7 Tips for Targeting Customers

4. Determine the right time to mail your catalogs. In B-to-B, Anderson advised that it’s critical to know when your customers/prospects receive their budgets. “Be on the top of mind when they have their money,” she said. Also know when they’re required to use up their budgets. This is especially relevant for school districts, Anderson noted, which in a number of circumstances are under a use-it-or-lose-it policy. In this case, mail six weeks prior, allowing time for your customers to process purchase order requests.