You’ve got their orders—how do you get them to buy more?

By Alicia Orr , Editor In Chief and Catalog Success

Here’s how MemberWorks, with more than 4 million members, operates: A customer calls a catalog, places an order and gives her credit card number. Near the end of the call, the TSR says, “We have a special offer today” and launches into a 30-second script describing the benefits of one of the clubs.

David Shackney, senior vice president/new business development for the 10-year-old company, explains, “The offer is generally a 30-day free trial billed to the credit card. We already know they have a credit card since they were ordering by phone.”