current customers to find out what they love about your business, what satisfies them most, and which strategies best encourage them to become repeat ones. 

Some customer satisfaction guarantors include rewards, loyalty programs, great products, or exemplary customer service.

Brand awareness research

Here’s where you discover what people know, recognize, or think about your brand.

Brand awareness research is crucial as it highlights the consumer’s perception of your brand, like what you believe in and stand for and what associations they make when they think of you. 

Now let’s look at how you put those marketing strategies into action: 

Steps for conducting market research

The following steps of your market research will help you get to know your target audience and what they want from a business like yours. And uncover crucial information about your ideal clients, such as their age, wealth, family situation, interests, needs, and buying habits. 

And when you bring those together, you’ll have invaluable insights that can help create a thriving business. 

1. Define your research objectives 

There are many reasons to conduct market research, such as to create new opportunities, assess business threats, and look at past problems to avoid repeating them.  

But the first question you must answer is whether your market research is for internal or external use.

Internal use is for you and your business, while external is for others outside your business. The purpose of internal use could be to streamline your business operations and improve cash flow. In contrast, external use could convince lenders to provide a business loan. 

Research for external use is often extensive and time-consuming. Internal requires less data, and you can do it with less experience. 

With that question answered next, define which elements of your business you’re researching and why. 

Research areas could be:

• Product features during the development process.
• Preparing for your product launch.
• To better understand your target audience.
• To ensure your brand identity is on target.
• Establish different marketing campaign ideas.
• Evaluate customer experience.

Once you have the why your next step is to define who.

2. Determine your target audience 

Here’s where you identify your target market to ensure your business idea meets their needs. 

There are many external ways to research your target audience, and we’ll look at some later. But there’s a way you can do it right now; try this strategy out:

Imagine you’ve started your business and are yet to make a sale. Then your shop door opens, or someone lands on your sales platform. They need what you sell; your business idea solves their problem, and they buy your solution. 

Do you see them?

What do they look like? Can you describe them‌?

That person is your target audience.

Now, your business might have several target audiences; each could have different reasons to use your products or services. But they’ll have common traits such as demographics like age, income level, location, or gender. Or it could be psychographic traits, such as similar interests or likes and dislikes.

Your goal is to identify each group, known as market segmentation, to create marketing campaigns for each. 

And for your market research purposes, choose your research methods and arrange your questions to suit. 

I’ll explain why next:

3. Choose your market research methods 

You can use many methods to conduct market research, including surveys, interviews, focus groups, online questionnaire research, and observation. 

Which you choose depends on 3 factors:

• The type of information you want to collect
• Your research goals
• Your budget

For new business owners, a broad approach is often best. Using strategies like surveys or focus groups to balance quality and quantity at an affordable cost. 

4. Prepare your research questions 

To get the best from market research conversations, you must prepare by creating a discussion guide that’ll help you control the session and maximize the results. 

A discussion guide contains the topics and questions you want to discuss with participants throughout the interview.

The outline can include an introduction, some easy warm-up questions, product- or service-specific exploratory questions, and a debrief. Each section should be natural and conversational, with open-ended questions and time allotments. 

How to design your discussion guide:

Define your goals, research questions, and hypotheses 

Think about what you want to learn. What you’ll do with the feedback you get? What problem you’ll solve for your customers? 

Also, have a testable hypothesis to use in your research. It helps create your discussion guide with structure, use test scenarios, and get feedback on your product/service designs and functionality. 

Put your guide into critical sections, each with a unique purpose

Each unique area (intro, warm-up, specific, and debrief) ensures you answer all the essential questions you formed when defining your goals. 

Ask for feedback

Your research is all about feedback, including your research sessions!

Ask interviewees about their experiences and other thoughts to help improve your future research sessions. This feedback could also illuminate areas you hadn’t considered, leading to further discussions and enlightenment. 

The open-ended question rule!

The golden rule in marketing research is to ask open-ended questions to avoid “leading your interviewees” or getting the dreaded one-word answers. 

Also, when you ask yes or no questions, you might sway their opinion with your conclusion.

5. List your primary competitors

To analyze your market thoroughly, you must research the other businesses in your field to see what they’re offering, who they’re targeting with their marketing efforts, their location, and their advantages/disadvantages in the marketplace. 

To identify your competitors, choose a handful of industry search terms relevant to your business idea, then use them online to build a list of your competitors. 

