Cover Story: 50 Best Tips of 2009
Our annual compilation of the years most useful ideas
PROSPECTING
6. Focus on response, not AOV, for prospects.
Don’t worry about increasing average orders to prospects, because it can impact response. When prospecting, the goal should be to add as many new buyers to the housefile as possible by maximizing response.
Stephen R. Lett, Lett Direct
Print-Plus column, “All Hands on Deck,” October, All About ROI
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