If you’re looking for a reliable way to bring in revenue, the best place to start is by contacting your best customers.
Your best customers are the most likely to purchase. Try dividing by sales or average order size. Analyzing your customers will identify strategic breaking points between groups. When you sort your customers’ sales activity, from highest to lowest and cumulate sales and calculate percentage of total sales, you may be surprised. The top customers will reliably respond to your offers.
Just because someone cancelled last year, or you have not heard from them in a while, doesn’t mean the sale is gone forever. Mail a “We want you back” offer. It will produce more sales than cold prospecting letters.