Using Alternative Media to Build a List

Re-contacting Prospects

Once Design Toscano had a reasonably priced catalog, the company was finally able to profitably re-contact inquiries and to prospect through list rentals.

Nancy Beardsley, a partner in Charles F. Beardsley, explains, “What’s important for someone using space for the first time is to know that when you get inquiries from the space ads, you own those names. With a list, you rent it and use it once. For space to work, you need to have a strategy for re-contacting people and converting as many as you can.”