By
Matt Griffin
and Catalog Success
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Do these inquiries come from trade shows, cold calls or space ads? Rank which sources are converting inquiries to first-time buyers, how long each conversion took, and which sources yield the most valuable first-time buyers, Valentino recommends.
These “gold” customers are determined by what your company values most, says Valentino. Do you value customers who order more frequently, have higher average order values, or make more big-ticket purchases or some combination thereof? Armed with this knowledge, you can prospect more efficiently, knowing which inquiries are likely to respond to future mailings and how quickly, she notes.
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- People:
- Gina Valentino
- Matt Griffin
- Places:
- Kansas City
Matt Griffin
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Catalog Success
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