Alternative Prospecting Methods

The lifetime value of buyers acquired from an inquiry space ad can be long because they’ve taken the time and trouble to request catalogs. Buyers had a sincere interest in the catalog being offered and made a conscious decision to make the initial request.

Off-the-page space-ad buyers tend not to buy on impulse making them good prospects for future mailings of catalogs with similar merchandise. Catalogers usually can mail them often (three times or more) successfully at an incremental profit.