Strategy: When Prospects Aren’t Buying

4. Take a break. If a list continuation you’ve been mailing each drop has fallen off in perform-ance, don’t entirely eliminate it from your mail plan. Try mailing it every other drop, or just in your best prospecting drops. This should lessen the impact of list fatigue.

5. Test singles vs. multis. Look at lists with declining results to see if the singles or new-to-file names outperform the multis. You may not have to drop an entire lagging list. Mailing the single buyers and/or new-to-file names could be the answer.