Formulating a B-to-B Catalog Mailing Plan, Part 2

8. Use incentives to lure new customers. Offer incentives to draw in new customers that are worth keeping ­— those that spend big or buy frequently, Harding said. Consider such incentive offers as free shipping, 10 percent to 20 percent off everything, $10, $20 or $30 off total order, or 15 percent off first orders plus $40 off second orders that are placed within 90 days.