Creating a good buying experience will make your customers come back to you over and over. If your customers are happy with their purchases and their overall experience, you’ll have no problem getting them to buy other products and services from you in the future.
But if their experience was bad, they’ll most likely never come back.
In the list-rental business, whenever I rent a list for one of my private clients, I’m always looking for lists that have very similar characteristics as my client’s current buyers. For example, if I’m selling software to event planners, my ideal list would be made of up event planners who have purchased something through the mail. Even better, would be event planners who have purchased software through the mail.
This type of list selection works because in MOST cases, if people have raised their hands and said, “I’ll buy xyz through the mail,” there is a good chance they’ll do it again.
It’s interesting, however; there is one niche that I do a lot of mailings in where this method does not work. In the real estate niche, I’ve found that offering a real estate offer to a group of prospects … Read the rest
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