For example: A landscaping business could use search terms like “landscape service” but also other search terms like “garden service” or “garden maintenance,” etc.

List in hand, now Google them

Record any websites using your industry terms, then compare them against your target audience’s needs and demographics. 

The aim is to see which competitors are the most likely to attract and convert your ideal clients via Google before you do. Because if Google’s promoting its website for your industry-relevant search terms, they’re your direct competitors.  

Once you have your list next, determine each competitor’s strengths and weaknesses using a (SWOT analysis) to answer questions like:

• What do they have that you don’t?
• Why would your ideal clients choose their business over yours?
• Do they pose a direct threat to your business?

SWOT analysis complete, rank them from most to least threatening, and determine your start-up’s marketing position and advantages in comparison.

6. Document your findings

Your 2nd last step is to document your market research findings. How you’ll report them depends on why you need them. 

For instance, market research for internal use and only seen by you or your business partners can be informal.

However, if you need investors, you should write it as a formal market analysis and include a business plan .

But before doing either, you must organize your findings into different sections, so it’s easier to document. Areas could consist of your competitors, target audience, product/service development, and purpose. 

Some things to consider in your findings, especially if using them to gain funding:

• An overview of your market size and growth rate
• A projection of your market percentage share
• Your business’s growth forecast, including cash flow projections
• Your industry outlook, is it declining, stagnant, or rising?
• Any noticeable consumer buying trends
• Your current prices
• What your competitors charge
• Any customer segment groups you established
• Results of any other analyses

7. Put your analysis into action

Once you’ve analyzed your data, it’s time to put it to use. Use your findings to inform business decisions, such as product development, marketing strategies, and customer service improvements.

If it’s internal, consider how you can implement your findings to improve your business, such as making your sales process more efficient or customer care more attentive.

For external, now prepare yourself to talk with those lenders about your research results and conclusions.

Finally, revisit and update your market research analysis to see where you can tweak and improve your business as it grows. 

The main takeaway is the more time and effort you put into market research now, the better you`ll benefit from it in the future.

And remember, every successful business began not knowing exactly where it was going. And got to where it is today because of yesterday`s market research. 

Albert Einstein said this:

“If we knew what we’re doing, it wouldn’t be called research.” 

My advice is not to let the thoughts of market research overwhelm you. Choose a strategy that suits your business, style, and resources, then take it from there.

Happy researching; the results might surprise you!

This portion of our website is for informational purposes only. The content is not legal advice. All statements, opinions, recommendations, and conclusions are solely the expression of the author and provided on an as-is basis. Accordingly, Tailor Brands is not responsible for the information as well as has not been evaluated the accuracy and/or completeness of the information.

Terry OToole

Terry is a serial entrepreneur with over 25 years of experience building businesses across multiple industries – construction, real estate, e-commerce, hotelier, and now digital media. When not working, Terry likes to kick back and relax with family, explore Taoism’s mysteries, or savor the taste of fine Italian red wine.

How to do market research for your business idea

Last updated

3 April 2024

Reviewed by

Market research provides valuable data that ensures your business idea resonates with customers and generates demand. If the research confirms consumers are interested, you can build a business delivering the product or service. If not, you can use the findings to adjust your idea so it reflects what customers want.

Conducting market research and analyzing the results can mean the difference between success and failure. Let's look at how you can do market research for your business idea and turn it into a thriving enterprise.

Market analysis template

Save time, highlight crucial insights, and drive strategic decision-making

• What is market research?

Market research refers to analyzing your business's target market to evaluate the viability of your business idea. You will learn why, or even if, consumers want to purchase your service or product, their spending habits, and their purchasing decisions.

By understanding the market, you can:

Make better products

Improve user experience

Offer competitive prices

Find ways to attract the most customers

Market research is critical to starting and growing a successful business.

• Why is market research important?

Consumer behavior plays a crucial role in determining the success of a business. Your consumers will not only buy your products or services but will also either warn against or recommend your company to others.

Understanding what your customers want and how they think, feel, and make decisions is the first step in delivering their needs.

There are many reasons for conducting market research. Let’s look at the most important ones.

Gives you a better understanding of your customers 

Market research will help you, as an entrepreneur, better understand your target customers. You will gather insights into their:

Demographics

Pain points

Buying habits

Preferences

As such, you can tailor your products or services and create a customer experience that appeals to your potential customers. Market research can:

Drive customers to your store, product, or service

Help you turn clicks into conversions

Maintain a customer-centric approach

Build loyalty and trust

Helps businesses make informed decisions

Market research not only provides data about customers but also uncovers market trends and growth patterns. This minimizes your reliance on gut feelings, assumptions, and guesswork.

