A brief explanation follows: Recency – The more recently a person has purchased (by mail) something similar to what you are selling, the more receptive he will be to your offer. Get ’em while they’re hot! In fact, always check to see if the list you are interested in has “hotline buyers” and see if you can rent them before anybody else. Hotline buyers are the most recent buyers of all. Sometimes they will be 90-day hotline buyers or even 30-day hotline buyers. These names are extremely good prospects! Frequency – The more often a person buys a particular item, the higher … Continue reading Pick an audience based on Recency, Frequency, unit of sale

–Gary Halbert Continue reading Don’t try to get money from people before giving a LOT of value first