Turn One-time Buyers Into Multis

3. Mail first-time buyers more often. At least initially, you might want to mail first-time buyers more frequently than you ordinarily do. Make two or three extra and more frequent mailings to first-time buyers as a way to encourage them to purchase again.

4. Optimize single buyers. Using one of the cooperative databases, optimize your single buyers and mail the group that’s most likely to purchase again. Do this after you’ve mailed the single buyers a few times and converted those you can. Then, send the remaining group to a co-op to help you select who should (and should not) be mailed again.