You can set realistic goals and make the right choices for your business. You'll know:

What to expect in the future

What will work in the market

How you can reinvent your business to stay relevant

Making data-driven decisions will boost your chances of getting it right the first time.

Identifies opportunities for growth

Market research helps startups identify opportunities to improve and gaps they can fill. You may pinpoint new customers who could benefit from your business idea. These could be in areas where your business does not have a presence or is falling behind its competitors.

Market research can also reveal partnership opportunities with businesses that already have an established customer base with your target audience. It can also identify the shortcomings in your business idea and help you avoid expensive mistakes.

You can also uncover opportunities for product bundles, add-ons, and other value-adds that increase your profits. Having the right knowledge can help drive profitability.

Minimizes risks

Every business deals with a range of risks including:

Operational

Business risks usually arise when there's uncertainty around profits, strategy, and other elements. These risks can significantly affect a business's bottom line, including its reputation among consumers, leading to:

Lower profits

Inefficient processes

Possible failure

Conducting market research will help identify the potential risks associated with your business idea early on. You can stay informed of laws and regulations, refine your workflows and processes, and develop risk-management strategies that reduce the chances of failure.

Establishes product or service viability

As an entrepreneur, the last thing you want is to invest resources and money in an idea no one wants or needs. You can use market research to test your business idea before investing.

Market research for your business ideas will help you to;

Understand what the core product and its features need to look like

Gauge market demand

Gather information about your competitors' actions

This will help you validate or refine your initial business idea based on the collected feedback and data.

Shapes marketing and branding strategies

An effective marketing strategy ensures your business stays in sync with your customer base. To create successful campaigns for your business, you must know and understand customers to reach and connect with them.

Market research can help determine how you communicate information about your products or services and your marketing channels. You can develop an informed marketing strategy that puts your business ahead of your competitors.

• Types of market research

Primary and secondary market research are the basic types of market research. However, as technology and marketing become more sophisticated, entrepreneurs can use new ways to discover valuable information that can create better insights, and better product and service experiences.

These market research methods include:

Brand awareness research

Competitor analysis

Market and customer segmentation

Pricing research

Customer satisfaction and loyalty research

Product research

Campaign research

Customer research

The type of market research you choose will influence your critical business decisions. Therefore, select the right research methods to help your business stay relevant, adapt, and compete. Entrepreneurs can use different types of market research to allow for more granular data collection.

• Primary vs. secondary research

Primary research

Primary research involves collecting new data from original sources. This involves going directly to your target market or employing a third party to conduct relevant studies on your specific customers or market segment.

Primary research methods include:

Focus groups

One-to-one interviews

Consumer observation

Data is collected directly from respondents, allowing you to gain specific insights tailored to your objectives. This may include a firsthand perspective on consumer preferences, behaviors, and trends.

Primary research helps you to:

Create buyer personas

Improve your business idea

Segment your market

Secondary research

Secondary research involves using pre-existing data from various sources to gain insights into your target market and industry. This includes reviewing reports, studies, and data collected by others in your industry.

Secondary sources include:

Industry reports

Internet search engines

Government publications

Statistical databases

Academic papers

Industry experts

From secondary research, you will gain broader industry perspectives, competitor strategies, historical data trends, and context for understanding market dynamics. Since most of this information is freely available, secondary research is more cost-effective for startups.

• How to conduct market research for your business idea

1. Define your target market

Entrepreneurs can only gather meaningful insights once they know who to include in their market research. Otherwise, you may waste resources collecting unnecessary data.

First, define and understand your target market. Work out which types of consumers will be included, their interests, and how the data will be collected.

Ask these questions to help you:

Who is your target market as a whole?

How old are they?

What characteristics, interests, desires, pain points, and needs do they share?

Where do they buy similar products?

What are their income ranges?

Where do they live?

What major challenges do they face?

The idea is to visualize your audience and understand their actual characteristics, buying habits, and possible challenges. This allows you to develop marketing research that targets people who are interested in what you offer or plan to provide.

2. Develop a market research plan

Like any other business process, market research requires an effective plan to be successful. You should know what you're trying to accomplish and the information you'll need.

