Subscriber JL writes:
“Bob, I was hoping that you could do a few posts about research.
“How much time do you spend just on product research for a
“Where do you start and how do you know when you are finished?”
Well, as to the first question, I would say that of the total
time I spend on a copywriting project, 25% to 40% is devoted to
By “research” I mean:
–Reading the background material the client provides.
–Reading the additional research I request from my freelance
–Doing additional research on my own.
I start by reading everything the client gives me, and then going
on to supplement that with additional research by me and my
The research materials I study for a copywriting project
generally cover three areas:
1–Information about the product.
2–Information about the market.
3–Promotions for competing products.
As to JL’s second question, I created this short video to give you
as precise an answer as to when you know you are finished:
I’ve already said where I start — with the background materials
the client has provided.
And as for when to start, I would say: start within 24 hours of
getting the assignment.
Reason: If you put off research, you may find that when the
deadline is around the corner, then it’s too late.
So you don’t have enough time to do a proper research job and
still get A-level copy written on time.
The late, great David Ogilvy said, “Advertising people who ignore
research are as dangerous as generals who ignore decodes of enemy
One more thing….
My client AS has said to me repeatedly, “To get a big idea for a
winning promotion, you have to do research until you find the
core idea in the research materials.”
I would add that sometimes the great promo idea leaps out at you
and strikes like a bolt of lightning the instant you come across
Other times, it doesn’t come easily. You have to dig and dig. But
you almost always find something good eventually in the research.
And if you are lucky, you often find something great.