Don't Try This at the Office

Whether you mail to repeat buyers of the product or mine your housefile for prospective buyers of that item, targeting your audience helps ensure a profitable mailer. A customer who previously bought the product may need a replacement, be interested in the new and improved version, or may love the product so much that more are needed. Prospective customers on your database may have similar attributes of the product's current buyers (e.g., business type, number of employees, location, industry, other product usage, annual sales volume) — relevant characteristics that you determine.