Strategy: Prospecting to Selected ‘Pockets’

4. Always allow room in your circ plan to test new models to expand your prospecting universe. Plant those seeds! Never rely on proven models without testing new ones if you want to grow your business and find other “pockets” that work for your offer. Test 10,000 names from a new model segment (or two). Have the co-op build new models off the continuation models you know are working.