Your market research plan should include the following:

The issues your business idea addresses

Clear objectives and goals

The research methods you'll use to achieve those objectives (the research design)

The estimated time frame to complete tasks

The required budget

Any ethical issues or other considerations that may arise

Planning your market research can save you time, effort, and money. You'll not only target the right audience but also invest in the right sectors and align your research with your business objectives.

3. Study your competitors

Knowing your competitors, what they offer, and how they position themselves in the market can help set you on the right path.

Research your competitors':

Brand reputation

Overall strategies

Marketing campaigns

Revenue or sales volume

Other activities

This can help you determine how to differentiate your business from theirs and learn from their strengths and weaknesses. You'll understand the business landscape and be better able to assess your chances of success.

4. Conduct a SWOT analysis

A SWOT (Strengths, Weaknesses, Opportunities, and Threats) analysis is a powerful way to analyze your business idea. It will help you assess your internal capabilities and the external market conditions to identify potential advantages and challenges.

A SWOT analysis usually entails the following:

Strengths: This involves identifying the strengths of your business idea. Some common strengths you can evaluate include your idea’s competitive advantage, efficiency, and unique qualities.

Weaknesses: Weaknesses are usually areas where you can or should improve. Common areas of improvement include things your competitors do better than you and internal factors that make it challenging to achieve your goals.

Opportunities: These are ways you can grow your business idea and make it more profitable. These are opportunities open to you, trends you can take advantage of, and ways to turn your strengths into opportunities.

Threats: Threats include everything that poses a risk to your business idea. These can be things that prevent you from entering the market or achieving success and growth. Threats to your business may include emerging competitors, a changing regulatory environment, and the possibility of losing relevance.

Typically, strengths and weaknesses are internal factors you can control, while opportunities and threats are external factors that can be anticipated. Conducting a SWOT analysis allows you to identify areas to focus on, build, and work to overcome.

5. Run surveys and focus groups

Surveys and focus groups are effective ways to fully understand your target market and competition. Surveys are straightforward and can be cost-effective to conduct, and the data is relatively easy to analyze. You can use online platforms that deliver surveys through online forums, social media sites, and other convenient means. Your surveys should contain a variety of question types, including:

Open-ended responses

Rating scales

Multiple choice

Focus groups involve gathering a small group of individuals (usually 5–10) to answer questions and provide feedback. The groups are led by a moderator who asks questions, allows discussion, and keeps the conversation moving in a productive direction.

6. Study trends and industry reports

Market trends and industry reports keep you updated on what's happening in your industry or target market. This includes changes, shifts, and recurring trends within a particular market or industry. They give valuable insights into:

Consumer preferences

Economic factors

Emerging technologies

Other aspects that may shape the market's future

You'll learn more about key metrics such as revenue, sales, average selling prices, and growth opportunities. They provide a solid overview of market dynamics and the factors driving it. After reviewing these, you'll be able to identify:

Growing industries to invest in

Barriers or threats you may face

Your major competitors

7. Analyze data

After conducting your research, you'll have information and data to analyze. We recommend using a system that helps you organize your collected data to find actionable recommendations . This can include:

Sorting your data into groups

Identifying patterns

Creating distinct customer personas

You can also use the SWOT framework, spreadsheets, or data visualization software to arrange and analyze your information. When reviewing, look for information that will help you answer your objectives and critical questions.

8. Summarize findings

Once you have analyzed your data, you can summarize your findings in a simple, shareable format. This can be in the form of a summary report containing insights, recommendations, and resulting strategies from the data analysis. You can then share what you learned during the research and analysis with your team members.

Your findings should help you identify:

Opportunities for growth and improvement

Answers that fulfill your objectives

This will help guide product development, marketing strategies, and other crucial decisions that drive success. You can also use summarized reports for future marketing and branding efforts.

9. Validate your business idea

Validation involves evaluating your business idea against the information gathered through market research. This helps ensure your business idea has the potential for success in the marketplace.

You can validate your business idea by determining whether:

There's a need for your product or service

There are enough potential customers

You can do better than your competitors

Your customers validated your idea

You're solving a problem

You can attain the highest rewards and achieve long-term success

Think about the assumptions you have about your business and validate them with real-life situations and data. Assumptions can include:

Your business model

The value you believe your products offer

Your desired pricing

You can also test your products or services with real users to get their opinion and see how it works in the real market. You can then modify your business idea based on what you learn.

