Picking A Customers List

Rule no. 1, any list of proven buyers will outperform any list of non-buyers.

There are general guidelines:

  1. Recency: When was the last time they have made a purchase? [MOST IMPORTANT]
  2. Frequency: How many and how often they bought a particular item?
  3. Unit of sale: How much they have spent would be a good indication of their willingness and openness to buy.

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