Strategy: When Prospects Aren’t Buying

The chart “Typical Results to Prospect Lists” (below) offers actual results to outside, rented lists compared with a year ago. These results are after a matchback was done to allow for any Internet attribution. The same lists with the same select and similar mail dates are trending down.

The chart contains actual results to three outside prospect lists, two rented lists and one co-op list. These lists are trending down and are seeing a decline in list continuations. Although not all lists are trending down, still you should continue to do everything possible to maximize prospecting results.