• 10 common market research questions for a new business idea

The market research questions you choose will play a vital role in creating an accurate buyer persona and capturing valuable insights. Select questions that will help your business collect precise information about your target market, audiences, and competitors. 

Here are some common market research questions for startups:

Who is our ideal customer? What is the size of our target market?

Who are our biggest competitors? How are they doing business in this market?

What are the problems we'll solve for our target groups?

What regulatory or compliance challenges might we face in this specific market?

What are the current (and predicted) trends impacting the market?

Who would purchase this product if it were available today?

What challenges do you currently face in [relevant industry/problem area]?

What features are most important when considering a [product/service]?

What types of brands are boycotted and why?

Which aspects of our advertising or marketing message are most compelling?

When should you conduct market research?

In ever-changing, highly competitive markets, businesses should always know what's happening in their industry. Therefore, entrepreneurs should be strategic about when to conduct market research.

Typically, you should conduct market research:

Before and after launching a new business

Before and after developing or launching new products or services

Before and after entering new markets

What type of market research is best for startups?

Most startups use secondary research because it's quick and more affordable. However, you can also use modern tools to design robust market research studies. Startups can also benefit from conducting primary research if resources allow.

Get started today

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Six Things to Know About ‘Forever Chemicals’

The federal government is ordering the removal of PFAS, a class of chemicals that poses serious health risks, from drinking water systems across the country.

By Lisa Friedman

Almost half the tap water in the United States contains PFAS, a class of chemicals linked to serious health problems. On Wednesday, the Environmental Protection Agency announced that, for the first time, municipal utilities will have to detect and remove PFAS from drinking water.

Here’s what you need to know.

What are PFAS?

In 1938 a young chemist working on refrigerants for Dupont accidentally discovered a new compound that was remarkably resistant to water and grease, a finding that would lead to the creation of the Teflon brand of nonstick cookware.

Today there are nearly 15,000 per- and polyfluoroalkyl substances, which collectively go by the acronym PFAS, according to a database maintained by the E.P.A.

The common link is that they have a special bond of carbon and fluorine atoms, making them incredibly strong and resistant to heat, water, oil and dirt. For that reason, PFAS is used for everyday items as varied as microwave popcorn bags, water-repellent clothing and stain-resistant carpets. PFAS are also in firefighting foam, cosmetics, shampoos, toys and even dental floss.

Where are PFAS?

Everywhere, including drinking water. The indestructible nature that makes PFAS useful in some products also makes them harmful to human health. The chemicals are virtually indestructible and do not fully degrade, accumulating in the environment and the human body.

The chemicals are so ubiquitous that they can be found in the blood of almost every person in the country. One recent government study detected PFAS chemicals in nearly half of the nation’s tap water . A global study of more than 45,000 water samples around the world found that about 31 percent of tested groundwater samples that weren’t near any obvious source of contamination had PFAS levels considered harmful to human health.

What does PFAS do to the body?

According to the E.P.A., exposure to PFAS can cause damage to the liver and immune system and also has been linked to low birth weight, birth defects and developmental delays as well as increased risk of some prostate, kidney and testicular cancers. New research published in the past year found links between PFAS exposure and a delay in the onset of puberty in girls, leading to a higher incidence of breast cancer, renal disease and thyroid disease; a decrease in bone density in teenagers, potentially leading to osteoporosis; and an increased risk of Type 2 diabetes in women.

Why didn’t the E.P.A. regulate PFAS in water sooner?

Many environmental advocates argue that PFAS contamination should have been dealt with long ago.

“For generations, PFAS chemicals slid off every federal environmental law like a fried egg off a Teflon pan,” said Ken Cook, president and co-founder of the Environmental Working Group, a nonprofit advocacy group.

Activists blame chemical companies, which for decades hid evidence of the dangers of PFAS, according to lawsuits and a peer-reviewed study , published in the Annals of Global Health, of previously secret industry documents.

The new E.P.A. rule requires utilities to reduce PFAS in drinking water to near-zero levels.

How can I get rid of PFAS?

Not easily. In homes, filters attached to faucets or in pitchers generally do not remove PFAS substances. Under-sink reverse-osmosis systems have been shown to remove most but not all PFAS in studies performed by scientists at Duke University and North Carolina State University.

Municipal water systems can install one of several technologies including carbon filtration or a reverse-osmosis water filtration system that can reduce levels of the chemicals.

