Strategy: Generate Extra Revenue While Leveraging Existing Overheard

6. Add a mailing to your “best buyers.” If you need to generate additional demand revenue, consider adding another mailing to your better customers. Like with e-mails, it’s unlikely you can overmail your best customers.

7. Develop an outbound telemarketing program (B-to-B). For B-to-B or business-to-institution catalogers, consider testing an outbound telemarketing program. This can’t be done by your existing telephone sales or customer service representatives. It takes someone specialized in outbound calling. You might want to consider outsourcing.