Recruit participants

Recruiting the right participants decides whether customer interviews yield breakthrough insights or polite small talk. I have watched teams waste hours with friendly voices who never had purchasing power. A focused recruiting process prevents that drift and turns five half-hour calls into copy that converts and ads that click.

This chapter shows how to choose the voices that matter, craft an invite that earns replies, offer incentives that feel fair and schedule calls without admin chaos. Follow the steps and you will fill next week’s calendar with people who can tell you exactly why deals close, churn hides or trials stall.

Begin by splitting your contact list into three groups: active customers, recently churned customers and near-fit prospects. Pick at least one person from each. You will hear success triggers, friction stories and fresh objections in a single batch.

Within each group select roles that control or influence budget. For a marketing agency that means the head of marketing, not the junior content writer. For an IT consultancy target the operations lead who signs off security spend. A SaaS firm should speak to the decision-maker who owns the trial outcome.

Validate every candidate. Scan CRM notes, contract values or LinkedIn updates to confirm they felt the pain your service solves. A quick filter now saves awkward calls later.

With the shortlist ready you need an email that cuts through crowded inboxes, which is what the next section delivers.

Subject: Quick call to discuss [outcome they own]

Hi [First name],

I am interviewing a few clients and peers to understand how [pain/problem] affects next quarter’s goals. The call takes thirty minutes and happens over Zoom.

You will receive a short summary of findings plus a €30 charity donation in your name. Past participants used the insight to tighten messaging and defend budget requests.

Could you do [date 1] at 10:00 or [date 2] at 14:00? If neither works, let me know a slot that suits you.

Thanks for considering. Your perspective would help shape the next release and future campaigns.

Best,Ewoud

Personalise one sentence with a recent company milestone or campaign launch. Send from a founder or senior marketer address; authority boosts open and reply rates.

The invite is only half the promise. A fair incentive seals commitment, which you structure in the next section.

Match the reward to the person. Senior executives often prefer a charity donation or a strategic teardown of their current funnel. Mid-level managers usually accept a modest voucher or a gift card. Aim for €25 to €50; enough to say thank you, not so much that it feels like a bribe.

Mention the incentive in the second paragraph of the email, never in the subject line. This avoids spam filters and keeps the focus on shared learning, not quick cash.

If you interview an existing customer you can swap monetary rewards for a roadmap preview, priority feature vote or an hour of consulting. These options cost little but create loyalty.

Once the offer lands, the final hurdle is getting the slot on the calendar without back-and-forth messages, tackled in the next section.

Create a Calendly link with thirty-minute slots across three working days. Limit daily capacity to protect your own focus hours and avoid interview fatigue.

Enable automatic reminders twenty-four hours and one hour before the call. Attach a brief agenda: goals, topics and expected outcomes. Re-state the incentive so it stays top of mind.

Tag each booking with persona and funnel stage. Most schedulers let you pass custom parameters that feed directly into your CRM or a Google Sheet. This simple step groups notes automatically at analysis time.

Send a confirmation email once a slot is taken. Include the Zoom link and a calendar file. Clear logistics reduce no-show rates.

With interviews locked you can focus on running conversations that expose copy-changing insight, which is the subject of the next chapter.

Precise recruiting turns customer interviews from a scheduling headache into a growth lever. You selected participants who control budgets, sent a concise invite, matched incentives to roles and automated booking.

The result is five calls on your calendar with people who know why deals close or stall. Their words will power new ads, landing pages and product bets.

Move to the next chapter to run those calls so every minute yields quotes that lift conversion rather than polite feedback that gathers dust.