Now that limits have been set, when will PFAS disappear from tap water?

It could take years. Under the rule, a water system has three years to monitor and report its PFAS levels. Then, if the levels exceed the E.P.A.’s new standard, the utility will have another two years to purchase and install filtration technology.

But trade groups and local governments are expected to mount legal challenges against the regulation, potentially delaying it even before a court makes a final ruling. And if former President Donald J. Trump were to retake the White House in November, his administration could also reverse or weaken the rule.

An earlier version of this article described incorrectly the molecular structure of PFAS compounds. They have carbon and fluorine atoms, not carbon and fluoride.

How we handle corrections

Lisa Friedman is a Times reporter who writes about how governments are addressing climate change and the effects of those policies on communities. More about Lisa Friedman

The Proliferation of ‘Forever Chemicals’

Pfas, or per- and polyfluoroalkyl substances, are hazardous compounds that pose a global threat to human health..

For the first time, the U.S. government is requiring municipal water systems to detect and remove PFAS from drinking water .

A global study found harmful levels of PFAS  in water samples taken far from any obvious source of contamination.

Virtually indestructible, PFAS are used in fast-food packaging and countless household items .

PFAS lurk in much of what we eat, drink and use, but scientists are only beginning to understand how they affect our health .

Though no one can avoid forever chemicals entirely, Wirecutter offers tips on how to limit your exposure .

Scientists have spent years searching for ways to destroy forever chemicals. In 2022, a team of chemists found a cheap, effective method to break them down .

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6 Common Leadership Styles — and How to Decide Which to Use When

• Rebecca Knight

Being a great leader means recognizing that different circumstances call for different approaches.

Research suggests that the most effective leaders adapt their style to different circumstances — be it a change in setting, a shift in organizational dynamics, or a turn in the business cycle. But what if you feel like you’re not equipped to take on a new and different leadership style — let alone more than one? In this article, the author outlines the six leadership styles Daniel Goleman first introduced in his 2000 HBR article, “Leadership That Gets Results,” and explains when to use each one. The good news is that personality is not destiny. Even if you’re naturally introverted or you tend to be driven by data and analysis rather than emotion, you can still learn how to adapt different leadership styles to organize, motivate, and direct your team.

Much has been written about common leadership styles and how to identify the right style for you, whether it’s transactional or transformational, bureaucratic or laissez-faire. But according to Daniel Goleman, a psychologist best known for his work on emotional intelligence, “Being a great leader means recognizing that different circumstances may call for different approaches.”

• RK Rebecca Knight is a journalist who writes about all things related to the changing nature of careers and the workplace. Her essays and reported stories have been featured in The Boston Globe, Business Insider, The New York Times, BBC, and The Christian Science Monitor. She was shortlisted as a Reuters Institute Fellow at Oxford University in 2023. Earlier in her career, she spent a decade as an editor and reporter at the Financial Times in New York, London, and Boston.

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Plastic-production emissions could triple to one-fifth of Earth’s carbon budget – report

Exclusive: By the middle of the century, pollution from plastic industry could ‘undermine world’s effort’ to control climate crisis

By the middle of the century, global emissions from plastic production could triple to account for one-fifth of the Earth’s remaining carbon budget, an analysis has found.

The stunning new estimates from Lawrence Berkeley National Laboratory, published on Wednesday, provide yet more evidence that the plastic industry is “undermining the world’s efforts to address climate change”, said Heather McTeer Toney, executive director of the Bloomberg Philanthropies’ Beyond Petrochemicals campaign, which helped fund the new report.

The production of plastic, which is made from fossil fuels, is greenhouse gas-intensive. Coal, oil or gas must first be mined or extracted, and then those materials must be refined and processed in another emissions-heavy procedure. In some cases, other chemical compounds such as formaldehyde must also be produced, creating more pollution.

Petrochemicals are then “cracked” into plastic building blocks such as ethylene – the aspect of plastic production with the largest emissions toll. Additional emissions come from the process of polymerization – combining those building blocks to form larger molecules – and then shaping them into products, the report says.

To estimate the total emissions associated with plastic production, the authors examined the greenhouse gas impact of nine of the most common types of plastics, which are used to create plastic packaging, water bottles, hot beverage containers and other materials.

Plastic creation generated 2.24 gigatonnes of planet-heating pollution in 2019, or as much as 600 coal-fired power plants. That year, it accounted for 5% of all global carbon emissions, 12% of the world’s oil demand and 8.5% of gas demand, the report found.

