Sales Topper or Door Stopper?

Using this strategy, you entice customers to buy now, and you help qualify them based upon order size, quantity of items purchased or merchandise category.

Some b-to-b catalogers successfully use telemarketing to qualify customers. When calling clients to offer the all-new big book, your reps also can verify the purchasing agent's name and other pertinent information. This helps you avoid mailing to an unqualified prospect or to someone who no longer works for the company. Tip: Devise a telemarketing schedule that takes advantage of the lulls in your order-response curve.