Lists: Behavior Matters Most
When prospecting for new catalog customers, remember one thing and one thing only: Behavior Matters Most
To find a customer, you want these six pieces of information, which are listed here in descending order of importance:
1. Name and Address
According to the USPS, consumer mailing lists go out of date at the rate of 2 percent a month or about 25 percent a year. That means if you mail to a list that is updated once a year,
- Companies:
- Abacus
- DoubleClick
- McIntyre Direct
Denny Hatch is the author of six books on marketing and four novels, and is a direct marketing writer, designer and consultant. His latest book is “Write Everything Right!” Visit him at dennyhatch.com.
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