Those numbers are expected to increase dramatically, the report says, because the plastic industry is on an exponential growth trajectory, with production expected to double or even triple by 2050 .

If production increases by 4% every year, doubling within a quarter of a century, planet-warming emissions could hit 6.78 gigatonnes by 2050 – equal to the emissions of more than 1,700 coal plants.

Fully decarbonizing the power grid – a key focus of global climate plans – could limit this climate impact, yet would still leave the world on a perilous path. As much as 70% of the fossil fuel used in plastic creation comes from the raw materials used in production – not the electricity used in processing – the authors write.

As a result, even if the world achieves fully carbon-free electricity by 2050, plastic production would produce 5.13 gigatonnes of pollution in 2050 under a 4% annual growth scenario.

Preventing this explosive growth could slash this impact. But even if production remains steady, by 2050 it would account for 15 to 19% of the remaining global carbon budget to keep global average temperatures at 1.5C, the report found.

Even with a fully decarbonized grid, that percentage could still be up to 16%.

The report was released before the 4th Intergovernmental Negotiating Committee (INC4) meeting for a global plastics treaty set to start next week in Ottawa, Canada.

Neil Tangri, science and policy director at the environmental justice group Global Alliance for Incinerator Alternatives, who reviewed the report, said the findings made it clear that plastic production was a “wrecking ball for our climate” and that he hoped it would influence the forthcoming negotiations.

“This report provides negotiators with the strongest scientific evidence to date on the need to stop and reverse the expansion of plastic production,” he said.

In a brief forthcoming analysis, Tangri’s organization found that the estimates suggest plastic production could completely consume the world’s carbon budget before the century’s end. But they also suggest that curbing plastic production could yield enormous climate benefits, Tangri said.

“If this treaty forces companies to significantly cut plastic production – by at least 12% per year by our calculations – we can still keep the world’s 1.5 degree goal alive and stem the climate impacts of plastic,” he said.

Curbing plastic production could have other positive knock-on effects, the authors wrote, including on public health.

“Petrochemicals, the building block of plastic, are already poisoning communities that neighbor production facilities with cancer-causing pollution,” Toney said in an emailed statement. “The consequences of this industry’s unfettered carbon emissions will reach everyone on the planet.”

Plastic also generates toxic and planet-heating emissions at the end of its life if it is burned in an incinerator or sent to a landfill.

Despite this huge climate toll, current proposals to slash plastic pollution under the treaty, which has been described as the most important environmental deal since the 2015 Paris Climate Accord, “do not yet include any explicit consideration of climate impacts”, the authors wrote.

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9 facts about Americans and marijuana

The use and possession of marijuana is illegal under U.S. federal law, but about three-quarters of states have legalized the drug for medical or recreational purposes. The changing legal landscape has coincided with a decades-long rise in public support for legalization, which a majority of Americans now favor.

Here are nine facts about Americans’ views of and experiences with marijuana, based on Pew Research Center surveys and other sources.

As more states legalize marijuana, Pew Research Center looked at Americans’ opinions on legalization and how these views have changed over time.

Data comes from surveys by the Center,  Gallup , and the  2022 National Survey on Drug Use and Health  from the U.S. Substance Abuse and Mental Health Services Administration. Information about the jurisdictions where marijuana is legal at the state level comes from the  National Organization for the Reform of Marijuana Laws .

More information about the Center surveys cited in the analysis, including the questions asked and their methodologies, can be found at the links in the text.

Around nine-in-ten Americans say marijuana should be legal for medical or recreational use,  according to a January 2024 Pew Research Center survey . An overwhelming majority of U.S. adults (88%) say either that marijuana should be legal for medical use only (32%) or that it should be legal for medical  and  recreational use (57%). Just 11% say the drug should not be legal in any form. These views have held relatively steady over the past five years.

Views on marijuana legalization differ widely by age, political party, and race and ethnicity, the January survey shows.

While small shares across demographic groups say marijuana should not be legal at all, those least likely to favor it for both medical and recreational use include:

• Older adults: 31% of adults ages 75 and older support marijuana legalization for medical and recreational purposes, compared with half of those ages 65 to 74, the next youngest age category. By contrast, 71% of adults under 30 support legalization for both uses.
• Republicans and GOP-leaning independents: 42% of Republicans favor legalizing marijuana for both uses, compared with 72% of Democrats and Democratic leaners. Ideological differences exist as well: Within both parties, those who are more conservative are less likely to support legalization.
• Hispanic and Asian Americans: 45% in each group support legalizing the drug for medical and recreational use. Larger shares of Black (65%) and White (59%) adults hold this view.

