Consumer Prospecting with Fewer Pages

If you decide to mail a smaller prospect catalog with fewer pages, create a reliable test and try to discern the long-term impact. As you can see from the example on page 32, prospecting with a catalog that has fewer pages than your main book is risky. Yes, it sounds like you’ll save money upfront, but in the long run, it’ll cost more, and you’ll have less new buyers to add to your housefile.