A simple way to "qualify" a prospect: Are they horny for you?

Last week I sent out a tip about how to choose the right customers. You can see that article over here: http://blog.kingofcopy.com/2009/01/what-its-like-up-there-in-sales-heaven.html

This week I’m going to cover a few more traits you’re going to find in your best buyers.

These are called “selects” if you are buying names from mailing lists, and selects typically come in many flavors: gender, zip code, purchase price, type of home, location of home, number of children, married or single, company name, company ownership, type of car, type of plane they own, value of plane, income level, value of home… the list is pretty long, and it depends on what you’re looking for and how the list was put together.

Selects are basically characteristics of the members of a given list. And the point of each of these items is to narrow down the people you want to make your pitch to.

See, casting a wide net might be great when you’re fishing, but when you’re spending money on marketing or advertising, you want to spend those dollars on reaching out and making your offer to those folks “most likely” to want to order from you.

Of course, if you don’t know who your customers are, you’re sort of screwed, but that’s another story altogether.

Now one characteristic that’s often overlooked is something called “recency.”

Recency has to do with how recently someone made their last purchase. These are also often called “hot list” names.

The theory is that when people are hot for something, they’re HOT for as much of it as they can get. That’s because people will typically go on buying sprees for things.

So I know myself, for instance, when I get into something, like drawing… I’ll go out and buy a bunch of books on drawing, and then start accumulating the tools I need (pencils, pads, erasers and things like that), in a big burst over a 30 to 60 day time frame.

People are the same way with loads of different things: self-improvement, real estate, investing, supplements, business ideas… you name it, this is how it works for loads of buys.

Now as to whether or not people use all the crap they buy, well, that’s another issue entirely. That’s what ebay and your garage is for, right?

Anyway, don’t overlook recency as a select. These names will usually cost you a few pennies more, but the ability to get someone who’s super horny for whatever it is you’re selling, is usually well worth it.

Now go sell something, Craig Garber

P.S. How To Turn Your Part-Time Real Estate Investing Business… Into A Full-Time Career!: http://www.kingofcopy.com/abcre

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