Do You Know How They Want to be Contacted?
Test the following to help gauge customer contact needs/wants.
1. Simplify everything.
2. Change [your catalog] cover and opening spread.
3. Decrease circulation by raising the standards of sales per book.
4. Allow "cost of customer acquisition" to determine prospecting strategy.
5. Consider creating a prospecting catalog.
—Michelle Farabaugh, partner, LENSER