Turn One-time Buyers Into Multis

Needless to say, some reasons are in our control; others aren’t. If you can give a single buyer a reason to buy again, you’ll dramatically change the economics of prospecting as well as your bottom line.

In the accompanying table, look at the number of single buyers typically on a consumer housefile. I’ve divided this chart into 0- to 12-month buyers and 13- to 24-month buyers.