Connect the Dots

Identify Disparities Between Prospects and Customers

If you can increase your prospecting results only slightly, you either can enjoy an improvement in your bottom line or reinvest the money in more prospecting.

Using the report on item results for prospects, determine if those results are different from those seen with your housefile. For example, are your top 20 items to prospects (in units) different from the top 20 items sold to those on your housefile? You’ll also want to know those results by product category and price point.