Are Your Sales Lagging Behind Plan?

6. Promote to Web buyers. They’re very sensitive to promotions, and they expect them. If you must increase demand, make a stronger offer for customers who buy from your Web site.

7. Add a mailing to your best buyers, especially if you need to generate more demand revenue. It’s hard to over-mail your top-performing RFM (recency, frequency and monetary value) housefile segments. You generally can squeeze more revenue from dependable customers by mailing again (and again).