Support for marijuana legalization has increased dramatically over the last two decades. In addition to asking specifically about medical and recreational use of the drug, both the Center and Gallup have asked Americans about legalizing marijuana use in a general way. Gallup asked this question most recently, in 2023. That year, 70% of adults expressed support for legalization, more than double the share who said they favored it in 2000.

Half of U.S. adults (50.3%) say they have ever used marijuana, according to the 2022 National Survey on Drug Use and Health . That is a smaller share than the 84.1% who say they have ever consumed alcohol and the 64.8% who have ever used tobacco products or vaped nicotine.

While many Americans say they have used marijuana in their lifetime, far fewer are current users, according to the same survey. In 2022, 23.0% of adults said they had used the drug in the past year, while 15.9% said they had used it in the past month.

While many Americans say legalizing recreational marijuana has economic and criminal justice benefits, views on these and other impacts vary, the Center’s January survey shows.

• Economic benefits: About half of adults (52%) say that legalizing recreational marijuana is good for local economies, while 17% say it is bad. Another 29% say it has no impact.

• Criminal justice system fairness: 42% of Americans say legalizing marijuana for recreational use makes the criminal justice system fairer, compared with 18% who say it makes the system less fair. About four-in-ten (38%) say it has no impact.
• Use of other drugs: 27% say this policy decreases the use of other drugs like heroin, fentanyl and cocaine, and 29% say it increases it. But the largest share (42%) say it has no effect on other drug use.
• Community safety: 21% say recreational legalization makes communities safer and 34% say it makes them less safe. Another 44% say it doesn’t impact safety.

Democrats and adults under 50 are more likely than Republicans and those in older age groups to say legalizing marijuana has positive impacts in each of these areas.

Most Americans support easing penalties for people with marijuana convictions, an October 2021 Center survey found . Two-thirds of adults say they favor releasing people from prison who are being held for marijuana-related offenses only, including 41% who strongly favor this. And 61% support removing or expunging marijuana-related offenses from people’s criminal records.

Younger adults, Democrats and Black Americans are especially likely to support these changes. For instance, 74% of Black adults  favor releasing people from prison  who are being held only for marijuana-related offenses, and just as many favor removing or expunging marijuana-related offenses from criminal records.

Twenty-four states and the District of Columbia have legalized small amounts of marijuana for both medical and recreational use as of March 2024,  according to the  National Organization for the Reform of Marijuana Laws  (NORML), an advocacy group that tracks state-level legislation on the issue. Another 14 states have legalized the drug for medical use only.

Of the remaining 12 states, all allow limited access to products such as CBD oil that contain little to no THC – the main psychoactive substance in cannabis. And 26 states overall have at least partially  decriminalized recreational marijuana use , as has the District of Columbia.

In addition to 24 states and D.C.,  the U.S. Virgin Islands ,  Guam  and  the Northern Mariana Islands  have legalized marijuana for medical and recreational use.

More than half of Americans (54%) live in a state where both recreational and medical marijuana are legal, and 74% live in a state where it’s legal either for both purposes or medical use only, according to a February Center analysis of data from the Census Bureau and other outside sources. This analysis looked at state-level legislation in all 50 states and the District of Columbia.

In 2012, Colorado and Washington became the first states to pass legislation legalizing recreational marijuana.

About eight-in-ten Americans (79%) live in a county with at least one cannabis dispensary, according to the February analysis. There are nearly 15,000 marijuana dispensaries nationwide, and 76% are in states (including D.C.) where recreational use is legal. Another 23% are in medical marijuana-only states, and 1% are in states that have made legal allowances for low-percentage THC or CBD-only products.

The states with the largest number of dispensaries include California, Oklahoma, Florida, Colorado and Michigan.

Note: This is an update of a post originally published April 26, 2021, and updated April 13, 2023.  

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ABOUT PEW RESEARCH CENTER  Pew Research Center is a nonpartisan fact tank that informs the public about the issues, attitudes and trends shaping the world. It conducts public opinion polling, demographic research, media content analysis and other empirical social science research. Pew Research Center does not take policy positions. It is a subsidiary of  The Pew Charitable Trusts .

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