Strategy: Generate Extra Revenue While Leveraging Existing Overheard

2. Promote to catalog requestors. Make a “strong” offer to catalog requestors that’ll increase conversion rates. Also, run reactivation models on older requestors. You should be able to mail these prospects at least three or more times.

3. Promote to prospects. Offer prospects a dollar amount off their first orders (or flat or free shipping). This doesn’t create expectations that another offer is coming. In numerous tests, I’ve determined that a strong offer to prospects increases the revenue per catalog by 20 percent or more.