Database: Schmooze the Movers

Others sent books with a note thanking him for requesting a catalog. “I’m not a catalog request,” he said. “I simply wanted to alert them that I moved.”

Customers who do take the time to notify you should be viewed like the gold customers they are, said LaPierre. “These are customers who actually cared enough about their relationship with your company to notify you of the move. Why not be more careful with that information and rush a catalog to him or her?” he said. “After all, the person just moved, and might need to buy a lot of stuff.”