Strategy: Prospecting to Selected ‘Pockets’

3. Test deeper into the proven models to expand your prospecting universe. You know a model works, despite the fact that you’ve only mailed tier 1, test tier 2 and perhaps tier 3 of the same model. Once you find a model that works for your offer, it makes perfect sense to mail deeper, then apply point No. 2 above. Again, roll out the universe for that tier once you know it’s working.