Strategy: Generate Extra Revenue While Leveraging Existing Overheard

8. Mail the gift recipients. Make a special offer to the recipients of gifts from your catalog, a group called “giftees.” People who’ve received a gift from one of your customers are excellent prospects.

9. Use title slugs. This is another B-to-B mailing technique: using your own customer list as a prospect file. Simply remove the customer’s name on your housefile and insert a functional title such as Purchasing Manager, Chief Engineer, etc.