Strategy: Prospecting to Selected ‘Pockets’

The steady increase in online shopping today obviously is affecting 12-month buyer universe counts. So how do catalogers continue to grow their businesses? Here are 10 proven ways to expand your prospecting universe at a time when prospecting universes are declining.

Cooperate With Co-ops

1. Don’t block competitors when using the co-ops. It’s never wise to “block” a competitor in a co-op from getting access to your names through the modeling. If you set up a block on a competitor, the co-op automatically will block you from any access to its buyers. This will shrink (not expand) your prospect universe.